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 Overcome 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…
Social Selling Done Right, From the Start (Team SalesLoft)
“Social media and its bottomless pits of data are a treasure trove for the salesperson. However, there is no quicker way to turn a potential customer off from ever interacting with your business than to show up in their social media feeds uninvited. Especially if you’re adding nothing but noise to the conversation.”
How to Make a Discovery Call to Assist in a Sales Handoff (Gabe Larsen of Insidesales)
“More often than not, the handoff between sales development reps and account executives can be messy. It could be about compensation, or it could be the criteria to be promoted from one stage to another.”
8 Follow Up Sales Strategies to Boost Your Referral (Dave Lawrence of Follow Up Boss)
“With a follow-up system in place, you’ll know exactly when and how to ask your clients for referrals and actually get them. Because if you’re only asking clients for a review once after your sale and never again, you’re not tapping into this massive sales and growth engine. And unfortunately, it’s costing you serious revenue.”
“So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first.”
13 Critical Things to Consider Before Switching Careers (Vicky Oliver of Execuchick Press)
“It’s somewhat shocking, but research shows 87 percent of workers have no passion for their jobs. Passion can be measured in many ways, and one person’s passion is another’s poison. Still, if you believe in your company’s core mission, it really helps.”
How to Hire for “Job Fit” Over “Culture Fit” (Emily Lambert of Plum.io)
“Let’s be honest — when you’re hiring a new person or bringing an existing employee from another team or department onto your team, you’re always trying to get a sense of that culture “X factor.” Will this individual smoothly integrate into this team/organization? Will the team dynamic be seamless or awkward? Will I like working with this person? In other words, we try and gauge “culture fit.””
Don’t Love Your Candidate? Maybe Your Process Needs Work (Taryn Barnes of ZipRecruiter)
“Finding candidates with potential can be a tough task. That said, if you’re striking out more than you’re hitting home runs, chances are it’s not the talent, but rather the recruiting process. Recruiting is part art, but mostly science. If you’re finding more frogs than princes, check out these four areas to see how you can step up your game.”
What is Gamification? (Megan Seamans of LevelEleven)
“Gamification is the implementation of games or activities to encourage certain behaviors through competition and fun. Simply put, gamification is the application of typical elements of game playing (e.g. point scoring, competition with others, rules of play) to other areas of activity. This can be useful for many facets of the business world, such as inside sales, call centers, and marketing teams.”
10 Team Building Activities for Your Sales Team to Try in 2019 (Alexandra Adamson of Women in Sales)
“When you build a sales team, it is important for everyone to understand how their work affects the group as a whole. Sales requires people skills and creating relationships, so having a team that is not on the same page or not getting along will be an issue for the entire workflow. A group that works together can help with growth and learning, and there are many different ways to optimize teamwork.”
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.
