Playbooks to Practice
A collection of industry playbooks for sales leaders to put into practice
Playbooks and Practice
Happy Wednesday! This week we had a slew of new subscribers and that’s always pretty humbling. If you’re new here - I’d love to know how you heard about this and what you think!
Now… this week. I’ve had this one cooking for a while now - waiting for just enough insight without the fluff.
With a few special requests for more specific content on playbooks to clone and learn from, I hope you get as much value out of this as I did sourcing and putting it together.
In this week’s edition of Stretch Weekly -
Playbook: 30 Min to Presidents Club shows us how we can structure our daily process to become sales machines
Pipedrive creates the ultimate guide to creating your sales playbook
Drift and Clari team up to publish the ultimate Go-To-Market playbook for revenue teams
Plus - snippets and snippets to fine tune your process and practice perfecting your playbooks. Hoo boy.
And lastly - as always, if you find this newsletter valuable- consider sharing it with someone who might as well 👊.
Enjoy!
STRETCH SHARES
Playbook: How To Be A Machine
Big fan of Nick and Armand's 30 Min to Presidents Club podcast. They seem to always have solid guests and thought provoking discussions. This episode was a slight, but refreshing detour where Nick and Armand talk through their playbook for success in SaaS sales.
The title sums it up - and the episode is packed full of great tips and nuggets to share with your team - as well as look yourself in the mirror on what we can do day to day to be better. Give it a listen!
The Ultimate Guide to Creating Your Sales Playbook
Pipedrive put together an amazing “Everything-You-Need-To-Create-Your-Own-Sales-Playbook” to follow as we build out our own process and practice as sales leaders in SaaS.
Pipedrive’s playbook include sales methodology, commissions, pricing, sales process, pitch decks, KPIs and much much more.
What you’ll see:
Why sales playbooks are critical for modern sales teams
What is included in a sales playbook?
How to put together an effective playbook
Sales playbook templates
Sales playbook KPIs to track
Go-To-Market Playbook For Revenue Teams
Who ordered the GTM Playbook? I got you.
In depth playbook to lead your team in all things Go-To-Market, revenue, sales operations and marketing. Put together by Drift and Clari, we learn the secret sauce for successful revenue acceleration, alignment and action.
Broken out into three main phases:
Engage
Execute
Expand
Besides the BANT recommendation being a bit outdated in my opinion - I highly recommend checking it out and seeing where you can fine tune or make improvements. Nice work Drift and Clari!
STRETCH SNIPPETS
👉 Here is a first touch, cold email template that works via Scott Barker.
🎯 Dave Dulany pens an informative outline of what he's seeing as Top Trends in Sales Development.
💰 Super cool twitter thread and story of how a creator made six figures in 6 days from the new IOS update. What can we in sales learn from Traf?
☘️ Another Lemkin post that may hit close to home. How do we ensure we're more than just lucky as successful VPs of Sales?
📓 SaaS Sales 101. Jayson DeMers via Sales Hacker published this informative wiki of sorts on all things SaaS Sales. A great place to start or refresh as a sales leader in SaaS.
🚧 Objection Handling: 7 Steps for Overcoming Any Objection In Sales from Gong.
📣 Check out this playbook from SalesLoft on Virtual Management: Coaching Remote Sales Employees.
🧠 Mindset
“Focus Drives Conviction”
Christina Brady w/ Sales Assembly runs short 6-min videos (Study Break) with sales leaders for us to learn from. I hadn't heard of this until recently, but this stood out big time. Check out SaaS guru Doug Landis tips on success:
Focus on getting 1% better everyday. Make one more cold call, do one more thing each day.
Be thoughtful about any small milestone to get better.
Focus on learning.
Focus drives conviction
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. Contact Me HERE.
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