Weekly roundup 10/09/2019

Weekly Roundup – October 09, 2019

The 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

Tips to Optimize Limited Time with Your Prospect 

optimize time with prospect

Whether you ask for it or not, there’s only so much time that a prospect can spare out of their extremely busy schedule to entertain sales professionals. You’re lucky if they agree to give you even 30 minutes just to introduce your product/service. Yet that first conversation is critical… Read more >

This and more of our favorite reads this week…

10 Sales Books You Need To Read (Alexandra Adamson of WISE)

“Sales is comprised of many stages, from the very beginning when you are researching prospects, to the bigger picture interactions, like closing the sale or managing the clients you already have. These ten books are a mix of all the tools and skills a salesperson should read about as they grow into successful professionals.”

7 Strategies to Boost Your Sales Team’s Performance (Moritz Dausinger of Refiner)

“Do you find it shocking that nearly two-thirds of all salespeople spend a staggering 64% of their time on non-selling tasks? I’ve outlined seven strategies for avoiding any of that. My strategies will help you boost productivity and performance, and that’s regardless of how many non-selling activities you have to do.”

The 7 Biggest Mistakes Salespeople Make When Presenting Pitch Proposals (Jamie Davidson of Vast Conference)

“It doesn’t matter how good your product or service may be, or what kind of deal you’re offering potential clients. If you can’t clearly communicate your value proposition through a well-written and well-delivered presentation, you’re never going to land the sale.”

How to Get Prospects to Stop Seeing You as Pushy (With Examples) (Jenny Keohane of Yesware)

“We know what you’re thinking: salespeople need to convince a prospect to buy their product or service and persistently follow-up, so how do you avoid sounding pushy? Our solution: change yourself into a trusted advisor rather than a straight seller. Here are some of our tips for getting prospects to stop seeing you as pushy”

How to Use Texting in Sales (Gabe Larsen of InsideSales)

“Texting as a business communication channel is working for a lot of individuals, including B2C and B2B companies. Yet there is still so much room to grow.”

7 Steps to Onboard New Sales Hires Effectively (Marcia Neese of The Brooks Group)

“Onboarding new sales reps effectively is a critical success factor when it comes to retention and performance levels. Unfortunately, it’s an area that most sales organizations struggle with. Now that we’ve covered what NOT to do when onboarding new sales hires, let’s jump into the steps you should take to do it successfully.”

 Compelling Reasons to Consider a Career in Sales (& Know If You’d Be Good at It) (Susan A. Enns of B2B Sales Connections)

“A career in sales isn’t everyone’s first choice. But if you’re looking for a career that gives you a good income and the chance to truly succeed, you owe it to yourself to consider it.”

Keys to Effective Onboarding and Training for SDRs (Team Predictable Revenue)

“As leaders, it is our responsibility to equip new SDRs with the tools and abilities to perform. But what is the key to effective onboarding and training?”

5 Easy Steps to Reinforce Your Sales Process You Spent so much Money On (Scott of Troops)

“After the training occurs, it’s not uncommon for everyone to get excited about the new things they learned, only to eventually revert to their old ways without the big sweeping change in sales execution leadership hoped for.”

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.

James Meincke

James is the Head of Marketing @ Demodesk, the intelligent meeting platform for remote sales. Previously he was the Director of Marketing at CloserIQ.