Weekly Roundup – February 5, 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 Important Things to Consider When Qualifying Prospects

We’ve all had that one promising prospect who went cold out of nowhere. The reality is not all prospects will become buyers.

Consider these nine qualification factors to avoid wasting time on bad leads. Read more >

This and more of our favorite reads this week…

The Inbound Sales Matrix: What It Is and What It Can Do for You (Scott Tousley of HubSpot)

“Sales matrices are designed to show you how receptive a prospect might be to what your business has to offer. It allows you to consider a prospect’s potential fit and general interest when deciding how to allocate its resources on outreach or prospecting.”

How to Create a Social Selling Strategy (Sujan Patel of Mailshake)

“Social selling might sound simple; most of us have been using social media platforms for well over a decade now. But to do it properly, you need to equip yourself with expert help and – vitally – data. When it comes to social selling, data is everything.”

Four Steps to Sales Excellence: How to Define, Measure, and Sustain Sales Growth (The Highspot team)

“If sales regularly meets or exceeds your goals, it’s clear you have the processes and programs in place to achieve sales excellence. In this case, the next step is to determine how to keep raising the bar.”

How to Successfully Transition into Enterprise Sales (Alexandra Adamson of WISE)

“Enterprise sales can be challenging, but by learning how the process works you can lay the foundation for a successful and rewarding transition.”

The Importance of Title in the Job Search Process (John Feldmann of Insperity)

“Progressive responsibility should come with corresponding title changes, and eventually higher salaries. If an employee’s title remains the same for several years, a prospective employer may associate this with an inability to learn and grow, or an indifference to taking on new challenges and work responsibilities.”

Want to Change Career Paths? Here’s How to Make a Pivot (Elizabeth Wellington on TheMuse)

“When you’re making a career change, think big about your dream job, but don’t assume that you’ll have to leave everything behind. If you can find a company, team, and manager that will help you evolve, you could stay at the organization for the long haul even while changing your career path multiple times.”

Ask an Expert: Use Background Screening Integrations for Better Hiring (Team Zoho)

“Reassess your background screening policies often. With rapidly changing laws, regulations, and technology, it’s recommended that employers assess their programs through regular self-audits.”

What the future of sales coaching looks like (Steli Efti of Close)

“Sales software does everything from scheduling meetings to identifying sales behaviors that close more deals. That’s how artificial intelligence (AI) is changing sales coaching.”

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.