Hey there friends -
The past week was a grind.
In fact - I usually make it a point to post the current week’s newsletter and accompanying snippets on LinkedIn, Twitter etc.
But…
Last week I’ve had some good friends, colleagues and teammates affected by latest layoffs and restructuring.
And quite frankly - I felt like posting on how to better yourself as a sales leader, or rep was a bit…strange?
But the more I thought about it, the more it hit me. The obstacle is the way. This was exactly what I should serve up. Something focused to help sellers in this strange environment, economic uncertainty.
So, in this week’s edition of Stretch Weekly -
Nate Nasralla talks about how to manage up - 10 steps to become a standout Account Executive.
Chris Orlob asks if we are tired of seeing deals stall and - 5 tips to help you sell through a stingy economy.
Plus stretchy snippets sure to resonate as you share with sellers looking to stay grounded, or get back on their feet.
OH»» If any sales leaders reading this are looking for TOP TIER Enterprise Account Executives, SDRs, Sales Leaders…hit me up for an intro.
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
How to Manage Up: 10 Steps to Become a Standout Account Executive
Y’all know I’m a big fan of Nate Nasralla. Don’t quite know what he’s building at Fluint, but his content is always relevant, helpful and resonates.
In this blog post, Nate talks about how to manage up - 10 steps to become a standout Account Executive.
Write out your pipeline updates in narrative form. “If you don’t create the narrative, someone else will.”
Talk in terms of scenarios and dependencies. Worst Case, Base Case, Best Case.
Surface bad news early and often.
Focus your 1:1 time on “high-leverage” requests. Move past the routine items, and can focus on higher-quality conversations.
It’s not what you’re asking. It’s how you’re asking.
Anticipate your manager’s needs to proactively deliver. (know your manager’s needs, deliver on their priorities)
Think like a VP: cross-functionally. Help someone outside of your team.
Clarify your personal goals. Carve out a path together.
Gut-check alignment, and ask for direct feedback. (give manager permission to be direct)
Be consistent.
5 Tips to Help You Sell Through a Stingy Economy
Chris Orlob asks if we are tired of seeing deals stall in “No Decision”? He’s back on the content circuit and I found this piece on 5 tips to help you sell through a stingy economy, very pertinent.
Highlights:
No one buys for gain right now. (Ditch the benefits and the ROI)
People are 2X more likely to avoid loss than to achieve gain. Find the pain.
“Every-day-pain” won’t lead to closed deals. Find “can’t-live-with-pain”
Ask negative impact questions. (targeted questions that get them thinking about ripple effects)
Realize value comes with contrast. PAIN + Desired Benefit = 💰.
STRETCH SNIPPETS
🖐 Sales Hacker lists the top 5 challenges facing salespeople today. #1: Economic recession fears. #2: Motivation. #3: Getting response from prospects. #4: Being happy in job. #5. Remove vs. Office.
🔢 Kyle Parrish, believes every salesperson should have their own specific set of sales math. Specifically - how many daily activities do you need to do to make your monthly/quarterly quota? Check out his editable sales math template.
💎 Another gem from Nick and Armand as they aim to help you land a 10/10 sales job during layoffs and a shaky economy. Check out their “How to Get a Killer Sales Job” playbook episode (and more helpful content upcoming).
👀 Look - its tough out there. So I really enjoyed seeing the “unsubscribe” email Maria Kozoriz received. #salespeoplearepeopletoo
👂 David Priemer says to take a break from practicing your pitch and pay attention to your tone. “From the way we pitch to the way we conduct discovery and handle objections, customers need to "feel" the respect we have for their role, pain, and journey. And that comes through loud and clear from your tone”.
🧠 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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