Weekly Roundup – Dec 21, 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 Recruit College Graduates for Sales Roles

recruiting college graduates for sales rolesRecruiting college graduates to fulfill SDR and other entry-level roles is critical for the health of any sales organization. Hopefully, many of these young recruits will grow within your company for years to come, becoming outstanding contributors and sales leaders.

But this doesn’t just happen on its own. To find and develop young talent, you must take proactive steps. We recommend these best practices: Read more

Career + Job Advice

6 Ways to Come Back from Rock Bottom in Sales (Ken Kupchick of Spiro)
“When everything is going wrong, it’s a challenge to make yourself feel like you’re going to turn the corner at any minute.”

You’ve Been Promoted to Sales Manager; Now What? (Nick Hedges of Velocify)
“I wanted my sales team to be an exemplar for our customers, to do things better than anyone had ever done them. So I tried new ideas continuously.”

Selling Strategies

5 steps to sales prospecting (for higher quality leads) in 2019 (Ryan Robinson of Close)
“Progressing naturally, sales prospecting activities tend to be much more warm than lead generation, and are directed toward efforts that are intended to convert your existing leads into paying customers.”

How to Shorten Your Sales Cycle with Social Media (Sam Holzman of Zoominfo)
“While social media doesn’t replace traditional sales tactics, online networking sites have proven to be a valuable tool for modern sales professionals.”

Hiring + Recruiting

A Checklist for Success in Hiring Employees (Susan Heathfield of The Balance)
“This hiring checklist communicates both the recruiting and the hiring process and progress in recruiting to the hiring manager.”

11 SDR Interview Questions You Should be Asking According to Industry Experts (Dani Stancheva of Inside Sales Solutions)
“With the sales development job role being the most “important sales process innovation in the last 10 years”, hiring the right candidate is crucial for any organization.”

Managing Teams

How to Structure Your Sales and Team to Scale in Enterprise with Accel & Shift Technology (Jeremy Jawish of Shift Technology)
“The key thing is making sure that you have a dual team like joint team sales and data science making sure that the data science people are trained at the customer so they really understand the business and then you develop your country teams. ”

The Best Sales Managers Don’t Chase Revenue: 6 Steps to Get Goal-Setting Right (Colin Campbell of Sales Hacker)
“For sales managers, goal setting makes it possible to drive and motivate their team in performing the tasks and activities that affect revenue.”

Essential Tech Reads

State of Startups 2018 (First Round)
“Founders’ hardest hires continue to be in sales and engineering, and they still can’t imagine that raising their next round of financing will get any easier.”

The job market is so hot right now that workers are ‘ghosting’ employers without even saying goodbye (Business Insider)
“It’s a surefire way to burn bridges and tank your reputation not just with your higher-ups, but most likely any coworkers you planned on keeping in touch with.”

How to handle key challenges as you move from startup to IPO (Venturebeat)
“Hiring managers, who are already busy with running the business, must make time for rapidly recruiting and onboarding new employees.”

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.