Weekly Roundup – March 4, 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

5 Elements of an Effective Elevator Pitch

Although most modern salespeople aren’t pitching in elevators anymore, creating an elevator pitch is still valuable. It helps organize your thoughts and presents them in a compelling way for 30-90 seconds.

In the digital age, a buyer’s attention span usually lasts no more than two minutes. Use these 5 tips to craft a pitch for your next networking opportunity or cold call and be prepared to continue the conversation! Read more >

This and more of our favorite reads this week…

The Ultimate Prospecting Tool for Sales Reps: Your Network (Amie Le of InsightSquared)

“Sales organizations are increasingly reducing cold calls and instead leveraging relationships to reduce the time spent prospecting. By finding connections, reps can immediately stand out amongst those prospecting emails and messages that your contact deletes every day.”

Your 5 Step Guide to Giving the Perfect Demo (Jeff Hoffman of Hoffman)

“Overall, a successful demo hinges on the structure of the call/meeting. The most effective sales reps are the ones who know this and structure their demos accordingly– leading to better messaging and more next steps.”

Balancing Traditional Selling vs. The Modern Sales Approach (Kurt Shaver of Vengreso)

“Modern selling begins with a change in mindset for sellers, sales leaders, and executives. They must understand that the modern buyer has changed the buying process and the traditional techniques no longer produce the same results.”

10 Reasons Your Career is Stalling and What to Do About It (Justin Welsh of the Justin Welsh Blog)

“Achieving goals can be something of a give-and-take. You can’t expect others to contribute to your objectives when you’ve done nothing to lend a hand to others.”

How To Get a Sales Job: Do’s & Don’ts for Using LinkedIn in Your Search (Max Altschuler of Outreach.io)

“In sales, you use case studies and testimonials to sell your product. Selling yourself is the same. If your numbers are good, display them. If you have reviews, share them. If not, go and get some. Customers want to see this too.”

The Plain English Guide to Becoming a Business Development Manager (Meredith Hart of Owl Labs)

“A business development manager is responsible for generating leads, developing new opportunities, and helping their company grow. It’s an important job in the sales department because a business development manager is directly responsible for generating new revenue.”

10 Things to Start & 3 Things to Stop When Hiring Better Salespeople (Tony Cole of Anthony Cole Training Group)

“Create an interview process that mimics the sales process. If they have to be great on the phone, then interview them on the phone before you meet, and give them the same amount of time to impress you that they would get with a prospect.”

Top Interview Questions for Sales Managers (Jacqui Barrett-Poindexter of Career Trend)

“A top sales manager also will have the intellect to assess the strategic data and build sales plans that sustain an organization for the long haul.”

Defeating Gender-Based Challenges in the Workplace (Cassie Yetru on the WISE blog)

“Even in 2020 women still face gender-based challenges in the workplace. The good news is this: Even though you may face challenges, you can take affirmative steps to present yourself positively and set yourself up for career success.”

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

“By taking an individualized approach to an underperforming sales representative, it is possible to help them flourish. To encourage improvement, show your commitment to the representative.”

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.


Ystine Ompad

Ystine is a Content Writer at CloserIQ. Previously, she worked as a Recruitment Specialist at The Berkner Group.