Building and Developing Your Team
Nuggets and tidbits to help you build, coach and develop your sales team from the ground up
Hey - I appreciate you! Thanks for reading.
Here’s the thing. Each week, after compiling and aggregating content from all over - I try and come up with a title, subtitle and a quick introduction to the weekly newsletter before sharing - but without being redundant. (does anyone care? probably not - just give me the goods)
The problem, as I find it, is the content I’m consuming is always solid, appropriate, timely and helpful (for me at least).
So - at the risk of sounding like a broken record - check out this week’s smorgasbord of things I found interesting that resonated with me - hope you do too.
In this week’s edition of Stretch Weekly -
The Cost of an SDR Team, and Why They Remain a No-Brainer
The Ultimate Guide to Film Reviews
Three Disciplines of High Performing Sales Managers
Plus - snippets to digest on annual vs. monthly pricing, prospecting strategies and more!
And lastly - as always, if you find this newsletter valuable- consider sharing it with someone who might as well 👊.
STRETCH SHARES
The Cost of an SDR Team, and Why They Remain a No-Brainer
Came across this in-depth piece from Tito Bohrt in Sales Hacker on SDR specialization and justification. Its a great writeup on the full cost v. benefit analysis of building out your SDR team.
If you’re just getting going building your SDR team, or need additional budget/headcount, give this a read!
The Ultimate Guide to Film Reviews
At the risk of drudging up some horrible anxiety regarding upcoming football schedules and uncertainty - I wanted to share this fantastic guide (PDF) on film reviews I found from Chorus.ai.
Why film review matters for sales teams
Impactful film review ideas you can use today
5 Best practices for running engaging film reviews
10 Tested and inspiring film review topics
And more. This was important before - and dare I say - even more so now if that’s even possible.
Three Disciplines of High-Performing Sales Managers
Anthony Iannario shares an awesome article with us on the three disciplines a sales manager absolutely must keep to succeed. These three disciplines should take precedence over other work, and they should be treated as the sales manager’s real priorities.
Ensuring a Healthy Pipeline
Coaching Opportunities
Developing Your Sales Team
STRETCH SNIPPETS
💪Check out the Old Spice guy (Isaiah Mustafa) - pitching Gong! Amazing display of ingenuity and personalization from the Gong Team and Sarah Brazier specifically to cut through the noise. Well done Gongsters, well done.
👀Speaking of Gong -check out this nifty Demo Cheat Sheet !
🔥Jake Dunlap gives us a new 4 day outbound playbook to use with LinkedIn. Test it out and let us know how it goes! (hint: View, Comment, Email, Email)
📆Annual vs. Monthly pricing / contracts?
😎Lemkin says let the customer decide how to pay…(with case study from Zoom)
🧐But then - even more chaos after reading this thread with insights from Patrick Campbell (Profitwell) and Justin Welsh
😕Then I came across this follow up post from Jason Lemkin offering his take saying Annual Contracts (not pricing) isn’t all its cracked up to be.
📚Found myself adding a bunch of new books to my reading queue from this list of the 100 Best Business Biography Books of All Time. (Starting with Guy Kawasaki’s Wise Guy)
🎧 Solid podcast from Ryan O’Hara (LeadIQ) and Shane Stearns on prospecting lessons learned at Google, building sales development teams, mock call exercises, how to help struggling reps, and an effective prospecting playbook.
🧠 Mindset Matters
Seeing how the NBA is now in session (bubble) thought this would be a good piece to share on mindset and motivation.
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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