Weekly Roundup – Dec 14, 2018

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

Improve Your SDR Team’s Performance by Fixing These Common Mistakes

If you lead an SDR team–or are considering building one–you’re inevitably going to hire some green salespeople. Once you hire the right people, you’ll train them on your sales process and then put them on the phones.

However, that’s not enough for a new rep to go from zero to excellent. Here we will look at some common sdr mistakes and how to fix them : Read more >

 

Need a last minute gift idea?

14 Holiday Gift Ideas for Your Clients

Gift ideasGift-giving season is here, presenting sales professionals with an always-vexing question: What gifts should you get for clients? Before you despair (or buy an uninspired paper weight that will gather dust), consider these cool gift ideas:
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16 Gift Ideas for Salespeople

The holidays are here, and you’re probably wondering what gifts to buy for your sales representatives. The right gift sends a message to your employees that they are valued members of the company:
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Career + Job Advice

How to Organize Your Job Search (Catherine Burns of Glassdoor)
“It’s easy to want to just jump right in and begin filling out job applications. But before you do, it’s best to take a step back and take a look at the bigger picture.”

The Answer to: “Should I Leave My Company if Everyone Else Is?” (Nell Wulfhart of The Muse)
“When people around and above you leave, it offers you the opportunity to move up formally, or at least take on new responsibilities.”

Selling Strategies

How to Ask Probing Sales Questions to Close More Sales (Mark Lindquist of Mailshake)
“Asking the right questions can have a powerful effect in closing more deals, because selling isn’t about your product or its features, it’s about what it can do for the end user – specifically, the problems it solves or the joy it creates.”

6 Reasons to Walk Away from a Deal (Robin Griffiths of BPM Works)
“It’s a hard thing to do and requires confidence and maturity but a characteristic of every successful sales professional is they know when to walk away from an opportunity when certain red flags appear.”

Hiring + Recruiting

Hiring for cultural fit vs. hiring for inclusion (Lin Grensing-Pophal of Strategic Communications)
“There’s a logical balance to be struck between hiring for fit and hiring for inclusion, keeping in mind that diversity of thought, background, and experiences can bring richness to an organization that results in new ways of thinking.”

HR Trends: 5 Major Human Resource Innovations in 2019 (Courtney Moran of G2 Crowd)
“The global human resource management (HRM) sector is projected to reach $30 billion by 2025. In other words, the business of creating innovative HR solutions is booming.”

Managing Teams

Signs your top salesperson is about to fall behind (Zack Cronin of ringDNA)
“If your top sales person no longer feels like they are a significant person in the company, especially during periods of growth or organizational change, they may become unmotivated, and performance will decrease.”

Sales Pipeline Stages — How to Set Up a Good Flow for Your Reps (Josh Slone of LeadFuze)
“For sales to be truly effective, you need organization, and you need processes. Processes are one-stop shops that every member of your sales team can follow so there’s no confusion about who needs to know what.”

Essential Tech Reads

Start-Ups Aren’t Cool Anymore (The Atlantic)
“Some entrepreneurs might argue that these shared generational experiences and the accompanying sense of solidarity will inspire Millennials to support one another’s business ventures. ”

Consumer startups are awesome, and here’s what I’m looking for at a16z (Andrew Chen)
“When we spot new startups who can take advantage of a moment in time, at the intersection of new technology, pre-existing human motivation, and can find a clever growth trick to get going – that’s exciting.”

These Are The Jobs Early-Stage Startups Want Robots To Do (Crunchbase)
“The value proposition in this area isn’t that robots will surpass people as caregivers, but rather that they can make their jobs a bit easier.”