Beat the Heat
Seven things to focus on this summer to beat the HEAT and show up when/how others may not be
The Dog Days of Summer…
It’s pushing 100 degree where I’m at. I’ve been here long enough to know this is a season and yes, it’s brutally hot - but it’ll pass. I also have learned to embrace it because when its 20 degrees and chilly - 100 seems kinda dreamy.
It also makes me reminisce of better days in selling. The ones where OOO replies aren’t the norm, meetings were held, and contracts could get through procurement and legal without hiccups.
You've also seen the signs: delayed responses, empty offices, slower deals. But summer isn’t the end of momentum. It’s a shift in tempo. In two of my previous newsletters (Myths & Slumps & Cool, Cool Summer), I broke down the psychology and seasonal rhythm we all face in tech sales (Is there an industry where Summer Selling is actually riding the wave??? Pest control maybe?)
This one is tactical. Here are seven things to focus on this July and August to beat the HEAT in sales:
1. Make your outreach timely and human
Be a human. Avoid the robotic follow-ups and acknowledge time off. A short check-in that shows awareness and intent goes further than another bump to the top of the inbox.
Tip: Thursday afternoon and weekend mornings often perform better in July than early-week sends.
2. Stay active where others go quiet
People might not be on email, but they’re still scrolling LinkedIn. Post insights, be curious, and comment with intention. Share something that earns attention. Visibility becomes an advantage when others unplug.
3. Invest in customer expansion
If net-new is soft right now, lean into your current accounts. Check in. Solve a problem. Look for growth. Retention and expansion are still revenue last time I checked for most sellers.
4. Make your own version of “work time” count
You don’t need to be on 24/7. You do need a plan for the hours you are on. Block time for pipeline review, outbound, and deal progress. Create structure or July will drift into August..and you’ll be staring September in the face with no pipeline.
5. Sharpen the Saw for H2
Revise sequences. Put some polish on the pitch deck. Rebuild the pipeline dashboard, or account plan. The quiet weeks are a gift if you use them. Don’t waste this window. We all wish for some time to perfect the craft - now is that time.
6. Respect OOO messages, but don’t disappear
Vacation doesn’t mean disinterest. Use it as a timing cue. Note the return date - and possible reporting structure, multi-threading contact, or even (gasp) cell number on the auto-reply. Schedule the re-engagement. People respect those who follow through after the break.
7. Show leadership with your internal team
If you’re in a senior role, model consistency. Create quick win projects. Run a “tighten-the-message” workshop. Keep reps engaged without forcing fake urgency. Run through the above 1-6 with them. Look - summer is…different. Your team will appreciate the candor and transparency.
Remember:
This isn’t about hustle. It’s about awareness and smart planning.
This isn’t a crisis. It’s an opportunity to reset.
This isn’t downtime. It’s strategic prep time.
The best sellers aren’t just closing. They’re sharpening. They’re building. They’re showing up when it’s quiet so they’re ready when it’s not.
STRETCH SNIPPETS
🎯 Mike Weinberg: Work on Your Game
A callout to sellers who sharpen while others coast.
🔁 Matt Green with Sales Assembly: Weekend Sequences and Off-Cycle Messaging
Real tactics for timing, sequencing, and rep accountability.
💬 Lorna Wright with Trumpet: Surviving the Summer Slump and Keep Your Sales Sizzling. Tips for managing handoffs and staying visible during PTO season.
🧠 Mark Roberts with No Smoke & Mirrors: Summer Slowdown is a Mindset Problem Quick read on how sales leaders reframe downtime.
🧠 Mindset
“In the middle of every difficulty lies opportunity.”
- Albert Einstein
Thanks for reading!
My hope is if you find this valuable, consider sharing it with friends (or signing up if you haven’t already).
— Grant 👋
About stretch vp: confessions, learnings, and insights from sales leaders in SaaS
Compiled and aggregated from a network of sales leaders in SaaS, Stretch VP showcases learnings, insights, and experiences as well as best practices to overcome common hurdles, obstacles, and setbacks in your quest for excellence as a sales leader in SaaS.
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