Weekly Roundup – Feb 15, 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

Elements of a Typical Enterprise Sales Process

The enterprise sales process is a grind, rife with opportunities for a deal to fall through. When the sales cycle is six months or more and requires sign-off from multiple stakeholders, getting to that final contract can seem tough.

Yet it is possible to navigate enterprise sales successfully. Though every sales process is going to be unique, the key is to understand and follow these best practices for every stage in the process: Read more >

Career + Job Advice

How to Build a Career, Not Just Find a Job (Lisa Haugh of Juvo)

“If you want to build your career and not just find a job, developing your professional network will be far more valuable than uploading your resume to every listing site on the internet.”

Hybrid Jobs and the Hybrid Skills Candidates Need Most (Alison Doyle of The Balance Careers)

“If your skills need upgrading so that you’re more competitive in the job market, there are many ways you can add to your skill set. There are short-term certificate programs that you can take online. If you’re looking for a career shift, there are certification programs that lead to high-paying jobs.”

Selling Strategies

Sell me this pen: 7 Outdated sales techniques that are losing effectiveness (Team RingDNA)

“It was common for sales reps in the past to actively try to accelerate deals to close as quickly as possible. Of course you still want to make every effort to keep them moving through the funnel, but not at the expense of customer satisfaction.”

How a Help-First Mindset Can Deliver Leads, Referrals, and Revenue (Sujan Patel of Mailshake)

“Sales are more about the relationship and the customer experience than they are about the product. Help first, provide real value to them, and they’ll want to buy from you and only you.”

Hiring + Recruiting

35 Sales Interview Questions To Hire The Best Salespeople (Chris Orlob of Gong.io)

“The best predictor of future performance is past performance. It’s much better than using hypothetical scenarios. Past behavior is based on the truth of what’s already happened, and by extension, what is likely to continue to happen.”

Why Determining “Culture Fit” Is So Important in the Hiring Process (Dia Vavruska of IMPACT)

“As you evaluate your current hiring process and where you’re looking to go as an organization, ask yourself, “Have we truly considered and prioritized making hires that are a fit for our company or just a fit for the position?”

Managing Teams

5 Ways Sales Leaders Can Take Their Teams From Good to Great (Ken Kupchik of Spiro)

“A competitive advantage in this context is a new way that your sales team can find to close more deals. Yes, it’s easier said than done, but most sales teams don’t even try it. A good place to start is always with partnerships.”

Sales Managers: The Reason Reps Don’t Follow Your Sales Process is You (Joe Caprio of Chorus)

“The sales process is never a set it and forget it. You need to constantly validate that it is working to reduce the time it takes to close a deal and assess gaps in the process. It is important to get direct feedback from your reps on where they are facing challenges in the sales process.”

Essential Tech Reads

New York Beats Out San Francisco to Be World’s Best Tech City (Bloomberg)

“New York pulled ahead thanks to its volume of venture capital cash, large pool of talent — both homegrown and people attracted to the city — and the opportunities that exist for them.”

What Do 2018’s Funding Trends Mean For Entrepreneurs Trying to Raise Capital in 2019? (Entrepreneur)

“This means that sometimes companies with a wonderful team, a fantastic product, and a great market can’t even get a meeting, while other companies with a good team, an average product, and an unproven market can raise millions of dollars.”

A Deep Dive into What Has Really Changed in Venture Capital (Both Sides of the Table)

“If you look one layer deeper at what has happened in the Venture Capital industry the funding increases have gone overwhelmingly to “mega rounds” of late stage investments with round sizes of $100 million or more.

Upcoming Events

Women in Sales: Journey in Sales (San Francisco)
Wednesday, February 20, 6:00 pm

Join us in our first San Francisco event! Our panel of amazing female sales leaders will discuss the steps they have taken and share actionable insights to help advance your career. Get discounted tickets now! RSVP >

Women in Sales: The Art of Negotiation (New York)
Tuesday, March 19, 6:00 pm

Join us in our next NYC event to learn about implementing selling strategies and gain practical ideas to improve your sales negotiation skills. Get your discounted tickets now! 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.