#458 - How to Deliver Hard News and Lead Through Tough Times | Patricia DuChene
FOUR ACTIONABLE TAKEAWAYS:
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Use the "Why, What, How" framework to communicate hard changes—always start with the why to reduce the shiver effect and maintain trust.
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Don't sugarcoat bad news—treat your team like adults, be honest about challenges, and frame positives where appropriate.
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Create a lever cheat sheet for your sellers so they know what they can give (discounts, services) and what to ask for in return to protect deal value.
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After major changes like a RIF, give the team a week to process, then reset expectations with managers leading the charge into the "new normal."
PATH TO PRESIDENT’S CLUB:
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Chief Revenue Officer, Postal
-
VP of International Sales, Wrike
-
Senior Director of Sales, Wrike
RESOURCES DISCUSSED:
More description
FOUR ACTIONABLE TAKEAWAYS:
-
Use the "Why, What, How" framework to communicate hard changes—always start with the why to reduce the shiver effect and maintain trust.
-
Don't sugarcoat bad news—treat your team like adults, be honest about challenges, and frame positives where appropriate.
-
Create a lever cheat sheet for your sellers so they know what they can give (discounts, services) and what to ask for in return to protect deal value.
-
After major changes like a RIF, give the team a week to process, then reset expectations with managers leading the charge into the "new normal."
PATH TO PRESIDENT’S CLUB:
-
Chief Revenue Officer, Postal
-
VP of International Sales, Wrike
-
Senior Director of Sales, Wrike
RESOURCES DISCUSSED:
Listen elsewhere
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