Talking Points
tried and true tips, tactics and tidbits to take control of the conversation and more deals forward
Hello Friends -
Too often, I see sellers (and leaders) let the buyer dictate the pace, and subsequently the outcome of the sales cycle.
As we know from The Challenger Sale (and Customer), teaching, tailoring, and taking control is scientifically proven to yield the most productive results. (More insight below)
But…can we use this same mindset and process BEFORE the sales cycle begins? Let’s find out.
In this week’s edition of Stretch Weekly -
Andy Paul talks with Steve Hall on the nuts and bolts of how to successfully engage C-level executives
Derek Shebby gives us the 7 reasons you are ghosted in sales
Plus more tried and true tips, tactics and tidbits to take control of the conversation and more deals forward.
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 Engage C-Level Executives
Andy Paul talks with Steve Hall (Australia's leading C-level sales authority) on the nuts and bolts of how to successfully engage C-level executives and create a message that gets you a longer conversation about your solution.
Selling to C-level executives ends in one of 4 ways:
1. Buy from you.
2. Go with somebody else.
3. Do it themselves.
4. Do nothing at all.
Sellers ultimately have little control over the timing of the buyers' decision.
But regardless of where they are in the process, there is no wrong time to make connections and ask great questions to understand what are the most important things on the radar of the c-level exec.
It’s not just about the opportunity, it’s about building credibility and trust to become the resource buyers want to talk to when it’s time to address their challenges.
Because ultimately the quality of the interaction a buyer has with a seller, could be the decisive factor in their purchase decision.
7 Reasons You Are Ghosted in Sales
We’ve all been there. Had a sure fire deal closing this quarter, only to go quiet. Ghosted.
Derek Shebby gives us the 7 reasons you are ghosted in sales. Check this on out folks. Summary:
They haven’t made a decision yet
Chose another vendor (and haven’t told you yet)
They are still looking at demos and proposals
Weighing pros & cons of all vendors
They are exploring other solutions to their problem (often leads to “no decisions)
Waiting on another person’s input
They are checking references / social proof
STRETCH SNIPPETS
🤷♂️ “I’m not sure how to ask this, but…” Check out these examples of “Humbling Disclaimers” from Charles Muhlbauer. HD’s are phrases that can be used BEFORE your tough question, so that the prospect is more inclined to help you.
⏰ 30 Min to Pres Club hosts Nick and Armand give us the Four Golden Rules for the 1st email in an outbound drip. And check out the Triple Tap while you’re there
🛑 Mor Assouline compares Eminem’s last rap battle scene in 8 Mile to sales by saying “One of the most disarming things you can do in sales is bring up objections before your prospect does”. Example HERE
🎸 As a Van Halen fan - I thoroughly enjoyed this post from Satyajit Rout about the band setting a “tripwire” while on tour to ensure smooth operations. This reminds me why I embrace MEDDICC, where in one glance - you can spot potential landmines in a deal.
😬 Bad discovery calls lose deals. How do you know if you had a bad disco call? Matt Walsh says to check out your recap email.
🧠 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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