Weekly Roundup

Weekly Roundup – Dec 07, 2018

The CloserIQ Weekly Roundup features a list of the best content we’ve been reading recently. We’ve compiled some of our favorite reads to help you advance in your sales career and build top sales teams.

Featured Article

How to Set SDR Compensation Plans

Formulating a compensation plan for SDRs is one of the most important tasks sales VPs perform, one which will play a major role in SDR recruitment and retention.

With the stakes so high, creating a compensation plan must be undertaken carefully. We recommend these best practices: Read more >


Career + Job Advice

The Top Six Tips for Managing Your Own Career (Anita Absey of Voxy)
“My first foray into sales was a humbling experience because I realized how much you have to depend on yourself.”

10 Bosses Share How to Land That Promotion (Young Entrepreneur Council)
“The last person I promoted established himself as someone the rest of the team could go to with issues or concerns. Carving out a responsible leadership role on his own on a daily basis earned him a promotion.”

Selling Strategies

How to Leverage the Logrolling Negotiation Technique to Accelerate Sales Deals (Mark Lindquist of Mailshake)
“Negotiations don’t work like that outside of the movie studios. Negotiations take time and (deep) understanding of your and other party’s needs.”

Time Is the Enemy of High-Quality, Complex Deals. Team Selling Is the Solution (Tim Sanders of Deeper Media)
“Time—more than anything else—is the enemy of complex deals. In a high-value deal with multiple stakeholders, the salesperson’s job is to solve problems—and fast.”

Hiring + Recruiting

How to Increase Diversity and Inclusion in Your Sales Hiring Process (Alexandra Adamson of Bowery Capital)
“Beyond just resume screening, it’s important to eliminate bias during the interview process by properly training your team on interview techniques so hires aren’t made on gut instinct.”

How to hire the right sales reps and keep them! (Michael Paladino Jr. of PandaDoc)
“Before you jump on LinkedIn to start the hiring process, make sure it’s the right time to hire. Once you find a great candidate, your work has really just begun.”

Managing Teams

Eliminate “Random Acts of Prospecting” with an Activation Cycle (Jamie Shanks of Sales for life)
“Having an unteachable, upscaling, prospecting motion. How can you teach if you can’t turn it into a repeatable process?”

Creating a Sales Rep Dashboard (Mike Lawson of Rekener)
“Dashboards are table-stakes for sales managers. Sales managers need to know if they’re on track to hit their goals, and if not, which areas need the most attention.”

Essential Tech Reads

AI is moving B2B tech from consumerization to humanization (Venturebeat)
“Customer expectations have changed: People now want to have their problems solved, but they’re not interested in being aware of the tech involved in the solution.”

60% Of Fortune 1000 Companies Will Be Out Of Business Within 10 Years (Investment Watch)
“Each business needs to drop the vision, mission statement and have a simple Massive Transformational Purpose (MTP) that everyone in the team can understand and aspire to.”

What’s next for marketplace startups? Reinventing the $10 trillion service economy, that’s what. (Andrew Chen)
“Digital platforms mitigate the need for licensing by exposing relevant information about providers and by establishing trust through reviews, managed models, guarantees, platform requirements, and other mechanisms.”

Upcoming Events

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.