Weekly Roundup – November 13, 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

Always Be Closing or Always Be Qualifying?

As salespeople spend more time grinding out sales over the years, they realize that they need to be ruthlessly disciplined with their time and only spend time on prospects and opportunities that will bear fruit. They make it look easy, but they have learned that chasing every deal yields very little. Better to get unqualified prospects out of the funnel and not waste anyone’s time: Read more >

This and more of our favorite reads this week…

The Anatomy of a Perfect Sales Email (Team Salesloft)

“Writing sales emails that hook prospects isn’t as tough as it seems. What does it take? Researching the prospect and making a thoughtful connection, delivering value quickly, and providing them with a clear next step.”

Why A ‘Sense Making’ Approach Wins B2B Sales (Brent Adamson of Gartner)

“Beyond simply providing customers even more data, research, information, and insight to consider, today’s best sales professionals help customers make sense of that information specifically within the context of a purchase, proactively guiding them through the buying journey.”

Why You Missed Your Sales Quota Last Quarter (Team Zoominfo)

“Purchase decisions aren’t made in a vacuum. One of the best ways to keep the momentum going is to engage as many decision-makers as possible at your target accounts. This process is referred to as building multi-threaded relationships.”

Effective early career development for recent grads with Salesforce’s Steve Bullington (Collin Stewart of Predictable Revenue)

“Naturally, designing a sales mentorship program (regardless of its scale and duration) is only the first part of the process. You also need to fill it with top-notch students. So, where do you find them? Well, you got to go back to school.”

Career Advice from the Pros: Starting a Sales Career in 2020? Do This (Max Altschuler of Outreach)

“There is no better time than now to get started in sales, but it’s up to you to make it happen. Get to work, take these tips to heart, and like Tiffani Bova said, “Go sell something.” With some work, some time, and a little bit of luck, you’ll soon be one of the people on this list giving career advice to the next generation of salespeople.”

6 Onboarding Icebreakers That Won’t Be a Bore (Mary Clare Novak of G2)

“Onboarding can be an intimidating process for someone starting a new job. While you are going to have to give each new employee the low down of their job, the strategies of the business, and overall goals, that doesn’t mean you can’t have a little fun with it, too.”

How To Stand Out In Your Next Sales Job Interview (Alexandra Adamson of Women in Sales Everywhere)

“One of the best things about sales is that metrics are objective ways to show your skills. Use historical data to demonstrate what you can bring to the table rather than trying to oversell your experience.”

Win Trust with Customers: 6 Steps Your Salespeople Should Follow (Lisa Rose of The Brooks Group)

“An effective sales process is non-manipulative by nature. The goal of your salesperson should be to keep the focus on the buyer, and only recommend a solution that will help them move closer to reaching their stated goals.”

5 Ways to Reduce High Turnover Rates (Trey Morris of The Center for Sales Strategy)

“It’s human nature to focus on the negatives. As a sales manager, focusing only on the problems demoralizes your sales team, hurts performance, and ultimately leads to good people leaving your organization.”

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.