The Social Selling Blog

Tactics and strategies to align with the modern buyer

Three Lessons for Salespeople Who Don’t Want to Be Replaced By AI

Mar 20, 2017 11:45:34 AM - By Amar Sheth

Warren Buffett needs no introduction. Affectionately known as The Oracle of Omaha, he has put a noticeable spotlight on the world of investing.

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A Three-Pronged Approach To Crush Sales Competition

Mar 7, 2017 10:53:10 AM - By Monika Götzmann

In the world of sales, competition provides one of the single biggest obstacles to success. For example, a survey conducted by McKinsey & Company found that 85 ...

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3 Ways Increasing Yield Per Rep Is Like The Olympic 100 Meter Dash

Feb 27, 2017 1:55:12 PM - By Jamie Shanks

I was recently on a conference call with Sauro Lamberti, Managing Director of Nuovamacut in Italy. We were talking about the digital transformation that ...

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Cold Calling Advocates: Sincere, But Sincerely Wrong

Jan 30, 2017 11:05:53 AM - By Amar Sheth

Quick, tell me what’s wrong with this strategy: let’s cut down a rainforest to print a book.

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How to Run an Impressive First Meeting: A Guide for B2B Salespeople

Jan 25, 2017 10:01:53 AM - By Jason Whyte

Source: AP These past couple of months I’ve had several people shadow my meetings for learning purposes. So, I’ve found myself reviewing these meetings while ...

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Why Your Buyers Never Email You Back

Dec 21, 2016 9:56:56 AM - By Dave Howe

It’s shocking to me how many terrible emails I still receive from sales professionals. Literally every day I receive at least 1-2 emails from sales reps ...

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The Personal Branding Strategy That Got Me On Par With Top Sales Leaders

Nov 29, 2016 1:23:21 PM - By Jamie Shanks

When I think back to my early days in sales, I owned a consulting firm, and I desperately needed to build a personal brand.

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How Prospect Theory Can Transform Your Executive Conversations

Nov 23, 2016 11:48:02 AM - By Conrad Smith

All of you road warriors have lived through this. I was in the airport terminal last week getting ready to board my flight home, when an announcement came from ...

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Lazy Salespeople, It's Time To "Promance"

Nov 18, 2016 12:49:30 PM - By Amar Sheth

Prospects. We all have them. Romance. We all want it.

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Relationship Selling Is Not Dead: Scale Intimacy, Sell More

Nov 14, 2016 2:26:59 PM - By Julia Manoukian

A few years back, Matt Dixon and Brent Adamson published a blog post on HBR called Selling Is Not About Relationships. The post, which challenged the idea that ...

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