Weekly Roundup – January 15, 2020

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

7 Habits of Highly Effective Salespeople

In any industry, those at the top typically have similar productive habits that act as the bedrock for their professional success. The same way most politicians are gifted public speakers, and athletes are tremendous competitors, great salespeople have distinguishable, shared habits.

These habits can be easily replicated by anyone in sales to position them as leaders. Check out the 7 most important habits of highly effective salespeople. Read more >

This and more of our favorite reads this week…

How to Run a Great Discovery Call (Alexandria Adamson of WISE)

“While it is important to speak, make sure you’re actively listening to your prospect. As they answer your questions, it is important to react in a way that shows you are paying attention and that you understand them.”

How to Use Google Sheets as a CRM: 5 Easy Steps to Sales Success (Steli Efti of Close)

“A customer relationship management system (CRM) is a way for you to store important prospect and customer-related contact information and data. Not only that, any good CRM system should leave you with no doubts on where you are and where you’re heading with your sales process.”

6 Sales Prospecting Techniques (Mark Lindquist of Mailshake)

“Sales prospecting is all about finding potential buyers or clients – also known as prospects – for your product and reaching out to them, with the aim of entering them into a sales funnel they’ll stay in until, hopefully, they’re ready to buy from you.”

How To Cope When Your Career Hits A Wall (Jack Kelly of WeCruitr)

“It’s a little scary to start a job search, but that may be the best path forward if you don’t have a future where you are. Put together a résumé, enhance your LinkedIn profile, network with former co-workers and reach out to recruiters.”

5 Steps to Writing a Cover Letter as a Career Changer (Jaclyn Westlake of TheMuse)

“While resumes can be a great way to showcase your work experience, cover letters give you the opportunity to explain how that experience will help you excel in your next role.”

Thinking About a Job or Career Change? (Tim Herrera of The New York Times)

“If you’ve never put much thought into it, one helpful way to identify your values is to stop asking “why” questions about yourself, and start asking “what” questions.”

How to Navigate Salary Negotiations During the Hiring Process (Morgan Messick of Zoominfo)

“Keep in mind that negotiations aren’t about winning. At this stage, you want to start building a mutually beneficial relationship with the prospective employee. The goal, other than having them accept the offer, is to make sure everyone walks away feeling satisfied about the salary they’ve agreed on.”

A Deal Desk Is the Secret to Maximizing Efficiency for Your Sales Teams (Malorie Feidner of Sales Benchmark Index)

“When a big deal comes along, you need your team to be efficient and to get it right the first time. You need alignment across the organization, and everyone needs to work in unison because deals this big are too important to screw up.”

9 Tips for Managing Low Performers on Your Sales Team (Tony Smith of The Brooks Group)

“Sales managers often wonder where they should spend their coaching time. To manage your coaching time most effectively, focus most of your attention on the coachable salespeople on your team.”

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.