Weekly Roundup – Feb 27, 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

How to Onboard New AEs

New Account Executives are coming to your company with more sales experience than SDRs. So it’s tempting to think that the onboarding process just isn’t that important. In fact, it is still critical for AEs’ long-term success.

According to a study conducted by Click Boarding, new employees who go through a formal onboarding process are 58% more likely to remain with the organization for three years or more. Early hires who get onboarded are 50% more productive on average in the first months. Read more >

Career + Job Advice

5 Tips to Creating the Perfect Resume in 2019 (Hannah Harrington of Rebrandly)

“Before you start writing your resume, create a document with at least three lists: one detailing your accomplishments and experience, another which outlines everything you’re looking for in your next job, and a third with all of the requirements for the job you’re applying for.”

Leadership is So Much More than People Management (Cassie Young of Sailthru)

“The highest-impact business decisions you’ll make are often some of the hardest ones you’ll make, but such is leadership. I always tell my team to trust their gut on an instinct, but then leverage an analytical framework to back it up with data.”

Selling Strategies

20 Steps to Optimize Your Social Profiles for Selling (Sujan Patel of Mailshake)

“If you’re short on time (or if you aren’t a confident writer), you can achieve many of the same effects by sharing content from the Groups you participate in or the people you’re connected with instead of your own.”

Time to Value (John Barrows of JBarrows)

“This is why subject lines and the first few words that come out of our mouth during prospecting make a difference; it’s what gets people’s attention and is why lengthy elevator pitches or starting e-mails with “I’d like to introduce myself to you” don’t work.”

Hiring + Recruiting

Find the Best Candidate with These Sales Interview Questions (Megan Ranger of Nimble)

“The sales rep is a job that requires creative thinking and unconventional approach. That’s why, if you want to find a competent employee, you would need to be creative in your approach, too.”

7 Tips To Improve Your Hyper-Growth Hiring Strategy (Team Harver)

“Accuracy in estimating your hiring needs, establishing an optimized hiring process, and taking steps to attract the best candidates are some of the things you need to do to make sure that your hyper-growth hiring strategy actually brings you the best-in-class talents.”

Managing Teams

How To Optimize Team Performance With Sales Dashboards (James Dillon of Pipedrive)

“Sales managers always look for different ways to improve work performance. They can utilize sales tools, conduct trainings, and perform other goal-setting activities. But what’s the most effective way to create high-performing teams?”

5 Role Playing Tips to Train Your Sales Team (Ken Kupchik of Spiro)

“ Whatever the most likely scenarios in your business are, plan your exercises around those scenarios. This means discussing them before the calls- not just after.”

Essential Tech Reads

It Started With a Jolt: How New York Became a Tech Town (The New York Times)

“Today, the city is home to thousands of fledgling companies, and the New York region regularly ranks second to the Bay Area in attracting venture capital, the lifeblood of the start-up economy.”

New York is No. 1 in new tech survey (Crain’s New York Business)

“This is the first time in the seven-year history of the survey that 58% of respondents said they thought Silicon Valley would not be the world’s top tech innovation center in four years.”

VCs Nearly Doubled Their Investment In This Tech Last Year (CB Insights)

“One potential driver behind this jump is a significant increase in expansion-stage deals. From Q1’18 to Q4’18, expansion-stage activity increased as a percentage of all AI fundraising from 19% to 32%.

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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.