Method to the Madness
Process, philosophies, methodologies and tactics to skyrocket wins
Hello friends,
This week - I’m taking the liberty to include a collection of podcasts and articles I found interesting without a specific, common topic or theme.
Some process, some methodology, some tactics. But all things that resonated with me this week, or something I found worthwhile.
Hope you do as well.
In this week’s edition of Stretch Weekly -
Jeremey Donovan and Ollie Sharpe talk with Andy Whyte on all things MEDDIC with tips/tactics to get better.
Will Barron goes in-depth on 8 sales philosophies to help you guide your team to success and skyrocket win rates
Plus - snippets from this week’s curation engine on sales process, cold calling, rejection, and more methods to the madness of sales.
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
Using MEDDICC to Qualify and Win More Deals
If you’ve followed my newsletter for even a short time, you’ve no doubt seen content and insight shared from Jeremey Donovan as well as Andy Whyte.
So no surprise, when I saw Andy as a guest on Hey Salespeople I instantly added to my queue to listen.
This episode doesn’t disappoint as Andy talks with Jeremey and Ollie Sharpe on all things MEDDICC including:
How Andy got his start selling “Double Glazing” and what he learned by gaining lots of reps in a sales cycle.
Sales methodology vs. sales process (and how MEDDICC fits with both)
#1 thing salespeople get wrong about MEDDICC is thinking it’s about uncovering a “need”. MEDDICC helps uncover pain to see where potential value is, and where gaps in the buying process may be.
When in doubt, qualify out.
Start multi-threading with an Economic Buyer + Executive Stakeholder pre-call intro!!!!! (I’m going to install this into our process right away)
Best ways to test a champion. (Don’t assume you even have one!)
8 Sales Philosophies to Simplify Selling
Maybe it’s because I wrote something on this roughly a year ago, or maybe it’s because I needed a refresher, but I really appreciated and enjoyed this episode from Will Barron on 8 Sales Philosophies to simplify selling.
Will goes in-depth on 8 sales philosophies to help you guide your team to success and skyrocket win rates. Learn more about:
Spin Selling
Customer-Centric Selling
Target Account Selling
N.E.A.T. Selling
MEDDIC
Sandler
Challenger Sales Methodology
Solution Selling
Listen to the full podcast HERE
STRETCH SNIPPETS
🤕 Ouch. 66% of sellers say pipeline reviews are not helpful.
Ryan Walsh tells Sales Managers that as you walk through each opportunity, don’t use it as a way to collect information to pass up the chain, use it as a way to collect information so that you can use your knowledge base to push that deal forward.
🧠 MRI studies reveal that getting rejected triggers the same neurological pathways in your brain that light up when you experience physical pain.
Steli Efti talks about what we as sellers, what can learn from dealing with, and overcoming rejection. “They don't work against it—they work with it to grow and measure their progress”.
🙅♀️ Jen Abel tell us a demo is:
Not a Monologue. Not an opportunity to show the full solution. It’s also NOT to be rushed to complete in one instance.
📞 The famous Nick Cegelski of 30MPC fame says voicemails should never ask for a callback. Steal his sign-off:
“There’s no need for your to call me back. I’m about to hit send on an email to you with the subject line “just called”. Whether or NOT you’re interested in learning more, please let me know. I don’t want to be a pest with my follow-up.”
📊 Pipedrive says a clear, repeatable process is exactly what reps need to succeed. In this article, they outline what a sales process is, talk through some of the steps, and describe how to create one based on metrics most important to you.
🧠 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.
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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