Best Practices
Weekly collection of the best discussions, articles and podcasts for sales leaders in SaaS.
What’s working?
I started this newsletter as a way to share some of the content and insights I’ve come across in my role as a SaaS sales leader. Each week I’m encouraged and continually grateful there are so many good people that freely share information for me to learn from.
Side note - coming up with a title, subtitle and theme for the week is often the hardest part of this weekly labor of love
So…I’m going back to my roots with this week’s edition of Stretch Weekly focusing on best practices to help us as sales leaders in SaaS.
4 must-have touch patterns for sales teams [Interactive Guide]
Rob Jeppsen shows us how to coach our reps like a pro!
Kyle Coleman drops his wisdom as it pertains to sales floor energy and the future of SDR work.
Plus a collection of sales snippets you can use right now to coach, train and implement with your team.
And lastly - as always, if you find this newsletter valuable- consider sharing it with someone who might as well 👊.
STRETCH SHARES
4 Must-Have Touch Patterns For Sales Development Teams
Call, email, email, social touch, call? If you're like me you wonder what others are finding successful for reaching prospects.
I just so happened to come across this awesome, interactive infographic from Sales Source to help your SDRs and AEs know how to best structure inbound AND outbound sequences.
Super helpful to see what data shows as the best performing structures. Couple things that stood out:
Test, Tune, Tailor. Start here - but test, tune and tailor based on your specific results.
You should focus inbound on speed and frequency — think higher touch. Whereas, outbound should be much more strategic and methodical — focus on personalization and nurturing.
Differentiation for Outbound (Tier 1 vs. Tier 2) and Inbound (Lead Source) is super important
Check out the interactive guide HERE
Coach Your Reps Like a Pro
Rob Jeppsen gives us 4 Steps to Approach Sales Coaching Carefully and Tactically:
Use role perception to improve your sales coaching model.
Commit to the 4 non-negotiables in sales coaching.
Commit to Being Relevant to the Entire Team.
Understand your rep’s goals and work backward.
From Rob: Following these 4 steps will improve your ability to help others succeed. This is, in turn, a driver for your success and your ability to keep your job! With the average tenure of a VP of Sales, dwindling, this coaching series is bound to give you a competitive edge.
How To Bring Sales Floor Energy to Remote Selling
Kyle Coleman, VP of Revenue Growth and Development at Clari, has climbed the ranks from SDR to VP. He shares the shocking results after he removed all activity metrics for a week, why SDRs are strategic assets to revenue teams, and how to transfer sales floor energy to remote selling.
Highlights for me:
Career advice from Kyle (SDR to VP)
Don’t manage/coach all reps the same. Build process and let reps user their expertise to find success.
Sales Floor Energy - Slack channel with Zapier integrations. Celebrate new meetings.
FREEDOM WEEK!
SDR as a strategic role. Partners alongside AEs to move deals.
STRETCH SNIPPETS
📹Win more deals with Video! [Chorus infographic]
🤑ROI in sales is dead (according to Gong). Sales people are doing this instead.
✍️Jason Lemkin says CEOs don’t like to negotiate small things. Send a simple, clear proposal instead, and they’ll probably just sign it.
🔥Hot take from Jake Dunlap on sales phrases to retire and bury forever.
🛬Quick video tips from Ralph Barsi on how to land meetings with your top key accounts.
😳An Outrageously Incredible, Mind-Blowing Piece on Sales Puffery
👉Jason Fried points his finger at us by saying sales people should study the buying process more than the sales process.
👁Short snippet on why video works so effectively for prospecting from VP Marketing @ Vidyard -Tyler Lessard and John Barrows
🧠 Mindset Matters
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.
Are you a VP, Director, thought leader or content producer in the SaaS space? We’d love to have you contribute. Contact Me HERE.
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