Process and Pipeline
Tangible tips and tactics to fine tune your sales process to move more deals through the pipeline
Hey there friends!
Which came first? The Process or the Pipeline? Does process impact pipeline or does a healthy pipeline cure-all?
Short answer? Yes.
In this week’s edition of Stretch Weekly -
4 part podcast series with Jeb Blount and Diane Helbig on why sales is a process.
Mark McWatters, VP of Sales - Ambition pens a great post on improving your selling process with six follow-up techniques.
Another killer episode from Scott Leese and Richard Harris talking with guest Vin Matano on owning the pipeline.
Plus more snippets to keep your pipeline full and sales process fresh.
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
Sales is a Process
Really enjoyed this 4 part series with Jeb Blount and Diane Helbig (Succeed Without Selling) discuss why sales is a process. In episode three above, you will learn about pre-call planning, the science of selling, and why winging it on sales calls is wickedly stupid.
Highlights:
Why the need for a sales process
Building pipeline and NEXT STEPS
Intentional about your day and process
But don’t stop here - catch the other three episodes below:
Listen to Part One - Selling Without Selling
Listen to Part Two - Intentional Empathy
Listen to Part Four - Sales Process Pivot Points
6 Follow-Up Techniques To Improve Your Selling Process
When it comes to the selling process, follow-ups are one of the most important steps. According to the Brevet Group, 80% of sales require at least five follow-up calls after the first meeting.
Mark McWatters, VP of Sales - Ambition pens a great post on improving your selling process with six follow-up techniques:
Make time for sales follow-ups every day
Take notes or use call-recording software
Adjust your process based on the prospect’s needs
Add value with every interaction
Have an exact amount of time you are willing to invest in sales follow-ups
Time does matter
Owning Your Pipeline
Another killer episode from Scott Leese and Richard Harris talking with guest Vin Matano on owning the pipeline. A fresh perspective from an AE on best practices and tactics to grow pipeline.
You can't scale creative prospecting.
Fostering a strong AE/ SDR relationship
Defining and understanding multi-threaded sales processes and how to do it.
Which role is harder SDR vs AE
How he got Gary V to respond to him
STRETCH SNIPPETS
🙅♂️ Slides in Discovery? Devin Reed says don't do it! And backs it up with solid data.
👶 Don't drop the baby. Armand Farrokh talks about the importance of calendaring before confirming when moving deals through the pipe.
💌 Don't forget to RSVP! Chris Ortolano shares the R.S.V.P. framework to remind us of 4 questions to ask before our next presentation.
⏱ John Barrows expands on the popular phrase: "Time Kills All Deals" and what we can do about it.
🤔 Steli Efti writes in Forbes on the 6 things we need to understand about Sales Pipeline Management.
👀 MUST WATCH. Tyler Lessard ranks this prospecting video from Chris van Praag as the best ever, and I wouldn't disagree.
🏁 Slow down to speed up. Doug Landis drops some serious wisdom on speeding up the sales cycle with actionable tactics including identifying the pain of our buyer and more.
🧠 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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