Non-Sales Insight for Sales Leaders
Learn from these non-sales tactics and insights to sharpen and shape yourself as a more empathetic, and successful leader.
Hey there friends -
This one is a bit out of left field, but just as valuable to me personally and professionally.
It’s not the first time I’m veering outside the lines a bit to feature some insightful pieces of content that inspires me - without being focused specifically on sales.
In this week’s edition of Stretch Weekly -
Margaret Pan summarizes a Harvard study on the secret to being more likable.
Plus non-salesy snippets to help shape yourself as a more empathetic, and successful leader.
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
A Harvard Study Reveals the Secret to Being Likable
Really enjoyed this article from Margeret Pan on the secret to being more likable. It’s a quick read but packs some good insights. And wouldn’t you know it - the secret to becoming more likable, 100% correlates to being a better sales rep, leader, and professional.
A few of my favorites:
According to a Harvard study, described in an HBR article, the secret to being more likable and improving interpersonal bonding isn’t being polite, helpful, or having a good sense of humor. It’s asking more questions.
According to the findings of the research, the order of the questions you ask someone has a significant effect on how they will respond.
If you want to build up trust, rapport, and intimacy, you should start with relatively shallow and insignificant questions and progress to more private/deep ones.
Follow-up questions are an ace up your sleeve. When trying to make a good impression on someone, follow-up questions are a great asset because they signal an interest in the person you are talking to.
STRETCH SNIPPETS
😁 “Take some time to have fun”. Bill Gates talks about regretting not taking more time off, the importance of friendship, and there is more to life than work.
🗣️ If you’re on the introverted spectrum like me, this article on 5 tips for leading loudly when you prefer quiet, by Dave Klien - will resonate deeply.
☂️ Umbrella or a 🔽 Funnel? Mark Kosoglow asks “When pressure is raining down, is your leader an umbrella or a funnel?” This is an excellent read and litmus test as a leader to see how you are faring and what you can do to improve. Companies with umbrella leaders will make it through the next 12-18 months with a strong culture, loyal people, a sense of togetherness, and battle-tested-ness.
⧓ Frank V. Cespedes and Jacco van der Kooij pen an excellent article on the Rebirth of SaaS. Specifically turning the sales funnel into a bow tie, emphasizing quality over quantity of leads, and emphasizing customer success -not just service.
🧠 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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