Weekly Roundup – Nov 16, 2018

The CloserIQ Weekly Roundup is a list of some of the best content we’ve been reading recently. Check back every week to stay up to date on industry trends and advice on everything from sales and recruiting to tech and startup news.

Featured Article

How to Navigate a Career Change in Enterprise Sales

Career change

It’s a great time to be in sales. Many industries—including SaaS, cybersecurity, and healthcare—are poised for growth. Companies in these industries will need skilled enterprise sellers to work on high-value deals.

If you’re looking to get into enterprise sales or switch verticals, here are steps you can take to get started on your career change: Read more >

Career + Job Advice

The 6 Key Steps for Interview Prep (Alex Adamson of Bowery Capital)
“Companies don’t expect you to be an expert on what they do, but it’s imperative that you spent an adequate amount of time preparing to get the most out of your interview time.”

The Proven Formula for Answering “Tell Me About Yourself” in Interviews (Clifford Chi of Hubspot)
“Tell me about yourself might be one of the most dreaded prompts in the history of interviews.”

Selling Strategies

Sell Like Steve Jobs: How to Use Silence in Sales (Zack Cronin of ringDNA)
“Sometimes the best thing to say is nothing at all. Silence is an incredibly underrated and underused tactic in sales.”

Understanding buyer psychology and how it fits into the sales process (Max Altschuler of Outreach)
“First understand your buyer, and how they like to interact. In other words, figure out your ICP. Then, figure out where they live and where they want to buy.”

Hiring + Recruiting

The Top 3 Critera for Hiring Your First Head of Sales (Jason Lemkin of SaaStr)
“If they can, they can train others. If not, it’s risky. Training is a critical part of sales management.”

15 New Recruiting Trends You Should Implement in 2019 (Kristina Martic of TalentLyf)
“According to research and every recruiter and HR professional everyday work experience, the current job market is 90% candidate driven.”

Managing Teams

How Sales Leaders Can Prepare For a New CRM (Adam Honig of Spiro)
“While implementing a new CRM can be a daunting task, it doesn’t necessarily have to be that way. In order to switch CRMs seamlessly, it just takes a bit of foresight and planning.”

How To Build A 100-Day Plan To Grow Revenue (Ryan Cahill of Winning By Design)
“If you improve the conversion rate during each key moment in your sales process by just a small percentage, you can end up doubling your revenue or more.”

Essential Tech Reads

New York is the hot spot for Big Tech (CNN)
“The next generation of technology tools that are going to be built are going to be built in partnership with existing industries, and that’s going to require being where those industries are”

Internet Health Report 2018 (Mozilla)
“The Internet is where we could live, love, learn and communicate freely. To be ourselves, we need to be able to trust the systems that protect us.”

In venture capital, it’s still the age of the unicorn (TechCrunch)
“The current herd of unicorns now have a strong global presence, with Chinese companies leading the charge along with US unicorns.”

Upcoming Events

HRX – Employer Branding & Recruitment Marketing (NYC)
Wednesday, November 28, 6:00 pm
HRX is an event series that brings together HR Leaders from innovation companies to network and share best practices. Our panelists have extensive operational experience hiring, retaining, and advancing top talent at high-growth startups. RSVP >

Bowery Capital Sales Summit (NYC)
Thursday, December 6, 12:30 pm
The Bowery Capital Leadership Series is structured as a half-day seminar that includes keynote speakers, tactical chats, and panel discussions. Sales Summit topics will address what it takes to win business, lead generation, building a diverse and powerful sales team, optimizing partnerships, and other challenges that CROs and sales teams face. RSVP >

Women in Sales – Developing Your Leadership Compass (NYC)
Tuesday, December 11, 6:00 pm
We’re excited to feature panelists who have extensive experience growing their careers at high growth startups. Our discussion will focus on the challenges overcome and wins these fierce leaders have accomplished to obtain the roles they have today. RSVP >

James Meincke

James is the Head of Marketing @ Demodesk, the intelligent meeting platform for remote sales. Previously he was the Director of Marketing at CloserIQ.