The second Stretch VP edition on all things discovery I could talk for days on Discovery. Maybe not Charles-Muhlbauer-days-long, but it’s one of my favorite subjects relating to sales- specifically how to improve your close rate by getting better at discovery. I first wrote this piece on Medium about it…

You never know how someone is really feeling in the moment. How many times have you received disappointing / terrible / bad personal or professional news seconds before hopping on a customer call or team meeting — only to put on a brave face and reply with a “Great thanks…

Buyers are liars… A former sales manager of mine used to tell me this. She quoted it all the time. I’ve thought about this consistently over the last 20+ years in my career in sales. I came to this conclusion: She’s not wrong. But she’s not entirely correct either. It’s…

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…

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…

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. …

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. …

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…

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…