Coach to Close
Current content to help you as a leader, or you and your team - close more deals
After tweaking my normal cadence a bit and giving Lemkin and Roberge some screen time the past two weeks, I’m anxious to get back to some current affairs.
As a sales leader - most of the content I consume is either:
1) Specifically for me to work on and improve as a leader or
2) Something I can use in training with my team to help coach and replicate.
Whether you are a current or aspiring leader - I’m hoping this adds some value to your day to day.
In this week’s edition of Stretch Weekly -
How to Write Sales Emails That Convert
The Trillion Dollar Coach’s Leadership Playbook
The Best Sales People Are The Most Creative at Follow Up.
We’re all at different stages in our career so hoping sharing some of this content can either help you as you work through deals OR help you lead your team to more success. Give it a read and let me know what you think.
And lastly - as always, if you find this newsletter valuable- consider sharing it with someone who might as well 👊.
STRETCH SHARES
How to Write Sales Emails That Convert
Came across a recent Predictable Revenue webinar for writing sales emails that convert. Great refresher to go over with your team. Use as you continue to iterate with your cold email process. Also - includes a nice slide deck companion.
4 main points they discuss. To write emails that convert - you need to focus on making them:
Clear
Concise
Relevant
Personal
VIDEO HERE ——- SLIDE DECK HERE
Leadership Playbook From the Trillion Dollar Coach
Admittedly I can’t remember where I came across this but saved this slide deck from a new book I’ve added to my reading list called: “Trillion Dollar Coach: The Leadership Playbook of Silicon Valley's Bill Campbell” Written by Eric Schmidt (Google) and others.
Slide deck below lists 33 key leadership principles Bill used to build teams at Apple, Google, Intuit and others across Silicon Valley. These teams delivered over one Trillion Dollars in market value!
4 main points caught my eye:
2: It’s the people.
8: Money’s not just about the money.
11: Only coach the coachable.
29: Cheer demonstrably for people and their success.
The Best Sales People Are The Most Creative at Follow Up.
Refreshing podcast from the Sales OG: Jeffrey Gitomer (Little Red Book of Selling was one of the FIRST sales books I read as I cut my teeth in media sales out of college).
Jeff G talks with Jeff Shore on what top sales people do best.
Excerpt: Here’s the difference between a successful and a non-successful salesperson when it comes to following up. The successful salesperson is creative, thoughtful, and genuinely wants to help their customer. The unsuccessful salesperson simply wants to earn their check to put a deposit on a BMW. The challenge any salesperson has is that they are too preoccupied with their quota rather than helping other people and bringing value. One of the superpowers of salespeople with amazing follow up is speed. Speed is critical in follow up, most salespeople wait too long, and ultimately lose the emotional altitude with the customer.
Awesome podcast that will fire you up and hopefully refresh your skills at progressing deals to close.
STRETCH SNIPPETS
💸Surveyed participants using video are 88% more likely to report an increase in revenue over the past 90 days. (Vidyard Study)
✅Interesting study from Drift on how using swag helps close deals. *Also worth checking out Sendoso (Swag Sending Made Simple) if you haven’t yet.
🗣One of my new favorite podcasts (30 min to Presidents Club - from Nick and Armand) interviewing John Barrows on managing every part of the deal process. Lots of nuggets in here!
⏰Jeremey Donovan at SalesLoft asked sales leaders for their best time management tips and tricks. Here’s a few he collected.
🛠Megan Suckling tells us that her top performing cadences all have a on-time step completion rate of 85%+. Do. The. Work.
😏Gary V tell us the single most important trait that all salespeople should have (shared courtesy of Gabe Villamizar)
🧠 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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