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 Ways CRM Date Can Boost Your Sales Strategy
This and more of our favorite reads this week…
The Future of the Phone Call (Dan O’Connell of Salesloft)
“Dan describes how to be more engaging in a sales pitch and the balance between being likable and being effective as a manager. Learn more about Dan’s path to senior management and the leadership advice he’s learned along the way.”
9 Ways to Respond When Your Prospect Asks for a Discount (Michael Pici of Hubspot)
“A discount can help accelerate a slow-moving deal, create goodwill, and give you leverage for requesting concessions. But you’ll only reap these benefits by discounting strategically — not whenever your prospect asks for one.”
How to Succeed in Starting out in Sales (Team Sandler Training)
“An interview with Chris O’Connel on How to Succeed in Starting Out in Sales. In this episode: What’s the challenge of starting out in sales? The mindset you need starting out. You don’t always have to get that “yes”. Some goals, plans, and actions to find success in sales and so much more.”
“Having a well-crafted resume can be the key to getting your foot in the door at the company of your dreams. But figuring out how to make your resume fully representative of your experience and also stand out is easier said than done.”
Salary Questions to Ask Before Accepting a Sales Job (Alexandra Adamson of WISE)
“Negotiating a fair salary is a pain point for just about everyone. For the sales world, it gets even more complicated. Few sales team members are paid solely by salary, there are commissions, bonuses, and all sorts of goal incentives that need to be taken into account. Before taking on a new position, ask the following questions during your interview.”
How to Design a Sales Comp Plan to Get You to $100M (Faith Storey of SaaStr)
“This will include diving into the pros and cons of the various comp design models, including MBOs, detailed incentive structures, and flat commission rate payouts, as well as the nuance between using comp design as a motivational factor but not as a substitute for good management. Depending on size and stage, variable compensation can be one of a company’s highest expense items, and a thoughtful approach is key.”
Who You Gonna Call? How to Stop Ghosting in its Tracks (Team Indeed)
“You may be thinking, “Isn’t ghosting the job seeker’s problem since they’re the ones doing it?” Not so fast. Although 70% of recruiters assume candidates ghost because they receive another offer, job seekers tell us this is only true 40% of the time. So what other factors influence their decisions, and how can employers turn these on their heads? ”
Team Building Games to Help Bond without the Awkwardness (Alex Lamachencka of PandaDoc)
“Do you want to build a rapport between team members and strengthen communications across all departments in your organization? Team building games present an opportunity to have fun while encouraging innovative thinking.”
How to Inspire Your Team to Leave Their Limiting Beliefs Behind (Collin Stewart of Predictable Revenue)
“Every sales team, without exception, is looking to hire top performers. Top performers close deals. And closed deals mean revenue. The only trouble, of course, is finding top performers. How do you know, buried amongst the avalanche of applicants for an in-demand sales gig, who is up for the task? Sales, and prospecting in particular, is not for everyone, despite what their LinkedIn profiles say. The job is tough – filled with roadblocks, demanding quotas, and, at times, less-than-responsive targets.”
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.
