Weekly Roundup – Nov 23, 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 Write an SDR Job Description

When it comes to hiring new SDRs for your startup, writing the job description seems like it should be one of the easiest parts of the process. But it’s not so simple, and it certainly shouldn’t be something that you attempt to start and finish in five minutes’ total.

To attract people who will become sales superstars, you need the job description to fit. Read more >

Career + Job Advice

Be a Founder: Tips for Taking Ownership Over Your Sales Career (Megan Bowen of Managed by Q)
“If taking ownership over your career is what you really want, you need to really think of yourself as the CEO of whatever you own, even if it is just one small part of the company.”

Ask a Career Changer: How Do I Pick a New Career Path When I Have Many Passions? (James Mayr of The Muse)
“The more time you devote to something, the better you get—and the more you learn what’s out there.”

Selling Strategies

Sales Ethics: Knowing When It’s Necessary to Stop a Sale (Maddy Osman of Cirrus Insight)
“When talking to a new prospect, it helps to start with a detailed, consultative discovery process. If you don’t know enough about your prospect, you’re not ready to sell to them. Don’t assume their pains — ask about them.”

5 Voicemail Tactics to Get More Callbacks (John Barrows of JBarrows Blog)
“Voicemails should be part of any overall contact strategy that includes a mix of calls, e-mails, social selling and other ways of getting your message in front of the right target prospect.”

Hiring + Recruiting

Are You Hiring for Culture Fit or Culture Add? A 6-point Checklist to Find Out Where You Stand (Darren Bounds of Breezy HR)
“Hiring for culture add empowers you to build a truly balanced team, both in terms of skill sets and demographics. It gives you the kind of genuine diversity of thought, character and perspective that opens up your business to a whole new world of profit-driving opportunities.”

The Pros and Cons of Hiring Inexperienced Sales Job Candidates (Davis Tucker of 60 Second Marketer)
“A candidate with the right personality for a sales role is worth the investment of time and labor it takes to train them to become a great salesperson.”

Managing Teams

Why You Should Be Scoring Sales Reps (Greg Keshian of Rekener)
“Having a scoring system in place for SDRs and other sales reps gives clarity to both managers and reps on how they should be prioritizing their time and how they stack up against their colleagues.”

What’s Your Loss Rate? You Really Should Know (Jason Lemkin of SaaStr)
“And once start-ups start losing more deals, they don’t do the next thing they really should do. Track their Loss Rate. And just as importantly, every week, have a Win-Loss meeting.”

Essential Tech Reads

Venture firms are making more hires (Business Insider)
“With more money to manage comes an often necessary obligation: more people to manage it. For founders, the addition of more partners to venture firms often means more opportunities to pitch their fledgling businesses.”

Alternative exits: The rise of secondary deals in venture capital (Pitchbook)
“The fact that these deals are occurring and getting bigger suggests that traditional exit windows are closing or taking a longer time to reach, and that early investors are looking for increasingly novel ways to get out.”

State Of AI In The Enterprise, 2018 (Forbes)
“Enterprise software vendors are in a race to scale their AI capabilities, with Salesforce setting a fast pace in CRM and related markets.”

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 >

PS – Happy Thanksgiving!

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.