Weekly Roundup – December 4, 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 Techniques for a Successful Enterprise Sales Process

Enterprise sales represent months of communication between sales representatives and prospects, leading to large-scale corporate solutions. However, enterprise sales is tough, and many enterprise sales techniques backfire. We’ve compiled a list of ways to help you succeed in enterprise sales: Read more >

This and more of our favorite reads this week…

Don’t Get Blindsided: Know the 5 Preventative Measures to Close Deals by the End of 2019 (Julie Thomas of ValueSelling Associates)

“Almost all salespeople have the skill to ask for the order to close a sale. But, there’s an entire sales process or cycle that must precede that question. In order to get to “yes,” we need to be certain we’ve completed specific tasks and uncovered the key components necessary to win the business.”

7 Tools to Build a List of Targeted Prospects for Your Cold Outreach (Mark Lindquist of Mailshake)

“The hardest part of cold email is that – well, it’s cold. The person receiving your message doesn’t necessarily know you or that your message relates to them. There’s a good chance they’ve never heard of your business, and it gives them an easy out to ignore your message.”

How is Critical Thinking Used in Decision Making and Negotiating? (Deb Calvert of People First Productivity Solutions)

“Good decisions are made by gathering good information and evaluating all options. Knowing the decision criteria and desired outcome also improves decision quality. Getting all affected parties to participate in making the decision is also smart. Each of these processes relies on critical thinking.”

How to Write a Sales Resume That’ll Close the Deal (Jaclyn Westlake of TheMuse)

“Tailoring your resume for each individual job description is an excellent strategy for ensuring that you’re hitting all the right keywords. Remember, if you have experience performing a task listed in the job description, be sure to include it on your resume!”

8 Skills You’ll Need to Become a Sales Manager (James Meincke of CloserIQ)

“The exact definition of “sales manager” can vary between organizations, but the essence of one’s responsibilities boils down to this: building, leading, and managing a team of salespeople.”

Be Intentional: How Having a Sense of Purpose Can Propel Your Sales Career (Jessica Klek of Salesloft)

“When it comes down to it, that’s what the mission of sales is—connecting people with opportunities that provide value. If you can understand and embrace that, you’re in a better position to succeed.”

The Art and Science Blend of Sales Leadership (Kurt Sima of Center for Sales Strategy)

“Innate talents are human behaviors that cannot be linked to experience, training, or education. These are things people do naturally. The best way to identify and hire people based on innate talent is to use a predictive talent assessment during the selection (hiring) process.”

Why the Company Culture of Your Sales Training Provider Matters (Jeb Brooks of The Brooks Group)

“Company culture impacts every aspect of an organization’s ability to provide service. If an organization has a poor company culture, the customer can experience it in the form of bad customer service, inconsistent results, or general frustration.”

4 Questions You’re Not Asking During Your Sales Coaching 1:1s (But Probably Should) (Brian Trautschold of Ambition)

“Your team members should be able to identify something they can improve upon. If you agree with their answer, acknowledge that you agree. If you don’t, this is a good time to point out any suggestions of things you noticed.”

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.