Weekly Roundup – January 8, 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

How to Navigate a Career Change in Enterprise Sales

Career change

It’s a great time to be in enterprise sales. Many industries—including SaaS, cybersecurity, and healthcare—are poised for growth. Companies in these industries will thus need skilled salespeople to work on enterprise sales.

So if you want to enter enterprise sales, there are many opportunities available to you. The same is true for professionals who are already in enterprise sales but want to enter a new industry or role.

Here are seven steps you can take to get started on your career change. Read more >

This and more of our favorite reads this week…

36 Practical Tips for Writing A Great Sales Follow Up Email (Jessica Malnik on The Databox)

“Whatever your specific purpose is, you need to keep it in the forefront of your mind while you write the email,” says Meincke. ”Your email is a persuasive piece of writing designed to elicit an action. Depending on the situation, you may even want to ask the prospect outright to perform the action.”

How to create sales enablement content that does the selling for you (Jacob Thomas on The Nutshell)

“While you could devote the time it would take to creating sales enablement content to selling as you always have, your results will likely be similar to what you’re currently achieving. But once you create a few sales enablement pieces, your closing rate will rise.”

How to Get Past the Gatekeeper (Josh Slone of LeadFuze)

“The gatekeeper’s job isn’t to stop everyone getting to the decision maker. Part of their job is to ensure that the right people get seamlessly easy access. If you are not one of the ‘right people,’ then the second part of the gatekeeper’s job kicks in – making sure the wrong people are kept out.”

10 Tips to Get an Interview With Top Tech Companies (James Meincke of CloserIQ)

“Because recruiters work closely with tech companies and hiring managers, they understand what companies are looking for. By asking them the right questions, you can figure out how to best position yourself for the job that you want.”

The New Approach to Work-Life Balance (Ashley Faus of Atlassian)

“Work life balance can (and should) look different for everyone, based on what’s most important to you. There may be times in life when you’re focused on career and personal development, and other times when your focus turns to family or a favorite hobby.”

It’s the most popular time to job search—why you should look, even if you’re happy where you are (Abigail Hess of CNBC)

“According to data recently analyzed by job site Monster, January and February are the most popular times for people to search for a new job. Fortunately for job seekers, job openings also increase during the beginning of a new year, as employers embrace their newly refreshed annual budgets.”

14 Questions to Ask a Candidate’s References Before Hiring (Morgan Messick of Zoominfo)

“If you want to get the most out of a candidate’s references, specifically ask them to list previous managers. That way, you’ll be certain you’re contacting people who have direct experience working with the candidate.”

Why a Strong Corporate Culture Makes Good Business Sense (Gary Fly of The Brooks Group)

“The company culture’s impact on market valuation reflects a substantial impact on the company’s effectiveness, profitability, and stability–and you can be sure that it will also have an impact on your sales effectiveness.”

5 Reasons You Need Sales Contests in the New Year (Megan Seamans of Leveleleven)

“Contests are a great way to gain visibility into each individual contributor’s performance. Seeing the stack ranking of your team allows you to easily identify your top, middle, and bottom tier employees, making it easy to understand which members you should focus your coaching sessions on.”

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.