Straightening Chairs on the Titanic and Chasing Rabbits

Guest Post by Riley Jensen As a young man, I loved to be around my Grandpa Clark. He was a legend in our family. He served honorably in World War II in Okinawa, one of the bloodiest battles during that war. He had two children at home and a wife who missed him dearly.  However, he was not just a legend in our family because…

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…

Leading the Leaders

Who leads the leaders? In Mark Roberge’s book – The Sales Acceleration Formula – he references one of the key traits he hires for is coach-ability. I love this. I also feel like as leaders – we too, need to have this same mindset. As coaches ourselves, we need be coachable. WHO and WHERE do we look to for guidance? History has some great examples of wildly…

Never Mistake Activity for Achievement

My dad references this famous quote quite often. In fact, so much so that growing up I originally thought my dad coined the phrase. So who’s the original author? None other than wildly successful and renown National Champion basketball coach John Wooden. The Wizard of Westwood Wooden earned three straight All-America selections as a guard at Purdue University and was named team captain as a…