HOW and WHY
Learn the how and why of selling
Hey friends -
Short intro this week for a short week of selling.
One of the biggest reasons why I enjoy consistently putting this newsletter out each week is it forces me to compile, curate and digest new content each week.
I love hearing from others tactical advice on HOW and WHY certain things are done. This week is no different.
In this week’s edition of Stretch Weekly -
John Kaplan explains why you might be losing and offers suggestions for how to move forward
Nick and Armand go back to through their 100+ episodes and pick out their top 10 moments that changed they way they sell.
AND…don’t miss this week’s snippets on the HOW and WHY of successful 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
Why are you losing?
All sellers occasionally go through rough periods. Maybe you’ve had some bad breaks or customer shake-ups.
John Kaplan explains why you might be losing and offers suggestions for how to move forward after low periods, including attaching to the prospect’s biggest business issues, influencing decision criteria with your differentiation, and having reliable Champions and Coaches to support your opportunities.
Top 10 Changes to How You Sell
It’s been far too long since I’ve featured anything from one of my favorite podcasts - 20 Minutes to President’s Club.
If you haven’t added this to your regular rotation yet, give this episode a listen. Nick and Armand go back to through their 100+ episodes and pick out their top 10 moments that changed they way they sell.
STRETCH SNIPPETS
🤯 John Franklin tweeted 6 resources to to help his sales team build his business from 0 to $3.5M in 2.5 years. Thread HERE
🛑 Sam Jacobs gives us 11 things that will kill you as a first time VP. Check them out and see what you may be missing…
🗣 Be brief, be brilliant, be gone. Morgan Ingram tell us to keep our cold outreach to 3-5 sentences…
😎 Samantha McKenna tell us to help your buyers understand the “WHY” of a no Every time you say no to something, you need logic to back it up.
👉 Ralph Barsi breaks down accountability and how to hold yourself and others accountable along with removing obstacles as a leader and what your role is in that.
🧠 Mindset
“Practice is just as valuable as a sale. The sale will make you a living; the skill will make you a fortune.” – Jim Rohn
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. Just reply to this email and I’ll be in touch.
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