Playbook: Pipeline
A comprehensive guide to fill, move, and close more pipe
Hello friends -
One of the most shared and opened newsletters I’ve sent is the 3-part series on pipeline featured last year.
Since that time, I’ve seen more than triple the number of subscribers, so I thought it would be a good idea to revisit and even consolidate that series into its own guide or playbook for easy reference.
Plus… to keep the momentum from last week’s topic - Process and Pipeline - it seems like now is as good as any to give this a go.
So I’m testing this idea out before returning to our regular format next week (with a few tweaks based on feedback) from this reader survey several weeks prior.
In this week’s edition of Stretch Weekly -
Fill the pipe. (prospecting, opening, creating a deal, and filling your pipeline)
Move the pipe. (discovery, demos, and keeping momentum)
Close the pipe. (overcoming objections, negotiation, and closing)
Plus - The most-clicked snippets from each week’s newsletter in the series primed and ready to share.
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
Fill the Pipe
Part 1 - Fill the Pipe:
A surprising CTA for prospecting and opening sales cycles courtesy of GONG
Top traits to keep SDRs winning from SDRDefenders
How to overcome barriers like a boss with Ralph Barsi
Valuable snippets from gurus and experts on prospecting, cold calling, emailing, and more.
Move the Pipe
Part 2 - Move the Pipe:
Chris Orlob shares The 11 Best Discovery Tips You’ll Ever Need.
How to Run a Kick @$$ Demo with Dave Kennett - CEO, Replayz
Key Practices to Drive More Deals by Deb Berman with Skaled Consulting
Matt Smith - Founder, Full Stack Sales gives us 6 Best Practices to Manage Your Pipeline
And don’t miss valuable snippets from gurus and experts on following up, managing multiple decision makers, listening, risk mitigation and traits of top progressing deals.
Close the Pipe
Part 3 - Close the Pipe:
Negotiation tips from the master himself Chris Voss & renowned sales guru John Barrows
6 Tactics to Close More Deals from Marina Fishman - Director of Sales, Copper
Top 5 Negotiation Mistakes from Gong.
And lastly, unbeatable snippets on overcoming objections, negotiating and closing the deal.
STRETCH SNIPPETS
📞 Cold Calling is the bread and butter for SDRs! Becc Holland walks through some time-tested strategies for more effective outcomes.
📩 Want more responses from your cold emails? Austin Belcak shares 5 tips
💡 Belal Batrawy shares 7 unexpected ways to delight prospects as a seller.
🏈 Basic blocking and tackling as a tech seller ensures that deals move along the appropriate stages in the sales process. [stretch vp]
⏯ Mark Raffan joins 30 min to Presidents Club on negotiating in a complex deal cycle.
💸 Almost half of deals are lost because of budget. 25% are marked closed-lost because of timing.
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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