30 Minutes to President's Club | No-Nonsense Sales #458 - How to Deliver Hard News and Lead Through Tough Times | Patricia DuChene
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May 8, 2025 Patricia DuChene, Chief Revenue Officer at Postal and former VP of International Sales at Wrike, shares invaluable insights on leading teams through tough times. She emphasizes the importance of using the 'Why, What, How' framework for delivering difficult news, advocating for honesty over sugarcoating. DuChene also discusses creating a 'lever cheat sheet' for sales teams to navigate negotiations effectively. Furthermore, she highlights the need for leaders to allow teams to process changes before resetting expectations, fostering resilience in uncertain times.
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Use Why-What-How Framework
- Use the "Why, What, How" framework when communicating change.
- Always start with why to maintain trust and reduce negative reactions.
Weekly Self Assessment
- Implement a weekly self-assessment called "one by one by one".
- Evaluate accomplishments, failures, and goals to improve personal accountability.
Create Lever Cheat Sheet
- Create a lever cheat sheet for sellers to manage discounts and incentives.
- Ensure sellers ask for value in return to protect deal integrity.