Weekly Roundup – October 30, 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

9 Things Salespeople Can Do Before the Year Ends

During the last three months of the year, salespeople usually work on wrapping up this year’s work and gearing up for the next one. Regardless of whether you’ve already surpassed your goals or have struggled during the year, the final quarter is still important. Read more >

This and more of our favorite reads this week…

How to Win the War for Sales Talent (Jordan Wan of CloserIQ)

“The war for sales talent is vicious and every high-growth startup is competing for the best ones. Having a well-thought-out hiring process where the candidates are the priority can be the difference between winning or losing top sales talent.”

This Week’s Big Deal: Prepare a Winning B2B Sales Pitch (Steve Kearns of Linkedin)

“Personalization and tailored messaging is the foremost focal point when it comes to sales engagement today. Buyers expect reps to enter any conversation with a clear understanding of who they are, what they do, what their company does, and how their industry works.”

How to Overcome the Fear of Closing a Sale (Thomas Phelps of The Balance)

“If you approach every close as a chance to personally ensure that a prospect is having their needs met and their problems solved—a chance to help and serve them—then it can suddenly seem a little less scary.”

Best Sales Email Templates and Why They Work: Cold Outreach and Follow-Up (Jenny Keohane of Yesware)

“Establishing credibility is key to gaining your prospect’s trust. Humans naturally fear the unknown. A tip to overcome their resistance is to mention a similar business you’ve worked with and how you’ve helped that company.”

Sales: Is It For Me? (Jeffrey Gitomer of Buy Gitomer)

“Salespeople also have unlimited opportunity to grow in any organization. Leadership positions and executive positions abound for the man or woman who can sell. One more bonus for great salespeople: Unemployment does not exist. There are always openings for people who know how to sell.”

Sales Competencies that Lead to Promotions (Team ringDNA)

“Starting as an SDR, reps are hyper-focused on the top of the sales funnel with the goal of scheduling initial appointments. Then, to succeed as an AE they need to become knowledgeable of the workings of the entire sales cycle and develop the additional skills they need.”

How to Build a Strong Small Business Sales Team (Enrique Ortegon of Salesforce)

“Being customer-centric is all about building relationships. So when growing your sales team, look for candidates who are naturally adept at communication, teamwork, empathy, and other social skills. Equally important is an instinctive aptitude for helping customers choose and implement the best products or services.”

Leveraging Effective Sales Operations To Drive Revenue And Profitability w/Sri Chakravarty @AshleyFurniture (Gabe Larsen of Insidesales)

“The presence of big data and analytics tools are a gold mine for sales teams, but it shouldn’t be their sole responsibility to get new customers and grow sales. They usually don’t have enough bandwidth to locate where the opportunities are within massive data sets and where they should focus their attention to.”

How to Build a Strong Relationship Between Your AEs and SDRs (Ben Goldstein of Nutshell)

“SDRs are often viewed as grunts in a sales operation, but their work is mission-critical; without a steady stream of meetings with qualified buyers, AEs can’t make the sales they need to meet the company’s revenue goals.”

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.