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 Sales Habits Every Rep Should Avoid
This and more of our favorite reads this week…
6 Tips to Help Your Salespeople Consult with Risk-Averse Buyers (Courtney Crabtree of Brooks Group)
“Risk-averse buyers present a unique challenge for your salespeople, especially in a complex sale where there’s a large financial investment at stake. When a bad purchasing decision risks large portions of the budget as well as the reputations of decision-makers, the status quo is often your sellers’ biggest competitor.”
30 Amazing B2B sales Discovery Questions (Kanwar Saluja of RingDNA)
“In B2B sales, exceptional verbal communication skills are absolutely imperative. Why? Because phone calls are what move deals forward. As we have all experienced, it can take numerous emails back and forth to qualify a lead, but it’s far easier and more impactful to qualify leads (and move deals forward) on the phone.”
5 Terrible Sales Techniques That Are Costing Your Company (Charlotte Powell of iPresent)
“Salespeople have a bad reputation. Research continually finds them at the bottom of the list of trusted professions, and anyone who’s ever been on the receiving end of a bad sales experience will know why. Putting aside the bad eggs who are blatantly conning their way through deals, there is plenty of other poor sales behavior that puts customers off. Do any of these ring a bell with you?”
“It’s worth emphasizing why cover letters still exist and are worthy of your attention. I bet when you see a job listing where one’s “optional” you gleefully submit a resume and move on. But you’re truly doing yourself a disservice by not creating one (or by writing one that’s super generic or formulaic).”
5 Ways to Improve Your LinkedIn Profile in 10 Minutes or Less (Michele Lando of Write Styles)
“I’ve talked a lot about how important LinkedIn is, and have also discussed how to optimize your LinkedIn profile by doing things like creating an engaging summary, however today I wanted to talk about the little details that make a big impact. Here are five ways to improve your LinkedIn profile in 10 minutes or less. Yes, you heard that right, you can improve your LinkedIn profile in 10 minutes or less! It’s a lot easier than you think.”
The Ultimate Guide to Values-Based Recruitment (Erica Hayton of Scribewise)
“Knowing how well someone will fit into your company’s culture is a challenge for organizations of all sizes. It’s not easy to assess how well an individual will fit into the day-to-day workings of a business. A value-based recruitment strategy is one way to put culture/organizational fit at the forefront of your hiring process.”
6 Tips to Master Full Cycle Recruiting (Bev Campling of Recruitee)
“Traditionally full-cycle recruiting has been the domain of recruiters in small to medium-sized businesses, and to an extent it still is. HR technology has, however, opened the way for full-cycle recruiters in big companies as well. So what is full-cycle recruiting?”
How to Keep Your Team Accountable to Pre-Meeting Research (Scott Britton of Troops)
“We all know that doing your research before an initial meeting is important, but how many of your reps are actually doing more than a cursory glance at a LinkedIn profile? Do you have any way of understanding your team’s call preparation, or is this a total black box?”
Get Your Team Up and Over The Line with Data-Driven Sales Coaching (Dustin Crawford of Intercom)
“If your team isn’t reaching their goals, what are you doing as a leader to help them get up and over the line? Every manager should know how to effectively coach their reps. This coaching helps them drive their team and their company to greater productivity and higher sales.”
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.
