After talking with a few other SaaS Sales leaders going through this same struggle, we collectively came up with the top things potential candidates do (or don’t) in that first interview, which in turn sabotages themselves from moving forward in the process.
Until both customer and sales rep mutually uncover where the obstacles and hurdles are – the deal is on thin ice. In fact, the discovery process is THE MOST IMPORTANT stage in the sales process. THIS is where the deal is won.
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.
“Never Mistake Activity For Achievement. But Without Activity There Will Be No Achievement”
Lemkin references a term called “Stretch VP” quite a bit and that immediately resonated with me. I decided to own it. I’m a Stretch VP.