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
8 Common Sales Objections and How to Handle Them
A sales pitch, no matter how perfect, can quickly be ruined by poor objection handling afterward. Everyone has questions, no matter the industry, no matter the product. It’s a rare day when you pitch someone and they simply submit and ask where to sign. Read more >
This and more of our favorite reads this week…
What You Need to Do to Start Social Selling (Mai Le of Salesforce)
“Though sale tactics are probably as vast as the stars in the sky, one that has gained traction over the last decade is social selling. Not surprisingly, its ascent is tied to the increased usage of social media in all aspects of our personal and professional lives.”
The Perfect Networking Followup 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.”
11 Career Goals to Achieve in Your First Year as an SDR (James Meincke of CloserIQ)
“Year one as an SDR is full of excitement and possibility—but it can also provoke anxiety. Unfortunately, there’s usually no how-to guide that tells new SDRs exactly what they should be doing during each stage of that first year. As a result, too many SDRs flail around and fail to achieve their potential. ”
“My first experience in selling something came when I decided to start a book club in second grade. Unsurprisingly, it didn’t go over well. A book club is too nerdy even for second graders.”
20 Critical Skills to Include in Your Resume (For All Types of Jobs) (Vicky Oliver of Execuchick Press )
“A resume describes your critical skills in a way that compels a hiring manager to want to meet you. That is a resume’s sole purpose. And make no mistake: Writing a resume is an art.”
50+ Candidates Sourcing Statistics for Recruiters (Molly Clarke of ZoomInfo)
“The standard hiring process involves posting a job description and waiting for qualified candidates to apply. While this works in some cases, candidate sourcing can be a more effective way to attract new talent.”
The 38 Software Recruiting Tools of 2019 (Olivia Folick of Ideal)
“While exciting, the potential of these new technologies can become overwhelming. In November 2018, Josh Bersin, industry analyst and founder of Bersin by Deloitte, revealed he is currently tracking “more than 1400 HR technology companies.””
Your Approach to Hiring Is All Wrong (Peter Capelli of Wharton School )
“Today’s approach couldn’t be more different. Census data shows, for example, that the majority of people who took a new job last year weren’t searching for one: Somebody came and got them.”
Building Sales Teams: How, When and Who (Jason Lemkin of SaaStr)
“As a sales manager, you’re told to downsize your sales team. You have to choose between 2 salespeople. One underperforms, but is well-liked and honest. The other is a top producer, but with questionable ethics? Which do you fire?”
Breaking Down Sales Velocity (John Byrne of Rekener)
“Sales Velocity is a powerful diagnostic tool for sales leaders because it captures the three metrics managers value most when evaluating reps on bottom-of-the-funnel KPIs.”
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.
