James MeinckeThe 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
4 Steps to Creating Buyer Personas for a Personalized Sales Approach
Buyer personas, also known as marketing personas, help businesses to visualize their customers. It also helps clients to build marketing campaigns that will resonate with them. You need to understand who you want to sell to before you sell to them. Read more >
This and more of our favorite reads this week…
How to Close a Deal When You Have Bad Reviews (Steli Efti of Close)
“Whether your company actually has a terrible reputation or they just read a single bad review doesn’t matter. You have to overcome their negative view of the company and make the sale.”
Starting a Conversation in Sales with Trish Bertuzzi (Jeremy Donovan of SalesLoft)
“Pick a niche, establish your benchmark, cross the chasm and expand. Because we get so excited when we start, we’re like, ‘oh, I’m a horizontal play. I can sell to anyone.’ ”
How to Develop an Action Plan for Sales Success (Mike Schultz of Rain)
“You need to come up with a precise roadmap of how you’ll achieve your goals. Once you’ve identified them, here are four steps you must take to reach those milestones.”
“A study from TopResume, a resume writing service, says using a pro gives job candidates a definite edge in the hunt — and it could mean more than the offer itself. According to TopResume, 150 recruiters assessed the professionally written resumes as deserving a bump in salary.”
How to Take Ownership of Your Sales Career (Alexandra Adamson of Women In Sales)
“Sales is the ultimate meritocracy. You will succeed if you work hard and put the time in. Sure, there’ll be ups and downs, but if you respect the job and respect your prospects by doing your due diligence day in and day out, you’ll find a home in the sales world.”
Why Your Sales Contest Is Demotivating Your Sales Team (Susan Enns of B2bSalesConnections)
“Before you jump in with your checkbook wide open, understand this: Not all sales contests motivate, and not all are profitable. In fact, if not designed properly, contests can do more harm than good.”
The Top 8 Questions to Ask Candidates for Head of Customer Success (Jason Lemkin of SaaStr)
“My Top 3, plus 5 more than will really tease out what type of candidate they are, what they know, and what they really do that good.”
8 Recruitment Trends for 2019 (James Meincke of CloserIQ)
“Every new year brings fresh trends for every industry — and recruitment is no different. Trends can help inform you of what the future will likely bring. This helps you in adjusting your recruiting process to better fit the needs of the market. And when it comes to the recruiting market nowadays, much has changed.”
9 Free Sales Tracker Activity Templates (Meredith Hart of Hubspot)
“A sales activity tracker helps salespeople manage things like contacts, deals, quotas, etc. If you’re a sales leader, it’s important to determine the key metrics your sales team will be evaluated on. From there, you can reverse engineer your sales process to set sales goals. Then, monitor performance using sales activity tracking tools.”
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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.
