Revenue Resources
Your guide to different, better, or uncommon ways to grow revenue across the sales team
Hey there friends -
Fall is in the air. For some that may mean a nice brown cardigan. Others, maybe a pumpkin spice latte (or shake).
For all of us in sales, that means we have just entered the magical, deal-closing momentum-swinging quarter FOUR. (or close to it if you, like Salesforce, are on a delayed fiscal calendar).
Either way - it’s go time. Time to tie up those loose-ends, progress the pipe, and get yourself ready for some Q4 Magic.
In this week’s edition of Stretch Weekly -
Revenue.io gives us the 5 Sequences Every Team Needs in Their Playbook
Nate Nasralla gifts us with a generous library of “uncommon sales practices” - or Hard-Won, Non-Traditional Advice from Top Performing Sellers.
Plus - don’t miss this week’s snippets with different, better, or uncommon ways to grow revenue across the sales team
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
5 Sequences Every Team Needs in Their Playbook
There seems to be no shortage of best practices on outbound email and prospecting. But in my experience, the sales teams that continue to test, iterate and evolve are the ones that constantly stay one-step ahead from the competition.
So when I saw this playbook from Revenue.io on the 5 sequences every team needs, I had to share.
Check out these top 5 sequences and see what you are missing:
Hot Lead Sequence. This sequence is used to follow up with leads that you want to contact immediately, such as demo requests. Why is speed to lead so important? Organizations that contact a lead within the first hour are seven times more likely to qualify the prospect than an organization that responds in two hours.
Cold Outbound Door Opener Sequence. This sequence is used when an outbound rep (typically an SDR) needs to reach out to a prospect cold and start a conversation.
Wake the Dead Sequence. Use this sequence when you have a deal that is stalled out, your champion has gone dark, and you need to bring it back to life.
Deal Acceleration Sequence. Use this Sequence for late stage opportunities to continue building confidence with the buying team by providing valuable resources and positioning yourself as a trusted advisor.
Upsell/Cross-Sell Sequence. Selling to existing customers is both much easier and cheaper than selling to net new customers, so it only makes sense to build Sequences to sell more into your customer base.
Get the Full playbook HERE (FREE)
The Library of Uncommon Sales Practices
I’ve shared a fair amount of content and insight from Nate Nasralla - founder of Fluint (currently in stealth mode), but if you haven’t been paying attention - this one may wake you up.
Nate compiled a generous library of “uncommon sales practices” - or Hard-Won, Non-Traditional Advice from Top Performing Sellers - as he calls it.
A compilation of best practices from some sales expert you know, and some you may not. Each chapter includes the Common (traditional way of doing things), Uncommon (non-traditional way) and Results (real life proof, or case studies).
3 sections and 30 chapters organized into:
Prospecting Practices: Learn uncommon prospecting practices like the “Blind Tap”, the “Pareto Rule” and “Vampire Sales Rule” and even how starting a podcast can help build pipe.
Discovery Conversations: Become interested and not interesting, focus on the emotion and not the email, and engage executives from the start.
Demo through Close: Building buyer journeys- not a sales process, 7 Figure Deals in a fraction of the time, letting your BDRs close deals, Avoiding popcorn pricing.
And more - Seriously. Too much to write about here, but download this FREE library today and bookmark, save, and share.
STRETCH SNIPPETS
👨🎨 Sahil Mansuri says the creating urgency is a lost art. You can create good will by going above and beyond to build a relationship with the prospect, invest in them, and then see how they reciprocate.
🗣 Ian Koniak says discipline is the most important trait in sales, and I don’t disagree. What does this mean to him? 1 - Show up every day. 2- Do things don’t feel like doing. 3- Do hard things first.
📧 Professionals spend an average of 28 percent of every workday on email (We check email 15 times per day!!) Adam Grant says by adding one sentence to every email, it can free up hours every day. What’s this magical phrase? "Thanks for your email! I'm working to get this to you. Can you let me know how soon you need it?"
📍I was in the pool!!! Hayes Davis talks about Territory Shrinkage and it’s not always how/why you think. Mark Roberge adds that sales territories don't just shrink when you add salespeople. They shrink when your salespeople succeed. (See the math and calculator in above link)
🔥 Check out this list of 16 sure-fire tips to double your reply rates from Jeremey Donovan at SalesLoft. Learn why “Hey [Name]!” is the most effective prospecting greeting, and mentioning your company in the subject line gets the highest reply rates and many 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.
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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