Tangible Insights
Getting back to basics with specific, tangible insights from sales leaders who've been there before
Tangible Insights
We’re taking a break from a specific theme this week and getting back to basics with specific, tangible insights from legit sales gurus and leaders I came across recently.
These podcasts, articles and videos hit home with me personally as I strive to get better as a leader.
In this week’s edition of Stretch Weekly -
Hat Trick by Scott Leese including a Surf & Sales Podcast with Mark Roberge that’s perfect for VPs of Sales and two thought provoking posts: 30/60/90 Plan and 5 things 1st Time VPs of Sales Should Know
Killer Discovery (getting prospects to agree to their problem) with Kevin “KD” Dorsey.
Coaching salespeople through deals that are pushing - role play with Mark Roberge and John McMahon!!!
Jason Lemkin gives us 8 ways to help the sales team get through a rough patch.
Plus - valuable snippets to coach and lead your team that are tangible and pertinent for today.
And lastly - as always, if you find this newsletter valuable- consider sharing it with someone who might as well 👊.
STRETCH SHARES
Making Bolder Decisions with Mark Roberge
If you’ve subscribed long enough - you know I’m a big fan of both Mark Roberge AND Surf and Sales Podcast with Scott Leese and Richard Harris. Awesome episode perfect for the VP of Sales or aspiring VP of Sales from guys who have been there before with giant success. Give this a listen!
Mark is not your typical "sales leader". He did not come up through the ranks of sales, Yet, he's become one of the most thought-provoking sales leaders in the business community in the last 20 years.
Is the 1-year cliff, 4-year vest a broken model?
How to survive past 18 months as a VP of Sales
What is your CEO's one Get Out of Jail card? 😳
How the current generation is better positioned than any other to tackle world problems.
Why larger deals are closing faster during and post COVID
How to Baby-Step your tech-minded founder to better understand sales
Purebred VP sales must be more analytical, but need to understand Ops
Defining sales against to revenue, growth, and go-to market
Listen to full podcast HERE
Killer Discovery with Kevin “KD” Dorsey
I’m loving this new podcast 30 Minutes to Presidents Club. But because I mentioned it last week - I almost didn’t feature this for fear of redundancy. But this episode is one of THE Best on Discovery I’ve come across (I wrote about some others HERE). Nick and Armand do an amazing job while Kevin provides tactical and timely tips you can implement with your team right now.
I personally bookmarked this one for quick reference and future coaching sessions.
Kevin “KD” Dorsey teaches how to get prospects to admit to their problems without asking unnatural, off-putting questions. Killer questioning tactics while still sounding human.
Four Actionable Takeaways:
Use problem ?’s ending in “so that _____ doesn’t happen.” Then give multiple choice.
Use a slight downtone when hearing the response to get prospects to lean in
Use bucket questions to get your prospect to agree to 1 of 2 problems they’re having
Use “I think this might make sense” before coming in hot with your value prop
Listen to full podcast HERE
Coaching Salespeople Through Deals That Are Pushing
Mentor to Mark Roberge? - John McMahon. This post and video of them in a role play is so good. I found it helpful and refreshing.
John demonstrates how a sales manager should coach a salesperson when a deal they were forecasting is now slipping to the next quarter. After the role play, Mark and John reflect on the best practices.
My cliff notes:
John says we need to understand better the pain of what we are solving. Ask deeper, more curious questions like:
"What in your organization suffers if we don't solve this for you?
“What are the negative consequences of not solving the problem?
“Who's that going to affect the most? Why buy? Why buy from us? Why buy right now?”
“A good need is quantified and implicated".
8 Ways To Help The Sales Team Get Through a Rough Patch
Jason Lemkin always delivers. He’s the nice guy in SaaS and I appreciate his mindset and thought leadership. In a recent video he outlines his 8 ideas to help the sales team in tougher times. Summarized (video is worth the 5 min) below:
Deliver a killer "10x" feature to sales.
Promote your #1 rep.
Ask sales team for feedback on best 3 ideas to help them sell more (and do them).
Get them more leads.
Modestly reset the plan (comp/quota)
Let your 1-2 worst reps go.
Drive your NPS up.
Lead from the front.
STRETCH SNIPPETS
⚠️ 5 things 1st time VPs Sales should know - by Scott Leese (LinkedIn)*Hat Trick
🚀 Want to Drive Revenue Growth? 5 Behaviors to Develop in Your Reps
🏹 How to adjust outbound to this challenging professional climate [Podcast]
🤔 What separates A from B players? Jonathan Frick shares his thoughts in this podcast.
🏁Pete Crosby talks about The 4 Levers of Sales Velocity
📆 Scott Leese shares how to structure your first 30/60/90 day plan as a early stage VP of Sales *Hat Trick
💪 Jeb Blount tells reps to FOLLOW UP! FOLLOW UP! FOLLOW UP!
💥Sarah Brazier shares her approach once a prospect says they are interested in a meeting
❓Phone vs. Email vs. LinkedIn: If you had to choose one tool, which one are you picking? Jason Bay compiled a great video from sales leaders on their pick.
🗣 20 Motivating Sales Quotes to Empower Your Team by ZoomInfo.
🧠 Mindset Matters
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. Contact Me HERE.
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