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
Effective Ways to Sell to C-Suite Buyers
When you’re selling to a mid- or lower-level buyer, it’s usually a multi-step process to get to the real decision-maker. By the time your careful messaging has run up the ladder, it’s been mutilated. But, if you sell directly to an executive, your sale can get closed faster – and better. Read more >
This and more of our favorite reads this week…
The Real Reason Most Follow-Ups Get Ignored (Steli Efti of Close)
“You’ve sent your initial email. You crafted it well, sent it to a few colleagues to get their feedback, made sure your ask was reasonable, then hit send. A week goes by—you follow up. Another week goes by—another follow-up. And still… crickets.”
The Anatomy of a Great Sales Pitch (Sujan Patel of Mailshake)
“Your sales pitch is arguably the single most essential piece of your sales process. It’s your mission, brand statement, business card, and company persona, all rolled into a brief, persuasive presentation. And since you only have a few seconds to make a strong impression and keep your prospect’s attention to the end, delivering a sales pitch that truly connects is no easy feat.”
Why Pricing Is the Backbone of Your Sales Strategy & How to Do It Right (Bill Wilson of SalesRight)
“Pricing is one of the most important parts of a startup’s sales strategy, but it’s often overlooked. According to ProfitWell’s guide “The Anatomy of SaaS Pricing Strategy”, the average SaaS company spends only six hours on pricing over their whole life cycle. Six hours. That’s absolutely ridiculous.”
“Most U.S. employers expect new employees to sign mandatory arbitration agreements before starting their job or even in the middle of employment. Many employers make this a condition of employment in states where that’s allowed. No signature, no job. But there are ways you can protect your both state and federal Constitutional right to a civil trial before a jury of your peers.”
12 Things You Should Stop Writing on Your Resume (Team Recruiter)
“What is one buzzword you hate to see in a resume or cover letter? What word or phrase should people be using instead, and why? The answers are provided by Young Entrepreneur Council (YEC), an invite-only organization of the world’s most successful young entrepreneurs. YEC members represent nearly every industry, generate billions of dollars in revenue each year, and have created tens of thousands of jobs.”
7 Steps for Successful Strategic Workforce Planning (Neelie Verlinden of Digital HR Tech)
“In a business environment that is constantly evolving, you need to be smart about who you’re hiring and how they can help you achieve your business goals. This means putting some careful thought and consideration into the (future) skills of your workforce: the employees you already have on board, the ones that need further development, and the ones you still need to hire because they will be important over the next few years. That’s where strategic workforce planning comes into play.”
10 Essential Steps to Kick off Your HR Recruitment Process (Bev Campling of Recruitee)
“Every new hire goes through some kind of HR recruitment process, but many companies still leave it up to hiring managers, assigning only the admin to HR. We could say that if it works for you, all well and good, but is it actually working for your business?”
Operational Framework for Data-Driven Sales Coaching (Gregory Keshian of Rekener)
“Data-driven sales coaching is the process of measuring the output of your sales reps, with the goal of quickly diagnosing deficiencies and coaching reps to improve their performance over time. Companies that are good at sales coaching crush their competition. Research shows that companies with effective sales coaching outperform on quota achievement by 15% vs those that don’t.”
Best Sales Tools to Supercharge Productivity in 2019 (Team Highspot)
“The right tools can make all the difference. Just as James Bond needs his gadgets, or a baseball player needs a quality bat, sellers will be most productive with a strategic tech stack. The sheer volume of sales software available, however, makes deciding which platforms to invest in a daunting task. That’s why you need a simple decision framework and a clear understanding of which tools can make the greatest impact.”
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.
