End of Year Impact
What sales leaders can do to impact their team, numbers, while planning for the new year ahead
Hey there friends -
T minus 17 days…
17 selling days left in 2022.
Not much time to finish the year if you’re on a calendar year at your company. (Congrats to all you on a Feb Fiscal)
This week I’m thinking about what we as sales leaders can do that actually impacts our team, numbers, mindset and planning for a new year ahead.
In this week’s edition of Stretch Weekly -
Peter Chun shares 4 Deal Review Tips to close more deals and end the year strong.
Nick and Armand (30 min to President’s Club) talk with Ian Koniak on using discovery to close deals of any size - from Enterprise to SMB.
And don’t miss a slew of snippets to check yourself against in preparation for a strong finish and sprint to the end of ‘22.
THANKS for reading!!
-Grant
And lastly - as always, if you find this newsletter valuable- subscribe or share it with someone who might as well 👊.
STRETCH SHARES
Deal Review Tips to Close More Deals and End the Year Strong
It’s easy to get complacent at the end of the year. Teams are tired. Deadlines loom. Customers are distracted trying to close out their own year. And It can be tempting not to be quite as thorough in these final few months. How do you keep teams engaged and provide the support they need?
Peter Chun with Lucid Chart shares 4 Deal Review Tips to close more deals and end the year strong.
Start with Account Mapping (discovery is key to be able to do this effectively)
Create Consistency (standardize your deal review process)
Go Back to the Basics (Discovery, Multi-threading, Messaging)
Leverage Executive Connections (prioritize leadership’s connections and plan a strategy)
Focusing on Discovery to Close Deals any Size
Resurfacing this excellent podcast on using discovery to close deals of any size - from Enterprise to SMB. Ian Koniak is a great follow on LinkedIn so check this one out and learn the strategies he used to be a top seller.
Four Actionable Takeaways:
Talking to execs: figure out their pain points and do the digging in the weeds for them
Start high, work down the chain, then bubble back up in one business case (Yo-Yo Selling)
Leverage your executive champion to make intros and walk them through the process
Lean on your technical resources for a better buyer AND seller experience
STRETCH SNIPPETS
🗣 Jason Lemkin offers his take on Why The Greatest Sales Teams Just Kill It On Dec 31. When Everyone Else Has Gone Home.
🎯 Check out this helpful guide from Setsail building an impactful incentive program. Includes the top 6 behaviors to SPIFF and why.
💰 Mark Roberge shares his favorite comp plan (commission with Accelerators and decelerators) as well as a free tool to experiment with your own via: QuotaPath.
💥 Loved this concise, yet impactful 1-on-1 sales coaching template from the folks at Gong. See what you’re missing and/or where you can improve.
👀 Rob Jeppsen says Activity Coaching is a rookie level of leadership (Management) ”Your coaching should be insight-driven. Not activity driven.”
🧠 Mindset
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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