Weekly Roundup – February 19, 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

9 Tips to Build Trust and Confidence with Prospects

A common myth is that people only buy from people they like. The truth is people buy from people they trust.

More than half of decision-makers say that trustworthiness is the most important quality they look for in a salesperson. To build trust, make these actions part of your sales process. Read more >

This and more of our favorite reads this week…

Why Sales Reps Must Stop Trying to Create Urgency (John Barrows of JBarrows Sales Training)

“If what you’re selling doesn’t align with what we’re trying to accomplish then you’ll go into the pile of other solutions we might/should/eventually will take a look at.”

How to Master Sales Communication: Verbal Presentations (Deb Calvert of People First Productivity Solutions)

“Research with buyers reveals why they choose certain sellers. Buyers respond to sellers they trust, like, and feel connected to. Earning a buyer’s trust and esteem starts with clear and compelling communication.”

Sales Engagement: A Guide to Its Rules and Resources (Jay Fuchs of HubSpot)

“Sales engagement platforms improve and sustain cohesion across a sales team’s communication and content messaging infrastructures. They also streamline the sales process by providing reps with data analysis, actionable advice, and guided selling.”

How to Be Confident in a New Sales Role (Alyssa Freitas of Looker)

“Confidence is one of the most important aspects of being a great salesperson, and you can leverage this positive mindset even when you’re in a new sales role. By keeping these points in mind and pursuing your goals with intention, you will excel!”

This Is What a Career Path in Sales Looks Like (Aja Frost on The Muse blog)

“While one role might be perfect for your personality and career goals, another might make you miserable or require skills you don’t have. Rather than learning from direct experience which type of sales job you love—and which ones you’re ill-suited for—use this comprehensive guide.”

Your Foolproof Formula to Become a Sales Manager in 2020 (Dan Tyre on the SalesHacker Blog)

“Even a small gesture to keep everyone in the loop will help establish yourself as a problem solver, and that’s an important skill for any aspiring manager.”

7 Recruitment Strategies to Hire Top Employees (Seamus Roddy of Clutch)

“Effective recruiting strategies are essential for any company that wants to avoid common recruiting mistakes and hire the best employees. By implementing top recruiting strategies, companies will have an organized and targeted hiring process.”

Job Candidate Personas: A Guide for Recruiters (Sam Holzman of Zoominfo)

“With each new job opening or position to fill, you should create a brand new persona. Over time, you’ll have a library of personas to pull from—making your recruiting process efficient, effective, and streamlined.”

8 Techniques to Effectively Train Your Sales Team (Alexa Drake of G2)

“Utilizing accessible data to measure performance can be helpful to many different departments across the company. It’s no secret that big data is becoming an essential part of business development. Tracking it allows any team to determine the most efficient way to use their time and money.”

An Outsider’s Perspective on How to Build a Great Training Program for your Sales Team with Kyle Van Pelt (Collin Stewart of Predictable Revenue)

“There are some methods that lend themselves to different pieces in the training. I think it is really easy to write and administer tests – and it is easy to measure. But that isn’t always the best channel. And doing the easy thing can do the issue a disservice, and will negatively impact the learner.”

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

Director of Marketing @ CloserIQ. Previously Recruiter @ ManpowerGroup & Freelance Social Media Strategist. University of Wisconsin Journalism & Strategic Communication Grad.