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
9 Bad Sales Habits Every Rep Should Avoid
The industry has changed a lot in recent decades, moving towards a consultative approach. Now, some once-hallowed practices will actively hinder your ability to connect with prospective customers and close deals.
If you’re still doing these things, you’re not offering real value to your customers. Read more >
This and more of our favorite reads this week…
4 Tactics for Moving Stalled Deals Through the Pipeline (Steve Hackett of Brooks Group)
“Every salesperson has been there; the frustrating experience of a stalled deal in the pipeline. Should your sales reps spend their time trying to revive the sale, or should they cut their losses and move onto the next opportunity?”
Taking You ‘Inside the Sellers Studio’: B2B Sales in the Age of Video Selling (Beibei Bai of LinkedIn)
“It’s clear that to succeed in modern selling, a sales professional needs to leverage technology, intelligence tools, and social media to stand out from the crowd. The increasing adoption of newer technologies and the availability of information has transformed the selling landscape for both sellers and buyers.”
How to Become a Sales Networking Superhero (James Meincke of CloserIQ)
“A large part of being a great sales professional is having a strong network. The network can be used to not only make more sales, but it can help you grow in your field by connecting you to mentors or other business opportunities. These connections don’t happen overnight. It takes time to build an authentic relationship that is beneficial to both parties. ”
“Before you go asking for a higher percent raise, you need to come prepared with support as to why you deserve this money. Here are a few tips to help you get ready.”
Top Ways to Sabotage Your Interview Follow-up (Daniel Brotz of Monster)
“Navigating your first job search when you’re fresh out of college is no easy feat. You have to craft your resume, apply to jobs, research prospective employers, and, of course, ace job interviews—but you probably know you have all that on your plate. Something you may not have realized? Interview follow-up matters—almost as much as the interview itself.”
Recruit a Sales Superstar Using an Employment Value Proposition (Kurt Sima of The Center for Sales Strategies)
“World-class managers know that adding a sales superstar to the team is a great way to improve sales performance. They also know landing a superstar seller involves a recruitment process just like it does for a top-performing college football team (go figure, teams like Alabama and Clemson win national championships after they compile great recruiting classes).”
Navigate the (Often Tricky) Offer Process (Ellie D’Amelio of OpenView)
“Though the offer process is often tricky and intimidating, it doesn’t need to be. Come prepared by being competitive, involving the right people and negotiating knowledgeably. By doing so, you’ll successfully navigate the “offer maze” and will have a strong shot at landing your #1.”
3 Paralyzing Mistakes of SDR Teams (Gabe Larsen of InsideSales)
“Becc Holland of G2 shares with us the top three sales operations mistakes that SDR teams commit and how to solve them.Holland realized that the industry had problems. At the same time, she also knew that there must be solutions to these problems in sales operations.”
Sales Data Secrets of High Performing Sales Teams (Bethany Fagan of PandaDoc)
“Data holds tremendous power for sales teams to shatter sales forecasts. For many teams, data is a sleeping giant, whose power remains unwoken and inactive. But that’s not true for all — high performing sales teams understand and use data to identify market opportunities and be the first to take advantage of those openings.”
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.
