Weekly Roundup – Feb 1, 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

6 Sales Tools Your Team Should Be Using

Tech Tools that Can Help Entry Level Reps

As a manager, it’s your job to help sales representatives learn the ropes and achieve their full potential. By introducing your new reps to the right tools, you can speed up the training process and set your new team members up for success.

Of course, tools encompass a lot of different things. We recommend introducing your sales team to the following types of tools: Read more >

Career + Job Advice

What Do You Want? Learning How to Advocate for Yourself Professionally (Liz Cain of Openview Venture Partners)

“In order to successfully advocate for taking on new responsibilities, you have to demonstrate that you can do your current job. in sales, you should be hitting your number before asking to take on something new AND any new responsibility cannot get in the way of your core job function.”

How to Get Promoted From an SDR to Account Executive (Mark Lindquist of Mailshake)

“These days, getting promoted is an art form – especially in the sales department. You’ve got to know your industry top to bottom, and come off as a valuable consultant instead of someone serving their own interests. You need to be good with numbers to make sure your activity and touchpoints will adequately fill your pipeline to crush this month’s goal.”

Selling Strategies

How to Build the Ultimate Outbound Sales Cadence (Gabe Larsen of InsideSales)

“Sales cadence is so foundational to prospecting if you are not doing it, you’re crazy. The data shows us that sales reps have a tendency to over-estimate what they do and when they do it, and the reality is painful to see. Previous studies we did showed that most sales reps stop after one phone call or one email, and that just needs to stop.”

Sales Objection: We’re Already Doing this In-house (Steli Efti of Close)

“When a prospect tells you they’re already handling a challenge in-house, it’s tempting to tell them about why that’s a bad idea or why your solution is better. But you’ll notice that the tactics above don’t take that approach.”

Hiring + Recruiting

The 7 Do’s and Don’t of Sales Reference Checks (Alexandra Adamson of Bowery Capital)

“By nature, sales reference checks should weed out the folks who are not right for your organization, but when done correctly, they become a vital tool in understanding how to better manage, incentivize, motivate and even close candidates.”

9 Tips to Prevent Ageism in Hiring (Even if You Didn’t Realize it Was There) (Stav Ziv of The Muse)

“At every step of the process, making sure you’re focusing on the skills and qualifications required for the role will help prevent ageism (even if you didn’t realize it was there). That means when you’re writing the job description, when you’re doing the initial screening of applications, when you’re interviewing, and when you ultimately offer someone the job.”

Managing Teams

How to Drive Executive Engagement in Key Sales Conversations (Scott Britton of Troops)

“Whether you initially rely on rep participation or automation to spur executive engagement, the job is hardly over once you’ve identified an opportunity for an executive to influence a deal outcome. ”

The Top 5 Strategies to Drive Sales Productivity (Ellie Wilkinson of Highspot)

“Strong sales training goes hand-in-hand with sales guidance, which boosts sales productivity by saving sellers time and providing dynamic assistance. Guided selling tools surface critical templates, scripts, data, and content when and where reps need it.”

Essential Tech Reads

Tech Talent Shortage Squeezing Long Island businesses (Newsday)

“Despite the efforts of local colleges and universities, demand for tech workers has already outpaced supply, making competition fierce for the best software engineers, developers and data analysts, employers and educators said.”

How Business-to-Business Startups Reduce Inequality (TechCrunch)

“Equality of outcome arrives from equality of opportunity—and a future where millions of people can start businesses, differentiate, and succeed on the basis of their ability and value proposition, rather than their access to capital, sounds like a promising representation of the egalitarian ethos Silicon Valley wants to bring to pass.”

Gen Z Entrepreneurs View Higher Education as Vital to their Startups (The Conversation)

“Through skills training and engaged entrepreneurial experiences, students are realizing the profound impact they can have by solving a problem as well as overcoming obstacles, failures and flops – all under the umbrella of university guidance and resource support.

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.