Meyer: Never Make Excuses — look under the hood for these three things

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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 Hood”

“So many of us are excuse makers. That’s part of who we are, and it shouldn’t be that way. When you see a team struggle, the first thing the fans and the media blame are the players, or they blame the coaches…. …


Exploring qualification frameworks and structures of the sales process

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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 choices were seemingly ENDLESS.

With weeks and months of research, I came to the conclusion that crowning any particular method or process as the “Chosen One” — was just as polarizing as any political race or sports team fandom in today’s climate. …


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As a follow up to a previous piece on Jason Lemkin — I wanted to feature another SaaS sales rockstar in Mark Roberge.

I don’t know what I’m more jealous of — his HAIR or the just-as-covetable success he’s been part of. If there is one person to talk about growth (hair included) it’s probably Mark.

If you’re new to the Roberge References — I’ll let his twitter bio make the introduction:

MD @Stage2Capital, Prof @HarvardHBS. Former CRO@HubSpot (and Co-Founder). Sales scientist. MIT quant. Family man. Author of Best Seller The Sales Acceleration Formula.

Is that it? 😉

Here we go. In this post we’re going to cover a few of Mark’s highlights…


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Its no secret I’m a big fan of Jason M. Lemkin.

In fact — after listening to multiple podcasts and consuming countless blog posts — I bought the domain stretchvp.com to embrace and share the learnings and hurdles I faced as a newly minted Sales Leader in SaaS. (check out my first — slightly embarrassing post from 2 years ago talking about the plunge).

Over the course of 2 + years, I’ve collected 2–3 floppy disks worth — or more — of content from Lemkin and found it immensely valuable for me in my role as a VP of Sales.

While most is geared specifically for SaaS founders — I consumed it all and separated the sales specific nuggets so I could come back and reference. And reference I have. …


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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 below (cliff notes version):

People are motivated by different things.

As leaders within a company — we need to realize this to get the best out of each person.

What are the shared and mutual goals between the rep/company? As the rep does well — the company should as well. But what does this mean?

Let’s be proactive and find out what makes an employee tick. Are they trying to just pay the rent? Or do they have their eye on a new Model S? …


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.

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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, winning, losing and much much more.

But I’m a hack.

I barely made my high school soccer team.

I practiced for years until I finally secured a single digit handicap in golf.

I love to run and continually push to get faster and run longer. …


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Part 3 of 3: Close the Pipe!

This is part three in our three-part series with insights and learnings on managing the sales cycle from start to finish. This week we focus on finalizing that deal. Overcoming objections, negotiating and closing the deal.

Part 1, Filling the Pipe (prospecting, opening, creating a deal and filling your pipeline)

Part 2, Moving the Pipe (discovery, demos and keeping momentum)

This week: Part 3, Closing the Pipe (overcoming objections, negotiation and closing)

In this week’s edition of Stretch Weekly — Part 3: “Close the Pipe”, we discuss:

  • Negotiation tips from the master himself Chris Voss & renowned sales guru John Barrows. …

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Part 2 of 3: Move the Pipe.

This is part two in our three-part series with insights and learnings on managing the sales cycle from start to finish. This week we focus on capturing and keeping momentum, progressing interested prospects into solid deals and pipeline management.

Part 1, Filling the Pipe (prospecting, opening, creating a deal and filling your pipeline)

Part 2, Moving the Pipe (discovery, demos and keeping momentum)

Part 3, Closing the Pipe (overcoming hurdles, negotiation and closing)

In this week’s Part 2: Move the Pipe! we discuss:

  • The 11 Best Discovery Tips You’ll Ever Need
  • How to Run a Kick @%& Demo!
  • Key Practices to Drive More…


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Part 1 of 3: Filling the Pipe.

I’m excited to publish the first of a three-part series with insights and learnings on managing the sales cycle from start to finish. Here’s a quick look at how I’m breaking this down each week.

Part 1: Filling the Pipe (prospecting, opening, creating a deal and filling your pipeline)

Part 2: Moving the Pipe (discovery, demos and keeping momentum)

Part 3: Closing the Pipe (overcoming hurdles, negotiation and closing)

In this week’s edition of Stretch Weekly — Part 1: Filling the Pipe, we discuss:

  • A surprising CTA for prospecting and opening sales cycles courtesy of GONG
  • Top traits to keep SDRs winning from…

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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 of scares me. Here’s why:

1️⃣ Over the past 12 weeks, I’ve had some late nights compiling all the insights I’ve bookmarked and saved the previous week.

Sometimes I wonder what I got myself into. “Am I going to be doing this each week — FOREVER?” 😬 (I try not to think about that too…

About

Grant Hanson

VP Sales. Writing about sales leadership, SaaS and technology. Productivity chaser. Subscribe to my newsletter at: stretchvp.substack.com

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