Weekly Roundup – Apr 03, 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

5 Terrible Sales Techniques That Are Costing Your Company

Salespeople have a bad reputation. Research continually finds them at the bottom of the list of trusted professions, and anyone who’s ever been on the receiving end of a bad sales experience will know why.

Putting aside the bad eggs who are blatantly conning their way through deals, there are plenty of other poor sales behaviours that put customers off. Do any of these ring a bell with you? Read more >

Career + Job Advice

How to Get Promoted From SDR to AE: Advice From Real Account Executives (Alex Lamascus of RingDNA)

“You must become a better listener – because in the AE role you have to listen more than you did in the SDR role. You have to really understand the problems that people are facing, and you have to be a solver of those problems, otherwise you won’t win. Rather, in the SDR role you can gain enough interest to book a demo without getting that deep with the customer.”

Salary Negotiation Scripts For Any Job (Eileen Hoenigman Meyer of Glassdoor)

“First things first, determine your current worth in the job market. Use Know Your Worth to receive a custom salary estimate based on your title, company, location and experience. Once you have the information, it’s time to advocate for yourself.”

Selling Strategies

8 Sales Strategies for AEs to Close More Deals (Team CloserIQ)

“Some AEs are irritated by SDRs who hand off leads that aren’t yet ready. But if you’re in this situation, the proper response isn’t to blame the SDR. Instead, you need to rethink the way you’re coaching SDRs in the sales process and formulating their sales strategies.”

Lead Response Infographic – How Many Touches To Make A Sale (David Elkington of InsideSales)

“After examing three years of data, InsideSales.com determined that Wednesdays and Thursdays are the best days to call your leads. In fact, the response rate during Thursdays increased by 49% from Tuesday calls.”

Hiring + Recruiting

Applicant Tracking System (ATS): Which One Is Right For Your Business? (Amanda Walker of OpenView)

“So how do you properly keep track of hiring without completely reinventing the wheel? It’s all about implementing an Applicant Tracking System (ATS). An ATS can be used as a centralized platform to keep track of applicants throughout the hiring process.”

You’ve Been Ghosted! Now What? (Carmen Bryant of Indeed)

“With record-low unemployment, one explanation is too many options: 2018 marked the first time the number of U.S. jobs available surpassed the number of unemployed people.”

Managing Teams

6 Non-Financial Ways to Motivate Salespeople (Ken Kupchik of Spiro)

“Consider adding not only annual, but monthly, weekly, or daily moments of recognition for your sales team. Focus on things that are important and can be tracked like numbers, but don’t forget to recognize the intangibles that some people can bring to the table.”

Sales Training for Women: How the Best Sales Managers Provide Gender-Centric Coaching (Cynthia Barnes of the National Association of Women Sales Professionals )

“Acknowledging that women earn less than men and that women are promoted at lower rates than men is a good start. The next step is to recognize that women are more likely to report that they didn’t receive training.”

Essential Tech Reads

Silicon Central: How New York Tech Grew Up And Moved Uptown (Forbes)

“This aging of the average tech employee is creating a demand for more space in an already inflated housing market. New Yorkers pay 30% more for housing than the average American.”

3 New SaaS Venture Rounds And Their Supporting Growth Metrics (CrunchBase)

“On the other side of the country, New York-based Applicaster’s SaaS app management platform, Zapp, aims to give brands the tools it needs “to prototype, develop, and maintain direct-to-consumer apps across phones, tablets, and connected TV devices.”

The IPO Bonanza (AVC)

“It does take a number of years for a privately held company to prepare to be a public company. They need to get their finance and legal houses in order, they need to beef up their teams in these areas.

Upcoming Events

Women in Sales: Developing Your Leadership Compass (Boston)

Wednesday, April 10, 6:00 pm

Join us in our next Boston 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.