Weekly Roundup – November 6, 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

6 Ways to Negotiate Discounts with Customers

negotiate-discountAt some point, every salesperson hears the dreaded question: “Can we have a discount?”

Although it can be tempting to say yes, it could set a bad precedent. In the long run, competing on price can destroy your brand. Instead of giving into a discount request, maintain control over the conversation by using one of these tips: Read more >

This and more of our favorite reads this week…

Four Principles of Providing Value to Prospects (Caroline French of Nextroll)

“Adding value ultimately means using a prospect’s time effectively. When you’re going into a conversation with a prospect, you need to show that you’ve prepared and that you’re worth the time. ”

Should You Give Up on the Ghosts? (Why it Happens and How to Respond) (Shiela Aharoni of Cloudshare)

“Does getting ghosted mean the deal’s dead? It certainly can, but that’s not always the case. I’ve found that sometimes salespeople attach too much meaning to the silence too early. So the real question is how to deal with ghosting.”

19 of the Best Email Subject Lines Sales Reps Swear By (and Why) (Aja Frost of Hubspot)

“Sparking your prospect’s curiosity is often the simplest and most effective way to get them to open your email — and once they’ve done that, you can win a response by writing a relevant, timely email.”

For Sales Reps: 10 Ways To Maximize Your Dreamforce Experience (Gabe Villamizar of Lucidchart)

“With so much going on at this conference, it’s easy to feel pulled in a million directions. Set a goal for what you are going to accomplish each specific day so you can stay focused and plan your activities accordingly.”

How to Negotiate Salary: 37 Tips You Need to Know (The Muse Editor)

“A survey by Salary.com revealed that only 37% of people always negotiate their salaries—while an astonishing 18% never do. Even worse, 44% of respondents claim to have never brought up the subject of a raise during their performance reviews.”

Hiring Challenges: The Industries Where It’s Toughest to Find Talent (Sarah Overmyer of Indeed)

“Regardless of whether this labor market has made your life a challenge or a cakewalk, understanding how hiring trends differ by industry will help both employers and job seekers make the best decisions for their future.”

Collaborative Recruiting — Making ‘Every Employee a Recruiter’ Improves Hiring Results (DR. John Sullivan on the ERE Media)

“When the candidate sees a high level of collaboration during recruiting, they are likely to assume that they are about to join a highly desirable collaborative work environment.”

36 Motivational Sales Quotes to Inspire Your Team in 2020 (Adam Enfroy of Mailshake)

“Motivational quotes are great ways to help your team move forward despite the difficulties that lay ahead. Remember, the greatest leaders in history had to overcome rejections, failures, and setbacks. In fact, it was their perseverance that helped them reach unimaginable successes.”

5 Sales Coaching Myths That Need To Be Busted (Brian Trautschold of Ambition)

“The most effective sales managers are the ones who coach like it’s their job—continuously, in real-time. That allows you to recognize your people the second they score a win, or to course correct and get them back on track when they fail, which they inevitably will.”

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.