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…

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…

7 Horrifying Sales Call Mistakes (Video Below)

If you’re not following Gong’s content online you should start. The thing I love about what they share is the data doesn’t lie. They take thousands of sales calls and identify what works and what doesn’t. This is a repost that’s worth coming back for. Stop making these 7 horrifying sales call mistakes: 1. Feature dumping – The video shows compelling data: a direct correlation…

Why First Time VPs of Sales Fail (by Jason Lemkin)

At some point, we’re going to figure out how to have Jason Lemkin as a guest contributor on StretchVP. If you’re a sales leader in SaaS and don’t follow Lemkin…well…start. Here are his Twitter, Quora and LinkedIn profiles to get you started. Jason has walked the talk and then some. He’s a guru in SaaS startups and Sales. He Started/Sold Echosign to Adobe for $400M…

Stretch VP To-Do List: Everything You Have to Do as a New VP of Sales

Often, you’ll be overwhelmed with everything you need to do as you focus on driving ARR. The never ending to-do list can be daunting sometimes. The faster you grow, the faster you can hire more people to help you with each task below. But in order to grow, you’re going to be swamped at first. Here’s a brief, and yet non-exclusive list as you take on your new role as VP of Sales.