Tiny Gains
How we can coach, lead, and help our team continuously improve for meaningful results
1% Better
James Clear (author of an amazing book: Atomic Habits) talks about this in depth.
It’s something I try to remind myself and my team. Continuous improvement. A 1% improvement each day compounds to 37 TIMES the results in just one year!
Continuous improvement is a dedication to making small changes and improvements every day, with the expectation that those small improvements will add up to something significant. - James Clear
This week a collection of articles, resources, podcasts and insights struck me as ways we can coach, lead and help our team continuously improve to achieve amazing results.
In this week’s edition of Stretch Weekly -
Steli Efti gives us 25 Expert Sales Coaching Tips to Amplify Close Rates
The Sales Leader's Field Guide to MEDDIC Success
Remove Friction From Your Sales Cycle from Todd Caponi, Nick Cegelski and Armand Farrokh
And of course snippets this week to coach, lead and help our team continuously improve.
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
25 Expert Sales Coaching Tips to Amplify Close Rates
Nice piece by Steli Efti of Close on tips and techniques to coach your team to increase reps’ win rates.
Sales coaching is just one cog in the day-to-day life of a sales manager. But in between setting quota and goals, keeping the team motivated, measuring results, and forecasting future sales, how can you as a sales manager make sure you’re also coaching your team effectively?
Steli gives us 25 of his best sales coaching tips and techniques for managers to live by, including:
Coaching tips for sales managers to be better leaders
Call coaching techniques for helping your reps in the moment
Best sales coaching tips for onboarding new reps
Effective sales coaching techniques for your underperforming reps
Coaching advice for your all-star top-performers
Definitely give this article a read and bookmark for techniques to help you build a better strategy, onboard faster, coach low-performers and all-stars, and set goals that your team can reach.
The Sales Leader's Field Guide to MEDDIC Success
It’s no secret I’m a fan of the MEDDIC qualification framework. Especially as I've come to the realization that it aligns nicely with pretty much any sales process or methodology. So I was excited to come across this MEDDIC field guide by Troops AI.
When a MEDDIC rollout is successful, it will become the status quo for your team. It will have a major impact on your opportunities and data quality. Instead of writing off data gathering and Salesforce entry as busywork, your reps will see the value of their CRM and use it to think more strategically about their accounts.
Chapters:
The meaning of MEDDIC
MEDDIC vs. other sales processes
Choosing the right MEDDIC framework
Four ways MEDDIC can save sales
Rolling out a healthy MEDDIC program
Common pitfalls that come with implementing new sales processes—and how to fix them
Remove Friction From Your Sales Cycle
Again - I can't say enough about 30 Min to Presidents Club. Now combine it with Todd Caponi and its a must listen filled with gold.
In this episode learn to:
Get price out early and use it to disqualify.
Acknowledge and address head on competitors strengths and highlight where you match (and win).
Keep negotiation simple. Never negotiate price until you're selected as preferred vendor. (Trade Value for $$)
Send this one to the team for a good refresher and discussion on what to improve on.
STRETCH SNIPPETS
🌞 Erik Barker gives us The Schedule Very Successful People Follow Every Day (shout out Brandon Fluharty for the share)
🎤 Morgan Ingram drops the mic: "The literal secret to get people to stop ghosting you?" CALL THEM.
⏳Deals stalling? Josh Braun says You don’t create motivation, you align with it. Ask direct questions and then LISTEN.
🐢 What The Tortoise and The Hare can teach us about handling the "I'm not interested" objection via Kyle Coleman.
🤔 Charles Muhlbauer says when a prospect states they have previously evaluated your solution to immediately ask why they did not move forward.
👉 Stephanie Damgaard with Lane Four gives us 4 Ways to Make Ramping SDRs Go Smoothly.
🏀 Practice? (Allen Iverson gif) Kevin Dorsey talks about the many ways to practice before you talk with prospects. He says to remember: “The best practice on purpose, the rest practice on prospects”.
🧠 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. Contact Me HERE.
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