Weekly Roundup – Mar 06, 2019

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

14 Questions to Ask Your Interviewer at a Sales Job Interview

It happens at every sales job interview. Towards the end, the interviewer will turn to you and ask if you have any questions.

This part of the sales job interview isn’t just a formality, and it’s certainly not a chance for you to just coast. The questions portion of the interviewer presents an opportunity for you. Your goal: to establish yourself as a serious sales professional who has the drive and intellectual curiosity to succeed. Your interviewers will be evaluating your potential—especially your customer engagement skills—during this segment of the sales job interview. Read more >

Career + Job Advice

For the Love of Sales – Be a Mentor! (Sahil Mansuri of Bravado)

“Did you know that your job is one of the best-kept secrets in the 21st century? Sure you did. Why not pay it forward? For the love of sales, be a sales mentor! Sales professionals have one of the highest paying jobs in the United States. Anybody with a good work ethic can be successful in sales.”

8 Mock Interview Websites to Help You Nail Your Job Search (Neeraj Chand of MakeUseOf)

“There are many resources online to help you get in the right frame of mind for a conversation with prospective employers. Here are several mock interview sites that can help you get ready for the big day.”

Selling Strategies

7 Actionable Tips to Re-Engage Old Sales Leads (Emil Kristensen of Sleeknote)

“If you gave up after your first one or few calls or lost your marketing steam at any point, it’s time to re-ignite the conversation with your leads.”

Three Ways to Use Technology to Support Your Sales Process (Dave Mattson of Sandler Training)

“It’s part of our job to document and follow a playbook – an effective, proven process for identifying qualified buyers and securing commitments from them.”

Hiring + Recruiting

6 Hiring Scenario Mistakes and How to Avoid Them (Kurt Sima of The Center for Sales Strategy)

“There is nothing more impactful than adding the right seller to your team. Conversely, there is nothing more impactful when adding the wrong seller to your team!”

The Unexpected Pros & Cons of Sign-On Bonuses (Caroline Forsey of Hubspot)

“Negotiating salary with candidates can sometimes be tricky — particularly if you’re extremely excited about a potential candidate, but she’s asking for salary well-above the set salary range for the role.”

Managing Teams

How Do You Design and Manage a Sales Process That Will Scale? (Brandon Redlinger of Engagio)

“A recent TOPO Benchmark report found that 59% of companies don’t have a well-defined sales process. A solid sales process is essential because it is a predictable and repeatable way to guide prospects to a purchasing decision.”

Using Data To Run Your Sales Development Team (Tom LoMedico of InsightSquared)

“Choosing the right key performance indicators (KPIs) to measure the success of your sales development team is the first step. Some KPIs will be specific to your business and some will be the same across the board for all sales development teams.”

Essential Tech Reads

The Surest Path For New York City To Thrive In Tech Is Right In Front Of It, And Silicon Valley Can’t Come Close To Matching It (Business Insider)

“With the dust settling from Amazon’s abrupt change of plans, New York is now taking stock of the current economic state of play. We are reorienting ourselves and asking hard questions.”

The Tech Skills Gap Is Shrinking, Analysis Suggests (Forbes)

“Students and job seekers alike recognize where the demand for skills is, and pursue training in those areas. The need for tech and IT jobs has been incessantly blasted across the news for years now.”

2019 US VC Funds Take A More Boutique Approach (Crunchbase)

“The influx of small and mid-sized funds serves as a reminder that supergiant funds are somewhat of an aberration for the venture capital industry. While VCs compete to back massively scalable startups, the common wisdom is the venture capital industry itself does not scale especially well.

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Ystine Ompad

Ystine is a Content Specialist at CloserIQ. Previously, she was a Recruiter at Berkner Group.