Weekly Roundup – Mar 13, 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 Write an Account Executive Job Description

Other organizations in your geographical area are competing with you for top talent. It can be helpful to take a look at your competitors’ job descriptions so you can get a sense of what else prospective job applicants are seeing when they search for jobs. You want your job description to stand out in that field.

Remember, not all competing job ads will be good ones. It’s likely that many will be dull or uninformative. Take notes on the strengths and weaknesses of other company’s ads, and then try to do better. Read more >

Career + Job Advice

Tips for Stepping Up Your Personal Brand (Alexandra Adamson of Bowery Capital)

“Personal branding has become increasingly important for sales professionals. During the hiring process, it’s a given that recruiters will look up your profile on LinkedIn and other platforms. But the importance of branding doesn’t end there.”

Job hunt etiquette: How to handle 6 tricky situations (Carla Rudder of The Enterprisers Project)

“We asked career experts for their tips on six common scenarios that job seekers must navigate on the way to their next role. If you are on the hunt or thinking about looking for a new job soon, familiarize yourself with the best practices below so you can go into your next interview cool, calm, and prepared to handle these situations with grace and professionalism.”

Selling Strategies

5 Ways to Tell in 5 Seconds (or Less) if You’re Not Going to Close a Deal (Ken Kupchik of Spiro)

“One of the biggest time sucks in sales is spending time talking to prospects who are unable, or have no intention of buying from you. If you can weed these people out quickly, you can spend that time working with prospects who actually do have a chance of buying from you, so it’s important to be able to identify people who aren’t going to buy quickly.”

How To Effectively Follow-Up After Sales Meetings (Steven Benson of Badger Maps)

“Sending effective follow-ups requires research, making a personal bond with your prospect, and providing real value every time you interact with them. But when you go the extra mile and follow these steps, you’ll send follow-ups that your prospect will actually engage with.”

Hiring + Recruiting

Having Trouble Connecting With Your Customers? Rethink Your Hiring Practices (Katelyn Craine of HubSpot)

“We’ve talked about the stereotypical salesperson and how to coach non-traditional personas to complement your team. Alongside coaching, we’re focusing on hiring and how employing the same kind of person limits your team, dissuades your prospects, and hurts your business.”

Our 6 Must Reads for Hiring Tactics that Break the Mold (Team First Round)

“From crafting job descriptions and building balanced candidate pipelines to sifting through impactful interview questions and dialing up references, every step requires careful consideration — and presents plenty of opportunities for process to unravel and dream candidates to slip away.”

Managing Teams

13 Ways to Improve Your Sales Performance (Jason Aten of Fit Small Business)

“Your sales plan is your roadmap. It lays out your sales team objectives, your sales process, and your sales strategies, and it defines how you will measure success.”

3 sales team structures for building a high-performing sales organization (Steli Efti of Close)

“Here are the three basic sales team structures that you can use to ramp up your sales game and build a high-performing sales organization.”

Essential Tech Reads

5G in NYC: The potential benefits for businesses (TechRepublic)

“CNET and CBS News Senior Producer Dan Patterson sat down with the deputy CTO for the NYC mayor’s office Jeremy Goldberg to discuss how Governors Island is a great 5G testbed and why small businesses need to be more digitally inclined.”

HR data and what it means for your business (VentureBeat)

“Marrying the human element of HR to data means your company gains visibility on key metrics. And because the holy grail of HR is developing and launching an agile, engaged, and happy workforce while maintaining cost efficiency, digital HR solutions are key.”

Small VC funds continue to raise, despite pressure from above (TechCrunch)

“Small-dollar funds may get less of the overall fundraising pie, but their ranks continue to grow as more fund managers enter the industry.

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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.