What Sales Leaders Can Learn From Urban Meyer’s Coaching Philosophy on Why Teams Struggle

Meyer: Never Make Excuses – look under the hood for these three things Urban Meyer gave a brilliant two-minute coaching class during a segment on FOX while discussing several of the elite college football programs that are struggling in 2020. This video clip went viral and drew praise from seemingly everyone including me. Essentially Meyer said: “Not Performing? Never Make Excuses – Look Under the…

Understanding Sales Methodologies and Process

Exploring qualification frameworks and structures of the sales process A few years back, one of the first things I did as a new VP of Sales was take a look at our current sales process and methodology to see where opportunities to improve may be. I learned a lot about the MANY different frameworks, methodologies, process that a sales org can implement and follow. The…

People Perform According to How They Are Paid

Everyone Has a Number . Recently I had a conversation with the CEO of a large media/advertising company. We talked about using compensation plans as a way to build confidence and trust between the company and employee. Brief synopsis (cliff notes version) below: People are motivated by different things. As leaders within a company – we need to realize this to get the best out…

Top Closers in Sports and Selling

How Tiger Woods, Michael Jordan, Tom Brady and Michael Phelps share four key traits to winning — and how we can emulate these in sales to close more deals. I love sports. I love what it teaches us about ourself, our life, relationships and even business. In fact, there are numerous parallels between sports and selling. Competition, overcoming adversity, being part of a team, communication,…

Keeping SDRs’​ Butts in Seats

I have this memory seared into my brain. The year was 2013, and we were standing in a large group around the VP of Sales’s office. “I just don’t feel like anybody gives a shit about what we’re doing. I’m ready for AE,” Joel (name changed) whispered to me.  We had just “rung the bell” and speakers were blaring “La Bamba” by Richie Valens. We were SDRs for Domo,…

Top 12 for 12

12! Thats the number of weeks I’ve sent out a Stretch VP Weekly Newsletter. Its funny – I started this to share whatever content and learnings I gleaned from sales leaders I follow and look up to. I thought if I was learning, there may be other sales leaders (or aspiring leaders) that may also find these insights valuable. Its turned into something that kind…

Success During a Downturn

Its no secret that times are weird right now. Nuts. Lots of businesses are struggling to survive. Unemployment is at record levels. From what I can gather – history hasn’t seen this since the\ Great Depression of 1929. Not trying to be insensitive or tone deaf. There is real struggle and its difficult for many. But I’m a believer that positivity breeds success. So…where do…

Top 5 Traits of a First Time Sales Leader

Guest Post by Lianne Gong, Sr. Sales Recruiter at Pluralsight My journey to the Corporate Recruiting world started in 2004. I was finishing school and doing an sales internship with a wealth management company. Once I graduated, they hired me full-time into a sales role. Cold calling, appointment setting, tracking the money I was bringing into the firm. I was better at sales than I…

2x4s, Paper Clips, and Jim Thorpe

Guest Post by Riley Jensen – Stories of Grit, Perseverance and Overcoming Adversity 2x4s When I was young. I had a really cool and unique opportunity. I got to string rackets for Utah State University’s tennis team. My Dad was the Head Tennis Coach at USU, and to save money, they taught me how to string tennis rackets, and paid me next to nothing to…