Crowdsourced Tips and Tactics
Tips and tactics to prevent ghosting, master follow up and manage sales activity
Crowdsourced…
In typical fashion - this week includes more tips and resources from leaders across different industries and verticals to review with your team.
In this week’s edition of Stretch Weekly -
64 Crowd-Sourced Tips to prevent Ghosting
How to Master Your Sales Call Follow-Up
40 Sales Leaders Discuss Metrics and Activity Reporting
Plus - more snippets to fine tune and sharpen skills as we get ready for the remaining 4 months of the year…
And lastly - as always, if you find this newsletter valuable- consider sharing it with someone who might as well 👊.
STRETCH SHARES
Getting Ghosted? 64 Crowd-Sourced Tips and Tools to Bust Out
We’ve all been there. You’ve got a solid deal in the pipeline with decent momentum and then…its gone. That deal - along with the ACV fades away. We’ve been ghosted.
Check out this awesome write up by Adam Schoenfeld with Drift on ways to circumvent being ghosted by potential buyers.
Crowdsourced from over 180 people, Adam compiled over 64 actionable tips and tools into an easy to view Google Sheet to help you keep the deal moving along...
How to Master Your Sales Call Follow-Up
Follow-up. Its one of the more nuanced steps in the sales process.
Moving a customer relationship from confirmed interest to deal closed can be a challenge. It’s a road paved with rejection, with 92% of all salespeople giving up on a lead after four rejections, while 44% give up after only one.
Chorus offers up one of the more thorough and helpful posts I’ve come across on mastering follow up. A no-brainer post to share and review with your team to get better at following up. After all - a quicker no is always better than a longer no... no?
Sales Activity Reporting: 40 Experts Discuss What Works
I’m sure we all have our own metrics, dashboards and reports we live in. But I found this article refreshing seeing it provided insights from leaders of companies across all sorts of different verticals and industries. They all share some common metrics to follow with a few standouts.
Check out both Spotio's list as well as these 40 leader's insights on what they track on a daily or weekly basis.
Amongst the standard ones, here are a few that stood out to me to fine-tune in my own process:
Lead-Opportunity Rate
Monthly % of Goal
First Meeting Conversions
Number of connection attempts
STRETCH VP POST 👇
Success During a Downturn
Revisiting a post from early this year as we all started to come to terms with this new normal. What have we seen work? Where were we naive?
STRETCH SNIPPETS
🚀Figma’s Kyle Parrish on Why Scaling From 0-1 In Sales Is So Damn Hard, The Biggest Lesson From Moving Sales Outside Core HQ & How To Create A Performance Led Culture [PODCAST]
🌞Mike Brooks and Sales Gravy offers 5 Things to do If Summer Sales Are Slow… (Q4 starts in a little over 30 days!)
🤑Data (and cohost Devin Reed) reveals the best time to talk price and budget on a sales call.
👍 Ryan O’Hara gives us a breakdown and rating of real life GOOD and BAD LinkedIn connection requests
👉The New Normal of B2B SaaS Sales: Interview w/ Oliver Manojlovic [PODCAST & Transcript]
✅Brooke Bachesta (SDR Manager at Outreach) offers tips to managing a remote SDR team
📓Check out this jam-packed guide on lead nurturing from Marketo.
🧠 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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