Hacks and Frameworks
hacks, tips, insights, and frameworks for better selling
Hey friends-
There are no shortcuts in sales. We all know this.
But as I write this from 30,000 feet, I’m reminded that there is no shortage of excellent resources and experts that freely share tips, hacks, frameworks, and insights that have brought them and others to new heights.
In this week’s edition of Stretch Weekly -
Insightful piece from Pipedrive of the What, Why, How of Challenger Selling.
Jacco Van Der Kooij outlines the blueprint on his SPICED framework.
Plus more hacks, tips, insights and frameworks for better selling.
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
The Challenger Sale model: How to lead the conversation
One of my favorite books is The Challenger Sale - and subsequently, I’m a fan of the methodology.
Authors Matthew Dixon and Brent Adamson believe that when it comes to top-performing sales reps, building relationships is the least effective strategy in closing sales.
Instead, they argue that sales reps who take control of a sale and teach their prospects how to solve their problem are more successful than sales people who spend long amounts of time building a relationship with their lead.
The Challenger profile allows reps to build up to a sale by creating constructive tension. Challengers intentionally dispute their customer’s way of thinking and force them to contemplate a new perspective. This creates some slight tension in the form of a casual debate. By encouraging their customers to consider new opportunities, the Challenger sales rep can begin to offer an alternative way forward.
Check out this insightful piece from Pipedrive of the What, Why, How of Challenger Selling.
SPICED Framework
I’ve heard a lot of buzz around SPICED lately, and as a fan and follower of Jacco Van Der Kooij - I saw him post this blueprint so thought I’d share.
You all know I’m a fan of MEDDIC - so where does this
”framework” fall in the landscape of selling today?
To me - this seems like a great way to diagnose a deal early on. See if it has legs, momentum and is something to dive deeper in. I even think it would be a helpful acronym to remember in your Discovery calls. I could even see using it right alongside MEDDIC as your deal moves along stages.
Check out the full blueprint below, but quick synopsis:
S = Situation
P = Pain
I = Impact
Ce = Critical Event
D = Decision
STRETCH SNIPPETS
🗣 Jason Lemkin talks how VPs of Sales and even the best sales reps are experts at BATNA — your Best Alternative to a Negotiated Agreement and how it helps close big deals.
❎ Stumbled upon this great twitter thread from Michael Girdley on how to understand the mindset of Gen X. I’d be willing to bet a large amount of decision makers and economic buyers fall under this category.
🚦Want the green light to sell hard against your competition? Sam Blond suggests a simple tip for selling against competitors: During discovery always ask if they are looking at any other solutions. If yes, who? Then take what you’ve learned and highlight what sets you apart.
🔍 Richard Smith says that prospects like to convince you they have more authority than they actually do. You need to truly identify all the stakeholders standing between you and a deal.
🐳 Want to find and close the biggest deal of your enterprise sales career? Jamal Reimer gives us 5 secrets to selling strategic SaaS deals.
🧠 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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