Weekly Roundup – Apr 24, 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 Improve Your Sales Support Model through Tech Solutions

Technology is essential in sales today. You need it to track performance, provide support and make accurate forecasts.

Finding the right sales technology can be a baffling process. With so much choice, how do you find the right solution? Read more >

Career + Job Advice

Your Career Path is Your Own: Promote Your Sales Career (Team SalesLoft)

“It’s the first day of your sales career. You’re ready to take on the world sales, one cold call at a time as a Sales Development Representative (SDR). Your new manager congratulates you and says, “Alright, you’re here. Tell me about your goals.”

Building Strong Sales Career Support System (Alexandra Adamson of Women in Sales)

“A support system isn’t just one or two confidants, but a whole network of people who can provide guidance from diverse perspectives. As valuable as a support system is, you can’t just expect that one will simply materialize for you. Instead, you must take specific steps to cultivate a useful network.”

Selling Strategies

5 Ways to Get the Most Out of Your Sales Notes (Steli Efti of Close)

“Sales notes are a great resource. They don’t just help you—they help your entire sales team, your management and leadership, and even your customer. Taking good sales call notes drives better results.”

The Perfect Networking Follow-Up Email Strategy (Sujan Patel of Mailshake)

“Rather than letting great networking leads fall through the cracks, put a networking follow-up strategy in place to ensure you get the maximum value out of every new contact. Here’s how to get started.”

Hiring + Recruiting

Wondering What to Look For in a Resume? Not These 5 Things (Nikoletta Bika of Workable)

“This was recently reported in news media: ex-employees are running into obstacles in their job hunt. Many companies are disqualifying these candidates due to their closeness to Holmes’ alleged deceptions.”

How to Start Conversations with Talent in a Hyper-Competitive Candidate Market (Erica Pepe of Indeed)

“Even when you find someone who’s great for a role, it can be hard to catch their attention, especially if you’re recruiting for high-skill, hard-to-fill roles. Imagine opening an inbox to a flood of messages from recruiters every day: you’d quickly tune out. That’s what it’s like for in-demand talent.”

Managing Teams

Coaching Versus Feedback: A Guide For Sales Managers (Megan Seamans of LevelEleven)

“If you ask sales managers their thoughts on the purpose of coaching, many will say they use it to correct negative behaviors via real-time feedback. This results in these types of situations.”

Business Case and Playbook for Data-Driven Sales Coaching (Alex Laats of Rekener)

“If you are considering an investment of time and money to improve data-driven sales coaching at your company, you’ll need a business case. In this post, we’ll help you build a business case based on increasing the effectiveness of your sales coaching.”

Essential Tech Reads

The Tech Industry Is Remaking New York City — Even Without Amazon’s HQ2 (New York Magazine)

“If an instrument could measure the level of New Yorkers’ complaints about their city, it would probably register a constant, four-century roar, increasing with the population. Vocal discontent is an unreliable indicator of how we actually live.”

First Look At The Fastly IPO Filing (Crunchbase)

“Are you tired of IPOs yet? Are you bored of S-1 filings? Then you are living in the wrong year. After a slow 2014 and 2015 and 2016 and 2017 and only a passable 2018, the technology IPO market is hot. And it looks like a host of unicorns want to jump through the public offering window while it’s still open.”

The Wave of Unicorn IPOs Reveals Silicon Valley’s Groupthink (The Economist)

“There are 88 privately held startups worth more than $1bn each in the San Francisco Bay Area, more than in any other region in the world, and a fair few of them, including Slack, a corporate messaging service, and Instacart, a delivery firm, are hard by the Transbay terminal.

If you know any articles that you think we should feature in our next week’s roundup, feel free to reach out to us: content@closeriq.com.

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.