Weekly Roundup – February 26, 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

8 Ways to Boost Cold Email Response Rate

Cold emailing is hard for two reasons: You have no relationship with your audience and you lack any feedback to know what works. The truth is most cold emails fail.

However, responses go up if you craft an email that is concise, personalized and adds real value to the prospect. Boost your cold email response rate using these techniques. Read more >

This and more of our favorite reads this week…

Sales Targeting: The Shotgun Approach to Selling Is Dead (Tyler Menke of Myriad Genetics)

“The goal of mapping is to understand where you’re getting your business, who from, and what opportunities or threats may exist. It’s akin to a well-diversified stock portfolio.”

Finding the Decision Maker – 4 Concrete Steps (Megan Seamans of LevelEleven)

“An important thing to take into account when creating a decision-maker persona is company size. Depending on the size of the company, you could be looking to target different job titles and seniority levels.”

39 Proven Cold Calling Tips That Will Change Your Prospecting (Zack Cronin of RingDNA)

“Cold calling is not one size fits all. Try different strategies and tactics to see what works best for you. Implement those that lead to success and toss what doesn’t.”

Good vs. Great! How to Show Employers the Difference (Mark Anthony Dyson of The Financial Diet)

“If we assume good is what maintains employment, and great is why employers hire you and others want you, then you show the differential between good and great. An interview is the best place to display your abilities on a greater level, but you can also show employers on social media and through content creation.”

Data on the SDR to Enterprise AE Career Path (Matt Bertuzzi of The Bridge Group)

“For many companies, building a formal career path feels burdensome. And sticking to timelines and promotion criteria is challenging. But if we want less attrition, longer tenure, and (mostly importantly) a positive impact on people’s careers, we have to do the heavy lifting.”

Elevate Your Sales Performance With Social Selling (Jenny Keohane of Yesware)

“Social selling isn’t about sending tons of unsolicited messages to potential buyers on their social networks. The focus is to engage with prospects so relationships can be built before the sale, ultimately making the selling stage much easier.”

How to Coach Underperforming Sales Reps (James Meincke of CloserIQ)

“If the representative provides a suggestion for change, try to implement it to the extent that is possible. If you can’t provide what they want, explain why. Even if there isn’t anything about your management style that is hindering the underperforming rep, they will still appreciate you asking the question.”

2020 HR Statistics: Job Search, Hiring, Recruiting & Interviews (Bart Turczynski of Zety)

“Facts, figures, and HR statistics can put your job search into perspective. It’s good to know how fierce the competition is and what you’re up against whether you’re a recruiter or a job seeker.”

5 Questions Sales Leaders Should Always Ask Reps (Team Spiro)

“As the team leader, you are in the driver’s seat and can make these meetings productive and enjoyable. You are a valuable resource to your sales reps. Take advantage of your sales experience and help drive the conversation in your weekly one-on-ones.”

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.