Weekly Roundup – Jan 18, 2019

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

11 Career Goals to Achieve in Your First Year as an SDR

Year one as an SDR is full of excitement and possibility—but it can also provoke anxiety. Unfortunately, there’s usually no how-to guide that tells new SDRs exactly what they should be doing during each stage of that first year. As a result, too many SDRs flail around and fail to achieve their potential.

Read more >


Career + Job Advice

The Unspoken Rules of Job Searching in January (Alyse Kalish of The Muse)

“The new quarter brings new budgeting plans, which can mean more money to hire more people. It also brings new sales forecasts or company-wide goals, which can indicate where a company might be focusing their recruiting efforts and which teams they’re looking to build out. ”

Top 10 Career Podcasts To Listen to This Year (Jillian Kramer of Glassdoor)

“There’s an easy way you can improve your career and reach your job goals each day—in the time it takes you to commute to work. It’s listening to podcasts! Whether you want to snag a promotion, switch careers, or take a side hustle full time, there’s a podcast out there to help.”

Selling Strategies

4 Simple Steps to Building the Perfect Sales Process (Rex Biberston of The Sales Developers)

“When you’re planning out your process, don’t worry about what software you’ve already bought. These days you can make most tools do what you need them to. Start with your customer in mind. Think about the mindset they have before they learn about your product.”

The Art of Re-engaging Your Prospects After the Holidays (Megan Seamans of LevelEleven)

“Ask your prospect what their plans and goals are for 2019. This exemplifies your intentions to help them find a solution that works for their specific organization. If they are planning on participating in trade shows, work your cadences around these events to give them space when needed.”

Hiring + Recruiting

25 Must-Have Qualities to Look for in Salespeople (Team Pipedrive)

“As your sales team begins to scale, its up to the sales team lead or the hiring manager to know what qualities make a good salesperson so they can make the best possible hire for their team.”

Why Hiring Mistakes in Sales Are Even More Costly Than You Think (Dan Weinfurter of Chicago Growth Consultants)

“Investing time and effort to improve sales effectiveness will pay big dividends. There is no single area where the impact can be greater than in hiring and retaining the right sales talent. Just getting the correct talent can double overall firm revenue with no incremental headcount.”

Managing Teams

The Sales Manager’s Guide to Performance Reviews (Lisa Toner of Hubspot)

“Performance reviews are personal experiences and the feedback you give should accurately reflect the performance of each rep you’re reviewing. If you have a large team, it can be easy to slip into providing similar feedback to each person.”

How to Give Effective Performance Feedback Frameworks and Best Practices (Liz Cain of Openview Venture Partners)

“Negative feedback that is specific is a corrective measure that helps guide the employee to a more satisfactory solution. Positive feedback that is specific inspires and motivates the employee to continue performing well and even work to exceed expectations next time.”

Essential Tech Reads

Investors and Entrepreneurs Need to Address the Mental Health Crisis in Startups (TechCrunch)

“It’s great that investors profess to care about founders’ mental health, but words are not enough. We must act to reduce founders’ mental and emotional suffering. It’s the right thing to do and it’s good for business.”

Q4 2018 Closes Out A Record Year For The Global VC Market (Crunchbase)

“Early-stage companies raise more money than their seed-stage counterparts. In Q4 2018, early-stage deal volume accounted for approximately 33 percent of all deal volume and 32 percent of total dollar volume.”

More Start-Ups Have an Unfamiliar Message for Venture Capitalists: Get Lost (The New York Times)

“Other founders have decided the expectations that come with accepting venture capital aren’t worth it. Venture investing is a high-stakes game in which companies are typically either wild successes or near total failures.

Upcoming Events

Women in Sales: Journey in Sales (San Francisco)
Wednesday, February 20, 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.