Weekly Roundup – November 27, 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

Effective Ways to Sell to C-Suite Buyers

C-Suite Buyers

Selling to C-level buyers requires a different approach than with typical buyers. You need to be concise, be respectful of their time, and be aware of what they care about. You also need to highlight your edge against competitors to stand out – and talking about customer service and your low prices isn’t going to cut it at this level: Read more >

This and more of our favorite reads this week…

The Salesperson’s Guide to Configure, Price, Quote (CPQ) (Lestraundra Alfred of Hubspot)

“If you think using a CPQ tool is the same as sending a basic PDF invoice, think again. By using a reliable CPQ tool, you can streamline your sales process and reduce your time spent performing administrative tasks while your company, pipeline, and product offerings continue to grow.”

5 Ways to Stick to a Plan When You’re Selling (Ken Kupchik of Spiro)

“Having a plan is a big reason some salespeople succeed where others fail. But the critical component isn’t just coming up with a good plan – it’s sticking to it when things get hairy.”

The One Value Proposition You Need (Jill Konrath)

“Pull everything you’ve learned in your research to craft a perfect value proposition for one specific buyer, at one specific company who very likely is experiencing a challenge/issue you can help them with.”

My Top 5 Sales Book Recommendations (Jeff Hoffman of Hoffman)

“Sales reps working for growing companies are all of the sudden shocked that the success they had two years ago has almost completely stopped, and they are no longer experiencing even close to the same amount now.”

How to Overcome a Fear of Sales (Thomas Phelps on the Balance Careers blog)

“Everyone in sales has varying degrees of fear associated with their job. For some, their fears revolve around not being good enough to close enough sales to reach their ​quotas. For others, their fears may surround how their customers may treat them.”

Expert Advice: Where Should You Start Your Sales Career? (Cody Slingerland of Nutshell)

“In the end, your decision to start in a position with commissions or with guaranteed pay will depend upon your existing strengths and weaknesses. If you thrive in a high-pressure environment and have some natural selling ability, you might grow more quickly in a commission-based position.”

Sales Rep Onboarding: How Long Does It Really Take? (Mike Schultz of the RAIN Group)

“To shorten sales rep onboarding time, focus on developing a curriculum that builds skills over time. Your curriculum should train new reps on skills vital to your teams’ success, reinforce those skills, teach additional skills at timed steps, and hold sellers accountable for using these skills.”

Hiring Lessons You Need To know for a Successful 2020 (Team SocialTalent)

“The HR technology space has exploded in recent years. New technology is constantly emerging in an effort to aid every part of the human capital management cycle (from sourcing to employee wellness and development).”

How You Can Help Your Sales Team in 2020 (Jason Lemkin of SaaStr)

“Sales teams often do the worst investment in onboarding of almost any function.  They throw new reps in the mix, give them a ramp up period, but training usually is weak.  Do the opposite.  Invest heavily in training your reps.”

Sales Meeting Ideas to Increase Your Team’s Productivity (Jenny Keohane of YesWare)

“Openness to new strategies and ideas can benefit your team and the overall outcome of your sales meetings. That’s why we collected some highly-effective sales meeting ideas for you to try on for size.”

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.