Sales Leader Lessons From Bob Ross
Give your team the tools, framework, methods, and coaching to be the most scientific sales artists they can be
Be like Bob Ross
I was talking to my good friend (and fearless leader) Al Hogan the other day about the importance of frameworks and process - especially when it comes to navigating the ART and the SCIENCE of selling.
If you’ve worked with or talked with me, you may get sick of me constantly throwing together analogies as I try and understand or explain.
During our chat, I told Al about an evening when my teenagers and a youth group of 50+ all got together and had a “Bob Ross Painting Night”.
Imagine what these paintings looked like when it was all said and done.
Some were amazing. A few terrible. But for the most part, I was genuinely surprised with how well these paintings turned out.
It didn’t mean they all looked the same, and most didn’t closely resemble Bob’s genius.
But it was remarkable to witness masterpieces, creative projects, and successful works of art go from blank canvas to finished product. All because they merged their own unique skillsets, with the right tools, a step-by-step method, and proper coaching from the goat of hair and painting - Bob Ross.
I told Al - to me, this is where a distinct methodology and framework for selling comes into play.
Each rep and manager is different. They all have their unique skillsets, traits, talents, and attitudes. And when they combine those, with a framework and method for selling - AMAZING things can happen.
Without it? Well - that’s not a recipe for success. For sales teams OR teenagers painting.
Can you imagine everyone trying to recreate Bob’s painting just by looking at it, and no tools, methods, or coaching?
So leaders: be like Bob Ross.
Create the vision AND give your team the tools, framework, methods, and coaching to be the most scientific sales artists they can be.
In this week’s edition of Stretch Weekly -
Andy Whyte talks all about deal reviews - particularly how you can use MEDDIC to ensure they are effective and helpful
Brian Walsh talks about how sales leaders can re-train and reinforce MEDDICC with their team.
Plus - more snippets with methods, frameworks, and tactics to move deals through the funnel.
THANKS for reading!!
And lastly - as always, if you find this newsletter valuable- subscribe or share it with someone who might as well 👊.
MEDDICC and Deal Reviews
Ya’ll know I love what Andy Whyte and the team are doing at MEDDICC. As a leader - how can we use MEDDICC specifically in deal reviews?
Deal Reviews: for some salespeople, they’re a nightmare. But when done right, they can be a rewarding reflection of you and your team’s skills and can drive you all to greater success.
In this episode, Andy and Pim talk all about deal reviews - particularly how you can use MEDDIC to ensure they are effective and helpful.
Deal reviews can be a fantastic way to instill a trusting culture in your team, as they allow your salespeople to be vulnerable about where they may have encountered problems. At the same time, by celebrating your team’s successes in deal reviews, you build an awesome atmosphere of salespeople building each other up!
Listen below as Andy and Pim discuss the importance of MEDDIC as a common language at moments like this to make sure everyone is on the same page.
Making MEDDICC Work For You
I love the Audible Ready podcast by Force Management. This episode from Brian Walsh is packed with helpful insights from for any leader to re-train and reinforce MEDDICC with their team.
What MEDDICC is and what it is not.
The need to be a voracious qualifier as a seller.
The importance of spending your time on high-value selling activities and how MEDDICC qualification helps you to do so.
The most common ways that reps misuse MEDDICC
👉 Jacco van der Kooij and Dan Martell discuss the future of sales with some amazing tips. Here are some of my favorites:
Internal Pain vs. External Pain. You need to figure out BOTH and help find solutions to both.
The secret to selling B2B: help them pitch their boss by arming your internal buyer
"If they have budget - you are already too late"
😬 Jeremey Donovan says: 91% of sellers have seen the decision-maker change during the selection process.
🌪️ Downturn + MEDDICC = Deal Certainty. Nour Khalaf talks about using MEDDICC - specifically in a downturn will help you win.
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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