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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

66% of Companies Lack a Formalized Lead Generation Process - CSO Insights Study

Dec 7, 2018 5:00:00 PM - By Jamie Shanks

As a Chief Revenue Officer, it’s daunting to think about your 2019 sales goals. The CAGR (Compounded Annual Growth Rate) might have your targets accelerate ...

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Highly Effective Sales Plays That Blend Digital Sales & Experiential Marketing

Dec 3, 2018 5:00:00 PM - By Jamie Shanks

Sales professionals are always looking for a compelling reason to reach out to prospective customers. Most sales professionals lack a game plan, and that ...

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Tutorial:  How Can Sales Take Advantage of People Switching Jobs?

Nov 30, 2018 5:00:00 PM - By Amar Sheth

The job market and sales pipeline opportunities are two topics that are more intricately tied than we may think (or care to admit).

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Eliminate “Random Acts of Prospecting” with an Activation Cycle – SLA

Nov 23, 2018 5:00:00 PM - By Jamie Shanks

When you walk the sales floor, or conduct your 1-on-1's with your sales team this week, pay attention to the "random acts of prospecting".  Seller A is so ...

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Long Sales Cycles Require “Learning Paths” to Align the Buying Committee

Nov 20, 2018 5:00:00 PM - By Jamie Shanks

Does your sales team have 6-18 months sales cycles? Is the buying committee involves 5-10 people on every customer transaction? Does it feel like your sales ...

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To jump, or not jump – off the “digital sales cliff” without a parachute?

Nov 2, 2018 10:00:00 AM - By Jamie Shanks

Today I was with a Global 50 conglomerate’s learning and development (L&D) team talking about making the big plunge into digital sales. The sales team has been ...

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Are You Focused on specific key accounts? Learn to focus on 1-2 digital sales plays.

Oct 30, 2018 5:00:00 PM - By Jamie Shanks

Do you have only 10 accounts? Does your entire sales division focus on only 100 global accounts? Digital sales is not a “prospecting” motion in your mind, as ...

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Account Planning: Competitive Intelligence & “Seeking out Poison Pills” in key accounts

Oct 22, 2018 3:00:00 PM - By Jamie Shanks

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Why you Need Account Based Marketing for Your Organization?

Oct 17, 2018 4:00:00 PM - By Jamie Shanks

Are you implementing Account Based Marketing? If not! It’s time you started applying it in your organization! Studies have shown that the most effective ...

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Less Product More Training - The Secret Sauce To Your Upcoming Sales Kickoff [Infographic]

Oct 17, 2018 10:00:00 AM - By George Albert

 

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Do’s and Don’ts for your 2019 Sales Kickoff

Oct 11, 2018 3:00:00 PM - By Jamie Shanks

Having participated in 100’s of tech company Sales Kickoffs (SKO) and witnessing the thousands of dollars to the multi-million dollar events, I thought it ...

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Why do Sellers Lose Key Accounts?

Oct 9, 2018 5:00:00 PM - By Jamie Shanks

One of the worst nightmares faced by sellers in B2B sales is when a key account goes from an active stage to a closed stage, in other words when it is lost to ...

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How to Plan, Execute and Drive Results?

Oct 5, 2018 2:58:12 PM - By George Albert

  2019 is just around the corner and it is time that businesses pulled up their socks to prepare for the sales kick-off meeting in the New Year to improve ...

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All About Video Selling

Oct 5, 2018 10:00:00 AM - By George Albert

Having difficulty in effectively getting in touch with your buyers? Well! The needs of the modern buyers have undergone a major transformation in the past ...

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How Do I get Started with my 2019 Sales Plan?

Oct 5, 2018 12:41:33 AM - By George Albert

Calling all sales leaders! 2019 is right around the corner and that means your 2019 revenue number is probably bouncing around your head right about now. ...

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“I have a dream”… You Will Teach NEW IDEAS Before Your Competitors

Sep 12, 2018 9:03:45 AM - By Jamie Shanks

I had a dream. No really, I actually had this dream 2 nights before writing this on a flight to London, UK. Here is how the dream goes:

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How to Sell Faster Using ChatBots for Sales Enablement

Aug 24, 2018 5:47:24 PM - By Ben Cotton

When asked about the defining difference between successful sales outreach and those which fail to close the deal, there are two common, differentiating ...

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FREE Data & Market Intelligence tools to prepare your sales engagement

Aug 22, 2018 3:03:52 PM - By Jamie Shanks

Buyer hate when you begin a discovery call asking them a series of questions that’s CLEARLY available information in the public domain.This constant ...

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How I profile buyers and prepare before a meeting

Aug 20, 2018 3:53:30 PM - By Jamie Shanks

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Global, Digital Buyer & Seller – don’t let geolocation or language be your excuse

Jul 23, 2018 10:33:49 AM - By Jamie Shanks

Whether you like it or not, you can’t stop your buyer from learning.  They will learn using their peer networks, and/or they will conduct online research.  ...

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5-minute Sales Leadership Round-up with Jen Holtvluwer @ Cherwell Software

Jul 13, 2018 5:25:47 PM - By Jamie Shanks

After 6 years, +300 customer engagements, and meeting countless sales and marketing leaders in my travels, I’ve seen the GREAT, the bad, and the ugly when it ...

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Where Do You Fit On The Digital Maturity Curve?

Jul 4, 2018 9:58:28 AM - By Jamie Shanks

You can argue with me by saying “my customer is not on social media platforms, and isn’t terribly digital in consuming content”.  The reality is some sales ...

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Storyboard Sales Play #5 – Role/Function Guidance

Jun 21, 2018 9:00:00 AM - By Jamie Shanks

For our fifth and final sales play (see Storyboard Sales Play #1 – “Sphere of Influence,” Storyboard Sales Play #2 – “Stack Ranking,” Storyboard Sales Play #3 ...

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Storyboard Sales Play #4: What Does the Emerald City Look Like?

Jun 19, 2018 9:00:00 AM - By Jamie Shanks

For our fourth sales play (see Storyboard Sales Play #1 – “Sphere of Influence,” Storyboard Sales Play #2 – “Stack Ranking” & Storyboard Sales Play #3 – ...

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Storyboard Sales Play #3: Market Intelligence & Trends

Jun 18, 2018 9:00:00 AM - By Jamie Shanks

For our third sales play (see http://www.salesforlife.com/blog/storyboard-sales-play-1-sphere-of-influence” & Storyboard Sales Play #2 – “Stack Ranking”), I ...

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Storyboard Sales Play #2: Stack Ranking You vs. the Competition & Best-in-Class

Jun 15, 2018 9:00:00 AM - By Jamie Shanks

For our second sales play (see Storyboard Sales Play #1 – “Sphere of Influence”) to see the first play, I recommend you engage the prospective customer by ...

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Storyboard Sales Play #1: Sphere of Influence

Jun 14, 2018 9:00:00 AM - By Jamie Shanks

One of the most common questions and concerns we get from sales professionals is “what do I say and share with a prospective customer to really get their ...

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Is Your Pipeline Coverage Strong Enough to Meet Revenue Goals?

Jun 12, 2018 9:00:00 AM - By Sales for Life

Sales can take a long time. In fact, it can take 84 days to convert from initial interest to opportunity and finally to deal. Since your pipeline is covering ...

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Why You Need to Train Sales Reps to Engage Modern Buyers

Jun 5, 2018 9:00:00 AM - By Sales for Life

Sales professionals are keenly aware that the modern buyer has evolved in recent years. As technology continues to change the way people connect, it also ...

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4 Tips to Prepare Your Sellers for the BIG Q4 Push

May 28, 2018 9:00:00 AM - By Sales for Life

After the slower summer months, many companies experience a big push through Q4. In fact, companies may do more than half of their sales during the last three ...

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Competitive Intelligence Hack: Unlock Your Competitors’ Social Connections with 3 Steps

May 25, 2018 9:00:00 AM - By Jamie Shanks

Warning—if you’re in an ultra-competitive industry and/or sell enterprise deals, you need to lock down your social connections. These connections are basically ...

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Understanding How to Combine Storytelling and Data in Sales

May 23, 2018 9:00:00 AM - By Ben Taylor

Data is necessary for legitimizing a solution, but a story is necessary for promoting it. In business, reliable data is needed to make sound decisions, but ...

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Sales Leaders: Coach against the “Single-Threaded KISS of DEATH”

May 21, 2018 9:00:00 AM - By Jamie Shanks

I was just at a customer’s office conducting Digital Sales Leadership training, and I heard yet another war story about job changes gone wrong. The only ...

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What Sales Reps Should Say When They Call a Prospect

May 17, 2018 9:00:00 AM - By Sales for Life

Although many have speculated about the viability of cold calling in the face of social selling and digital selling methodologies, it seems as though even the ...

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How B2B Marketing Is Impacting Sales Teams

May 15, 2018 9:00:00 AM - By Sales for Life

Salespeople and marketers tend to think of themselves as quite separate, with different goals, tactics, and roles within a company. The rise of the modern B2B ...

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The Slower Months of the Year Are the Perfect Time for Skills Development

May 14, 2018 9:00:00 AM - By Sales for Life

Many sales leaders are familiar with the so-called summer slump. Generally speaking, business slows down when the warmer weather arrives. Decision-makers are ...

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How to Increase the Percentage of Quota Attainment

May 11, 2018 9:00:00 AM - By Sales for Life

Social selling has been celebrated as the solution to poor quota attainment among sales representatives. As older sales methodologies have become increasingly ...

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How EMEA Sellers Are Driving Exceptional Sales Pipeline with Digital Sales

May 10, 2018 9:00:00 AM - By Jamie Shanks

The market has changed globally. No matter if you live in Boston or Barcelona, San Francisco or Stuttgart, customers have changed more in the last five years ...

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How to Grow Top Line Revenue against Corporate Goal

May 8, 2018 9:00:00 AM - By Sales for Life

Sales departments have been under increasing scrutiny in the last few years. Many sales professionals are looking for ways to grow top line revenue, especially ...

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5 Things to Do before Your Prospecting Calls

May 7, 2018 9:00:00 AM - By Sales for Life

Although many have claimed cold calling is dead, the only thing that’s gone by the wayside in the sales department is the idea of single-channel prospecting. ...

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What Is Marketing’s Role in Your LinkedIn Sales Navigator Investment?

May 4, 2018 9:00:00 AM - By Jamie Shanks

Congratulations! Your team just made a massive investment in LinkedIn Sales Navigator. It’s now time drive a massive return for this tool. My first piece of ...

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3-Minute Call Prep Best Practices – Strategic Ideas

May 3, 2018 9:00:00 AM - By Jamie Shanks

You have a call today via video or phone, and you’re scrambling with your personnel research. Come unprepared with stupid questions like, “tell me a little ...

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Understanding Account Based Sales Development

May 1, 2018 9:00:00 AM - By Sales for Life

Business leaders and sales professionals are keenly aware that focusing on accounts over individual leads often yields better returns for the business.

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How to “Out-Insight” Your Competition with Vertical-Based Form 10k Info

Apr 30, 2018 9:00:00 AM - By Jamie Shanks

A few days ago, I made a video blog about how great account-based sellers (specifically selling into targeted verticals) leverage reading Form 10K reports.

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5 Top Strategies I Learned about Sales while Working with Some of the Largest Tech Companies in the World

Apr 27, 2018 9:00:00 AM - By Ron De Appolonia

It’s difficult to deny that the sales environment is changing. Buyers are evolving, competition is increasing, and organizations are finding it more difficult ...

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Social Selling Mastery: Improve Performance of Sales Professionals

Apr 26, 2018 9:00:00 AM - By Sales for Life

There’s little doubt among sales leaders that social selling can transform the sales department. Most sales teams that adopt social selling boost their ...

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7 Effective Tactics for Account Based Sales

Apr 24, 2018 9:00:00 AM - By Sales for Life

Account based sales show great promise. Like any sales methodology, however, there are many different tactics for account based sales.

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Jamie Shanks – The First Steps I Took to Develop a Personal Digital Brand

Apr 23, 2018 9:00:00 AM - By Jamie Shanks

You’re a seller, a sales leader, an entrepreneur—and you feel you’re missing the mark on creating a personal brand. You’re not alone. Six years into my ...

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The Beginner’s Guide to Social Media Selling

Apr 20, 2018 9:00:00 AM - By Sales for Life

Sales leaders know there is much more to being successful with social media selling, or social selling, than merely using social media in the sales process.

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How to Measure Sales Training ROI

Apr 19, 2018 9:00:00 AM - By Sales for Life

Improving sales performance and driving growth in the sales department are important objectives, and sales leaders must spend wisely to maximize any sales ...

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How to Close the Skill Gap among Sales Reps

Apr 17, 2018 9:00:00 AM - By Sales for Life

Market leaders hire the top sales talent. It’s a strategy that often works well, and many try to imitate it. Sales leaders know they can’t necessarily hire the ...

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5 Proven Ways to Elevate Core Performers

Apr 16, 2018 9:00:00 AM - By Sales for Life

Core performers make up approximately 70 percent of the sales team. Since they’re the majority, your core performers are responsible for the bulk of sales ...

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3 Tips to Find Sales Talent That Can Engage with the Modern Buyer

Apr 13, 2018 9:00:00 AM - By Sales for Life

Who is the “right” sales talent in today’s business environment? The modern buyer is drastically different and the buying cycle has changed significantly as ...

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How to Win Clients and Influence Prospects with Sales Enablement

Apr 12, 2018 9:00:00 AM - By Matthew Cook

With sales representatives’ success rates taking a downward turn over the last five years, many sales professionals have wondered what the solution is. When ...

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Sales for Life CEO Jamie Shanks Will Be Speaking at the Sales Leadership Conference April 18, 2018

Apr 11, 2018 10:00:00 AM - By Sales for Life

The introduction of complex data and artificial intelligence (AI) into business is transforming the way savvy sales leaders manage every aspect of their ...

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3 Tactical Steps for Advocate Job Change Alerts Turning into New Logo Leads

Apr 10, 2018 9:00:00 AM - By Jamie Shanks

There are three pillars of digital activities that great social sellers use:

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3 Tactical Steps to Engage Your Advocates to Deliver Referrals

Apr 9, 2018 9:00:00 AM - By Jamie Shanks

There are three pillars of digital activities that great social sellers use:

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Why You Need to Stop Cold Selling Immediately

Apr 6, 2018 9:00:00 AM - By Sales for Life

Marketing and sales pundits have been quite eager to declare the death of older techniques like cold calling. With the advent of social selling and digital ...

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Architecting Your Ideal Sales Team

Apr 5, 2018 9:00:00 AM - By Ron De Appolonia

With the rise in popularity of sales enablement, we can see that sales leaders are beginning to focus on evaluating their teams’ capabilities to meet the ...

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LinkedIn Basics Too Many Sales Reps Mess Up

Apr 3, 2018 9:00:00 AM - By Sales for Life

LinkedIn is a critical tool in any social seller's toolbox. While a great social selling strategy leverages many more tools than LinkedIn alone, the platform ...

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5 Reasons to Invest in Social Selling Training

Apr 2, 2018 9:00:00 AM - By Sales for Life

Social selling tactics have taken over the world of sales. In fact, 98 percent of companies say they plan to implement social selling tactics in the near ...

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4 Smart Strategies for Leading a Social Selling Team

Mar 30, 2018 9:00:00 AM - By Peter Banerjea

Many organizations trying to initiate social selling initiatives face several challenges—sales people don’t consistently implement social selling techniques, ...

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5 Tips for Global Sales Leaders Driving Change Management

Mar 29, 2018 9:00:00 AM - By Jamie Shanks

I just finished a five-continent project engagement with Microsoft at each of its Digital Sales Centers around the world. Within these centers, there are ...

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The Personalization Engine for Busy Sales Teams

Mar 27, 2018 9:00:00 AM - By Sales for Life

As the demand for personalized products increases, efforts to deliver a well-tailored experience on the first take have quickly become an industry standard.

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Mastering Social Selling in Two Steps

Mar 26, 2018 9:00:00 AM - By Sales for Life

Like we breathe, social media and digital technologies surround us, invisible but essential.

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5 Common Mistakes That Can Derail Digital/Social Strategies

Mar 23, 2018 9:00:00 AM - By Sales for Life

Technology has drastically changed the way we think about communication. Instant connections across great distances and entirely digital social networks are ...

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Sales Leaders: Find Mentors and Peers, and Form Groups to Learn From

Mar 22, 2018 9:30:00 AM - By Jamie Shanks

This morning, I was jogging around Sydney Harbour, listening to an Audible book, Built from Scratch, the book of the creation and growth of Home Depot. Arthur ...

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Sales Teams Unlock Productivity and Increase Sales With the Power of Social

Mar 14, 2018 9:00:00 AM - By Sales for Life

Companies still struggle with formalizing their approach to social selling. The sales process itself doesn’t change with the addition of social selling, but ...

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Creating A Sales Ecosystem Where Social Selling Can Drive Results

Mar 13, 2018 9:00:00 AM - By Jamie Shanks

Innovations come in clusters. The mobile revolution couldn’t take off until it was supported by a vibrant app ecosystem, more powerful processors in phones and ...

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Why Digital Transformation Always Requires A Top-Down Strategy

Mar 12, 2018 9:00:00 AM - By Sales for Life

With so much literature and data supporting the need for digital transformation, it might seem like all modern companies are making the leap. Nothing could be ...

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Sales Leaders: Why You Must Maximize Your Team's Potential

Mar 9, 2018 9:00:00 AM - By Jamie Shanks

This week I was in New Delhi, India working with the sales leadership team at Microsoft’s inside sales digital center. The team was eager to learn new skills, ...

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How To Use WhatsApp As Your Vehicle For Sharing Insights With Buyers

Mar 8, 2018 9:00:00 AM - By Jamie Shanks

If you have a global sales force, at some point, you’ll encounter WhatsApp in your sales conversations. It’s absolutely the #1 communication platform in ...

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If You Believe Cold Calling Is Dead, You’ve Already Lost. Here’s Why.

Mar 7, 2018 9:00:00 AM - By Amy Volas

Let’s get right to it. I’m sick and tired of big, obnoxious platitudes like “cold calling is dead!” They are dangerous, and quite frankly if you’re spouting ...

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7 Strategies to See Better Results And Win More Business with Social Selling

Mar 6, 2018 9:00:00 AM - By Sales for Life

Social selling has changed the modern sales landscape and is empowering sales organizations to leverage automation and technological efficiencies to sell ...

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Sales Beyond 2020: Stats on What Buyers Want Now

Mar 5, 2018 9:00:00 AM - By Sales for Life

The golden age of sales is dawning. This is true despite the fact that more than two-thirds of buyers would rather shop online than talk to a salesperson. What ...

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Can You Make A Great Sales Team Out Of Average Salespeople?

Mar 2, 2018 9:00:00 AM - By Sales for Life

Nature vs. nurture. Talent vs. skill. Destiny vs. willpower. It's one of the oldest unanswered questions that still confounds science: How much of an ...

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Proving the Business Value of Sales Enablement with Metrics

Mar 1, 2018 9:00:00 AM - By Sales for Life

While sales enablement is a relatively new concept in the history of sales, it's quickly become a critical component to many SaaS and enterprise businesses. ...

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Essential Tools for Tracking the ROI of Social Selling

Feb 28, 2018 9:00:00 AM - By Jamie Shanks

Show, don't tell. In business, that translates as, “Where are the metrics?” Sales reps can clearly observe that social selling works, but their bosses want ...

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Back To The Basics—Why Social Selling? Unlock Productivity, Increase Sales

Feb 26, 2018 9:00:00 AM - By Sales for Life

Social selling is so much more than a simple prospect mining tool for salespeople to use in their spare time. While companies may feel squeamish about ...

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Digital Selling Excellence: Process-Centric Not Platform-Centric

Feb 23, 2018 9:00:00 AM - By Jamie Shanks

I can always tell which phase a company is when it comes to their social selling tool maturity by asking a simple question. This question tells me if a company ...

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The State of Social Selling Tools [Insights from Forrester Study]

Feb 22, 2018 9:00:00 AM - By Jamie Shanks

Forrester continues to lead market research on the topic of social selling. With incredible past insights on WHY execute a digital sales transformation, Mary ...

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The Keys to Quality Sales Calls: Structure and Similarity

Feb 21, 2018 9:00:00 AM - By Sales for Life

The best sales reps know sales isn't about luck. Quite the opposite, sales results come from thoughtful strategic planning. That planning happens at a high ...

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What's a CEO's Role in Digital Transformation?

Feb 20, 2018 9:00:00 AM - By Jamie Shanks

With a mecca of digital and social selling tools available to modern sales organizations, many companies are in the midst of a digital transformation. They're ...

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Best Practices of the Most Successful Digital Transformation Projects

Feb 16, 2018 9:00:00 AM - By Sales for Life

If you believe that the world today is a very different place than what it was even four years ago, there's a new set of hard data to back you up. Businesses ...

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The Basics of How To Leverage Customer Success as a Growth Engine

Feb 15, 2018 9:00:00 AM - By Sales for Life

As the SaaS and technology industries become more crowded with niche products, software companies are facing new challenges around customer retention. ...

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It’s About 3-4 Great Digital Sales Plays, Not “Social for Social's Sake ”

Feb 14, 2018 9:00:00 AM - By Jamie Shanks

“What about if we learn more about Tweeting?” “I see other social selling training companies talking about Facebook and Snapchat?” Welcome to the social ...

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How Sales and Marketing Can Work Together Better in 2018

Feb 13, 2018 9:00:00 AM - By Sales for Life

It's the time of year when sales teams wrap up celebrating last year's wins and start setting goals to exceed last year's performance. Likewise, marketing ...

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Dynamic Training Is Turbocharging Sales in 2018

Feb 12, 2018 9:00:00 AM - By Sales for Life

What do personalization tech, social networks and content portals all have in common? User-directed action. All three represent the large-scale culture shift ...

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Effective Sales Enablement Requires Tighter Alignment Around Value Messaging

Feb 9, 2018 9:00:00 AM - By Sales for Life

Sales reps ask for more content, yet the content already created by product teams, marketing and sales enablement groups seems to sit there taking up server ...

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How to Approach Digital Sales with Free Thinking

Feb 8, 2018 9:00:00 AM - By Brian Lipp

We all have leadership expectations to meet, goals to reach, and milestones to achieve. Think you or your buyers and customers are not biased? Think again. ...

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Winning Over The C-Suite With A 3-Front Sales Strategy

Feb 7, 2018 9:00:00 AM - By Jamie Shanks

Nobody wants to hear, “I'll check with my boss.” It usually means that sales loses control of the presentation and will be shut out of the Q&A session, if ...

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Back To The Basics: How To Find And Share Credible Content 

Feb 6, 2018 9:00:00 AM - By Sales for Life

If you are only posting stories for people to read, you're only using half of the Internet. Great content should encourage B2B buyers to engage in ...

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What It Takes To Be An Overperforming Salesperson

Feb 5, 2018 9:00:00 AM - By Sales for Life

Sometimes, giving 100 percent is just not enough. Overperformers are sometimes defined as sales professionals who bring back at least 125 percent of their ...

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The Secret of Creating Effective Sales Content vs. Influential Marketing Content

Feb 2, 2018 9:00:00 AM - By Sales for Life

Sales reps are calling for more and better content so they can ramp up revenues, yet up to 70 percent of the content already produced by marketing is going ...

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Sales Leadership Series: Do Your Front-Line Sales Managers Know How To Align Sales Objectives To Business Outcomes?

Feb 1, 2018 9:00:00 AM - By Jamie Shanks

In Part A of this series, we talked about the unfortunate miscommunication that most sales organizations have with their front-line sales leaders in clearly ...

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Sales Leadership Series: Do Your Front-Line Sales Managers Know Your Business Outcomes?

Jan 31, 2018 9:00:00 AM - By Jamie Shanks

The vast majority of the front-line sales leaders I met cannot accurately articulate the corporate goal for their company or departments' fiscal year. Most of ...

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6 Digital Practices That Bring Back 5X More Revenue Growth for B2B

Jan 30, 2018 9:00:00 AM - By Jamie Shanks

It’s not fair. Some B2B companies really do have an unbeatable advantage. New research from McKinsey points to a specific path for digital transformation as ...

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The Best Sales Teams Know When To Stop Selling

Jan 29, 2018 9:00:00 AM - By Jamie Shanks

Can sales pros hurt revenues by over selling?

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How to Overcome 3 Common Prospecting Conversation Challenges

Jan 26, 2018 9:00:00 AM - By Jamie Shanks

Prospecting conversations are some of the hardest conversations in the sales process, even for the most experienced sellers. Though difficult, they're also the ...

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Leveraging a Tech Stack to Adopt a Social Selling Model

Jan 25, 2018 9:00:00 AM - By Sales for Life

The modern sales process has moved from analog to digital, and if your company and your sales team aren't moving in that direction, you're missing ...

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How To Accelerate The Mindset and Skillset Of Your Sales Team with Toolset

Jan 24, 2018 9:00:00 AM - By Sales for Life

With thousands of sales enhancement tools available to layer on top of a CRM, many sales managers see a more robust tech stack as the path to increased sales. ...

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5 Ways LinkedIn PointDrive Is A Massive Competitive Advantage for Time Management

Jan 23, 2018 9:00:00 AM - By Jamie Shanks

Research by TOPO indicates that the reason 83.4% sellers fail to hit quota (their number) is because of their improper time management skills. Why is this? ...

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8 Social Selling Tactics That Hurt Rather Than Help

Jan 22, 2018 9:00:00 AM - By Amy Volas

I really love the power that social media contains regarding the sales process. It’s such an impactful way to engage your prospects and clients. But there’s ...

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Benchmark Study: The State of Social Selling in Sales Force Enablement

Jan 19, 2018 9:00:00 AM - By Sales for Life

Over the past year, software for sales force enablement has emerged from the margins to take center stage in the evolution of the sales function. That’s one of ...

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How To Coach Your New Sales Rep To Build An Account List

Jan 18, 2018 9:00:00 AM - By Jamie Shanks

When you add new sales reps to your team and don't have an account list ready for them to start calling on, it doesn't mean they have nothing to do. In fact, ...

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The Millennial Paradox: “What Do I Say to My Prospect?”

Jan 17, 2018 9:00:00 AM - By Jamie Shanks

“What do I say?” This is easily within the top 3 most commonly asked questions from sales leaders and sales professionals when learning new digital engagement ...

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Personalization: Take a Few Minutes to Understand Your Buyer

Jan 16, 2018 9:00:00 AM - By Mike Yebio

When I transitioned to the B2B sales world, I was still stuck in the mindset that more dials = more meetings. Although to some degree I still agree with that ...

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What Are My Social Selling Options in MENA + APAC/APAJ?

Jan 15, 2018 9:00:00 AM - By Jamie Shanks

This is a common question for US-based organizations deploying learning globally, and for sales leaders thinking about how to digitize their sales teams.

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Why Solution Consultants/Sales Engineers Must Become Digital Sellers

Jan 12, 2018 9:00:00 AM - By Jamie Shanks

Customers are looking for information to inform and arm themselves to make calculated business decisions. I as a sales professional can provide superlative ...

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Short-Term vs. Long-Term Sales Focus: Keeping Your Eye On The Ball Is Not Enough

Jan 11, 2018 9:00:00 AM - By Jamie Shanks

As the world welcomes another new year, it's suddenly become clear that the futuristic-sounding date of 2020 is now only a mere 8 quarters away. Every company ...

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How Live Chat on Your Website Can Improve Sales

Jan 10, 2018 9:00:00 AM - By Jennifer Lux

With endless website options that can enhance the user experience and create more value for visitors, how should you evaluate and prioritize opportunities? ...

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Want to Be Your Company’s Digital Mobilizer? Become An “Intrepreneur”

Jan 2, 2018 9:00:00 AM - By Jamie Shanks

Within the walls of thousands of organizations around the world, there are leaders looking at their company’s “Random Acts of Social” and they feel frustrated. ...

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What 300 Enterprise Clients Taught Us About Sales Skill Adoption

Jan 1, 2018 9:00:00 AM - By Ron De Appolonia

Every year we analyze our client performance data to determine any new trends or derive patterns that accurately predict how successfully a program will aid in ...

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6 Leadership Stories from Sales Leaders On A Digital Sales Transformation

Dec 29, 2017 11:00:00 AM - By Jamie Shanks

I’ve seen all kinds of sales leaders. Some that are as inspiring to their sales teams as Churchill and Napoleon, some as forgettable as King Edward V (he ...

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Digital Sales Transformation Will Change The Perception Of Business

Dec 14, 2017 10:23:50 AM - By Brian Lipp

Business isn't bad. Why do so many people think it is? Coming from an upbringing of academics mixed with business, there was always a tug of war. But positive ...

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Back To Basics: What Social Selling Is and Isn't

Dec 13, 2017 1:39:44 PM - By Miriam Auer

Unless you’ve been living under a rock for the past five years, you’ve certainly heard about social selling by now. Although social selling has become table ...

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Sales Engineers: An Untapped Opportunity For Insights Generation

Dec 12, 2017 11:16:48 AM - By Jamie Shanks

Where do most of your deeper insights and marketing knowledge reside? Between the ears of your sales engineers. Unfortunately, both VP’s of this division and ...

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How To Outperform Your Competitors With The Sales Multiplier Effect

Dec 11, 2017 10:30:46 AM - By Jamie Shanks

I can’t tell you how many times I hear from customers or prospective customers “man, you guys are everywhere!” That’s rarely an insult. Customers want to deal ...

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How Forward-Thinking Organizations Are Shaping The Future of Sales [Roundup]

Dec 8, 2017 10:42:25 AM - By Daniel Ku

If you are still following the same sales playbook today that you did in 1971 then something has to change, immediately. How we sell should reflect current B2B ...

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Here’s What You Should (And Shouldn’t) Do After Losing A Deal

Dec 7, 2017 11:19:17 AM - By Jamie Shanks

You’re in sales, and just like Babe Ruth, you will strike out! I hope that like Babe Ruth, your home runs over-shadow your strikeouts but even great ...

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The Direct Correlation Between Learning Behavior And Sales Results

Dec 6, 2017 10:13:20 AM - By Jamie Shanks

A passion project of mine has been working with customers to empirically prove that sales professionals who are willing to learn new skills and apply what ...

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3 Contextual Lead Nurturing Tactics to Speed Up Your Sales Pipeline

Dec 5, 2017 10:31:20 AM - By Paul Schmidt

Sales enablement tools have increased marketing and sales’ abilities to speed up your time to close and create personalized experiences on their website for ...

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3 Ways To Easily Understand Your Buyer’s World Through Research

Dec 4, 2017 1:29:09 PM - By Daniel Ku

Most sales professionals are not contextualizing their outreach enough—they only have basic information about the company and buyer they wish to connect ...

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Sales Training Adoption Leads To Higher Quota Attainment [Roundup]

Dec 1, 2017 11:31:49 AM - By Daniel Ku

Whether you or your organization is thinking about implementing a new sales methodology, technology or training, one key driver for success will be adoption. ...

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How To Search For A Sales Gig You’ll Love (And Rock At)

Nov 30, 2017 10:57:13 AM - By Amy Volas

It blows my mind when I think about how dynamic the ever-evolving world of startups, sales, and recruiting is. No longer is finding a remarkable sales ...

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Choosing The Right People For A Social Selling Pilot Is Critical For Success

Nov 29, 2017 3:45:24 PM - By Jamie Shanks

Pilots, proof of concepts and phase one’s = we all need to develop business cases to empirically prove a return on investment which allows for greater funding ...

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Artificial Intelligence Is Transforming The Future Of Digital Sales

Nov 28, 2017 3:12:18 PM - By Jamie Shanks

As we continuously collaborate with customers within Fortune 50 organizations, we’re seeing them deploy the people, process, and resources that are shaping ...

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Digital Disruption Will Lead To Extinction For Analog Sales Leaders

Nov 27, 2017 2:05:03 PM - By Daniel Ku

With the rapid change in the B2B sales landscape, being a sales leader today is more difficult than ever. The statement “sales has changed more in the past 10 ...

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Why Formal Alignment Is The Clearest Path To High Performance [Roundup]

Nov 24, 2017 12:27:23 PM - By Daniel Ku

With the new year coming up, chances are you’re focused on ensuring your sales organization ends the year strong and is well prepared strategically for the ...

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The Role Of Sales Leadership In Driving Change With Social Selling

Nov 23, 2017 11:04:58 AM - By Daniel Ku

Sales leadership, you are the voice of accountability.   We’ve seen Marketers, Sales Operations and/or Sales Enablement leaders champion a social selling ...

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Your Digital Reputation Gets You In The Boardroom

Nov 22, 2017 10:43:43 AM - By Jamie Shanks

Recently, my VP Sales, Brian Lipp and I flew into Manhattan for a meeting with a global company that brought their CSO, CMO and Enablement teams all to the ...

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The Intelligent Way to Prepare Your Sales Team for AI Adoption

Nov 21, 2017 10:44:51 AM - By Laurence Minsky

For any salesperson, Artificial Intelligence (AI) poses a dual, but opposing threat. First, it could take away from their focus on their assigned mission to ...

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Rethink How You Select The Right Target Accounts With Social Proximity

Nov 20, 2017 11:10:47 AM - By Daniel Ku

When selecting the right accounts to go after, remember to choose wisely. How you and your sales organization identify which accounts to target will dictate ...

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Identifying Decision Makers and Preparing For A Skills Transformation [Roundup]

Nov 17, 2017 10:41:57 AM - By Daniel Ku

In this week’s roundup, we’re sharing articles from both the LinkedIn Sales Blog and SiriusDecisions. The first blog by Alex Hisaka covers how to leverage ...

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Why These Emerging Industries Are Starting To Adopt Social Selling

Nov 16, 2017 12:10:45 PM - By Daniel Ku

Within the past five years, we’ve seen the emergence of social selling from a buzzword to now table stakes within many sales organizations. Just like any ...

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Top 5 Data-Driven Infographics On How To Engage B2B Buyers

Nov 15, 2017 10:46:36 AM - By Daniel Ku

Your buyer is online performing their due dilligence prior to engaging with sales.  And as a result, sales leaders and professionals must take the necessary ...

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4 Ways to Nurture Marketing Qualified Leads into Sales Qualified Leads

Nov 14, 2017 10:51:00 AM - By Sarah Hecker

What percentage of your organization’s marketing efforts are focused on the top of the funnel? If you don’t know, now might be a good time to re-evaluate your ...

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Is There Insurance For Your LinkedIn Sales Navigator Investment?

Nov 13, 2017 12:27:10 PM - By Jamie Shanks

Without fail, each week I get a call or email from a company somewhere in the world that falls in one of these categories:

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The Art Of Compelling Conversations: From Cold Calling To The Pitch [Roundup]

Nov 10, 2017 12:33:13 PM - By Daniel Ku

Conversations are a critical component to any sale yet it can also be the most challenging for some. What do I say? How do I start a conversation? Am I saying ...

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How Millennials In Sales Are Shifting Current Leadership Methods

Nov 8, 2017 11:07:20 AM - By Daniel Ku

What are we going to do with those Millennials emerging within the workplace? Especially those taking on sales roles such as sales development reps, account ...

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After Sending 107 Video Emails, Here’s How My Prospects Responded

Nov 7, 2017 9:44:01 AM - By Ron De Appolonia

Is video messaging really effective? And if so – how effective is it? Our sales team has been using video messaging techniques for some time now and we can see ...

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Sales Enablement Spotlight: Best-In-Class Social Selling Vs. Status Quo

Nov 6, 2017 1:33:23 PM - By Jamie Shanks

Enablement teams are being pressured to produce frameworks, courses, programs at a dizzying pace, and many times without the adequate resources (people, ...

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Learning Equals Earning: Continuous Development Is A Cornerstone For Sales [Roundup]

Nov 3, 2017 11:19:22 AM - By Daniel Ku

In a constantly evolving environment of modern sales, it seems many top performing sales organizations share one commonality: continuous learning. From ...

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Today’s B2B Buyer Demands A Frictionless Buying Experience

Nov 2, 2017 11:51:21 AM - By Daniel Ku

I think we all know that the customer has changed. I don’t think anyone needs to be reminded of that but how has enterprise sales been affected by this and ...

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Create Your W.I.L.L. To Identify Your Highest Potential Customers

Nov 1, 2017 10:43:23 AM - By Jamie Shanks

90 days ago, I was frustrated with our sales production. I had a call with Chad Nuss at InsideOut Sourcing, and I just vented. I explained our current sales ...

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5 Real-World Lessons On How To Start a Social Selling Program

Oct 31, 2017 10:44:44 AM - By Simon Grant

The LanguageLine leadership team made a decision nine months ago to embrace social selling. Very quickly, we understood that social selling is a permanent ...

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A Recipe For Failure: When Sales Leadership Fails To Embrace Change

Oct 30, 2017 11:29:13 AM - By Daniel Ku

Growth doesn’t happen without change and change doesn’t happen without a compelling reason to shift off the status quo. Without change, your sales organization ...

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Effectiveness Vs. Efficiency: How Sales Leadership Can Optimize Team Performance [Roundup]

Oct 27, 2017 11:10:07 AM - By Daniel Ku

Welcome to your weekly roundup for Oct -27. In this week's roundup, we've gathered insights from several different articles around one topic: optimizing your ...

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Why Relationships Are Key To Success in Sales (And How To Build Them Using Social Media)

Oct 26, 2017 10:48:00 AM - By Amy Volas

Serious question: how well do you think you could function in sales today without the technology and automation that is available? According to a study done by ...

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The Definitive Guide To Spark Sales Conversations With Content [Ebook]

Oct 25, 2017 11:24:40 AM - By Julia Manoukian

Content has quickly become one of the most effective ways for companies to attract, educate and sell to buyers. According to Forrester, 82% of buyers viewed at ...

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Using Social Selling To Connect the Dots with Job Hops

Oct 24, 2017 10:26:24 AM - By Samantha McKenna

One of the traits that I pride myself on is the ability to use social media as my own personal game of Sherlock Holmes. Who knows who, where did they work, ...

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What Good Sales Leaders Need To Sell Change: Common Pitfalls (1/2)

Oct 23, 2017 1:40:44 PM - By Julia Manoukian

People resist change, whether it's internal change or with buyers. This isn't because people don't want to change. It starts with a more complex understanding ...

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“Smile and Dial” Sales Reps Will Soon Be Replaced By Search Engines [Roundup]

Oct 20, 2017 11:28:00 AM - By Julia Manoukian

Welcome to your weekly roundup for Oct 13-20. This week we’re summing up insights why it's becoming urgent that salespeople take on more autenthic terms of ...

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Social Selling: There's No App For That

Oct 19, 2017 11:44:47 AM - By Amar Sheth

As social becomes a more dominant form in the prospecting process, sales leaders must remember that without the proper mindset, these tools are going to get ...

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Making Learning Stick: How Xerox Designs Unforgettable Sales Training

Oct 19, 2017 10:52:32 AM - By Doug Bushée

Yesterday morning I couldn’t remember where I put my keys, but I still remember what movie I went to on my 16th birthday and that was a LONG time ago.

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Less Product, More Training: The Secret Sauce To Your Sales Kickoff [Infographic]

Oct 18, 2017 8:52:38 AM - By Julia Manoukian

What does the agenda of your sales kickoff (SKO) look like? If it's full of powerpoint sessions announcing product or company updates, you could be missing an ...

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Beyond Personalization: Using The Tech Stack For Higher Quality Prospecting

Oct 17, 2017 10:00:59 AM - By Jake Dunlap

When it comes to prospecting and early prospect engagement, it’s crucial that Sales Leaders optimize their technology stack to reach modern B2B buyers actively ...

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How To Make 2018 The Year of Sales Enablement

Oct 16, 2017 10:00:00 AM - By Julia Manoukian

How can you use sales enablement to create a flywheel of growth at your business? Ben Cotton, Senior Marketing Manager, Sales Enablement, HubSpot, sheds light ...

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5 Ways To Engage The B2B Buyer's Changing Preferences [Roundup]

Oct 13, 2017 10:09:27 AM - By Julia Manoukian

Welcome to your weekly roundup for Oct 6 - 13. This week we’re summing up insights from Forrester’s B2B Marketing & Sales Enablement summit, why the help ...

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Stop Overpromising: 5 Tactics You Need To Align Sales & Customer Success

Oct 12, 2017 1:04:25 PM - By Emmanuelle Skala

We talk a lot about alignment between Sales & Marketing (or SMarketing). But what about Sales & Customer Success? Customer Success is a booming profession ...

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Americas Vs. EMEA vs. APAC: 4 Global Differences In Social Selling

Oct 12, 2017 12:18:35 PM - By Julia Manoukian

Most salespeople and sales leaders understand that today’s buyer has changed, but how does this change reflect in respective buyers’ behaviors across the globe?

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How To Plan, Execute And Drive Results At Your Sales Kickoff [Kit]

Oct 11, 2017 11:27:20 AM - By Julia Manoukian

More than half of sales teams hold their annual kickoff in January, according to Vorsight. With the new year around the corner, sales leaders, sales operations ...

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Empowering Sales: Content Sharing & Continuous Enablement (Part 2/2)

Oct 10, 2017 12:51:35 PM - By Julia Manoukian

You understand social is a top sales enablement priority, and you’ve drafted a plan to get the sales team ready on social. Now what?

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To Improve Sales Performance, Get Input From These 5 Decision Makers

Oct 9, 2017 10:30:00 AM - By Juli Durante

Putting together a sales enablement strategy is all about giving sales teams the coaching and content they need to sell smarter...but the question is: Who ...

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Social Selling Ranked Training Service With The ‘Greatest Need for Redesign’ [Roundup]

Oct 6, 2017 11:02:40 AM - By Julia Manoukian

Welcome to your weekly roundup for September 29-Oct6. This week we’re summing up top strategies to improve your social selling program, the best cold call ...

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How To Measure Leading, Current & Lagging Indicators With Social Selling

Oct 5, 2017 1:02:36 PM - By Jamie Shanks

This almost scientific way of measuring leading, current and lagging indicators has nothing to do with social selling. This has to do with the motivation, ...

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Breaking Into Whale Accounts: A Checklist for Account Based Selling

Oct 4, 2017 12:53:32 PM - By Julia Manoukian

More than ever before, sellers need to create personalized insights and engagement at scale. When asked, 3/4 buyers said they won't engage with a salesperson ...

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'Try It And Believe In It': Getting Over The Fear Of Starting A New Sales Strategy

Oct 3, 2017 10:05:29 AM - By Julia Manoukian

What does it take to be successful in modern sales today? Channels are noisier than ever, buyers’ attention is withering and salespeople are often swimming in ...

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How To Get Salespeople Ready for Social Selling (Part 1 of 2)

Oct 2, 2017 12:39:23 PM - By Julia Manoukian

Best-in-class companies who have prioritized social selling have improved win rates by 16%, according to CSO Insights. This is exactly why many sales ...

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Several Industries See More Than 50% of Revenue By Social Selling [Roundup]

Sep 29, 2017 9:35:37 AM - By Julia Manoukian

Welcome to your weekly roundup for September 22-29. This week we’re summing up empirical data from LinkedIn that proves social selling lifts revenue across a ...

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Why Social Selling, Why Now?

Sep 28, 2017 11:30:06 AM - By Jamie Shanks

The average buyer in business is just like you and me at night, on our couch, surfing the Internet. Buyers purchase clothes, televisions and build their future ...

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To Build or To Buy A Social Selling Program: Pros vs Cons

Sep 27, 2017 11:22:44 AM - By Jamie Shanks

In sales, it’s no secret that training is crucial for developing new skills and capabilities. With social selling, this is especially true. Companies who get ...

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7 Lessons for Millennials Who Are Afraid of Cold Calling

Sep 26, 2017 11:41:10 AM - By Daniel Disney

How could there be anything worse than phoning a total stranger, interrupting their very busy day and then trying to sell them something? Most of us have been ...

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How 900 Companies Build And Execute Successful Sales Development Teams

Sep 25, 2017 11:37:18 AM - By Julia Manoukian

Sales development is one of the more misunderstood roles in sales. Many people debate the definition of sales development while others argue which department ...

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Field and Inside Sales Continue to Blur, Sales Tech On The Rise [Roundup]

Sep 22, 2017 10:44:50 AM - By Julia Manoukian

Welcome to your weekly roundup for September 15-22. This week we’re summarizing research from InsideSales.com, exploring 7 trends upending sales today and ...

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Why Skill Based Training Is Critical at Sales Kickoff Events [eBook]

Sep 21, 2017 10:17:20 AM - By Julia Manoukian

Fewer product updates, more role-based training. When asked, 62% of salespeople said they would like to see more sales skills for prospecting and qualifying ...

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Discovery to Decision: How To Tackle A Tough Buyer Journey With Content

Sep 20, 2017 12:31:12 PM - By Julia Manoukian

Think about the last time you made a major purchase decision in your personal life. Where did you start? Did you jump on Google, maybe you asked your Facebook ...

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Why Social Selling Must Be A Priority for Your Next Sales Hire

Sep 19, 2017 10:38:46 AM - By Amy Volas

The B2B sales landscape is changing. Drastically. Outbound techniques like calling and emailing are in decline, and these days 84% of all B2B companies are ...

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Salespeople: Your Emails Suck—Here's What To Do About It

Sep 18, 2017 11:36:18 AM - By Steli Efti

I’m just gonna come out and say it: Most sales emails suck. And I’m not talking “mildly ineffective” suck. No, I’m mean, “You just talked your prospect out of ...

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Only 18% of Buyers Trust And Respect Salespeople [Roundup]

Sep 15, 2017 10:06:16 AM - By Julia Manoukian

Welcome to your weekly roundup for September 1-8. This week we’re rounding up research from DiscoverOrg, HubSpot and HBR. Why do only 18% of salespeople trust ...

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Fitting Social Selling Into Your Daily Routine: My First 60 Days

Sep 14, 2017 10:45:31 AM - By Julia Manoukian

If you’re working in sales today, chances are you’ve heard of social selling. In fact, chances are you haven’t just heard of social selling, but you’re also ...

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How To Measure The ROI of Social Selling [eBook]

Sep 13, 2017 12:40:39 PM - By Julia Manoukian

Measuring the ROI of your social selling efforts is imperative. However, many companies are still unsure about what the best practices are for tracking and ...

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Three “Moments of Truth” You Need To Address at Your 2018 Sales Kickoff

Sep 12, 2017 12:29:06 PM - By Eric Nitschke

Make this year’s sales kickoff about maximizing profitability throughout the entire customer relationship, not just during the initial deal.

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Spam Or Education: What Kind Of Content Are You Sharing?

Sep 11, 2017 11:59:23 AM - By Amar Sheth

Everyone, including yours truly, advocates for sales professionals sharing content to their social networks. But is it worth it?

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How to Leave Sales Voicemails People Actually Want to Respond To [Roundup]

Sep 8, 2017 9:56:03 AM - By Sales for Life

Welcome to your weekly roundup for September 1-8. This week we have some valuable thought leadership from Mark Roberge, Tiffani Bova and Tamara Schenk. Scroll ...

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The ROI of Social Selling: 5 Data-Driven Outcomes in 2017 [Infographic]

Sep 7, 2017 10:26:06 AM - By Julia Manoukian

The number of companies who see the value in social selling has grown dramatically. In fact, 98% of companies say they plan to implement social selling in the ...

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Are Recommendations An Overblown Feature On LinkedIn?

Sep 6, 2017 12:50:41 PM - By Amar Sheth

Listen up sales compadres, we’re living in the golden age of information where what people are saying online matters.

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The Skills of Modern Sales Teams: 3 Experts Weigh In [Video]

Sep 5, 2017 12:28:36 PM - By Julia Manoukian

Sales for Life sat down with 3 experts at SalesTO and asked them about the skills modern sales teams need to survive today and into the future.

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Content to Connections: 6 Steps To Setting Up Your Social Selling Strategy

Sep 5, 2017 11:35:55 AM - By Wendy Van Gilst

Social selling is no longer only something sales professionals do. Today, every professional can benefit from this sales methodology to land their dream job, a ...

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If You Want To Be World-Class, Do Social Selling Everyday

Sep 4, 2017 10:30:00 AM - By Jamie Shanks

One of the hardest business routines for me to break was checking my email when I first got up in the morning. Email is such a time suck! But I couldn’t help ...

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Taking the Terror Out of Cold Calling [Roundup]

Sep 1, 2017 9:33:11 AM - By Sales for Life

Welcome to your weekly roundup for Aug 25 - September 1. This week we’ve got 3 battle-tested strategies to make the necessary evil of cold calling easier, ...

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The Complete Digital Sales Playbook [eBook]

Aug 31, 2017 11:43:19 AM - By Julia Manoukian

In this age of limited bandwidth, relentless deadlines and sea of technology solutions, social selling isn't enough. To engage buyers, sales teams need to ...

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Drive More Revenue With Your Account-Based Efforts [Worksheet]

Aug 30, 2017 11:14:56 AM - By Tonni Bennett

Account-based efforts are all about aligning sales and marketing around personalized outreach to a target set of accounts. This outreach requires a slower, ...

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How To Plan The Perfect Sales Kickoff [Checklist]

Aug 29, 2017 1:03:59 PM - By Julia Manoukian

From planning to execution, your sales kickoff is one of the most critical events for starting new initiatives. 

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3 Tactics To Kickstart Your Account-Based Selling Efforts Today [Video]

Aug 28, 2017 11:32:47 AM - By Ron De Appolonia

Click the play button below for the video version of this post. Or, skip that and read the article below. 

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15 Alternate Prospecting Strategies to Cold Calling [Roundup]

Aug 25, 2017 10:11:17 AM - By Sales for Life

Welcome to your weekly roundup for Aug 18 - 25. This week we’ve got 15 innovative prospecting strategies that don’t involve picking up the phone, 7 ways to ...

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When Should Sales Post Content? What 16 Studies Say [Infographic]

Aug 24, 2017 12:47:35 PM - By Julia Manoukian

If you're a modern sales professional, chances are you're reading content and sharing it with your network. But what if no one is engaging with your content? ...

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3 Pillars For Rolling Out Skill-Based Training For New Sales Hires

Aug 23, 2017 2:19:36 PM - By Jamie Shanks

I’d like you to picture that you coach a sports team. You’ve been hired after the annual draft, and need to start assembling your final roster during training ...

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No Commissions, No Quota: The Future Model for Sales

Aug 22, 2017 12:15:41 PM - By Graham Hawkins

Let’s cut to the chase: sales quotas and commissions are completely at odds with customer success, and if you are one of those businesses that proudly exclaims ...

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How To “Knowledge-Bomb” Your Buyer Off The Status Quo

Aug 21, 2017 1:42:30 PM - By Jamie Shanks

Insight selling never stops.

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The Lies Your Sales Team Is Telling You About Their Sales Cadence [Roundup]

Aug 18, 2017 10:52:40 AM - By Sales for Life

Welcome to your weekly roundup for Aug 11-18. This week we’re revealing the lies your sales team is telling you about their cadence and what to do about it, ...

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How To Turn Social Comments Into Leads

Aug 17, 2017 12:50:19 PM - By Samantha McKenna

In my role, I have a chance to talk to sales reps at every level, and across a wide variety of companies, daily. One of the common themes that always presents ...

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Top Sales Events And Conferences To Attend This Fall/Winter

Aug 17, 2017 11:58:11 AM - By Sales for Life

It's the end of the summer and your pipeline is faltering. You're worried about hitting your quota. You need some inspiration, some motivation to pull through ...

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Kickstarting Your Modern Prospecting Routine: A Guide For Salespeople [Infographic]

Aug 16, 2017 11:17:28 AM - By Julia Manoukian

Despite hype in the modern sales community, nothing is “dead.”

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What Your VP Sales Really Thinks of Marketing (After A Few Pints)

Aug 15, 2017 12:03:57 PM - By Mitch Morando

Despite all of content you read regarding Sales & Marketing “alignment,” the reality is that little to no progress has been made. 

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4 Benefits of Social Selling You’re Missing Out On

Aug 14, 2017 11:14:30 AM - By Amar Sheth

The biggest challenge to small businesses today is obscurity. If people don’t know you exist, you don’t exist.

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Salespeople: Get Buyers to Pay Attention To Your Outreach [Roundup]

Aug 11, 2017 11:35:49 AM - By Julia Manoukian

Welcome to your weekly roundup for Aug 4 - 11. This week we’ve got advice on how salespeople can get buyers to pay attention to their outreach, where sales and ...

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How To Plan The Perfect Sales Kickoff [eBook]

Aug 10, 2017 10:57:17 AM - By Julia Manoukian

If you're like most companies, your annual sales kickoff is just around the corner. The potential of this event is massive—it's an opportunity to empower your ...

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Growth-Hungry Startups: 4 Tips for Building a Team of Sales All-Stars Fast

Aug 10, 2017 10:44:01 AM - By Amy Volas

If you run a startup, you’re no stranger to facing the unknown. Bringing a new product or service to the market is always a unique endeavor full of unexpected ...

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Started From The Bottom: How I Worked My Way To The Top In Sales

Aug 8, 2017 10:49:13 AM - By Daniel Disney

Now I would personally say that I’ve been selling since I was 8 years old. At 8 years old, I built a mini arcade in my garage and sold tickets to local kids to ...

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Making Sense of 700+ Sales Tech Players [Roundup]

Aug 4, 2017 11:42:00 AM - By Sales for Life

Welcome to your weekly roundup for July 28-Aug 1. This week we have an analysis on the growing number of tech players in the market, advice on how to offer ...

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3 Ways Top Salespeople Leverage Social Selling To Close More Deals

Aug 3, 2017 11:37:15 AM - By Amar Sheth

Being in sales is amazing. Aside from the massive adrenaline, there’s always the the opportunity to meet new people and learn.

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Account Based Selling Starter Kit

Aug 2, 2017 3:23:53 PM - By Sales for Life

Want to jumpstart your account based efforts? 

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Why Account Based Selling Teams Go Offline to Win Referrals

Aug 1, 2017 10:30:00 AM - By Joanne Black

Sales organizations tell account based sales reps to do their research—to gather every piece of sales intelligence, to exploit all their social media channels, ...

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The Mother of All Learning: The Reality of Reinforcement & How To Deal With It

Jul 31, 2017 11:00:00 AM - By Jamie Shanks

What do Wayne Gretzky, Yo-Yo Ma and great sales professionals have in common?  They all spend an immeasurable amount of time honing their craft. This is ...

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Two-Thirds of B2B Salespeople Considered Average or Poor [Roundup]

Jul 28, 2017 1:06:48 PM - By Sales for Life

Welcome to your weekly roundup for July 21-28. This week we’ve got insight into why so ⅔ salespeople are considered average or poor, 13 social selling ...

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Dear Salespeople, The Only Way To Disarm Your Buyer Is With Content

Jul 27, 2017 1:08:38 PM - By Amar Sheth

I believe wholeheartedly that sales professionals have the best of intentions when wanting to speak with, and ultimately do business with, their buyers.

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Social Selling Adoption Report 2017

Jul 26, 2017 11:11:24 AM - By Julia Manoukian

A recent LinkedIn study found more than 3/4 buyers expect sellers to have done their homework and provide insights or knowledge into their business. However, ...

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Is Facebook More Effective For Connecting With Buyers Than LinkedIn?

Jul 25, 2017 1:30:00 PM - By Aja Frost

When it comes to connecting with buyers, which platform do you think yields better results—Facebook or LinkedIn?

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The 5 Mistakes That Can Kill Your Sales (And How To Avoid Them)

Jul 24, 2017 1:37:49 PM - By Jamie Shanks

I’ve spent the last several years helping companies transform their sales teams from analog to digital. During this time, I’ve seen companies become wildly ...

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Even Top-Selling Reps’ Jobs Are At Risk [Roundup]

Jul 21, 2017 10:00:27 AM - By Sales for Life

Welcome to your weekly roundup for July 14-21. This week we have advice on how salespeople, even top-performing reps, can protect their jobs from the curve of ...

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Why These Four Roles Are The Key To Social Selling Success

Jul 20, 2017 1:39:32 PM - By Jamie Shanks

What does it take to succeed with a social selling initiative? I get asked this question all the time from companies big and small all around the world.

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67 Scientifically-Backed Persuasive Techniques To Make The Sale [Infographic]

Jul 19, 2017 10:30:00 AM - By Julia Manoukian

Sales is all about closing the deal, and the key to closing is being persuasive. 

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Motivating Partner Salespeople: Why You Might Need Games

Jul 18, 2017 10:30:00 AM - By Jen Spencer

Salespeople are motivated by rewards. This should be no surprise. Motivation can manifest itself in many ways across partner sales: Sometimes, it’s intrinsic ...

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The Only Thing That Is “Dead” Is Single Channel Prospecting [Roundup]

Jul 14, 2017 10:07:23 AM - By Sales for Life

Welcome to your weekly roundup for July 7-14. This week we’ve got the 5 key factors in multi-channel prospecting, 3 incredibly creative ways to get in front of ...

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Don't Start A Social Selling Program Without Considering These 3 Pillars

Jul 13, 2017 10:25:38 AM - By Amar Sheth

If your company is on the path of social selling program development, or may have built a program internally, consider the following three strategic pillars.

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How To Unlock Your LinkedIn Sales Navigator Investment

Jul 12, 2017 11:38:19 AM - By Julia Manoukian

Leverage Navigator beyond its basic functions to hit your sales targets. 

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After 20 Years In Sales, These Are The 3 Best Pieces of Social Selling Advice I've Ever Received

Jul 11, 2017 11:07:35 AM - By Amy Volas

I’ve dedicated the last 20 years of my professional life to sales. Through the years (man, time flies when you’re having fun), I’ve navigated the ...

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Technology Isn’t Killing Your Business. You Are

Jul 10, 2017 11:16:34 AM - By Amar Sheth

And let’s be clear here, by “you” I mean anyone that isn’t focused on being customer-centric. No matter the role, no matter the title, a lack of ...

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How To Hit Your Sales Target When It's Crunch Time [Roundup]

Jul 7, 2017 10:44:07 AM - By Sales for Life

Welcome to your weekly roundup for June 30-July 7. This week we’ve got advice on how to hit your sales target if the month is coming to a close, how social ...

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Why The Battle Between Social Selling And Cold Calling Is Dead

Jul 6, 2017 12:09:46 PM - By Julia Manoukian

What do you do get when you throw three esteemed sales experts with varying views of modern selling in the same room? A heated debate—but nonetheless one worth ...

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12 Insights Salespeople Must Know Before Calling A Buyer [Infographic]

Jul 5, 2017 11:02:49 AM - By Julia Manoukian

How many times have you been unwillingly solicited by a salesperson who knows nothing about you? Cold emails, cold calls, and general poor prospecting run ...

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A-Team Secrets: Creating Predictable Revenue Growth Without VC Funding

Jul 4, 2017 12:56:11 PM - By David Duncan

There are many sales teams out there that grow anywhere from 2% to 30%+ each month, but at Epos Now, we have consistently grown 180%+ every year for the last ...

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The Only Metrics That Matter In A Social Selling Program

Jul 3, 2017 10:30:00 AM - By Amar Sheth

As Social Selling grows and enters the sales process of organizations, the most natural questions that emerge pertain to metrics. Sales is used to measuring ...

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Questions Are Key For Discovery Calls [Roundup]

Jun 30, 2017 9:51:27 AM - By Sales for Life

Welcome to your weekly roundup for June 23-30. This week we’ve got new research by Forrester, takeaways from our latest social selling summit and the perfect ...

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Sales Manager Fail: Why Do You Keep Missing Quota?

Jun 29, 2017 11:57:29 AM - By Jamie Shanks

We've all heard the corporate jargon "Management By Objectives," a classic framework that C-Level execs use for their leadership team. This system keeps the ...

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How To Roll Out Social Selling [eBook]

Jun 28, 2017 10:58:14 AM - By Julia Manoukian

Today, the modern buyer is digitally driven, socially connected and mobile empowered. Old tactics are increasingly less effective, disrupting how organizations ...

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1 Hour, 9 Meetings: How To Structure Executive Social Selling Power Hours

Jun 27, 2017 10:24:37 AM - By Samantha McKenna

I recently sent out a new set of invites for our social selling executive power hours. One of my reps, we’ll her call Meg, asked me what they were about and I ...

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The Most Common Sales Enablement Mistakes And How To Fix Them

Jun 26, 2017 1:14:44 PM - By Shawnna Sumaoang

Sales leaders: if you’re at a company that can afford the luxury of sales enablement, you know there’s a huge opportunity for boosting quota and win rates. ...

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Match Your Sales Strategy to Revenue Growth Drivers [Roundup]

Jun 23, 2017 11:00:00 AM - By Sales for Life

Welcome to your sales weekly roundup for June 16-23. This week we’re circling back around to some valuable sales posts that snuck past our radar: how savvy ...

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The 7-Step Plan To Convince Your Boss You Need Social Selling

Jun 22, 2017 11:00:00 AM - By Amar Sheth

Getting a social selling program started is turning out to be a tough sell for many “change agents” within companies. While size and vertical of the company ...

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Customer Dysfunction Has Made B2B Buying Harder Than Ever [Infographic]

Jun 21, 2017 11:00:00 AM - By Julia Manoukian

Think customers know how to cut through the mirage of information from salespeople, evangelists and content marketers to make informed buying decisions? Think ...

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How Account-Based Sales Reps Use Social Media for Referrals

Jun 20, 2017 11:00:00 AM - By Joanne Black

The email began, “Joanne, I need to ask Jim for a referral, and I’m about to send this email. Would you review it for me and let me know if it’s OK to send?”

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B2B Salespeople Need To Act More Like Travel Agents [Roundup]

Jun 16, 2017 11:00:00 AM - By Sales for Life

Welcome to your sales weekly roundup for June 9-16. This week we’re circling back around to some valuable insights that snuck past our radar: why B2B ...

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Social Selling Is Bigger Than LinkedIn

Jun 15, 2017 11:00:00 AM - By Amar Sheth

Is social selling just LinkedIn? We hear this in the market all the time. As your company builds a social selling program, consider the following points as a ...

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How To Create A Social Selling Routine [eBook]

Jun 14, 2017 12:00:00 PM - By Julia Manoukian

Over the past four years at Sales for Life, we've created hundreds of content assets—eBooks, blog posts, webinars, infographics, videographics, you name it, ...

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Is The SDR Role Killing Sales?

Jun 13, 2017 11:00:00 AM - By Mitch Morando

Attn: Sales Leaders + SDRs

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Three Ways To Reduce Opportunity Cost With Social Selling

Jun 12, 2017 11:00:00 AM - By Amar Sheth

In the days of one-to-one communication channels, like phone and email, it’s been easy to organize your sales teams by geography or by named accounts, or any ...

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How To Avoid The Summer Sales Slump [Roundup]

Jun 9, 2017 11:41:36 AM - By Sales for Life

Welcome to your weekly roundup for June 2-9. This week we’ve got advice on how to avoid the dreaded summer sales slump, a modern definition of sales training ...

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6 Elements To A Successful Social Selling Strategy

Jun 8, 2017 2:04:20 PM - By Jamie Shanks

It's no secret buyers have changed more in the past 10 years than the past 100. The modern consumer is digitally driven, socially connected and mobile ...

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5 Skills For The Modern B2B Sales Leader [Infographic]

Jun 7, 2017 11:45:42 AM - By Julia Manoukian

Since the change in buyer behavior has become more commonly known, there has been a lot of talk about what skills are required of modern sales professionals. ...

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Advanced Social Selling Secrets To Rise Above The Competition

Jun 6, 2017 11:04:32 AM - By Bill Reed

LinkedIn recently expanded to more than 467 million contacts. They have obviously helped to make “social selling” a household name.

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LinkedIn At 100%: How To Maximize Engagement With Target Accounts

Jun 5, 2017 12:30:16 PM - By Amar Sheth

There’s a simple reality that’s going to help you dominate on LinkedIn, and it’s this: You need to engage with people. The reason social networking works so ...

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9 Expert Tips For A Successful Sales Call [Roundup]

Jun 2, 2017 11:19:30 AM - By Sales for Life

Welcome to your sales weekly roundup for May 26-June 2. This week we’re diving into 9 battle-tested tactics for having a successful sales call, the importance ...

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How One AE Scored A 10X Average Deal Size With Social Selling

May 30, 2017 11:30:15 AM - By Samantha McKenna

Over the course of my career, I’ve switched gears from being an individual contributor to a leader of individual sales reps. In my early rep days, there was ...

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Why Do You Need Social Selling If You’re Already Hitting Quota?

May 29, 2017 11:10:43 AM - By Jamie Shanks

This article is for those lucky sales leaders who are already hitting quota and are thinking, why do I need to change?

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The 7 Sales Skills That Can’t Be Taught [Roundup]

May 26, 2017 10:54:15 AM - By Sales for Life

Welcome to your sales weekly roundup for May 19-26. This week we’re diving into 7 sales skills that are more nature than nurture, HubSpot’s new State of ...

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Marketing's Role In A Social Selling Journey

May 25, 2017 1:31:33 PM - By Jamie Shanks

If you’re a CEO, Revenue Officer, or Enablement Leader looking to transform your go-to-market strategy toward digital selling, don’t include the marketers that ...

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How Do You Compare With Your Peers On LinkedIn? [New Data]

May 24, 2017 9:41:56 AM - By Ron De Appolonia

LinkedIn recently announced that they reached the 500 million member mark, and as the largest professional network in the world continues to pick up speed, ...

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Boosting Channel Partner Sales With Communication

May 23, 2017 11:47:58 AM - By Jen Spencer

In 2017, there’s one feature above all others that every company needs in order to thrive.

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Is Social Selling Dead? [Roundup]

May 19, 2017 11:39:25 AM - By Sales for Life

Welcome to your sales weekly roundup for May 12-19. This week we’re clarifying the role of social selling in the modern sales process, making the argument for ...

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How To Sell To Millennial B2B Buyers [Infographic]

May 18, 2017 11:00:00 AM - By Julia Manoukian

Make way for a new generation: New research shows that 73% of Millennials are involved in B2B purchasing decisions. But most sales teams are stuck in the past, ...

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What It Takes for Account-Based Sales Reps to Score

May 16, 2017 9:23:21 AM - By Joanne Black

Success is all about who you know. Think you get to know people with a cold call? Think again.

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Sales Leaders, Stop Letting Fear Hold You Back

May 15, 2017 12:05:50 PM - By Amar Sheth

How important is speed to market or speed to revenue for you and your organization?

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Social Selling Isn’t A Replacement For Your Sales Process [Roundup]

May 12, 2017 9:12:04 AM - By Sales for Life

Welcome to your sales weekly roundup for April 18-May 5. This week we’re reiterating why social selling is so effective, the top 3 coaching mistakes sales ...

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The Essential Elements To Get Leadership Buy-In for Social Selling

May 11, 2017 1:56:51 PM - By Jamie Shanks

Do you believe in social selling, but the rest of your team doesn't? You see your kids using their mobile devices every day, your customers interacting on ...

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Why You Should Not Respond To That Lead Right Away: Dodge Low, Punch High

May 9, 2017 10:25:44 AM - By Mitch Morando

You get a new lead and you can tell immediately by the @domain.com name that it’s at least a good firmographic prospect.

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3 Ways To Unlock Your LinkedIn Sales Navigator Investment

May 8, 2017 1:00:07 PM - By Amar Sheth

Congratulations. You've just purchased LinkedIn Sales Navigator. This is a great investment, but are you sure you know how to properly use the tool you've just ...

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All Sales Floors Should Be Loud!!! [Roundup]

May 5, 2017 10:27:22 AM - By Sales for Life

Welcome to your sales weekly roundup for April 28-May 5. This week we’ve got the dangers of a social selling only sales floor, priorities for sales leaders who ...

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6 Rules To Kickstart Social Selling With Your Sales Team [Infographic]

May 3, 2017 11:15:52 AM - By Julia Manoukian

Those in sales are familiar with the traits of a sales "consultant," and what it takes to survive in the modern selling environment. But less are in the know ...

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3 Pipeline Management Secrets Of An Award Winning Tech Company

May 2, 2017 12:08:42 PM - By David Duncan

3. But consider this—how often does it seem as if a ton of pipeline is being generated, yet at the end of the month you are scurrying last minute and issuing ...

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7 Pieces of Sales Training Advice That Will Change (Or Save) Your Career

May 1, 2017 11:48:20 AM - By Jamie Shanks

If a training effort is siloed without accountability, measurement and buy-in from senior leaders, it’s bound to crash, burn and often take a hefty sum of ...

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The Cold Calling Era Is Freezing Over [Roundup]

Apr 28, 2017 10:33:33 AM - By Sales for Life

Welcome to your sales weekly roundup for April 21-28. This week we’ve got advice from LinkedIn Sales on how to confidently replace cold calling with social ...

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The Elements Of Crappy Cold Emails And How To Avoid Them [Infographic]

Apr 27, 2017 10:36:43 AM - By Julia Manoukian

Cold emails—you hate sending them and buyers hate receiving them. So why do our inboxes keep filling with them? When will sales people get the picture ...

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Sharpen Your Swords: The Battle For Targeted Accounts Is Heating Up

Apr 26, 2017 11:10:16 AM - By Ron De Appolonia

Sales teams have strategized about winning specific accounts for decades, but recently this topic has been picking up traction. Whether it is referred to as ...

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7 Simple Steps To Nurture Prospects When They've Gone Dark

Apr 25, 2017 9:53:47 AM - By Max Altschuler

In sales, a lot of things can trigger a migraine. Your team didn’t make the cut this quarter. Some customers have ridiculous expectations. An account manager ...

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Self-Investment For Sales: Spend $1,000 To Make $1,000,000 In A Lifetime

Apr 24, 2017 11:47:43 AM - By Jamie Shanks

If only you could see into the future. I obviously can’t see the future, but I can look back on my sales career over the last five years and see how I achieved ...

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The Top 5 Reasons New Sales Reps Fail [Roundup]

Apr 21, 2017 8:53:50 AM - By Sales for Life

Welcome to your sales weekly roundup for April 14-21. This week we’re checking out the top 5 reasons new sales reps fail, why your SDR team is pissing off ...

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I Tested Which InMails Got The Best Response Rates—Here Are The Results

Apr 20, 2017 11:18:21 AM - By Jamie Shanks

First of all, if you as a sales professional are feeling, or you as a leader are hearing, that LinkedIn InMails “just don’t work,” it’s user error, not medium ...

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Enhancing Account Based Sales Development With Social Strategies

Apr 19, 2017 2:07:01 PM - By Ron De Appolonia

Our latest research shows that beyond traditional tactics, social is the most employed channel for ABSD.

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Why Coaching Top Reps Is Silently Killing Your Sales Force

Apr 18, 2017 12:25:46 PM - By Bob Marsh

As a sales leader, you don’t need me to tell you that the pressure of hitting your number leaves you awake in the middle of the night. Not only does your job ...

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6 Elements of Winning Sales Calls [Roundup]

Apr 14, 2017 11:00:00 AM - By Sales for Life

Welcome to your sales weekly roundup for April 7-14. This week we’re checking out an awesome infographic on the science of winning sales conversations from ...

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How Social Selling Supercharges Sales Fundamentals

Apr 13, 2017 10:02:50 AM - By Amar Sheth

What’s the goal of using social selling in the overall sales process? It’s simple – it’s the same as sales overall: to build relationships that drive revenue. ...

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3 Reasons Video Trumps All Other Sales Tools Right Now [Infographic]

Apr 11, 2017 2:15:15 PM - By Julia Manoukian

 Have you tried video as a sales tool yet? If not, odds are you're missing out. 

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How To Measure Social Selling At Every Stage of The Sales Process

Apr 10, 2017 12:18:00 PM - By Jamie Shanks

At Sales for Life, we field thousands of discovery calls every year about social selling. And you might be surprised to learn that the most common question we ...

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7 Reasons No One Is Returning Your Calls [Roundup]

Apr 7, 2017 11:40:58 AM - By Sales for Life

Welcome to your sales weekly roundup for March 31 - April 7. This week we’ve got 7 killer insights why no one is returning your sales calls, what makes a great ...

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The Perfect Social + Account-Based Cadence [Checklist]

Apr 5, 2017 11:22:12 AM - By Julia Manoukian

Our latest research shows 66% of B2B sales leaders say social strategies are "absolutely crucial" to account-based sales development (ABSD).  

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Top 4 Misconceptions You Have About Social Selling

Apr 4, 2017 12:26:26 PM - By Julia Manoukian

One of the biggest barriers to investing in social selling is convincing yourself it's truly worth it. Despite the overwhelming evidence that social sellers ...

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Setting Yourself Up To Crush Quota With Your Channel Sales Team

Apr 3, 2017 11:32:26 AM - By Jen Spencer

With the benefits of a channel program so well-established for any business looking to extend its reach into new, unexplored markets (and amp up its ROI in ...

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Sales Reps, Stop Asking Leading Questions [Roundup]

Mar 31, 2017 1:10:56 PM - By Sales for Life

Welcome to your sales weekly roundup for March 24-31. This week we’ve got three key points to maximize the power of consultative selling, why women make better ...

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Radical Expansion: 2 Proven Approaches for Engineering Growth Using CRM Reports

Mar 30, 2017 11:15:32 AM - By Christian Kinnear

A great CRM is like a fast car; like a Ferrari. You have it because you want to drive fast, but from time to time, you need to check your mirrors and see ...

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When Aiming To Be At The Top In Social Selling, Start At The Bottom

Mar 28, 2017 11:32:58 AM - By Laurence Minsky

In “How B2B Sales Can Benefit from Social Selling,” an article I wrote with Keith Quesenberry for the Harvard Business Review, we cited a LinkedIn survey that ...

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The Elusive Hockey-Stick Sales Curve [Weekly Roundup]

Mar 24, 2017 2:06:06 PM - By Sales for Life

Welcome to your sales weekly roundup for March 17-24. This week we’re dispelling myths of unicon-style growth created by Silicon Valley sweethearts, exploring ...

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Using Video to Boost the Effectiveness of Multi-Touch Prospecting

Mar 23, 2017 1:35:58 PM - By Tyler Lessard

Delete. Delete. Delete.

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Probability of Success Based On Warmth of Call [Infographic]

Mar 22, 2017 10:36:40 AM - By Julia Manoukian

Cold calling vs social selling: what approach sees better results? There might be a long-standing debate in the market, but numbers don't lie.

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Building Something From Nothing: Secrets To Leading High-Growth Revenue Teams

Mar 21, 2017 11:00:00 AM - By Michael Pici

The secret to leading high growth teams is that there is no secret on how to lead high growth teams.

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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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The Best Sales Prospecting Email Ever [Weekly Roundup]

Mar 17, 2017 9:27:44 AM - By Sales for Life

Welcome to your sales weekly roundup for March 10-17. This week we’ve got the best sales prospecting email you’ve ever seen (if you’ve seen something better, ...

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The Biggest Flaw In Your Partner Sales Process

Mar 16, 2017 12:17:15 PM - By Jen Spencer

Like in any area of business, the channel has its do’s and don’ts, its conventional wisdom about the best ways to operate and profit. But as partnering ...

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The Definitive Guide to Social Selling for Sales Leaders [eBook]

Mar 15, 2017 2:17:56 PM - By Julia Manoukian

Here's the concrete framework we've tested with over 75,000 sales professionals to drive sales outcomes with social selling. 

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Six Steps To Social Selling Readiness—Where Do You Fall?

Mar 13, 2017 1:10:00 PM - By Jamie Shanks

No matter how effective an organization is at traditional selling principles, it will start its digital transformation from simple beginnings. For hundreds of ...

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Could Social Selling Be Your Biggest Opportunity This Year? [Roundup]

Mar 10, 2017 12:17:33 PM - By Sales for Life

Welcome to your sales weekly roundup for March 3-10. This week we’ve got social selling secrets from a LinkedIn power user, 3 great things sales managers do ...

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6 Steps To Build A World-Class Sales Development Team [Infographic]

Mar 9, 2017 12:08:28 PM - By Sales for Life

Motivated reps, attainable quotas and an effective management structure are at the heart of any sales team. If teams don't have these basic building blocks, ...

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The Value of Social: No One Ever Asked “What’s The ROI of The Phone?”

Mar 8, 2017 11:18:12 AM - By Amar Sheth

When it comes to deploying social selling – programs, tools or both – we all want to see the ROI.

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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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The New Sales Imperative [Weekly Roundup]

Mar 3, 2017 2:31:42 PM - By Sales for Life

Welcome to your sales weekly roundup for February 24-March 3. This week we’ve got the latest from HBR from CEB’s finest, End-of-Pipeline-Management Advice from ...

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96% Of Fortune 500 Companies Are Losing Market Share - Don't Join Them

Feb 28, 2017 12:18:28 PM - By Amar Sheth

This morning, one of our sales professionals was having a meaningful conversation with a potential client. The client already has a social selling program ...

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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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Horrible Sales Emails II And How Social Selling Can Help

Feb 24, 2017 10:52:13 AM - By Julia Manoukian

Most salespeople have sent and received their fair share of unwelcomed emails. They wake up, check their inbox, and glaze over rows upon rows of standard ...

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From the Experts: The #1 Problem For Salespeople in 2017 [Weekly Roundup]

Feb 24, 2017 10:31:45 AM - By Sales for Life

Welcome to your sales weekly roundup for February 10-17. This week we’re checking out the #1 problem for modern salespeople, Altimeter’s latest report on ...

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The Status Quo Is No Longer Viable: Let’s Measure Marketing Like Sales

Feb 23, 2017 12:53:01 PM - By Jamie Shanks

How do you nurture a culture of alignment if you’re not even in the same city? The biggest fundamental challenge to sales and marketing teams today is exactly ...

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A Battle-Tested Process For Account-Based Sales Success [Infographic]

Feb 22, 2017 10:14:47 AM - By Julia Manoukian

What is the best account-based sales routine out there? We gathered and tested data-driven processes from sales innovation leaders such as TOPO, Trish Bertuzzi ...

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Building A Social Selling Ecosystem [Video]

Feb 21, 2017 1:29:19 PM - By Sales for Life

Tired of missing sales? Maybe it's time to take a page out of Grant Cardone's book. The best-selling author, international speaker and real estate ...

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How Does Social Selling Help Lower Customer Acquisition Cost?

Feb 20, 2017 10:00:00 AM - By Jamie Shanks

From a granular point of view, how does social selling help actually lower customer acquisition cost? This is something I think a lot of VPs are wondering ...

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Why Your Best Sales Reps Are Leaving [Infographic]

Feb 17, 2017 11:40:14 AM - By Sales for Life

Research shows that the churn rate for salespeople, 15.9%, is higher than average compared to other types of professions, 14.3%. If sales leadership wants to ...

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From the Experts: 100 Sales Tips for 2017 [Weekly Roundup]

Feb 17, 2017 11:27:53 AM - By Sales for Life

Welcome to your sales weekly roundup for February 10-17. This week we’re checking out Salesforce’s latest ebook, how sales managers can avoid being blindsided ...

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How To Align With The Modern Buyer

Feb 16, 2017 2:34:34 PM - By Nicholas_Reilly

Within the past 20 years, every aspect of your life has been affected by the ‘digital age.’ Companies like Uber, Spotify and Amazon are improving our everyday ...

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Top 3 Sales Kickoff Challenges

Feb 16, 2017 2:21:03 PM - By Jamie Shanks

The single biggest reason that social selling adoption is failing in organizations is because of the frontline sales managers. There's a host of other ...

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Bias In Sales: Will It Help, Haunt or Harm You?

Feb 15, 2017 12:46:08 PM - By Amar Sheth

Although the term bias is generally viewed as negative, in the world of sales you want bias. Here's why.

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The Perfect Social Selling Routine [Checklist]

Feb 14, 2017 11:53:25 AM - By Julia Manoukian

What is the perfect social selling routine? We crowdsourced from 75,000 sales professionals to find out. 

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If Iron Man Was In Sales, He’d Be A Social Seller—Here’s Why

Feb 13, 2017 11:35:44 AM - By Amar Sheth

This blog is for all you inner geeks, superhero and Hollywood movie watchers.

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5 Skills Innovators Share (Plus 1 They Don't)

Feb 12, 2017 11:00:00 AM - By Jamie Shanks

Innovators do what others can't – most of the time. Companies that excel at innovation tend to upend the market and send competitors scrambling. To become one ...

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Did LinkedIn Just Drop Your SSI Score?

Feb 10, 2017 11:22:06 AM - By Amar Sheth

Walking into the office today on Friday, February 10, 2017 has been interesting.

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The Future of Automation and Job Loss Is Right Now [Weekly Roundup]

Feb 10, 2017 11:00:00 AM - By Sales for Life

Welcome to your sales weekly roundup for February 3-10. This week we’re exploring how AI has already started replacing jobs (are you next?!), a new charter for ...

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Following The Buyer's Will: How To Improve Sales And Marketing Alignment [Infographic]

Feb 9, 2017 11:28:24 AM - By Julia Manoukian

It's now or never: if leaders want to stay up to date with today's B2B buyers they must embrace new organizational, collaboration, and compensation models. ...

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76% Of Salespeople With Navigator Send Zero InMails Every Month

Feb 8, 2017 11:05:53 AM - By Amar Sheth

Congratulations. You've just purchased LinkedIn Sales Navigator. To your right awaits your customer relationship manager, waiting to train you on all the ...

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How One Company Used Social Selling To Close Deals 42% to 185% larger

Feb 7, 2017 10:12:43 AM - By Cameron Brain

Social selling is past its buzzword days. For the most part, sales leaders now recognize it as a legitimate sales methodology. It works. They see how properly ...

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Why The Business Of Interruption Is Coming To An End

Feb 6, 2017 11:12:50 AM - By Amar Sheth

In the not too distant future, the connection economy will crush lazy brands and businesses like never before. The traditional reach, influence and power that ...

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Are You A Digital Or Analog Sales Leader? [Weekly Roundup]

Feb 3, 2017 11:00:00 AM - By Sales for Life

Welcome to your sales weekly roundup for January 29-Feb 4th. This week we’ve got the benefits of negotiation tactics, operation challenges with ABM and the ...

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13 Clear-Cut KPIs for #TeamRevenue To Measure Social Activity

Feb 3, 2017 11:00:00 AM - By Amar Sheth

Did you know that there's thousands of organizations worldwide that have kickstarted their very own social and digital selling methods? That's exciting. As the ...

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Hunting With A Spear: 3 Tactics To Use Social In ABSD

Feb 1, 2017 11:58:00 AM - By Dave Howe

There’s been a lot of hype in the market recently about account-based sales development. Here at Sales for Life we believe at the core of account-based sales ...

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4 Benefits To Gamifying The Sales Process And How To Start Now

Jan 31, 2017 12:56:43 PM - By Jen Spencer

The word “gamification” gets thrown around so much these days that, if you haven’t had any experience with it, you might imagine that it’s just another social ...

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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 Effectively Respond to Sales Objections [Infographic]

Jan 29, 2017 11:00:00 AM - By Julia Manoukian

Ever been on a call with a prospect when they bring up an objection you have no idea how to answer? 

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Pushy Sales Strategies Don't Work Like They Used To [Video]

Jan 27, 2017 1:21:26 PM - By Sales for Life

It's no secret: cold calling, traditional emails and other interruptive sales strategies don't work like they used to. Why? Because the internet has empowered ...

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The Future of Sales Is Not AI, It's You [Weekly Roundup]

Jan 27, 2017 11:25:17 AM - By Sales for Life

Welcome to your sales weekly roundup for January 22-28. This week we’ve got your role in the future of sales, steps to increasing the probability of crushing ...

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It's Not A Sales Cycle, It's A Buyer's Journey [Infographic]

Jan 26, 2017 10:19:34 AM - By Julia Manoukian

We all want to strike gold. Whether you're a buyer looking for the right solution or a seller looking to make that legendary sale, the perfect deal is like ...

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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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The Sales Tools I Can’t Live Without

Jan 24, 2017 11:31:42 AM - By Michael Pici

This might sound strange but I’m going to start this post off by saying I’m not a big advocate of sales tools. What I mean by that is I firmly believe that ...

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A Look Into The New LinkedIn User Experience [With Screenshots]

Jan 23, 2017 10:42:23 AM - By Dave Howe

There’s been a lot of talk in the market about upcoming changes to LinkedIn’s user experience (UX). Many people in the United States have already started ...

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Sales Leaders: You Don’t Need Permission To Use Social Selling

Jan 22, 2017 11:00:00 AM - By Amar Sheth

If you believe that technology is changing the world faster than ever before in our civilization, you’re not wrong. It is. And it’s not stopping.

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From The Experts—Solutions To 5 Of Today's Typical Sales Problems

Jan 20, 2017 2:22:52 PM - By Julia Manoukian

A few months ago, 72% of sales leaders and professionals told us their top priority was converting contacts and leads into customers. We also found out ...

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LinkedIn Desktop Redesign Is Finally Here [Weekly Roundup]

Jan 20, 2017 1:17:20 PM - By Sales for Life

Welcome to your sales weekly roundup for January 15-21. This week we’ve got the best of LinkedIn’s redesign, how to survive as a sales leader in the digital ...

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Less Reps, More Revenue: 4 Ways Social Increases Baseline Performance

Jan 19, 2017 11:22:27 AM - By Amar Sheth

Are you being tasked with doing more with less? Increasingly, more sales leaders are. This is the new world that we're living in.

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Top Strategies For Sales Enablement Success in 2017 [Infographic]

Jan 18, 2017 11:14:14 AM - By Julia Manoukian

Today, more and more companies are assigning dedicated sales enablement functions. But the majority of these sales enablement teams are still getting their ...

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3 Reasons To Use Video In Your Prospecting

Jan 17, 2017 10:31:18 AM - By Jon Spenceley

Video seems to be everywhere these days. Your prospects are watching marketing videos on your website, seeing videos on Facebook and Instagram, and getting ...

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How To Meet Business Outcomes Using Social Selling

Jan 16, 2017 1:07:43 PM - By Jamie Shanks

So many companies we’ve been working with for years have attempted to start their own social selling program, which I like to call ‘spits and farts’.

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The Biggest Influencer Of Your LinkedIn SSI Score

Jan 13, 2017 2:46:21 PM - By Amar Sheth

As an active social selling organization, it’s imperative that you focus on driving your SSI score up. And the reason we say that is because the SSI score is a ...

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It's About Priority, Not Budget [Weekly Roundup]

Jan 13, 2017 1:52:01 PM - By Sales for Life

Welcome to the weekly roundup for January 8-14. This week we’ve got a deep dive into sales enablement, the ABCs of business, the rebirth of BANT, and sales ...

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The New Buying Journey: 10 Data-Backed Mistakes Sales Teams Make [Infographic]

Jan 12, 2017 11:59:17 AM - By Julia Manoukian

It’s undeniable that sales teams want to attract, retain and grow customers. But unfortunately, many are losing deals before they even conduct that first sales ...

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Are Salespeople Allergic to Content?

Jan 11, 2017 11:47:00 AM - By Amar Sheth

It’s a fact, it’s real. And there is no point of ignoring it. Salespeople are allergic to content. The reasons are far and they’re varied and the list is long, ...

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7 Essentials For Building A World-Class Account Based Sales Development Team

Jan 10, 2017 10:30:00 AM - By Jon Miller

The Account Based Everything model is built on the discipline of sales development. In a successful ABE strategy, you can’t just hire a bunch of young Sales ...

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How To Build A Social Selling Pilot Program That Drives Business Results

Jan 9, 2017 12:13:09 PM - By Jamie Shanks

When it comes time to choose a group of salespeople for a successful social selling pilot group, there are many variables to consider. Does age matter? What ...

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10 Presentation Skills to Crush Your Next Sales Meeting

Jan 8, 2017 11:00:00 AM - By Dave Howe

As a sales professional, presentations are no doubt a big part of your job. However, many sales pros think about the what, but not the how of presentations. ...

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Top Sales Experts’ Predictions for 2017 [Weekly Roundup]

Jan 6, 2017 10:30:00 AM - By Sales for Life

Welcome to the weekly roundup for January 1-7. This week we’ve got 9 expert sales predictions about the new year, how sales teams can leverage video content, ...

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New Research: The Impact of Social Selling

Jan 6, 2017 10:30:00 AM - By Julia Manoukian

Garnering insights from hundreds of sales, marketing and enablement leaders and professionals worldwide, the first bi-annual “Social Selling 2017 Trends” ...

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Cold Calling: The Salesperson’s Paradox

Jan 4, 2017 9:54:10 AM - By Amar Sheth

Seth Godin’s words drip in gold. Actually, that would be an understatement.

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The #1 Motivation For Channel Sales Reps (Hint: It's Not Money)

Jan 3, 2017 10:46:29 AM - By Jen Spencer

The personal touch, the sincere handshake from a knowledgeable salesperson who a client can tell cares, is one of the most important elements to a channel ...

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The One Salesperson Who Will Never Be Replaced By AI

Jan 3, 2017 10:24:45 AM - By Amar Sheth

If you believe that this is truly the age of the customer, as Forrester says it is, then customers are firmly in the seat of control. Customers are driving a ...

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4 Hot Leadership Books To Watch Out For in 2017

Dec 30, 2016 11:00:00 AM - By Sales for Life

Christmas might have just passed, but that doesn’t mean you still can’t spread the gift of knowledge. The best sales managers know how to inspire, innovate and ...

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Top 10 Blog Posts of 2016 for Sales Leaders

Dec 29, 2016 11:00:00 AM - By Sales for Life

HBR recently published a post that stated innovative leaders manage risk, demonstrate curiosity, and seize opportunity better than non-innovative ones. Whether ...

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Top Infographics To Keep You Crushing Quota Into The New Year

Dec 28, 2016 11:00:00 AM - By Sales for Life

How has the sales floor evolved from the inefficient ego factory of the past? What’s worse than not hitting your quota? How do you know if you’re helping your ...

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Top 5 Tactical Sales Tips of 2016

Dec 27, 2016 11:00:00 AM - By Sales for Life

The data is in—our audience loves tactical content. Sales leaders and professionals alike seem to consume and share actionable tips like wildfire.

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Do You Believe In The Ghost of Selling Yet To Come? Don't Be The Scrooge Of Sales [With Data]

Dec 26, 2016 11:00:00 AM - By Amar Sheth

The day is already here where our buyers are really different. And if you don’t believe that, then you’re in for a big, big Christmas surprise.

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Top 5 Sales Infographics of 2016

Dec 23, 2016 10:28:56 AM - By Julia Manoukian

As the year comes to a close, we couldn't help checking our top performing insights. It's no surprise most of them turned out to be infographics. Our audience ...

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Hiring Rockstars And Winning More Deals [Weekly Review]

Dec 23, 2016 10:28:30 AM - By Sales for Life

Welcome to your sales weekly roundup for December 18-24. This week we’ve got the winning formula to hiring A-players, new expectations for CMOs, unheard of ...

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Social Sellers Vs. Non-Social Sellers [Videographic + Research]

Dec 22, 2016 12:26:24 PM - By Julia Manoukian

What do hundreds of sales, marketing and sales enablement leaders and professionals think about social selling? Our latest research set to find out. 

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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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Will Sales Professionals Get Disrupted By Technology?

Dec 19, 2016 11:45:26 AM - By Amar Sheth

Where were you on December 7, 2016? I believe that’s a question we’ll all ask in the future or one that will be overlooked despite the day’s importance.

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15 Easy Ways To Incentivize Your Sales Team [Infographic]

Dec 18, 2016 11:00:00 AM - By Julia Manoukian

With the holidays just around the corner, your sales teams' productivity might be at an all-time low. How can you keep your team pumped in the days before the ...

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3 Hot Sales Tools To Look Out For in 2017

Dec 16, 2016 10:00:00 AM - By Dave Howe

As 2017 is just around the corner, I thought I’d shed some light on a few new exciting sales tools that have come to my attention recently. These tools are big ...

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Sales Weekly Roundup: What Pisses Inside Sales Managers Off?

Dec 16, 2016 10:00:00 AM - By Sales for Life

Welcome to your sales weekly roundup for December 11 - 17th. This week we’ve got what pisses inside sales managers off, how salespeople work differently across ...

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Could Facebook Be The Newest Social Selling Tool?

Dec 15, 2016 11:04:30 AM - By Amar Sheth

Is Facebook moving into the social selling space? And if so, could Facebook be the next LinkedIn killer? Members at Facebook’s development team revealed to ...

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Common Mistakes of Sales Automation And How To Fix Them

Dec 14, 2016 10:56:34 AM - By Lee Gladish

The sales industry has changed in so many ways since I first started. Salespeople are no longer the gatekeepers of product knowledge or pricing. This is now ...

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New (LinkedIn) Interface, Old Lessons: Why Top Sales Teams Manage Change

Dec 13, 2016 9:50:08 AM - By Amar Sheth

There have been stirrings in the market about changes to the LinkedIn UX (user experience). I’ll be the first to admit these changes are inevitable. Just like ...

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Mindset, Skillset, Toolset: A Proven Path For Scaling Sales Success

Dec 12, 2016 11:18:03 AM - By Sales for Life

Technology is constantly evolving and companies are now realizing the benefits it can bring to every level of their organization. 

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Sales Roundup: Float Like A Butterfly, Sting Like A Bee: Killer Sales Combos

Dec 9, 2016 12:57:23 PM - By Sales for Life

Welcome to your sales weekly roundup for December 4 - 10th. We’ve got everything you need to know on the ultimate sales strategy combo, software predictions in ...

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Beyond The Classroom: Why Sales Training Is Close to A Tipping Point

Dec 9, 2016 12:47:55 PM - By Sales for Life

Sales training is nearing a tipping point: Investment in scheduled, classroom-based training is expected to stay flat in the years ahead, while investment in ...

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No Shortcut To Success: Why LinkedIn Does Not Equal Being A Social Seller

Dec 8, 2016 11:22:23 AM - By Jamie Shanks

Here is simple analogy: my sister-in-law, a lovely woman, owns a car with my brother in law. My sister-in-law, for most of her life, has always lived in the ...

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3 Must-Haves When Building a Channel Partner Program

Dec 6, 2016 11:00:00 AM - By Jen Spencer

The New Year means new starts, new opportunities, and new commitments. For businesses, it can be a time to start implementing a new strategy that promises a ...

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The Tugboat Vs The Lighthouse: Beating Barriers To Quota Attainment

Dec 5, 2016 2:21:53 PM - By Jamie Shanks

As a sales professional and more importantly an entrepreneur for most of my professional career, I have had a number of times where I wasn’t going to hit ...

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7 Apps For Sales Leaders To Reduce Stress

Dec 2, 2016 11:39:40 AM - By Sales for Life

Leadership doesn't have to equal high blood pressure. It's true that as the leader, people count on you to make the tough decisions. However, getting stressed ...

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Sales Weekly Roundup: Enablement, Prospecting Rates & Sales Growth

Dec 2, 2016 11:00:10 AM - By Sales for Life

Welcome to your sales weekly roundup for November 27 - December 3. This week we’ve got collaboration in enablement, increasing email prospecting rates, finding ...

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The Rise Of The Modern Sales Pro, What It Takes To Survive In 2020

Dec 1, 2016 10:28:32 AM - By Julia Manoukian

What is the future of sales? How do businesses and sales professionals get ready for the coming artificial intelligence wave? What is the importance of ...

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New Research: Social Sellers Vs. Non-Social Sellers [Infographic]

Nov 30, 2016 9:42:24 AM - By Julia Manoukian

We asked over 500 sales, marketing and sales enablement professionals: who gets the better ROI when it comes to volume of new customers and hitting revenue ...

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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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Low-Risk Approach To Launching Social Selling In Your Organization

Nov 28, 2016 12:53:45 PM - By Jamie Shanks

Social selling has been in the market for at least four years now. And in those four years we’ve trained 300 customers. I recently pulled data from our CRM and ...

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Attention Marketing: You’re Now Responsible For Quota Attainment

Nov 25, 2016 2:08:44 PM - By Jamie Shanks

Jason Lemkin the past CEO of EchoSign and the now founder of the SaaStr fund, wrote an article a year or two ago on the SaaStr blog that talked about how like ...

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Sales Weekly Roundup: What Works in Sales Calls, SKO Best Practises & More

Nov 25, 2016 1:39:09 PM - By Sales for Life

Welcome to your sales weekly roundup for November 20-26. This week check out some awesome research by Gong.io, OnePageCRM, LinkedIn and a few SKO speaker best ...

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Take A Bite Of Out These Pies: 8 Stats About The State Of Sales [Infographic]

Nov 24, 2016 11:45:37 AM - By Sales for Life

Modern sales is stuffed with tricks, tools and tactics to give salespeople a leg up. But as buyers inboxes get more cluttered and social feeds more crowded, ...

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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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Top 3 Infographics On Planning The Perfect Sales Kickoff

Nov 22, 2016 1:20:39 PM - By Julia Manoukian

A company’s SKO is arguably the most important event of the year. Teams celebrate wins, learn from losses and get amped for the next year of quota-crushing ...

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Show Me The Money: Measuring Social Selling ROI for Sales Leaders

Nov 21, 2016 12:33:35 PM - By Amar Sheth

While much has been written about how to calculate the ROI of social selling, virtually nothing has been published on overall frameworks that can be used from ...

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4 Steps to Content Curation for Sales & Marketing Professionals

Nov 20, 2016 7:00:00 PM - By Dave Howe

As social sellers, it is imperative that we constantly share valuable information and insights with our networks. This is essentially what separates us 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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Sales Weekly Roundup: State of Sales, Quality Training & Digital Strategy

Nov 18, 2016 11:17:35 AM - By Sales for Life

It’s your sales weekly roundup for November 13-19. This week Salesforce released their second annual State of Sales report — we’ve included the highlights, but ...

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Digital Sales Engine Live Today

Nov 17, 2016 10:21:23 AM - By Julia Manoukian

The day is here! Digital Sales Engine, the virtual event on building your ideal tech stack, is now live!

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High Quality Prospecting for Broke Sales Teams

Nov 16, 2016 11:49:31 AM - By Julia Manoukian

There are a ton of tools out there for sales teams to prospect, but the reality is most of them are costly. A lot of smaller companies can’t afford these ...

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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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10 Quotes To Get You Amped About Crushing Quota Right Now

Nov 13, 2016 11:00:00 AM - By Julia Manoukian

In the information age, salespeople are blessed with a myriad of tools to help them sell. These tools provide exciting opportunities to crush quota, allowing ...

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True Social Selling Programs Start From The Inside-Out

Nov 11, 2016 10:19:05 AM - By Amar Sheth

Expertise can’t be gained overnight. If you’re a believer in big data and how stories can be used to identify trends, you’ll agree with Malcolm Gladwell’s ...

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Sales Weekly Roundup: B2B Sales Tactics, Training & Hashtagging

Nov 11, 2016 10:09:07 AM - By Sales for Life

Welcome to the sales weekly roundup for November 6-12. This week we’ve got new research on the benefits of social selling in the B2B space, what leaders need ...

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What Can Millennials Learn From Old Schoolers About Digital Selling?

Nov 10, 2016 1:30:54 PM - By Jamie Shanks

There was a great statistic that Justin Shriber, the Head of Marketing for LinkedIn Sales Solutions, presented at our digital growth conference in 2016. This ...

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Where Human And Machine Meet: The Awakening Of AI in Sales [Infographic]

Nov 9, 2016 8:34:05 AM - By Julia Manoukian

Not so long ago, in a galaxy right under our noses, AI innovation has reached almost light-speed, allowing organizations to sell like never before.

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Is Account Based Sales Development Right For Your Organization?

Nov 8, 2016 10:47:42 AM - By Jon Miller

Account Based Sales Development (ABSD) is a huge step forward for the world of sales development. It's much more sophisticated and effective than ‘hitting the ...

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Inbound, The Art Of & Sales 3.0: Events for Sales Leaders Around The World

Nov 7, 2016 2:11:42 PM - By Julia Manoukian

Change happens fast. In the past 20 years we have seen more technological innovation than in the 80 years prior. Mobile is overtaking desktop, social is ...

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5 Ways To Motivate Your Sales Force

Nov 6, 2016 11:00:00 AM - By Dave Howe

Motivation is not a constant. And anyone who tells you otherwise is lying...

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Sales Weekly Roundup: AI, Generation-C & Killer LinkedIn Profiles

Nov 4, 2016 10:00:00 AM - By Julia Manoukian

Welcome to your sales weekly roundup. This week we’ve got some powerful content on the rise of AI in sales and what that means for management, the death of ...

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Old Metrics, New Metrics or Both?

Nov 4, 2016 10:00:00 AM - By Amar Sheth

Peter Drucker, the often-cited management consultant guru, bestows his sage advice to corporate leaders when he says “You can’t manage what you don’t measure.”

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Build Relationships, Drive Revenue: A Checklist for Social Selling Success

Nov 3, 2016 11:26:33 AM - By Amar Sheth

I present this diagram to you to visually illustrate what social selling is and what it isn’t. If social selling can be broken down to its most logical ...

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5 Proven Strategies for Sales Growth [Infographic]

Nov 2, 2016 12:28:41 PM - By Julia Manoukian

How can sales leaders drive above market growth in today’s digital world?

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4 Strategies to Optimize Your Partner Sales Process

Nov 1, 2016 10:08:50 AM - By Jen Spencer

No matter what you’re selling, by now you’re probably well aware that a healthy channel partner program can be one of your most powerful tools for generating ...

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What Is The Real Evidence For Cold Calling Effectiveness?

Oct 31, 2016 12:23:38 PM - By Ron De Appolonia

Over the past little while I have seen a battle brewing between those who say cold calling is dead and those who claim it is alive and well (and that any ...

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Increase your Content Consumption With These Tricks

Oct 30, 2016 11:00:00 AM - By Dave Howe

As a modern business professional—particularly a sales professional, you need to constantly consume content. Consuming content allows you to remain current and ...

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20 Sales Situations We Can All Relate To (In GIFs & Images)

Oct 28, 2016 11:27:42 AM - By Jose Sanchez

The day-to-day lives of salespeople are full of emotional highs and lows. We've hand-picked 17 of the best GIFs and images that represent how modern sales pros ...

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Sales Weekly Roundup

Oct 28, 2016 11:25:58 AM - By Julia Manoukian

Every day there are hundreds of blog posts published about what’s hot in sales. Problem is: most salespeople are too busy to mine the best insights in the ...

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Reaching The Modern Buyer [Videographic]

Oct 27, 2016 10:09:36 AM - By Julia Manoukian

The modern B2B buyer has changed — what can your organization do about it? 

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Stop Selling Like It’s 1900, Start Selling How The World Is Buying

Oct 26, 2016 11:05:35 AM - By Amar Sheth

The reality is that someday, over time, most companies are going to embrace social selling. We’re still very much in the early adopter phase of the maturity ...

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Why Social Listening Is Important To Your Sales Team

Oct 25, 2016 11:15:17 AM - By Cameron Brain

One of the most exciting aspects of social selling is that it applies to all types of organizations and teams. And yet, whenever marketing suggests that sales ...

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Beyond Net Promoter Score: How To Secure The Qualified Introduction

Oct 25, 2016 10:02:31 AM - By Jamie Shanks

Listen, I’m a new logo acquisition guy. I’m always laser-focused on opening new doors, and winning new accounts. But as we scaled Sales for Life, we recognized ...

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When Should I Invest In LinkedIn Sales Navigator?

Oct 24, 2016 12:39:28 PM - By Amar Sheth

This seems to be one of the most popular questions we field from organizations worldwide. Stemming from the need to become more social in nature, sales teams ...

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Attracting And Keeping Sales Talent

Oct 23, 2016 7:00:00 PM - By Dave Howe

A topic that doesn’t receive nearly as much attention as it should is attracting and keeping sales talent. Sales pro turnover rates are 20-30%, which is nearly ...

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Are You Using LinkedIn Incorrectly?

Oct 21, 2016 10:19:44 AM - By Amar Sheth

The title may offend some while provoking others, but it’s with all seriousness that I share with you the risks of stopping too early.

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How To Get Sales Leaders To Eat Their Own Dogfood

Oct 20, 2016 1:23:20 PM - By Jamie Shanks

Getting leadership buy-in for a social selling program requires a two-pronged approach using data and behaviour. But before we dive into those two areas, there ...

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The Rise Of The Modern Salesperson [Infographic]

Oct 19, 2016 11:39:15 AM - By Julia Manoukian

Say you wanted to make a major purchase such as your first home. Would you immediately start attending showings, asking realtors their thoughts on the market, ...

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How To Scale Sales Success With The Ideal Tech Stack

Oct 18, 2016 12:36:00 PM - By Nicholas Reilly

Technology is constantly evolving and companies are now realizing the benefits that it can bring to every level of their organization.

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Is Outbound The New Inbound?

Oct 18, 2016 11:03:33 AM - By Paul Teshima

I want to start by differentiating automated outbound sales activities vs. outbound activities manually done by a salesperson. This article focuses on the ...

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Team Revenue: The Number One Predictor Of Sales Success

Oct 17, 2016 12:47:43 PM - By Jamie Shanks

At Sales for Life, we have created a special handshake between sales and marketing. We’ve also made marketing completely accountable for sales quota attainment ...

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5 Songs For Sales Teams To Stay Super-Motivated

Oct 16, 2016 11:00:00 AM - By Julia Manoukian

It's a time-honored tradition, stretching back to Edison's first phonograph. Sales teams gather together to blare inspirational music at each other and get ...

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Worst Sales Emails And How Social Selling Can Help

Oct 14, 2016 1:59:50 PM - By Julia Manoukian

Most salespeople have probably sent one or two not-so-great email in their lives. It’s natural. They’re pressed for time, distracted, or simply at the time ...

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7 Steps To Ensure Your Sales Team Is Using Social Selling Everyday

Oct 13, 2016 12:11:56 PM - By Amar Sheth

As the old adage teaches, starting matters but staying the course counts.

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The Reality of The Modern Buyer [Infographic Kit]

Oct 12, 2016 3:37:50 PM - By Jamie Shanks

The modern buyer has changed — what can you do about it?

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Reverse Image Search: A Little-Known Way to Research Your Prospect

Oct 11, 2016 2:49:49 PM - By Aki Merced

Salespeople who get the biggest deals and the best customers know that preparation is a major key. There’s no way around it. If you want to connect with a ...

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No Emojis, No Problem: The Do’s And Dont's Of Texting Prospects

Oct 11, 2016 2:48:41 PM - By Jason Whyte

Think using the phone as a sales tactic is dead? We’ve certainly written a lot about the demise of cold calling, but recent data points out the phone isn’t as ...

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6 Podcasts For Top Sales Leaders

Oct 9, 2016 11:00:00 AM - By Julia Manoukian

It's no secret salespeople spend a ton of time in transit. Whether commuting to work or to a meeting, they need constant food for thought in order to keep ...

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Is Social Selling Just Spying?

Oct 7, 2016 11:51:06 AM - By Amar Sheth

I call it “socially surrounding” the buyer but many people, in jest, call it spying. Call it what you will but the advantages are obvious: listening to what ...

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The Retention Game: Social Selling For Customer Success

Oct 6, 2016 12:06:03 PM - By Paulina Lizewski

There is a common misconception in the sales industry that social selling is a useful tactic for just inbound and/or outbound sales positions. People often ...

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The Building Blocks Of Social Selling [Slideshare]

Oct 5, 2016 6:18:59 PM - By Jamie Shanks

B2B buyers have changed. Not surprisingly, they now look for answers online. Unfortunately, most sales people haven't yet picked up on this.

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From A Moldy, Rented Basement to Canadian Profit Hot 50 In 4 Years

Oct 4, 2016 10:23:17 AM - By Jamie Shanks

Crying in a basement: I’ve been an entrepreneur, one way or another, for my entire life. I washed neighborhood cars in my parent’s driveway, I ran more than ...

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3 Sure-Fire Ways To Warm Up Your Cold Call

Oct 4, 2016 9:55:53 AM - By Alaysia Brown

As Mark McCormack so clearly stated, “All things being equal, people will do business with a friend; all things being unequal, people will still do business ...

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The Viral Formula: Secrets of LinkedIn Publisher

Oct 3, 2016 10:33:40 AM - By Dave Howe

Getting your LinkedIn Publisher posts to go viral is no easy feat. In my humble experience, it requires a careful combination of knowing your audience, proper ...

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Solving The Common Challenges Of Sales Coaching [Infographic]

Oct 2, 2016 11:00:00 AM - By Julia Manoukian

Great coaches aren't born; they're made through hard work, discipline and training. And it is exactly this attitude of dedication that allows ...

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Why The Majority Of Social Selling Programs Are A Complete Disaster

Sep 30, 2016 11:13:25 AM - By Amar Sheth

Incorporating social selling into any organization’s culture can be challenging. While enablement, marketing and sales leaders inherently realize this, ...

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Persistency & Consistency: Scaling Social Selling Within Your Team

Sep 29, 2016 1:19:43 PM - By Gaurav Dharmshaktu

Well Dreamforce’ 16 is here folks. Who is excited? I sure am. So are you guys ready for the biggest sales event of the year?  It’s going to be huge. I won’t be ...

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Social Selling Without Training Biggest Barrier To Success [New Research]

Sep 27, 2016 8:45:04 AM - By Jamie Shanks

The top three most influential trends in the world of sales today are social selling, account-based marketing and sales development technologies.

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Social Selling Really Isn’t About Selling

Sep 26, 2016 10:00:00 AM - By Jamie Shanks

The year was 2011: I had a failing business and I was going bankrupt. I was teaching inside sales best practices to companies around the Toronto region. The ...

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3 Visuals That Will Inspire Leaders To Spark Digital Change

Sep 25, 2016 11:00:00 AM - By Julia Manoukian

Priority, by definition, implies something — a process, a goal, a strategy — that is more important than all others. So by definition, having top five or even ...

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Case Study: Is Your Sector Falling Behind?

Sep 23, 2016 10:00:00 AM - By Ron De Appolonia

Early on in my career an extremely wealthy entrepreneur gave me advice in the form of a story that I still remember to this day. He told me of two men who were ...

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Social Selling Doesn’t Only Belong To Sales — Here’s Why

Sep 22, 2016 10:00:00 AM - By Jamie Shanks

Social selling programs that haven't been informed, built and scaled in collaboration with all members of team revenue — sales, marketing and sales enablement ...

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Ebook: A Step-By-Step Guide To Successful Social Selling Implementation

Sep 21, 2016 10:00:00 AM - By Julia Manoukian

Learn the steps to successful social selling implementation.

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Why Social Selling Is Like Losing Weight

Sep 20, 2016 10:00:00 AM - By Jamie Shanks

I want you to picture that you woke up on January 1, and you’re 15 pounds overweight from an unfortunately overindulgent Christmas.

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Why Social Selling Is More Than Just A BuzzWord

Sep 19, 2016 10:00:00 AM - By Julia Manoukian

Social selling is one of the hottest buzzwords in sales right now. If you don’t believe me, just take a look at how use of the phrase has been on a steady ...

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5 Apps To Improve Productivity For Salespeople

Sep 18, 2016 11:00:00 AM - By Julia Manoukian

Salespeople are busy. Whether you’re a C-level executive, a manager or a sales professional, it can be a challenge to keep juggling all the different tasks you ...

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Finding The Love of My Life Is Easier Than Buying From You (And It Shouldn't Be!)

Sep 16, 2016 10:00:00 AM - By Jose Sanchez

Why would anyone talk about B2B and B2C buyers like they are different species?

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Account-Based Sales Tactics With LinkedIn Navigator

Sep 15, 2016 2:35:22 PM - By Dave Howe

Account-based selling is all the talk these days. What you as a sales professional or leader might not know is that LinkedIn Navigator is an incredibly useful ...

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The Sales Battle: 3 Data-Backed Risks Of Not Social Selling [Infographic]

Sep 14, 2016 10:59:12 AM - By Julia Manoukian

The sales battle is ripe with competition. In the today's disruptive landscape, sellers are scrambling to step ahead and be the first ally in their buyers' ...

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Sales & Marketing Tunnel Vision Is Destroying Social Selling

Sep 13, 2016 9:48:22 AM - By Amar Sheth

Social selling is a term that is still entering the sales vernacular, but the definition of what defines a social seller is hasn’t been fully yet determined.

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Sleep Habits Of 21 Highly Effective Leaders [Infographic]

Sep 11, 2016 11:00:00 AM - By Julia Manoukian

In K. Anders Ericsson’s famous study of violinists, popularized by Malcolm Gladwell as “the 10,000-Hour Rule,” Anders found that the best violinists spent more ...

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Window Time: How Your Sales Team Can Create Original Insights

Sep 9, 2016 10:42:24 AM - By Julia Manoukian

We’ve heard time and time again questions about how we create so much content. There is a concept at our company called “Window Time.”

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Empowering Your Sales Force With Content [Infographic]

Sep 8, 2016 10:29:46 AM - By Julia Manoukian

Content isn't just for marketers. Sure, they create the content, but salespeople can use it to reclaim some of their selling power and attract buyers early on ...

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Why Hitting The Phones Doesn't Work

Sep 7, 2016 9:39:59 AM - By Jason Whyte

If I think back to my recent past in software sales, many of those organizations are still doing things, for the most part, the old-fashioned way. Upper ...

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A Framework For Scaling Your Sales And Marketing Machine

Sep 6, 2016 9:48:57 AM - By Julia Manoukian

The CEO of Sales for Life Jamie Shanks recently sat down with content lead Julia Manoukian to talk about his new book, Social Selling Mastery, a framework ...

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The Best Salespeople Act Like The Best Brands

Sep 4, 2016 11:00:00 AM - By Julia Manoukian

Everyone in sales has a secret weapon — so secret that most of them don't even know they have it. It's called the personal brand. In fact, the personal brand ...

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What Is Your Social Selling Routine Missing?

Sep 2, 2016 9:00:00 AM - By Dave Howe

Not only is it important to have social selling activity on a daily basis as sales professional today,  it’s important to have the right social selling routine.

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Social Selling 101: 3 Resources For Sales Leaders

Sep 1, 2016 3:40:34 PM - By Julia Manoukian

Want to jumpstart your social selling efforts? 

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World-Class Sales Professionals Use Social Selling [New Research]

Aug 31, 2016 11:26:21 AM - By Jamie Shanks

Fast forward to 2018: How do you jump two years ahead of the competition? Productivity is all about doing more in less time. If a sales team found a way to ...

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The Social Selling Trick Most Companies Miss

Aug 29, 2016 12:45:56 PM - By Amar Sheth

Social selling isn’t rocket science — but in many ways it’s treated like it is. There is definitely a right way and a wrong way of doing it. There are places ...

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7 Powerful Motivations For Doing Social Selling Right

Aug 28, 2016 11:00:00 AM - By Julia Manoukian

Social selling training is the same as learning any new skill: there's a right way to do it and a wrong way. Unlike most skillsets, however, training and ...

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Why Are Sales Teams Having Less Conversations?

Aug 26, 2016 2:01:17 PM - By Amar Sheth

Does this title surprise you as a sales leader or sales professional? It shouldn’t.

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Ahead Of The Curve: Using Data To Build High-Performance Sales Teams

Aug 25, 2016 10:30:00 AM - By Somen Mondal

The CEO of Ideal Somen Mondal recently spoke with Sales for Life about using data to build high performance sales teams. This is a segment of his interview. To ...

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Through The Ringer: Cold Calling Vs. Social Selling [Infographic]

Aug 24, 2016 10:46:03 AM - By Julia Manoukian

It's all the heat in the marketplace right now: social selling vs. cold calling. What strategy yields better results? Which one is obsolete? How to best use ...

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Touchdown: How To Score $250,000 Deals By Researching Your Buyer

Aug 23, 2016 10:30:00 AM - By Dave Howe

If you don’t understand your buyer today, you’re never going to be able to reach them. Just because it’s easier to find buyers through social channels like ...

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A Proven Path To Success: Your Guidebook For Social Selling Mastery

Aug 22, 2016 1:14:30 PM - By Jamie Shanks

Social Selling Mastery by Sales for Life CEO Jamie Shanks is the first strategic guide on how to implement a social selling program at scale. It is the key ...

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What Do Social Sellers And Pokémon Have In Common?

Aug 21, 2016 5:44:06 PM - By Julia Manoukian

The CEO of Sales for Life Jamie Shanks recently sat down with content lead Julia Manoukian to talk about why social sellers are here to stay. At a time where ...

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Social Selling Training in 2017: A Predictive Approach

Aug 19, 2016 11:53:16 AM - By Jamie Shanks

The next year in social selling training is going to see some huge jumps. Companies and individuals are going to be able to track their progress like never ...

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6 Skills For The Modern Sales Pro [Ebook]

Aug 18, 2016 10:36:03 AM - By Julia Manoukian

Learn what it takes to succeed in the modern sales environment.

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A Multi-Pronged Strategy To Win Impenetrable Accounts

Aug 17, 2016 11:30:02 AM - By Ron De Appolonia

Every sales professional can recount a story from experience about a target company or account that despite their best efforts, was impossible to penetrate. ...

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No Chill: The Ultimate Way To Warm Your Cold Call

Aug 16, 2016 11:26:02 AM - By Julia Manoukian

There's a time for chill and this is not it. When people say “no chill,” they are often talking about flailing around with undirected energy when you should be ...

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Think Executives Are Purely Rational? Think Again

Aug 15, 2016 12:53:18 PM - By Nicholas Reilly

A large number of companies try to sell their product or service to high-level executives. A myth has long swirled around the topic of executive ...

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Lead By Example: Igniting Behavioural Change With Executive Buy-In

Aug 15, 2016 11:46:50 AM - By Jamie Shanks

When it comes to implementing a social selling program, getting executive buy-in plays an essential role in a program’s success. How can leadership expect ...

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Spenders Take Note: 10 Financial Lessons from Warren Buffett

Aug 14, 2016 11:00:00 AM - By Julia Manoukian

Many people consider Warren Buffett one of the world's most successful investors. Just because he has a net worth of $65 billion, doesn't mean he throws money ...

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This Isn't Your Grandpa's Sales Team Anymore [Infographic]

Aug 12, 2016 10:31:45 AM - By Julia Manoukian

The role of a sales professional has evolved. There's no question about it. Gone are the days pounding on doors, taking clients out to the golf course or ...

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Dear Sales Leader: Here Are 6 Reasons Why We're Behind Our Competitors

Aug 11, 2016 9:58:04 AM - By Julia Manoukian

The truth doesn't have to hurt. The Titanic called itself “unsinkable” so much that it started believing its own hype, and everyone knows where that went. ...

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What Happened To My LinkedIn SSI Score When I Didn’t Share Content For 2 Months?

Aug 10, 2016 10:35:54 AM - By Amar Sheth

When you talk to most social sellers (yours truly included) we always advise sales professionals to share content with their social networks.

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How To Craft Messaging That Resonates With Your Buyer On LinkedIn

Aug 9, 2016 10:11:37 AM - By Neale Martin

I find the bulk of my success as an Enterprise SDR is predicated on my ability to craft insights-based messages that convert into offline conversations.

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The Unsung Heroes Of Social Selling Programs

Aug 8, 2016 1:05:32 PM - By Jamie Shanks

An unsung hero that social selling and digital selling has been having on sales organizations a lot of people haven’t been talking about is recruiting and ...

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12 Ways To Overcome Your Summer Sales Slump

Aug 7, 2016 11:00:00 AM - By Julia Manoukian

Ah, summertime and the livin' is easy. But the sales might not be. Executives and professionals tend to spend more time on vacation, with their families or ...

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How To Convince Old-School Executives Social Selling Is Worth It

Aug 5, 2016 10:20:28 AM - By Julia Manoukian

Social Selling Evangelist Jill Rowley recently sat down with our VP of Knowledge Transfer Dave Howe to talk about the recent surge of millennials in the ...

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Leaky Pipeline? Time To Change Channels [Infographic]

Aug 4, 2016 11:37:20 AM - By Julia Manoukian

As a sales leader, do you know what channels create the most opportunities? Maybe it's last month's email campaign. Or maybe it's that huge offline event you ...

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Selling In Reverse: How To Socially Ambush Like A Pro

Aug 3, 2016 1:46:48 PM - By Dave Howe

Social Selling is our specialty here at Sales for Life, so it’s a big part of everyone’s daily routine (if you're looking for a daily social selling routine ...

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Want Higher Profits And Faster Growth? Time To Align Sales And Marketing

Aug 1, 2016 12:00:00 PM - By Jeff Day

For most of business history, sales and marketing have worked independently with some disdain for each other. Marketing created ads and printed sales ...

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4 Key Traits Championship Baseball & Top Sales Teams Have In Common

Jul 31, 2016 12:00:00 PM - By Daniel Ku

Baseball, the good ol’ American pastime. A game where kids flock to the field during the summer and when stadiums come alive during every game. The experience ...

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The Channels With The Highest Conversion Rates Are… [New Research]

Jul 28, 2016 11:50:54 AM - By Ron De Appolonia

Implisit, an Information Technology and Services company acquired this year by Salesforce, analyzed the pipeline of hundreds of companies across the globe to ...

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Call Less, Close More: Smarter Selling Beyond 2020

Jul 27, 2016 11:07:27 AM - By Julia Manoukian

The CEO of Sales for Life Jamie Shanks recently sat down with Salesforce’s new Global Customer Growth and Innovation Evangelist, Tiffani Bova, to talk building ...

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The Ultimate Social Selling Routine For The Modern Sales Pro [Infographic]

Jul 26, 2016 12:11:22 PM - By Julia Manoukian

What is the perfect social selling routine? We crowdsourced from over 75,000 sales professionals to find out. The results are listed below.

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Why Your Social Selling Efforts Aren’t Where They Should Be

Jul 25, 2016 1:14:59 PM - By Jamie Shanks

Sales repetition is the mother of all learning.

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Think Outside The Clock: Why Sunday Is The Best Day To Sell

Jul 24, 2016 2:00:00 PM - By Dave Howe

If you’re like many sales professionals, you typically don’t work outside of the 9 to 5. You may even follow my successful social selling routine, which ...

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Secrets Of A Successful Sales Executive [Infographic]

Jul 22, 2016 1:36:06 PM - By Julia Manoukian

Spending time coaching your reps, putting together the right team, investing in the right tools. As a sales executive, are you helping your team succeed — or ...

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Digital Sales Camp Live Today

Jul 21, 2016 4:00:00 AM - By Julia Manoukian

Open the floodgates: Digital Sales Camp, the largest online learning event in the history of sales, is upon us!

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Sales Glossary: Social Media Marketing Vs. Social Selling

Jul 20, 2016 11:47:55 AM - By Julia Manoukian

Social media marketing and social selling operate as parts of a single mechanism for driving revenue, but only when sales and marketing work together ...

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20 Quotes On What It Takes To Build A High-Performance Sales Team

Jul 19, 2016 1:36:19 PM - By Julia Manoukian

Building a high-performance sales team isn't easy. Especially in the digital age, sales leaders and professionals are bombarded with content, information and ...

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Insights That Incite: Creating Action Ft. Tim Riesterer

Jul 18, 2016 1:29:08 PM - By Julia Manoukian

"Identify and amplify something that's important to the prospect that maybe they didn't even realize is as important as they thought — and you know it is." 

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You're Killing Your Customers: The 7 Deadly Sins Of Sales

Jul 17, 2016 11:00:00 AM - By Julia Manoukian

What's worse than not hitting your quota? Killing relationships with customers, that's what.

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Accelerate Sales And Marketing Alignment And Revenue: 6 Simple Steps [Infographic]

Jul 15, 2016 12:04:33 PM - By Julia Manoukian

Imagine this: sales and marketing working harmoniously together to drive leads, fill pipeline and skyrocket revenue. Sales-qualified leads are tightly defined, ...

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Relax, And Let A Millennial Do Your Job Ft. Jill Rowley

Jul 14, 2016 11:00:00 AM - By Julia Manoukian

Jill Rowley wants you to relax and let a millennial do your job. The reason? You’re not adapting fast enough.

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Sales Glossary: What Is An SSI Score?

Jul 13, 2016 11:00:00 AM - By Julia Manoukian

If you’re in sales, you’ve heard the term tossed around: SSI. Maybe you’ve heard your colleagues get upset when their SSI score drops. Maybe you’ve heard them ...

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How An SDR Books Meetings Without Picking Up The Phone

Jul 12, 2016 11:00:00 AM - By Neale Martin

As an SDR assigned to target accounts, it is my goal to connect with VP & C level decision makers at enterprise organizations on a daily basis.

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Build High Performing Sales Teams With The Right Processes Ft. Tiffani Bova

Jul 11, 2016 11:48:07 AM - By Julia Manoukian

Ask Tiffani Bova the one thing salespeople can do to be more customer-centric and her answer might surprise you: your sales metrics could be lying. 

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10 Easy Ways To Motivate Yourself For The Week [Infographic]

Jul 10, 2016 11:00:00 AM - By Julia Manoukian

A Monday morning, even one in the summertime, can be daunting. You're still in weekend-mode, cottage-mode, social-mode. And you've got a jam-packed week ahead ...

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It's H2H Not B2B: Why You Need To Stop Sending Unpersonalized Emails

Jul 8, 2016 9:39:43 AM - By Julia Manoukian

  An email inbox, even one with a work domain, is a personal space. Imagine walking down the street as someone approaches with a giant grin and says, "Hi ...

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How To Build An Inside Sales Powerhouse [Infographic]

Jul 7, 2016 1:47:35 PM - By Julia Manoukian

The modern buyer has revolutionized the way sales teams and leader operate. Buyers no longer rely on salespeople for information about their purchase, and ...

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Sales Glossary: What Are Buyer Personas for Sales?

Jul 6, 2016 11:49:19 AM - By Julia Manoukian

Know your buyer. Whether you’re in marketing or sales, we all know how important this statement is when targeting customers and crafting messages. Emails, ...

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4 Major Objections Every Sales Leader Has About Social Selling

Jul 5, 2016 11:04:30 AM - By Julia Manoukian

One of the biggest barriers to launching a successful social selling program is securing executive buy-in from upper management. Especially as Jill Rowley ...

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Beating Quota By 200% — How One Rep Did It [Success Story]

Jul 4, 2016 12:00:30 PM - By Julia Manoukian

“Jelle den Dunnen hides in the shadows and strikes ruthlessly against his competitors when they’re not looking.”

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Morning Rituals of 10 Millionaire And Billionaire Entrepreneurs

Jul 3, 2016 11:00:00 AM - By Julia Manoukian

Mark Zuckerberg wears the same T-shirt everyday to avoid wasting time deciding what to wear. Richard Branson swims around his island before sitting down for ...

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Dear Competitor: This Is How I Poach Your Clients

Jul 1, 2016 1:00:00 PM - By Ron De Appolonia

Each month thousands of organizations stop doing business with one company and start giving business to another. It’s commonplace, and in many cases the ...

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Broken Telephone: Why Buyers Won’t Call You Back

Jun 30, 2016 9:06:56 AM - By Dave Howe

There’s no doubt that as a sales pro, one of the biggest challenges of your job is when buyers don’t answer or return your calls. But why the radio silence ...

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8 Strategies For Beating Your Sales Goals Today [Infographic]

Jun 29, 2016 1:19:22 PM - By Julia Manoukian

How do I exceed my sales goals? That's one question every sales leader has in common. The truth is that crushing your sales goals is simple but not easy.

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Successful Social Selling: What’s Your Archetype? [New Data]

Jun 28, 2016 11:55:41 AM - By Julia Manoukian

What kind of social seller are you? Do you understand the value of social selling? Do you create your own content, or share pre-curated posts? How do you use ...

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The Strategies & Technologies You Need To Accelerate Revenue Today

Jun 27, 2016 1:47:48 PM - By Julia Manoukian

10,000 sales leaders and professionals, 35+ digital selling experts, 1 amazing online event. Thursday July 21 we’re hosting the world’s largest digital selling ...

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Sharpen The Saw: Top Leaders' Unusual Hobbies

Jun 26, 2016 7:00:00 PM - By Daniel Ku

Remember when you were young and the time for hobbies were endless? Your parents most likely signed you up for swimming, painting or sports. You also most ...

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5 Books For Sales Leaders With High Performing Teams

Jun 24, 2016 10:17:27 AM - By Jamie Shanks

As the title of this blog states, I’ll provide a list of top books sales leaders should read for high performing teams. But let me preface this post by saying ...

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Relationship Goals: 6 Tactics To Align Sales And Marketing

Jun 23, 2016 2:02:46 PM - By Julia Manoukian

If your sales and marketing teams are living in different rooms of the same house, it’s time for a redesign. It’s 2016, after all, and open concepts are all ...

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No You Can't Be a Thought Leader: Should Sales Create Content?

Jun 22, 2016 12:13:40 PM - By Amar Sheth

While this is a question that was asked in the past by sales and marketing leaders, it’s now a hot topic when it comes to social selling implementation.

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Is Social Selling Actually Generating Revenue?

Jun 21, 2016 11:59:00 AM - By Jamie Shanks

At Sales for Life, we field thousands of discovery calls every year about social selling. And you might be surprised to learn that the most common question we ...

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The Rise Of The Robot: How To Humanize B2B Sales With Social Selling [Infographic]

Jun 20, 2016 2:13:27 PM - By Julia Manoukian

Attention sales and marketing professionals: are you ready to have your job taken over by robots?  According to a recent report by Forrester, 67% of companies ...

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Your Caffeine Intake Is Affecting Your Sales Performance [Infographic]

Jun 19, 2016 11:00:00 AM - By Julia Manoukian

We all know coffee can make us more productive, but we also know too much caffeine can affect us negatively. No coffee before 10 am and not exceeding 200 mg's ...

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Wake Up Salespeople: You’re Pushy And Have Poor Listening Skills [New Research]

Jun 17, 2016 11:13:13 AM - By Ron De Appolonia

No one can doubt that today’s technology has changed the buyer-seller dynamic. Some would even say that selling is getting harder because of it. Traditional ...

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A Photo Is Worth 1000 Leads — Instagram For Social Selling

Jun 16, 2016 2:49:23 PM - By Julia Manoukian

When sales pros start their social selling routine, Instagram probably isn’t the first tool that comes to mind. But for a platform that boasts over 400 million ...

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Top Five Challenges Troubling The Modern Sales Leader [Infographic]

Jun 16, 2016 2:08:01 PM - By Julia Manoukian

Chief sales officers have a ton of decisions to make: How can I organize my resources to best hit my quota? How do I hire and train the best people? How do I ...

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Here’s Why You’re Wasting $18 Million On Content

Jun 15, 2016 1:52:37 PM - By Amar Sheth

SiriusDecisions research reveals that 65% of all content B2B organizations create has magic powers: the ability to disappear into thin air! That’s to say that ...

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To Crush Quota, You Have To Understand Your Buyer

Jun 14, 2016 12:06:08 PM - By Ron De Appolonia

Today’s sales teams have evolved. No longer are sophisticated sales pros taught to pressure buyers or use questionable selling tactics — instead they’ve ...

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Measuring Social Selling Success: Why LinkedIn's SSI Isn't The Only Answer

Jun 13, 2016 11:47:48 AM - By Neale Martin

I wrote 12 Hacks To Increase Your LinkedIn SSI Score back in March, and got a mixed bag of responses and feedback. Some were positive, and others were ...

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The 5 Personality Traits You Need to Evaluate When Hiring Salespeople

Jun 12, 2016 7:30:00 PM - By Somen Mondal

No one wants the greasy car salesperson on their payroll. This article takes a look at the research behind personality in the workplace and particularly, on ...

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How To Use Social Selling At Every Stage of The Buyers' Journey

Jun 10, 2016 11:51:35 AM - By Jamie Shanks

How do the three sales drivers below fit into the three stages of the traditional sales process: the top of the funnel, middle of the funnel, and bottom of the ...

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15 Insights That Prove The Value Of Social Selling [Infographic]

Jun 9, 2016 12:34:44 PM - By Julia Manoukian

When it comes to early engagement in the buying journey, social media has become increasingly relevant as a way to reach B2B buyers. The stats say it all: 79% ...

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Sales Glossary: What Is Social Selling?

Jun 8, 2016 2:17:22 PM - By Julia Manoukian

Here at Sales for Life, we talk a lot about social selling. It's at the core of our business, processes and philosophy. That being said, we recognize there’s a ...

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Dear Sales And Marketing Leaders: You’re Doing Social Selling Wrong

Jun 8, 2016 1:10:02 PM - By Amar Sheth

Dear Sales, Marketing & Enablement Leadership, When it comes to social selling, we’re not doing a good job and we’re not moving fast enough.  

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Beyond Likes And Shares: 3 Key Metrics For Social Selling Success

Jun 7, 2016 2:34:29 PM - By Amar Sheth

It’s often said that what you can’t measure, you can’t manage and govern. It couldn’t be more true for social selling programs.

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LinkedIn Launches New Premium Insights Tab for Businesses [Video]

Jun 7, 2016 1:00:52 PM - By Julia Manoukian

LinkedIn recently announced new features on the Premium Insights tab for LinkedIn Company profiles. The features provide a wealth of new data, useful for ...

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Millennials vs. Old Schoolers: The Generational Gap in Social Selling

Jun 6, 2016 1:02:24 PM - By Jamie Shanks

When developing a social selling pilot program, age is one of the primary ways sales enablement and sales operations leaders decide who they think is most ...

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Dear Marketing, Your Leads Are Crap

Jun 3, 2016 10:58:28 AM - By Neale Martin

Marketing, I know things have been difficult between us lately, but I need to bare my soul unto you: the leads you have been passing off to the sales team, are ...

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Your Best Learners Are Your Top Sales Pros: 3 Success Stories

Jun 2, 2016 11:30:41 AM - By Jamie Shanks

Sales leaders: you already know how important learning is. But did you know that learning can also provide early-warning signs for recruiting and onboarding ...

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Should Your Social Media Team Own Social Selling?

Jun 1, 2016 1:45:40 PM - By Amar Sheth

One of the biggest opportunities in the world of sales right now is the ability to use social media as a channel to find, educate and engage buyers. With the ...

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The Evolution Of The Modern B2B Buyer [Infographic]

May 31, 2016 1:07:01 PM - By Daniel Ku

It's no secret the B2B buyer has changed more in the past 10 years than 100. The modern consumer is digitally driven, socially connected and mobile empowered. ...

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Why The Size Of Your Linkedin Network Isn’t Everything

May 30, 2016 11:55:49 AM - By Amar Sheth

With the growing importance and prevalence of social networks in our daily lives, all of us at some point have wondered if the size of our social networks ...

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4 Must-Have Books Every Salesperson Should Read

May 29, 2016 7:13:43 PM - By Dave Howe

I’ve said it before and I’ll say it again: you need to constantly consume content to stay at the top of your game. Consuming content helps you get the latest ...

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Ideas That Stick: Why Buyers Like Some Content And Hate Others [INFOGRAPHIC]

May 27, 2016 1:31:10 PM - By Julia Manoukian

As a sales pro, how do I know the most effective content to share? According to Fractyl, it has to be visual, credible and appeal to buyer's emotion. These are ...

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The Emerging Sales Competencies For A Digital Buying World [Video]

May 26, 2016 11:46:29 AM - By Daniel Ku

In this session you will walk away with a clear understanding of the key emerging competencies for the modern seller in today’s digital buying world. How has ...

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Think Like A Journalist, Act Like A Social Seller

May 26, 2016 11:20:50 AM - By Julia Manoukian

As sales pros, you might think you have nothing to learn from journalists. But if you look closer, you’ll find the same skills journalists use to uncover ...

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3 Key Pillars To Consider Before Launching A Social Selling Program

May 25, 2016 12:07:37 PM - By Amar Sheth

An increasing number of organizations are starting to take steps towards building social selling programs internally. A recent study that we conducted here at ...

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Is Your Company Ready For Social Selling? [Free Assessment]

May 24, 2016 10:08:46 AM - By Jose Sanchez

At Sales for Life, our mission is to help companies engage the modern buyer and accelerate revenue. That's why we're offering this free sales assessment — to ...

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12 Hard-Hitting Quotes To Pump Up Your Sales Team

May 23, 2016 10:24:54 AM - By Julia Manoukian

Motivation is a key component of driving success. Especially in sales or marketing, motivation often leads to increased pipeline and revenue. That’s why it’s ...

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New Research: Only 16% Of Teams Have The Necessary Skills For digital Transformation [Infographic]

May 20, 2016 2:45:54 PM - By Daniel Ku

Sales teams need to go digital or risk being left behind in the dust. If you don't believe this then read the following statistic: only 16% of executives say ...

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How Global Leaders Drive Digital Transformation Across Their Organization [Video]

May 19, 2016 1:09:50 PM - By Daniel Ku

When implementing digital transformation and social selling across your organization, there are many benefits that result from it, however, there are also many ...

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4 Ways To Create Content That Buyers Find Helpful

May 19, 2016 12:28:56 PM - By Neale Martin

In general, most content stinks. According to SiriusDecisions, 60-70% of content in B2B organizations goes unused. For argument’s sake let’s round that off to ...

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Implementing A Social Selling Program: 8 Lessons From The Trailblazers [EBOOK]

May 18, 2016 12:42:00 PM - By Julia Manoukian

Learn what it takes to launch a successful social selling program from the industry’s most forward thinkers. Social selling is growing in the mindshare of many ...

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Here’s Why Most Sales Training Programs Put You To Sleep

May 17, 2016 11:22:32 AM - By Dave Howe

As a sales pro, have you ever sat through a training program and felt like you didn’t learn anything? I’ve been there! In the past, I’ve been in training ...

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4 Simple Ways To Revive Cold Calling From The Dead

May 16, 2016 1:10:05 PM - By Amar Sheth

Those that believe cold calling isn’t dead often say that salespeople need more training on it. They suggest that there is a problem with sales people, not ...

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Properly Trained Sales Teams Experience A 4X ROI [Infographic]

May 13, 2016 12:42:12 PM - By Daniel Ku

Without the right training and reinforcement, your sales team is simply letting money wash down the drain. Why? Because sales professionals lose 50% of what ...

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From Instagram to Craft Beer: Turning A Common Interest Into A Sales Outcome

May 12, 2016 2:58:44 PM - By Amar Sheth

Usually we celebrate with a glass of wine after a deal is won. In this story, you’ll learn how a sales pro used wine with a dash of social selling to win a ...

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5% Change To Your Core Performers Creates 60% Revenue Growth

May 11, 2016 12:54:23 PM - By Jamie Shanks

What are the top companies doing to effectively implement a social selling program? If you’re not considering objections, considering the right sales team and ...

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Why Social Selling Is A Cold Caller's Best Friend

May 10, 2016 11:47:56 AM - By Amar Sheth

We’re at a critical time in the sales industry. I wanted to write about this topic because I’m seeing a shift happening in the market.

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What Top Social Sellers Are Doing That You Most Likely Aren’t

May 9, 2016 2:57:50 PM - By Amar Sheth

 Being in sales is amazing. Aside from the massive adrenaline, there’s always the the opportunity to meet new people and learn. I think this is the core driver ...

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Why Social Selling Is Simply Not Worth Your Time

May 6, 2016 11:29:42 AM - By Amar Sheth

When sales tasks are forced, they become a chore. Even though conventional wisdom would say we should do them, they’re still not approached with enthusiasm. On ...

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From Priming The Pipeline To Lifetime Customer Relationships [Video]

May 5, 2016 3:04:52 PM - By Sales for Life

Winning buyers in today's information-rich digital world requires marketing and sales to better understand customer needs and how they buy. But exceptional ...

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3 Simple Steps to Socially Sell As An Account Manager

May 5, 2016 11:23:56 AM - By Amar Sheth

Social selling – so many misconceptions about it exist! One popular myth that many are espousing is that social selling is for sales functions like SDRs, BDRs, ...

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Why Sales Pros Just Don't See The Value Of Educating Their Buyers

May 4, 2016 12:36:34 PM - By Jamie Shanks

When we’re training sales pros at various organizations, we always ask them the same question: Why aren’t you sharing content? After all, the marketing ...

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What Is The ROI Of Employee Advocacy And Should I Invest In It?

May 3, 2016 2:09:17 PM - By Jamie Shanks

If you’ve thought about purchasing an employee advocacy tool for your sales and marketing teams to share your organization’s content on social media, you’re ...

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4 Types of Content Your Sales Team Can Share To Engage Prospects

May 2, 2016 1:25:23 PM - By Neale Martin

Salespeople are governed and driven by dollars and cents. If you want a piece of their attention span then it better be about something that is going to help ...

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Is Social Selling Just LinkedIn?

Apr 29, 2016 4:03:55 PM - By Amar Sheth

This question comes in many flavors and forms and is raised often. As your company builds a social selling program, consider the following points as a pressure ...

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A Proven Path To Global Digital Transformation In Sales And Marketing [Video]

Apr 28, 2016 1:25:20 PM - By Daniel Ku

Commercial leaders from some of the fastest-growing companies such as SAS, Thomson Reuters, Adobe and CA Technologies teamed up to talk about how they’re ...

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Upcoming Executive Webinar: How To Engage, Enable And Manage The Millennial Sales Rep

Apr 27, 2016 12:31:36 PM - By Nicholas Reilly

In December of 2015, Millennials surpassed Baby Bloomers as the largest living generation. In fact, The U.S. Census Bureau found that more than one-in-three ...

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3 Ways to Effectively Consume Content Faster, Smarter And Better

Apr 27, 2016 12:08:22 PM - By Dave Howe

As a modern business professional—particularly a sales professional, you need to constantly consume content. Consuming content allows you to remain current and ...

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Top 5 Infographics On How To Create The Perfect LinkedIn Profile For Social Selling

Apr 26, 2016 1:23:39 PM - By Daniel Ku

Does your LinkedIn profile stand out from the rest? There are over 380 million members on LinkedIn so you need to ensure your profile sets you apart from the ...

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How Content Transforms Salespeople And Influences Buyers [With Visuals]

Apr 25, 2016 1:15:03 PM - By Jamie Shanks

Does your sales team understand your content strategy? Chances are the answer is a resounding “No.” And you’re not alone. Recent research from Richardson, a ...

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I Didn't Know Social Selling Would Help Me With This

Apr 22, 2016 1:55:57 PM - By Jamie Shanks

As we know, social selling can help salespeople build pipeline and revenue, however, from personal experience I've learned that social can help with hiring ...

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Social Selling Key Trends: The Year Of Massive Adoption [New Research & ViDEO]

Apr 21, 2016 1:35:45 PM - By Daniel Ku

As sales and marketing evolve, more teams are recognizing the importance of social selling. Where are we in this evolution and what trends have emerged? What ...

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The Millennial Force Awakens: How To Manage Young Sales Pros [Infographic]

Apr 20, 2016 12:03:04 PM - By Daniel Ku

A long time ago in a galaxy very, very close, Baby Boomers were once the dominant force in the working galaxy. But with a turn of events, Forrester Research ...

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How To Use A Multi-Touch Strategy To Engage Buyers On LinkedIn

Apr 19, 2016 2:04:13 PM - By Jamie Shanks

Using social media to reach out to buyers is extremely effective. But most sales professionals aren’t leveraging social properly. In fact, I’m seeing a huge ...

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Social Selling Programs Are Doomed To Fail Without Executive Buy-In

Apr 18, 2016 1:37:38 PM - By Jamie Shanks

After rolling out 250 client engagements, there’s no question in my mind that leaders are facing a fundamental problem with adopting a Social Selling program. ...

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#DigitalGrowthCon: How To Build A High Performing Sales Organizations [Keynote Video]

Apr 15, 2016 12:25:35 PM - By Jamie Shanks

“The customer is far more disruptive than anything technology can do to our business than we've ever seen before.”   Regardless of what has worked in the past, ...

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Only 20% Of Salespeople Engage Buyers With Content [New Data]

Apr 14, 2016 1:53:26 PM - By Amar Sheth

How often does your sales team share content? We wanted to find out the answer to this so we decided to conduct research that tests the assumption many content ...

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Executive Panel: How To Turn Your Core Performers Into Top Performers

Apr 13, 2016 1:49:07 PM - By Nicholas Reilly

The main thing that keeps sales leaders up at night is quota attainment which is one of the biggest challenges for them. The TAS Group has found that a ...

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How To Avoid The Pitfalls Of A Single-Threaded Sales Approach

Apr 13, 2016 1:07:56 PM - By Dave Howe

Are you losing valuable deals because your account relationships are single-threaded? This happened to one of our clients, a large publishing company. The ...

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The Death Of Cold Calling: 16 Stats That Prove It [Infographic]

Apr 12, 2016 12:59:08 PM - By Daniel Ku

Cold calling, you hate making them and buyers hate receiving them. So why do many sales professionals still consistently perform cold outreaches? Only a ...

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What Leading Companies Do To Succeed In Sales Enablement [New Research]

Apr 11, 2016 2:22:05 PM - By Jamie Shanks

How do you build a best-in-class sales enablement function and where does sales enablement even start? There are as many definitions of "sales enablement" as ...

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Failure Is The Ultimate Barometer For Success

Apr 10, 2016 7:09:42 PM - By Amar Sheth

While failure is generally looked down upon in our society, it is truly a great barometer of life success. Most of us grow up with subliminal and explicit ...

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Why Social Selling Should Be A Top Priority For Leaders

Apr 8, 2016 1:18:18 PM - By Amar Sheth

Another post about social selling, really? Not quite. I wanted to outline some of the strategic reasons why social selling should be one of your top priorities ...

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Digital Growth Con 2016: Content Fuels Growth - Creating Insights That Incite…Not Just Excite [Video]

Apr 7, 2016 1:06:42 PM - By Daniel Ku

The numbers 74 and 26 should be engraved in everyone’s mind. Why? Because 74 is the percentage of executive buyers who say they give their business to the ...

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The Executive's View: How Effective Is Your Sales Enablement? [Infographic]

Apr 6, 2016 1:28:09 PM - By Daniel Ku

Is an email attachment the primary way you distribute content to your sales team? If you answered yes, well first off, you're part of the 27% that do this and ...

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The Inconvenient Truth: Why Your Cold Calls Go Unanswered

Apr 5, 2016 2:25:55 PM - By Amar Sheth

With all of the data around the near Wall Street-type collapse of cold calling effectiveness, why is it that our sales industry still sings its praises? That’s ...

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How To Send LinkedIn InMails That Lead To Sales Opportunities

Apr 1, 2016 2:11:30 PM - By Neale Martin

It’s a Friday morning and you’re sitting at your desk drinking a coffee, when all of a sudden you notice you just received the following InMail:

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Only 8.5% Of Sales Teams Have An Integrated Social Selling Strategy

Mar 31, 2016 2:57:50 PM - By Jamie Shanks

We interviewed and gathered insight from 300 of the best sales professionals who consistently exceeded quota to get an insider’s look into the state of Social ...

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How To Search For Prospects On Facebook, LinkedIn And Twitter [INFOGRAPHIC]

Mar 30, 2016 4:37:43 PM - By Jose Sanchez

Believe or not, prospecting on social goes beyond just LinkedIn. The following infographic by Salesforce describes very easy ways to multiply your prospecting ...

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Starting Your Day Right: A Daily Sales Routine For Success

Mar 28, 2016 10:30:00 AM - By Dave Howe

Do your days start with the best intentions but quickly get derailed? Are you often distracted by responding to emails and feel scattered throughout your day?

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How To Fight Stress When Challenges Arise [Infographic]

Mar 25, 2016 3:33:08 PM - By Daniel Ku

Everyday we're faced with difficult challenges at the work space, whether it's ensuring your sales team is hitting their quota or collaborating with marketing. ...

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What Sales Needs From Marketing To Execute Social Selling

Mar 24, 2016 2:02:10 PM - By Jamie Shanks

Sales pros: what do you need from marketing to execute Social Selling? If you answered “content,” you’re not alone. Many people I’ve talked to give the same ...

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16 Stats That Prove The Demise Of Cold Calling

Mar 23, 2016 3:33:19 PM - By Jose Sanchez

Come in from the cold. All you are going to catch out there is a chill. Cold calling, cold emails, email blasts, door-to-door sales, etc., are going away for ...

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Why 67% of Sales Pros Don't Hit Quota (And How Social Selling Can Help)

Mar 22, 2016 4:39:41 PM - By Amar Sheth

In a recent study conducted by the TAS Group, it was revealed that 67% of sales professionals don’t meet their quotas. This is a scary proposition for sales ...

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The Business Case For Hiring More Women In Sales [Infographic]

Mar 21, 2016 5:25:59 PM - By Jose Sanchez

In many ways, things are getting better for women in the workplace. They make up nearly half of the US workforce at 47%, according to the most recent data, and ...

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A Daily LinkedIn Sales Navigator Routine For Your Sales Team

Mar 18, 2016 3:03:47 PM - By Neale Martin

As an Outbound Enterprise SDR trying to break into target accounts, I am using LinkedIn Navigator on a daily basis for identifying prospects and engaging them ...

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7 Lucky Traits Of A Modern Sales Professional

Mar 17, 2016 1:55:22 PM - By Jason Whyte

Recently Forrester Research stated that within the next four years, 22% of all B2B sales roles will be gone. As a sales leader, there may be a sense of angst ...

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No More Cold Calls: Are They Effective For Sales? [Infographic]

Mar 16, 2016 4:01:13 PM - By Daniel Ku

"I love it when I receive cold calls." - said nobody. The numbers don't lie, less than 2% of cold calls actually result in a meeting. As buyers continue to go ...

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The Death of Revenue: Why You'll Lose 71% of Your Customers in 2020

Mar 15, 2016 2:26:40 PM - By Jamie Shanks

Did you know that the average B2B company is at risk of losing nearly three-quarters of their current customers in the next four years? A massive Gallup ...

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High Performing Sales Teams Know When To Press The Hard Reset

Mar 14, 2016 1:36:50 PM - By Jamie Shanks

Over the last couple of years, I’ve attended nearly 100 sales kick-offs and quarterly business reviews. And at each one of these events, I’m always amazed at ...

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Challenging The Status Quo: Cold Calling And Sales Quotas

Mar 11, 2016 2:31:52 PM - By Amar Sheth

“Brace yourself. This will upset a lot of people.” That’s what one of my colleagues said after they read this. And then a few other colleagues basically ...

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3 Key Ways To Measure Your Social Selling Efforts

Mar 10, 2016 2:01:17 PM - By Jamie Shanks

As a sales operations or sales enablement leader, are you constantly struggling with these two problems in your business? How do you get buy-in and ...

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12 Hacks To Increase Your LinkedIn SSI Score

Mar 9, 2016 1:54:15 PM - By Neale Martin

Since I began my social selling journey at Sales for Life, my SSI has gone from 63 all the way to 96! While there are opinions around the validity of ...

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Game-Winning Sales Strategy: Why Practice Is Key [Infographic]

Mar 8, 2016 3:41:32 PM - By Daniel Ku

Are you bringing your A-game to your customer conversations? Without the right support, coaching and reinforcement, sales professionals may find it difficult ...

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The Insights Committee: How To Align Sales And Marketing With Content

Mar 7, 2016 2:27:55 PM - By Jamie Shanks

Sales and marketing alignment is necessary for organizations to achieve Social Selling success. But it’s not going to happen overnight. However, it’s important ...

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Social Selling In 2016: The Year of Massive Adoption

Mar 4, 2016 2:27:40 PM - By Jamie Shanks

2016 is the year of Social Selling adoption. And if your organization hasn’t adopted it yet, now is the time! Social Selling is critical for organizations. ...

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Cold Calling Alone Comes at a Price

Mar 3, 2016 3:07:10 PM - By Amar Sheth

It’s 2016 and there’s one thing that won’t change this year: with technology comes disruption. While this statement doesn’t come as a shocking surprise, it ...

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How To Leave Effective Voicemails Using Social Selling

Mar 2, 2016 3:14:53 PM - By Dave Howe

Voicemail: you either love it or hate it. But there’s no mistaking that sales professionals are still relying heavily on the phone to make connections, create ...

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7 Reasons Why Your Social Selling Program Is Bound To Fail

Mar 1, 2016 2:31:05 PM - By Amar Sheth

The incorporation of social selling into any organization’s culture can be challenging. While enablement, marketing and sales leaders inherently realize this, ...

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Disrupt Or Be Disrupted: Will Your Company Survive By 2020?

Feb 29, 2016 1:36:33 PM - By Jamie Shanks

We’re seeing a shift in the way B2B organizations generate revenue today which will significantly impact your sales force in the next five years. Digital is ...

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The ROI Of Social Selling: 5 Data-Driven Outcomes [Infographic]

Feb 26, 2016 2:22:38 PM - By Daniel Ku

The number of companies adopting Social Selling tactics is growing at a rapid rate. In fact, 62.9% of sales professionals report that Social Selling has become ...

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To Write Or Not To Write: Should Sales Take Part In Creating Content?

Feb 25, 2016 3:04:06 PM - By Neale Martin

Short answer: it depends. First of all, your sales professionals should be sharing content with the market at the bare minimum. Buyers are already 57% through ...

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Hiring For Modern Sales Organization: A Prescriptive Approach

Feb 24, 2016 2:59:49 PM - By Jamie Shanks

Do you hire based on gut feeling, personality assessments, and the like? Full disclosure: I do, too. I bat less than 500 when it comes to hiring. As a sales ...

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The Reality Of Social Selling Training: A Dynamic Curriculum Is Crucial

Feb 23, 2016 2:56:03 PM - By Amar Sheth

When it comes to sales training, a concern that sales professionals cite routinely is the timeliness, relevance and context of what they learn. This is a fair ...

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How To Create An Effective Service Level Agreement (SLA) To Improve Sales And Marketing Alignment

Feb 22, 2016 3:32:07 PM - By Jamie Shanks

Many organizations suffer a major problem where their sales and marketing departments sit in silos. The outcome is a slower follow-up of leads and a disjointed ...

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How Content Marketing Helps Sales Teams Build More Pipeline [Infographic]

Feb 19, 2016 1:24:02 PM - By Daniel Ku

It's undeniable that content marketing is effective for your sales team's objectives. From establishing expertise and credibility to generating new leads and ...

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How To Use Twitter For Finding New Prospects

Feb 18, 2016 3:39:51 PM - By Neale Martin

There’s a lot of hype around LinkedIn & Sales Navigator, although they're great tools, I think we all forget that there’s another equally amazing platform for ...

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Two Sides Of The Same Coin: Sales And Marketing Alignment

Feb 17, 2016 12:53:41 PM - By Daniel Ku

If your marketing and sales teams are working at cross purposes, the resulting disconnect can eat into your company's financial well-being. These two ...

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How To Improve Account Management With Social Selling

Feb 16, 2016 3:19:02 PM - By Amar Sheth

Account management is a laborious task that many sales professionals have to execute daily. I’m not referring to Account Management (emphasis on capitals), ...

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Top 11 Podcasts for Sales and Marketing Leaders

Feb 15, 2016 11:23:42 AM - By Jamie Shanks

Listening to podcasts is a terrific way to nudge your mind out of its accustomed habits and whet your creative edge with some fresh ideas. Numerous thoughtful ...

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EXECUTIVE WEBINAR: The essential skills of modern sales teams

Feb 12, 2016 1:43:52 PM - By Nicholas_Reilly

According to research conducted by Forrester, over 1 million B2B salespeople in the US will be obsolete by 2020. In addition to this, only one of the four ...

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9 Expert Quotes On How To Drive Revenue Growth IN 2016 [Infographic]

Feb 11, 2016 5:54:35 PM - By Daniel Ku

How is your organization driving revenue in the digital world? Your customers are changing. They're digitally driven, socially connected & mobile empowered, as ...

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The 7-Step Gameplan To Get Leadership Buy-In For Social Selling

Feb 10, 2016 5:23:00 PM - By Amar Sheth

Getting a social selling program started is turning out to be a tough sell for many “change agents” within companies. While size and vertical of the company ...

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5 Common Mistakes Sales Leaders Make On LinkedIn (And How To Fix Them)

Feb 10, 2016 10:57:28 AM - By Jamie Shanks

“Why isn’t it working?” That’s a question you often hear in training, especially when someone is starting to test the limits of a new skill that he or she just ...

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4 Stats That Prove It's Not a Sales Funnel, It's a Buyer's Journey

Feb 8, 2016 10:19:05 AM - By Daniel Ku

Look around the room. Over the next four years, 1 million B2B salespeople will be replaced by self-service e-commerce. That's what Forrester concluded, and ...

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Rolling Out A Corporate Social Selling Program: To Build Or Buy?

Feb 5, 2016 7:16:05 AM - By Amar Sheth

Expertise can’t be gained overnight. If you’re a believer in big data and how stories can be used to identify trends, you’ll agree with Malcolm Gladwell’s ...

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Why You Should Attend The Digital Growth Conference 2016

Feb 4, 2016 6:14:09 AM - By Jamie Shanks

Are you a B2B commercial leader interested in how world-class companies engage with the modern buyer and grow revenue today? Then you can't miss the Digital ...

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4 Sales Problems You Need To Fix In 2016 [Infographic]

Feb 3, 2016 10:06:20 AM - By Daniel Ku

Attention sales professionals, which one of you enjoys putting accurate and timely data into your CRM? Most likely just a minority of you all because 53.85% of ...

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How To Leverage LinkedIn Sales Navigator For Account-Based Selling

Feb 2, 2016 10:42:03 AM - By Neale Martin

As an Enterprise SDR in a startup environment, I sometimes have to wear multiple hats when converting Marketing Qualified Leads (MQLs) into Sales Qualified ...

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6 Things I Would Train Salespeople On Before Cold Calling

Feb 1, 2016 11:45:38 AM - By Amar Sheth

You might be wondering why there are still naysayers of Social Selling in the market. It’s 2016 and the data around using social to build pipeline and revenue ...

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Top B2B Sales And Marketing Trends To Watch For In 2016 [Infographic]

Jan 29, 2016 7:49:58 AM - By Daniel Ku

We're one month into 2016 and certain themes for B2B sales and marketing teams are already emerging. With insights from top research firms such as Aberdeen ...

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5 Reasons Why Marketing Plays A Critical Role In Enabling Sales

Jan 28, 2016 10:00:58 AM - By Jamie Shanks

Newsflash: sales enablement has evolved. In the past, it was rolled up into HR or tied into learning. But lately, the new sales enablement role has become a ...

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So You Just Purchased LinkedIn Sales Navigator. Now What?

Jan 27, 2016 10:55:39 AM - By Amar Sheth

If you or your company has made the strategic decision to implement LinkedIn Sales Navigator, it’s time to start thinking about adoption and usage. After all, ...

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How To Warm Up Your Cold Calls With Content Notifications

Jan 26, 2016 10:04:12 AM - By Neale Martin

In order to fuel demand generation, many organizations are investing in automated marketing platforms like Hubspot, Pardot, and Marketo. All of these ...

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5 Fundamentals Every Sales Leader Should Master

Jan 25, 2016 10:49:33 AM - By Jamie Shanks

Do you know what your sales team should be doing on a daily basis to be successful? As our buyers become more in-depth with social media for business, you need ...

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Sales Coaching Simplified: 3 Indicators Of Effective Social Selling

Jan 22, 2016 8:01:19 AM - By Jamie Shanks

“The harsh truth is that those in sales and sales leadership who understand and master the basics thrive, and those who ignore them perpetually struggle.” - ...

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Webinar: Where Does Social Selling Fit In Your Sales Process? With InsideSales.com

Jan 21, 2016 9:47:57 AM - By Nicholas_Reilly

Thursday, January 28th 12:00 PM PST Featuring Jamie Shanks, CEO of Sales for Life, and Gabe Larsen, Director of Sales Acceleration Services at InsideSales.com ...

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5 Key Tips On How To Prospect In LinkedIn Groups

Jan 19, 2016 10:30:31 AM - By Neale Martin

Social Selling is a hot topic, and many sales & marketing leaders are considering it, but often don’t know where to start. Alignment between sales & marketing ...

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The Ultimate Cheat Sheet For A Picture Perfect LinkedIn Profile [Infographic]

Jan 18, 2016 11:12:09 AM - By Daniel Ku

There are great LinkedIn profiles and there are perfect ones. Especially important for social sellers, your profile should not be viewed as a resume, instead ...

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How To Multiply Conversations With Buyers Through Employee Advocacy

Jan 15, 2016 8:17:43 AM - By Daniel Ku

Do you want to grow your business faster? Don't answer that. Of course you do. The real question is: why aren't you looking deeper into employee advocacy? The ...

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Creating Content That Sells: Two Key Considerations

Jan 14, 2016 8:58:34 AM - By Jamie Shanks

Organizations who align content to the buyer's journey understand that this is not only a competitive advantage but that content addresses buyer interests and ...

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Bridging The Gap Between Sales And Marketing Through Sales Enablement [Infographic]

Jan 13, 2016 7:56:40 AM - By Daniel Ku

World-class organizations who look to remain competitive in today's digitally-driven business world share one thing in common. They made sales and marketing ...

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Why Reinforcement For Social Selling Leads To Sales Outcomes

Jan 12, 2016 7:59:14 AM - By Jamie Shanks

If you’ve read the book The Tipping Point: How Little Things Can Make a Big Difference by Malcolm Gladwell, you know the story of Wayne Gretzky, and how he ...

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Creating Productive Office Spaces For Sales And Marketing Alignment

Jan 10, 2016 2:34:14 PM - By Daniel Ku

What's slowing your team down? No doubt you've devoured think pieces about motivating your employees and getting more out of sales-enablement tools, but ...

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4 Types Of Content Your Sales Teams Will Never Share

Jan 8, 2016 8:42:15 AM - By Neale Martin

We know that 57% of the buying process is out of our control, and 74% of today’s buyers are conducting more than half of their research online before making ...

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[Infographic] 5 Different Sales Prospects You're Bound To Run Into

Jan 7, 2016 8:15:43 AM - By Daniel Ku

Sales professionals meet a lot of people throughout their day. Which means they are bound to run into an assortment of different prospects. This presents an ...

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What Best-In-Class Sales Teams Do To Sustain Massive Revenue Growth

Jan 6, 2016 9:25:06 AM - By Jamie Shanks

You might as well call sales enablement "business survival training" at this point. Aberdeen just came out with a report that looked at how best-in-class sales ...

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How Social Selling Integrates With Your Existing Sales Training

Jan 5, 2016 9:17:51 AM - By Jamie Shanks

No matter what sales methodology has been adopted by your organization, Social Selling can be easily integrated. Thanks to Xerox in 1967, and David Sandler in ...

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5 Cold Calling Fails And How To Fix Them With Social Selling

Jan 4, 2016 8:46:47 AM - By Jamie Shanks

Have you heard that cold calling is back from the dead? It turns out that cold calling is a bit like Mark Twain: Reports of its death have been greatly ...

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How Sales Leaders Can Achieve Work-Life Balance in 2016

Dec 30, 2015 8:44:05 AM - By Jamie Shanks

January is named for Janus, the Roman god with two faces. One face looks back and the other looks ahead. It's actually a great idea to take the time every ...

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8 Proven Ways To Beat Your Sales Goals [Infographic]

Dec 28, 2015 6:23:50 AM - By Daniel Ku

As a sales leader, you're constantly thinking about how you can increase your sales team's effectiveness for better quota attainment. With a catalogue of ...

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How Content Boosts Sales Productivity [Infographic]

Dec 23, 2015 6:14:23 AM - By Daniel Ku

It's no secret that for sales professionals to be productive, they must be viewed as credible, knowledgable and domain experts. This is why 74% of buyers ...

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9 Must-Read eBooks To Scale Social Selling Across Your Company

Dec 22, 2015 6:35:37 AM - By Daniel Ku

There’s an abundance of content on Social Selling for you to use as a resource. So we've cut through the noise and curated a list with the top 10 eBooks for ...

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How To Succeed In Social Selling: Top 9 Infographics Of 2015

Dec 21, 2015 7:27:53 AM - By Daniel Ku

There's a seemingly endless pool of infographics about Social Selling around the world wide web, so we rounded up a handful that we think are particularly ...

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The Three Keys For An Effective Content Plan: Volume, Velocity And Probability

Dec 18, 2015 9:27:25 AM - By Jamie Shanks

About a month ago, we were working on a sales opportunity, and were in the throes of launching a Social Selling project. Suddenly, the prospect's marketing ...

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What The Fastest Growing Companies Have In Common [Infographic]

Dec 17, 2015 7:39:39 AM - By Daniel Ku

Digital technologies are forever changing the way we drive revenue. Today's fastest growing companies don't have a secret formula to their success, however, ...

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There Are 24 Hours In A Day, And You’re Only Selling For 2 Of Them?

Dec 16, 2015 9:04:25 AM - By Jamie Shanks

I would never profess to be the greatest sales professional nor the greatest coach. But in all my years as a sales professional—from starting my career at Bank ...

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Missed Quota Again? 7 Things Your Sales Team Needs To Rethink

Dec 15, 2015 8:41:18 AM - By Jamie Shanks

Let me begin by saying there’s an endless number of reasons that sales teams aren’t hitting quota. And this is a major problem for organizations. In fact, ...

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The One Element You’re Missing In Social Selling (Hint: A LinkedIn Profile Isn't Enough)

Dec 14, 2015 9:55:40 AM - By Amar Sheth

If you’re a sales leader or professional, you’ve likely been made aware of the growing importance of social networking. You may have a LinkedIn profile and a ...

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7 Apps For A Calm, Stress-Free And Focused Executive

Dec 13, 2015 2:31:33 PM - By Jamie Shanks

Leadership doesn't have to equal high blood pressure. It's true that as the leader, people count on you to make the tough decisions. However, getting stressed ...

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How To Book A Meeting With A Fortune 50 Company With Strictly Social Selling

Dec 11, 2015 6:59:33 AM - By Neale Martin

Cold calling can be difficult, nobody said it was easy. You’ve been there, I’ve been there, but there’s a way to provide better value to your prospects without ...

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Shifting Core Performers To High Flyers For Better Quota Attainment

Dec 10, 2015 9:11:19 AM - By Jamie Shanks

When you look at your sales force, do you have some sales professionals that are rock stars, while the rest of your sales team lags behind? The best sales ...

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The State Of Social Selling In 2016 [Infographic]

Dec 9, 2015 6:18:21 AM - By Daniel Ku

Social Selling continues to blast off in the commercial teams as large and small businesses continue to incorporate it into their existing sales processes. But ...

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9 Reasons Misalignment Is Detrimental To Your Social Selling Efforts

Dec 8, 2015 9:31:36 AM - By Jamie Shanks

Attention both departments on the revenue-generating team. Can you identify the single biggest problem in your department? The correct answer: sales and ...

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What The World's Fastest Growing Firms Have In Common

Dec 7, 2015 10:21:56 AM - By Jamie Shanks

In every race, the winners tend to share commonalities. Right now, the companies growing faster than their peers have done so with a winning combination of ...

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6 Must-Have Tech Gadgets For The Modern Executive

Dec 6, 2015 1:34:13 PM - By Daniel Ku

If it's better to give than to receive, then it must be even better to give to yourself, though you may need to write to Santa for a ruling on this. The point ...

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The Effective Sales Process: A Data Driven Approach [Infographic]

Dec 4, 2015 7:56:30 AM - By Daniel Ku

A great sales process is like a well-oiled machine with excellent mileage, maximum performance and effective in getting you from lead to closed deal. But many ...

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7 Key Priorities For Sales And Marketing In 2016

Dec 3, 2015 6:24:36 AM - By Daniel Ku

What are you working on right now? If more people asked themselves that question (and answered honestly), 2016 would be the dawn of a much better world. More ...

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How Social Selling Impacts 3 Major Stages In Your Sales Process

Dec 2, 2015 8:42:42 AM - By Amar Sheth

As Social Selling begins to penetrate the sales leader’s mindset, questions around applicability remain unanswered. Most Social Selling chatter is highly ...

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How To Create An Army Of Content Soldiers With Employee Advocacy

Dec 1, 2015 6:40:46 AM - By Jamie Shanks

When you hear the term “content”, we immediately relate it to marketing. But the reality is that content is the currency of the modern buyer. It affects they ...

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The 5-Step Guide To Increasing Your LinkedIn SSI Score By 20%

Nov 30, 2015 10:25:36 AM - By Neale Martin

It’s almost 2016 and interruptive techniques like cold calling are as dead as disco. Sales leaders need to be looking for effective ways of enabling their team ...

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Winning Sales In The Age Of The Modern Buyer [Infographic]

Nov 26, 2015 8:24:36 AM - By Daniel Ku

Your buyers are calling the shots now. They're tired of the pushy traditional sales techniques which offer zero value to them. They're smart, they're empowered ...

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Elevate: You’re Invited To The Largest Virtual Sales Kickoff [Online Event]

Nov 25, 2015 7:18:07 AM - By Jamie Shanks

Are you ready to elevate your sales to the next level in 2016? It's time to think about how you can build more pipeline and accelerate revenue in the upcoming ...

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The "It" Factor: Why Sales Enablement Is Key To Revenue Attainment [Infographic]

Nov 24, 2015 10:21:36 AM - By Daniel Ku

Organizations that have a dedicated Sales Enablement role see an 8.2% in revenue attainment versus those that don't. This role helps increase the effectiveness ...

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Implementing Social Selling: 4 Things Nobody Dares To Speak About

Nov 24, 2015 9:41:29 AM - By Amar Sheth

While Social Selling gains steam and mindshare with company leaders, very few of them are approaching the subject in a strategic way. Peter O'Neill of ...

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Conquering The Battle Of Productivity With Themed Days

Nov 22, 2015 1:47:43 PM - By Amar Sheth

Walt Disney said “The way to get started is to quit talking and begin doing” and Tim Ferriss, the bestselling author of the 4 Hour Workweek constantly says ...

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How To Write And Receive Relevant LinkedIn Recommendations In 3 Steps [Video]

Nov 20, 2015 8:17:11 AM - By Dave Howe

How are you or your sales team validating your past successes for your future buyers? We all know that due diligence is an important part of every buyer’s ...

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The Resurrection Of The B2B Salesperson [Infographic]

Nov 19, 2015 6:47:43 AM - By Daniel Ku

Forrester has proclaimed that by 2020 1 million sales jobs will be obsolete. Their newest research –which Forrester will fully reveal in an upcoming free ...

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7 Data-Driven Reasons Why You Must Align Sales And Marketing

Nov 18, 2015 8:28:00 AM - By Daniel Ku

What is it with sales and marketing? Haven't you ever wondered what all the tension is really about? They share the same goal of bringing in customers and they ...

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Implementing A Successful Social Selling Program: Overcoming 3 Major Challenges

Nov 17, 2015 9:19:26 AM - By Amar Sheth

In a recent webinar with The American Marketing Association (AMA), marketers from around the country were asked about their organizations were doing around ...

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Does Having LinkedIn Sales Navigator Make You A Social Seller?

Nov 16, 2015 8:33:35 AM - By Amar Sheth

We in the sales community need to learn how to separate skills and tools. Does having a phone make you a great cold caller? Does having CRM make you a better ...

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Marketing vs. Sales Enablement: Who Fosters Digital Transformation?

Nov 12, 2015 9:49:36 AM - By Jamie Shanks

“Marketing is absolutely the place to drive this transformation [in sales]... If you don’t have a corporate strategy around social media and social selling, ...

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It's A Buyer Funnel, Not A Sales Process [Infographic]

Nov 11, 2015 9:12:06 AM - By Jose Sanchez

Your buyers have typically completed 57% of their process before actively engaging with Sales. So what are you doing to help them along their journey? The ...

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Before And After: The Transformation Of Two Social Sellers

Nov 10, 2015 8:07:06 AM - By Amar Sheth

If you’ve been following this blog or just following Social Selling in the market overall, you’ll know that it has caused a lot of buzz, energy and excitement. ...

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Why Continuous Learning Is Crucial For Client Relevancy

Nov 9, 2015 11:46:40 AM - By Brian Lipp

You have changed. I have changed. Buyers have changed. 74% of today’s B2B buyers conduct more than half of their research online before making a purchase, and ...

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15 Apps For The Traveling Executive

Nov 8, 2015 1:53:20 PM - By Jamie Shanks

Your phone is your office now. The IDC forecasts that by 2020 around three out of four US workers will be fully mobile. This is especially true for executives ...

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Why Your Sales Team Will Lose Their Jobs To Computers By 2020

Nov 6, 2015 9:38:44 AM - By Jamie Shanks

I firmly believe that any sales professional who doesn’t make an adjustment over the next five years will be completely redundant. This is especially true for ...

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The Identity Crisis Of Sales Enablement [Infographic]

Nov 5, 2015 11:31:58 AM - By Daniel Ku

The role of Sales Enablement has evolved significantly within a short period of time however some companies still don't understand the impact this role can ...

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7 Forgotten Features That Impress Prospects On LinkedIn

Nov 5, 2015 8:47:20 AM - By Jamie Shanks

The buyer doesn't want to be sold; the buyer wants to be wowed. Have some sympathy for your prospects – the Internet is constantly waving all kinds of things ...

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Overcoming This Common Sales Objection: No Budget

Nov 3, 2015 8:50:28 AM - By Jamie Shanks

Do your prospects often tell you “I don’t have budget?” This is one of the most common objections sales professionals hear. But as a business owner and CEO of ...

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Only 3% Of Prospects Are Ready: What To Do With The Rest?

Nov 2, 2015 12:13:37 PM - By Amar Sheth

One of the toughest parts of in sales is qualifying interest of buyers. Most of us become excited at even the littlest sign of interest from a prospect. Go on, ...

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The Real Opportunity For Socially Connected Millennials In Sales

Nov 1, 2015 1:58:08 PM - By Jamie Shanks

There’s a misconception that social and digital selling is ideal for the millennial. After all, they already use social media in their personal lives and are ...

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Evolve Or Die: The Rise Of The Sales Consultant [Infographic]

Oct 30, 2015 9:50:27 AM - By Jose Sanchez

B2B buyers complete 57% of the buying decision before they are willing to talk to a sales professional. If you're in the sales space then you're no stranger to ...

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A Broke Salesperson’s Guide To Free Prospecting Tools

Oct 28, 2015 7:52:00 AM - By Jamie Shanks

"Don't poison the watering hole." There's a bit of old-time cowboy wisdom to start your day moving in the right direction. Say what you want about cowboys, but ...

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Survival Of The Fittest: 8 Stats About The Future Of Sales

Oct 27, 2015 9:44:32 AM - By Daniel Ku

When things get better, change is easy. Nobody with a smartphone longs for the days of desk phones. You don't hear people complaining that they can't find ...

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The New Role Of Sales: 3 Surprising Skills You'll Need To Succeed

Oct 26, 2015 9:19:59 AM - By Jamie Shanks

Before I discuss the future, let’s look back at how the role of sales professionals has evolved. When I founded Sales for Life on January 1, 2010, I intended ...

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How To Replace Cold Calling With Warm Instructions

Oct 25, 2015 2:57:21 PM - By Jamie Shanks

Cold calling is often cited as one of the least-favorite activities salespeople take part in. Even seasoned members of the sales team can feel a touch of ...

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The Death Of The B2B Salesperson [Infographic]

Oct 23, 2015 9:08:32 AM - By Daniel Ku

Attention salespeople, prepare to lose your job in five years. That's a big statement to make but recent research by Forrester predicts that by 2020, over a ...

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Building Relationships On Twitter Beyond 140 Characters

Oct 22, 2015 7:58:39 AM - By Amar Sheth

Many sales professionals and leaders can’t wrap their heads around Twitter. Even those bought into Social Selling don’t get the full power and potential that ...

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Blowing Up The Silos Between Sales And Marketing

Oct 21, 2015 7:51:40 AM - By Amar Sheth

When applying for a traditional sales or marketing role in the future, here’s what you’ll hear: “Congratulations! Welcome to the Revenue Department.” That’s ...

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13 LinkedIn Mistakes That Could Cost You A Prospect

Oct 19, 2015 7:10:59 AM - By Jamie Shanks

All the leads you need are on LinkedIn. You can contact anyone, even CEOs, and arrange personal introductions. Why would you want to screw that up? Nobody does ...

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Numbers Don’t Lie: If Your Buyers Are Online Then So Should You

Oct 18, 2015 2:51:36 PM - By Amar Sheth

Many of us in the Social Selling circles talk about a stat that CEB has researched that reveals that 57% of a B2B buyer’s journey is now done online without a ...

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The Only Thing Standing Between You And Your Social Selling Success

Oct 16, 2015 6:25:59 AM - By Amar Sheth

It’s not you, it’s me. That’s the typical TV line we all know. Anytime we want to try and let someone down in a sensitive way, we find ourselves repeating ...

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10 Habits Of Highly Effective Social Sellers [Infographic]

Oct 15, 2015 6:53:45 AM - By Daniel Ku

Habits are the behaviors ingrained into our daily routine and into the very system of who we are. They are actions repeated on a consistent basis to the point ...

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Webinar: How To Use Social Selling To Engage And Nurture New Prospects - 6 Killer Tactics

Oct 14, 2015 6:54:41 AM - By Nicholas_Reilly

Buyers today go through most of their journey online before even talking to a sales person. So it's a must for modern sales teams to become a resource that new ...

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Making Sales Enablement Work: 3 Must-Haves For Your Organization

Oct 13, 2015 7:26:07 AM - By Jamie Shanks

Sales enablement is becoming a hot topic. And the role of enablement has changed a lot over the last five years. Five years ago, enablement was essentially an ...

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7 Email Mistakes Salespeople Should Avoid When Pitching

Oct 12, 2015 7:35:55 AM - By Jamie Shanks

In today's competitive business environment, it is critical that salespeople leverage all available channels to connect with prospects. One often overlooked ...

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The One Productivity Hack That Will Increase Your Daily Focus

Oct 11, 2015 1:44:25 PM - By Amar Sheth

In my effort to increase productivity and achieve super-human status, I’ve found myself experimenting in 2015. If Tim Ferriss can do it, then why can’t I? One ...

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How To Overcome The Top 4 Sales Objections With Social Selling

Oct 9, 2015 7:34:47 AM - By Jamie Shanks

As a sales professional, you’re probably used to hearing objections from clients about why they can’t or don’t want to use your solutions. But did you know ...

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[eBook] A Scientific Study: The DNA Of A Successful Social Seller

Oct 8, 2015 9:45:14 AM - By Jamie Shanks

Social Selling is having a massive impact in the way world-class sales team’s operate and grow revenue. According to Aberdeen, 73% of salespeople using Social ...

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Why Product Training For Sales Is Ineffective

Oct 7, 2015 8:01:22 AM - By Jamie Shanks

There’s a huge problem that I’ve noticed time and time again with most sales kickoffs. At these events, the sales leadership and sales enablement teams are ...

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How One Sales Pro Creates 30% Of His Revenue From Social

Oct 6, 2015 7:46:06 AM - By Amar Sheth

Meet some one who is attributing 30% of his revenue from social: Jack Kosakowski. He’s a Regional Sales Manager at Act-On Software and uses social to convey ...

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15 Knock-Your-Socks-Off Quotes For The Modern Sales Professional

Oct 5, 2015 12:14:48 PM - By Daniel Ku

Your buyer has changed and with that, you might be finding it difficult to sell with traditional methods. As good as a sales professional you are, not ...

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The Death Of The Closer: Why Social Sellers Are Here To Stay [Infographic]

Oct 2, 2015 7:51:49 AM - By Daniel Ku

Always be closing, remember when that was the motto? The day of the cold calling, pushy, aggressive salesperson is over. Salespeople as we knew them are bound ...

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8 Social Selling Lessons You Should Swipe From Tinder

Oct 1, 2015 7:54:24 AM - By Dave Howe

Sales is a lot like dating in many respects. Both can be exhilarating and fruitful at times and utterly painful at others. On the one hand, if we are willing ...

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How Continuous Training Can Boost Your Sales Employees' Performance By 50% [Infographic]

Sep 30, 2015 8:50:45 AM - By Jose Sanchez

Training that is up to date, continuous and addresses your sales team's challenges gives you a competitive advantage. The benefits have been proven. When sales ...

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I Hope My Wife Doesn't Read This... Why Salespeople Should Romance Prospects

Sep 29, 2015 12:27:13 PM - By Amar Sheth

Prospects. We all have them. Romance. We all want it. One of the most frequent complaints and pet peeves prospects have about sales professionals is that we ...

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Only 3% Of Cold Calls Work: Here's How To Fix It

Sep 28, 2015 12:26:45 PM - By Amar Sheth

Every time I write anything about cold calling, I seem to upset a lot of people. But I hope you see the reality of these numbers. I can’t verify that cold ...

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4 Must-Read Sales Books To Accelerate Revenue

Sep 27, 2015 3:22:40 PM - By Jamie Shanks

We all know the age old saying "knowledge is power" and this statement holds true when it comes to books, especially for sales. No matter where you're ...

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Should Leaders Practice Social Selling Or Leave It To Their Team?

Sep 25, 2015 9:35:29 AM - By Amar Sheth

Generals lead by example. In every historically-notable war story, we’ve witnessed this common, underlying trend. As leaders, the generals provide inspiration, ...

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An Animated Guide To The Perfect LinkedIn Profile For Social Selling [GIFographic]

Sep 24, 2015 12:51:14 PM - By Daniel Ku

Your LinkedIn profile should be treated as a digital business card. It shouldn't focus on your achievements or how you've crushed quota, especially for Social ...

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How To Get Informed About Your Prospect Without Spying

Sep 23, 2015 12:47:35 PM - By Amar Sheth

I call it “socially surrounding” the buyer but many people, in jest, call it spying. Call it what you will but the advantages are obvious: listening to what ...

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A 3 Minute & 21 Second Webinar

Sep 22, 2015 1:14:13 PM - By Jamie Shanks

Sales teams can save themselves a lot of time by automating common, everyday tasks that have a big impact on the sales process. In only 3 minutes and 21 ...

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The Truth? You Can't Handle The Truth: Tackling 3 Big Social Selling Misconceptions

Sep 21, 2015 11:42:22 AM - By Amar Sheth

Be forewarned – this is Part 2 of many more. I wish that wasn’t the case but there are too many misconceptions about Social Selling in the market that are ...

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Disrupt Or Be Disrupted: 40% Of Companies Will Be Extinct In 10 Years

Sep 20, 2015 3:04:08 PM - By Amar Sheth

"Forty percent of businesses in this room, unfortunately, will not exist in a meaningful way in 10 years." Not my words by any means but this is a dire ...

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Attract Your Buyers With 50+ Free LinkedIn Background Images [Offer]

Sep 18, 2015 11:29:02 AM - By Daniel Ku

Your LinkedIn Profile goes beyond just a resume, rather it's a digital business card for your professional brand. Along with your great looking profile photo, ...

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eBook: One Team, One Goal - Aligning Marketing & Sales For Successful Social Selling

Sep 17, 2015 12:14:23 PM - By Daniel Ku

The facts don’t lie: companies with great alignment between Marketing and Sales deliver better results. According to Aberdeen, 99% of their sales teams reach ...

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4 Premium LinkedIn Features You Can Totally Score For Free

Sep 16, 2015 7:08:52 AM - By Dave Howe

One of the coolest parts about Social Selling is that there are many tools and resources available to you. Social media and supporting apps can and should be ...

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D’Oh! Who Knew Cartoons And Movies Could Teach You Sales Lessons

Sep 14, 2015 10:28:25 AM - By Nicholas_Reilly

I like watching movies as much as the next guy. I’m by no means a movie snob but I was surprised to see that movies and television could teach me more than ...

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Fly Under The Radar With These 7 Prospecting Tips

Sep 13, 2015 3:16:57 PM - By Jamie Shanks

Why are sales people spending so much time on LinkedIn? If you're asking that question, you might not know all the "under the radar" tools that can make you ...

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Social Selling Index Score: What It Is & Why It Matters To You

Sep 11, 2015 8:47:29 AM - By Amar Sheth

If you’re a professional – in sales, marketing, finance, etc. – LinkedIn’s Social Selling Index score is one measurement of your social media and networking ...

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12 Stats That Prove You Need To Start Social Selling [Infographic]

Sep 10, 2015 8:39:23 AM - By Daniel Ku

Numbers don't lie. Your buyers have changed and so must you. In fact, 57% of the buying decision is completed before they are willing to talk to a sales rep. ...

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Sales Pros Vs. Laggards: How To Close The Skills Gap

Sep 9, 2015 8:26:23 AM - By Jamie Shanks

Over 20-50 sales kick-offs every year, over 10,000’s of sales professionals from every corner of the world. I've encountered sales professionals from every ...

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Overcoming Your Prospect's Lack Of Urgency To Create More Sales

Sep 8, 2015 5:45:48 AM - By Amar Sheth

So much of our time in sales is spent on convincing people on the value of our solution. Even if they’re convinced of the value, pushing them off the status ...

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Essentialism: Eliminate Distractions And Conquer Your Goals

Sep 7, 2015 2:40:36 PM - By Amar Sheth

Chances are that, like me, you find yourself thinking about too many things. This isn’t an exception in our time, it’s (sadly) the norm.

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What Kind Of Content Do Buyers Love? [Infographic]

Sep 4, 2015 12:07:37 PM - By Jose Sanchez

They say a picture is worth a thousand words, and a video is worth millions. This is especially true when it comes to Social Selling. At least that's the focus ...

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Strike Like Lightning With Salesforce CRM Redesign, What This Means For You

Sep 3, 2015 8:37:17 AM - By Jamie Shanks

Salesforce created the market for Software as a Service (SaaS) CRM tools in 1999, slowly attracting attention from companies looking for a change in their ...

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Cut The Crap: 4 eBooks For Social Selling Success

Sep 2, 2015 6:39:54 AM - By Daniel Ku

There's an endless sea of content out there on Social Selling including blogs, videos, infographics and eBooks. You're probably wondering how you can get the ...

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It's Time, The Social Selling Summit Is Live

Sep 1, 2015 5:49:01 AM - By Daniel Ku

This is the moment sales professionals around the world have been waiting for. Iiiiiiiiit's tiiiime, for the largest Social Selling event of the year! Join ...

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eBook: 7 Trends That Are Redefining Sales

Aug 31, 2015 8:37:42 AM - By Amar Sheth

In this ebook, you will learn about some of the most dominant trends that will reshape the mindset of sales leaders in 2015 and the years to come. These ...

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The Prospecting Method That Your Team Should Avoid [Infographic]

Aug 28, 2015 8:18:36 AM - By Jose Sanchez

Who doesn't want more leads? But when it comes to sales, 10 great leads are better than 10000 terrible ones. It's a matter of quality vs. quantity.

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Quantity Vs. Quality: How Often Should You Publish Content?

Aug 27, 2015 6:09:17 AM - By Jamie Shanks

At Sales for Life, we’ve visited over 300 organizations around the world. And when it comes to content, they always want to know the answer to the same two ...

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How To Use LinkedIn Sales Navigator To Find Hot Prospects

Aug 26, 2015 9:49:38 AM - By Dave Howe

In sales, you need to demonstrate credibility and establish trust before you can get a “Yes.” According to a 2014 study on B2B social buying habits conducted ...

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Digital Selling vs. Social Selling: What’s the Difference?

Aug 25, 2015 9:48:58 AM - By Jamie Shanks

If you’ve been following our blog, you already know that Social Selling is hot right now. Since its inception in 2012, it has exploded in the marketplace. ...

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10 Reasons Why You Should Attend The Social Selling Summit

Aug 24, 2015 8:31:00 AM - By Jamie Shanks

With over 5,000 sales professionals and executives in attendance, our Social Selling Summit this past January was a huge success, and provided great value for ...

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The Experts Speak: 9 Sales Predictions That We Can't Ignore [Infographic]

Aug 21, 2015 5:40:29 AM - By Daniel Ku

I assume by now you must have read at least a dozen articles with ‘predictions’ and ‘trends’ for Sales in the next few years. If I may say so, like many of ...

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12 Sure-Fire Ways To Find New Prospects On LinkedIn

Aug 20, 2015 8:49:49 AM - By Dave Howe

Is your pipeline full? It should be. There are 255 people born every minute, so you could have over 1,275 new leads by the time you finish this blog. The ...

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How Marrying Sales And Marketing Transforms Your Business [Infographic]

Aug 19, 2015 6:17:59 AM - By Daniel Ku

Brad Pitt and Angelina Jolie, Barney and Fred, Barbie and Ken, Batman and Robin, Peanut Butter and Jelly, Bert and Ernie, Obama and Michelle, Spaghetti and ...

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In 3 Steps: Optimize Your LinkedIn Summary To Help Solve Your Buyers Challenges

Aug 17, 2015 8:10:45 AM - By Dave Howe

For several years now we have been teaching our students at Sales for Life to use their LinkedIn profile as a digital business card rather than a resume ...

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10 Apps Every Sales Pro Should Use

Aug 16, 2015 6:30:17 AM - By Jamie Shanks

You’re busy. And if your schedule is anything like mine, it can be challenging to keep all the different balls in the air, and keep on top of everything you ...

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What Food Makes You More Productive? [Infographic]

Aug 14, 2015 8:21:41 AM - By Daniel Ku

It's Friday and you're most likely sitting at your desk (reading our awesome blog) and then it hits you. This sudden urge creeps up, telling you to devour that ...

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100+ Social Selling Lessons And 30+ Influencers At The Social Selling Summit 2015

Aug 13, 2015 10:55:51 AM - By Jose Sanchez

The top experts on the topic of Social Selling will share dozens of tips, tactics and actionable strategies in a very insightful series of online presentations ...

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Do You Get Cold Calling Training From Your Phone Manufacturer?

Aug 12, 2015 9:16:25 AM - By Amar Sheth

I want you to pause for a quick second, look at the phone on your desk at the office and then grab your flashy smartphone. I’m guessing the manufacturers are ...

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ROI Of Social Selling: 4 Major Outcomes Of Sharing Insights

Aug 11, 2015 6:40:42 AM - By Amar Sheth

I believe wholeheartedly that sales professionals have the best of intentions when wanting to speak with, and ultimately do business with, their prospects. So ...

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[Webinar] Enabling Social Selling – How To Integrate Social Selling With Your Existing Sales Process

Aug 10, 2015 9:55:41 AM - By Jamie Shanks

Social Selling can help accelerate every stage of your existing sales process. However, many companies struggle to see exactly how these tactics can be applied ...

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Sphere Of Influence: Letting Current Customers Create Future Wins

Aug 10, 2015 9:38:41 AM - By Jamie Shanks

If you’re a Sales Development Representative, or are responsible for lead generation, you need to watch the video below. It will provide you with the fastest ...

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Why Sundays Are A Critical Part Of Growing Your Business

Aug 9, 2015 3:07:41 PM - By Jamie Shanks

As a sales leader, do you find yourself working seven days a week, trying to keep multiple balls in the air so your business will succeed? If you’re constantly ...

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One Unexpected Benefit Of Social Selling: Customer Success

Aug 7, 2015 7:59:58 AM - By Jamie Shanks

When it comes to Social Selling, I’ve seen it all. So I’m not easily surprised. But on a recent call I had with Renee Ducre, Director of Digital Marketing, IBM ...

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Beyond LinkedIn: The Elements Of A Successful Social Selling Program [Free ebook]

Aug 5, 2015 9:00:43 PM - By Jamie Shanks

Many start Social Selling with LinkedIn tips and features, such as Advanced Search, Job Change Alerts, and LinkedIn Groups. However that only scratches the ...

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Digital Transformation: A Peek Into The Future Of Social Selling

Aug 5, 2015 6:43:35 AM - By Jamie Shanks

I’ve been thinking a lot about the future of Social Selling lately—and there’s no question that it’s evolving. I’m reminded of Social Selling evangelist Jill ...

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6 Social Selling Lessons From Arnold Schwarzenegger

Aug 4, 2015 6:23:55 AM - By Daniel Ku

Arnold Schwarzenegger has done many things the ordinary man can only dream of. He’s been a 7-time Mr. Olympia, one of Hollywood’s highest paid actors, the ...

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500+ LinkedIn Connections: Does Size Really Matter?

Aug 3, 2015 6:34:06 AM - By Amar Sheth

Listen up salespeople! There shouldn’t be any debate on why you need more LinkedIn Connections. If you’re using LinkedIn as a place to house your resume, you ...

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Top 5 Must-Read Blog Posts About Lead Generation and Prospecting

Jul 31, 2015 8:18:29 AM - By Jose Sanchez

One of the questions we receive most often – in tweets, InMails, emails, phone, conversation – is, “How do I generate leads with Social Selling? How to I go ...

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In 3 Steps: Creating A Value-Centric LinkedIn Headline For You Buyers [Ep. 2]

Jul 30, 2015 10:23:10 AM - By Dave Howe

I’d like you to go to your LinkedIn Profile and look at your LinkedIn headline right now. Does it say something like “Sales professional at XYZ company” or ...

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LinkedIn And Twitter: A 7-Step Social Selling Routine [Infographic]

Jul 29, 2015 10:19:28 AM - By Daniel Ku

LinkedIn vs. Twitter, who reigns supreme for the best network for Social Selling? Believe it or not, but both offer features that help reach buyers at ...

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5 Reasons Why Knowledgeable Salespeople Are Effective At Closing Deals

Jul 28, 2015 5:08:32 AM - By Jamie Shanks

Being first is great, but it's not enough. To win the sale, you have to be first and have the right knowledge to help your buyer. A study from Forrester found ...

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Why Your Social Selling Efforts Will Be Obsolete In 3 Months

Jul 27, 2015 6:48:24 AM - By Amar Sheth

Congratulations! If you’re building a Social Selling program for your company, you recognize that the buyer journey has fundamentally shifted from what it was ...

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Social Selling Haters Gonna Hate (And Why They’re Wrong)

Jul 24, 2015 8:31:41 AM - By Amar Sheth

In 1995, Clifford Stoll made a promise about how the internet was just all hype in an article. He argued that telecommuting, better learning in schools, ...

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From Zero To Superhero: How Content Transforms Salespeople [Infographic]

Jul 23, 2015 7:02:53 AM - By Daniel Ku

The right content can gradually transform ordinary sales professionals into a trusted resource, thought leader and industry expert. In fact, 74% of buyers ...

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One Powerful Tactic To Learn About Buyers Before Your Competitors

Jul 22, 2015 8:14:35 AM - By Amar Sheth

Social Surrounding: to some, it’s just something we should do in the world of sales. To others, it’s a massive invasion of privacy. But, what is social ...

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How Sales & Marketing Alignment Can Boost Revenue [Infographic]

Jul 21, 2015 6:16:27 AM - By Jose Sanchez

Marketing creates tons of relevant content but can’t get Sales to share it. Sales teams feel like Marketing doesn't support their efforts and that are not ...

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Why Social Selling Impacts 100% Of Your Pipeline [Success Story]

Jul 20, 2015 6:43:35 AM - By Amar Sheth

I had a great time speaking with Adam Apter because he’s as real as it gets. Adam is a sales professional at Thomson Reuters serving the mid-Atlantic region. ...

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In Good Company: Why Mentorship Is Key To Success

Jul 19, 2015 3:42:41 PM - By Amar Sheth

If you’re reading this, I’m certain you’ll agree that all of us are trying to do better in life. Whether that’s personally, professionally, physically or ...

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4 Social Selling Lessons Tinder Can Teach You [Infographic]

Jul 17, 2015 6:58:28 AM - By Daniel Ku

Tinder and Social Selling, a match made in heaven. Who would have thought these two peas in the pod would land in the same sentence? Interestingly enough, as ...

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Beyond LinkedIn: The Absolute Social Selling Ecosystem [Infographic]

Jul 16, 2015 8:31:21 AM - By Jamie Shanks

The term Social Selling usually drums up the thoughts of just LinkedIn tips and features (e.g. LinkedIn Sales Navigator, Trigger Selling, InMails, groups, ...

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The 20-Day Sales Diet: Transforming How You Sell

Jul 15, 2015 7:41:54 AM - By Jamie Shanks

Drop that third slice of cheesy pizza because it will hurt your sales behavior. Jason Liu, CEO of SAVO said something at the SAVO Sales Enablement Summit that ...

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One Funnel To Rule Them All: Aligning Sales And Marketing [Video Interview]

Jul 14, 2015 8:22:38 AM - By Jamie Shanks

"A lot of people think that any online or social media process is just Facebook time." Tynan Fischer, Chief Operating Officer at NH Learning Solutions, ...

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The One Element You’re Missing That Can Make Or Break A Deal

Jul 13, 2015 7:12:17 AM - By Brian Lipp

Relationships in business are expected, but they mean nothing without value. We receive cold calls all the time, it's shocking how bad they are. There is ...

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LinkedIn Situations We Can All Relate To In 15 GIFs

Jul 10, 2015 9:58:53 AM - By Jose Sanchez

We all agree that LinkedIn is one of the most powerful tools for Social Selling, but LinkedIn can also make you go through a roller coaster of emotions. Here ...

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From Cold Calling To Crushing Quota: The Story Of A Social Seller

Jul 9, 2015 9:45:12 AM - By Amar Sheth

On January 2nd, 2002 I joined a hot technology company in Toronto (where I’m based) as an Inside Sales Representative. My job was to man the phones, help ...

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Social Selling In 3 Steps: The Perfect LinkedIn Photo [Episode 1]

Jul 8, 2015 6:10:40 AM - By Dave Howe

Your LinkedIn Profile photo is your badge of honor. You should wear it with pride and show off those pearly whites of yours.

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Jill Rowley: "If You Suck Offline, You're Going To Suck More Online" [Video Interview]

Jul 7, 2015 10:01:58 AM - By Jamie Shanks

"If you suck offline, you're going to suck more online, so don't suck." Biting words from Social Selling Evangelist Jill Rowley. The days of old school sales ...

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3 Reasons Why 65% Of Your Content Goes To Waste

Jul 6, 2015 8:21:41 AM - By Jamie Shanks

There’s a huge problem in the marketplace and it may be what’s slowly dripping your organization dry. In fact, this problem is potentially costing ...

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Is Social Selling Creepy? [Infographic]

Jul 3, 2015 9:43:16 AM - By Jose Sanchez

Have you ever received a LinkedIn request from someone you don’t know? How about a cold call from a sales person that knows everything about you? Maybe you ...

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Engaging Buyers With Video (Spielberg Not Required)

Jul 2, 2015 6:45:34 AM - By Amar Sheth

2015 is the year of video! That’s what we’ve been hearing since mid-2014. Everyone in marketing has been talking about the power of video to reach, teach and ...

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LinkedIn Training: The Good, The Bad And The Ugly

Jul 1, 2015 5:21:28 AM - By Amar Sheth

With the rise, curiosity and gaining popularity of social media in the B2B sales process, LinkedIn has become the behemoth of the new “Social Selling” ...

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Top 5 LinkedIn Infographics For Social Selling Pros

Jun 30, 2015 5:39:23 AM - By Daniel Ku

If you’re like us, then you for sure love a good infographic. We're big fans of visual content - and infographics are a fun and easy way to display complex ...

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12 Valuable Metrics For Measuring Social Selling Success

Jun 29, 2015 5:10:27 AM - By Amar Sheth

As Social Selling grows and enters the sales process of organizations, the most natural questions that emerge pertain to metrics. Sales is used to measuring ...

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Why Social Selling Tips Are Just The Tip Of The Iceberg

Jun 26, 2015 10:27:56 AM - By Amar Sheth

As we finish the first half of 2015, I’m delighted to see the number of companies starting to look at, understand and evaluate Social Selling. This just wasn’t ...

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eBook: Making A Case for Social Selling

Jun 25, 2015 10:57:00 AM - By Jamie Shanks

If your sales organization is like many, you’re still using traditional sales techniques like cold calling. It's time to evolve with the changing world. Your ...

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6 Effective Traits Of A Social-Powered Team [Infographic]

Jun 24, 2015 8:07:01 AM - By Daniel Ku

Be where your buyers are today: online. Sales professionals who are socially-driven are growing pipeline and revenue and those who are not, are missing massive ...

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Supercharge Your Pipeline With LinkedIn Publisher: 11 Reasons Why It Works

Jun 22, 2015 10:27:42 AM - By Dave Howe

You probably already know that providing valuable content to your potential customers is critical to starting relevant conversations with buyers and creating a ...

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7 Things Sales Can Learn From Sports: The Social Selling Championship

Jun 19, 2015 5:58:41 AM - By Daniel Ku

If you follow sports, you likely witnessed a nail-biting Championship Series between the Cleveland Cavaliers lead by LeBron James Vs. The Golden State ...

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The #1 Mistake Companies Make With Social Selling

Jun 18, 2015 8:27:18 AM - By Jamie Shanks

When it comes to Social Selling, many sales and sales enablement leaders are making a huge mistake. Let me explain. Most organizations think that they can ...

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Social Selling Tools: The Ultimate List [Interactive Infographic]

Jun 17, 2015 10:45:05 AM - By Daniel Ku

There are hundreds of Social Selling tools out there. In fact, there are so many that it can get very confusing to know what each does or which ones to use. So ...

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The Great Debate: Should Sales Pros Create Their Own Content? [Video]

Jun 16, 2015 8:31:44 AM - By Amar Sheth

This has been a very hotly debated topic over the last 18 months or so. There are two camps of thought here and both sides are extremely passionate about their ...

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The Reason Why Your Social Selling Program Is Set To Fail [Video]

Jun 15, 2015 9:08:53 AM - By Jamie Shanks

If your organization already includes Social Selling, that’s great news! The bad news is that even if you have a Social Selling program, it needs to be ...

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Helping Is The New Selling: How Creating Value Uncovers Opportunities

Jun 12, 2015 6:58:07 AM - By Amar Sheth

If we were to ask most buyers today about how they perceive sales professionals, I’m pretty sure we know what they’d say. But the question is why do they feel ...

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10 Undeniable Social Selling Truths According To The Experts

Jun 10, 2015 8:00:36 AM - By Dave Howe

Social Selling is a must for today’s sales professionals. You can't ignore the fact that buyers have usually completed up to 57% of their journey before they ...

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What A Social Selling Leader Has To Say About The Future Of Sales

Jun 9, 2015 8:25:39 AM - By Amar Sheth

“Salespeople of the future will close deals as the natural conclusion to the buying process where knowledge and insight has delivered value from the start and ...

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How The Power Of Social Proof Can Help Drive New Revenue

Jun 8, 2015 6:38:51 AM - By Jamie Shanks

There’s no doubt that Social Selling training has many benefits. But when you’re connecting with new clients, even if you have a great product and are saying ...

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A Comical Guide To Understand What Buyers Are Actually Saying [Infographic]

Jun 5, 2015 8:26:56 AM - By Jose Sanchez

Ever feel like buyers are speaking a totally different language? "Call me next week!", "This isn't good timing," "Let me think about it." Decoding what buyers ...

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3 Harsh Realities Of Cold Calling And How To Avoid Them [Video]

Jun 4, 2015 7:15:06 AM - By Amar Sheth

Here we go, another “bash cold calling” blog post, right? Far from it! Cold calling still works (in various degrees for all of us) but should it be the only ...

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One Strategy To Keep Building Pipeline This Summer [Video]

Jun 3, 2015 8:52:06 AM - By Jamie Shanks

If you’re like many sales leaders, you probably think that the best time to enrol your team in a sales training program is at the beginning of the calendar ...

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eBook: How To Measure The ROI Of Social Selling

Jun 2, 2015 9:08:08 AM - By Jamie Shanks

How is social activity tied to your existing sales funnel? Can you measure Social Selling tactics using your existing CRM? How do you ultimately report on ...

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What You Can Learn From Hillary Clinton’s LinkedIn Profile [Video]

Jun 1, 2015 8:34:33 AM - By Amar Sheth

Social media is the ultimate level playing field. Instead of dominant voices, the evolution of social media proliferation has democratized the communications ...

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Getting Your Sales Reps To Amplify Your Message [Video]

May 29, 2015 9:28:01 AM - By Amar Sheth

One desire of every marketer is to get content into the hands of their sales professionals (in fact, all employees!). Enabling employees to share content seems ...

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8 Data-Driven Reasons Why You Need To Start Social Selling

May 28, 2015 8:07:24 AM - By Jose Sanchez

With some prospects, you can give them all the most logical, most emotional, most persuasive arguments in the world about what you sell and they're still not ...

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Cold Calling And Social Selling: Friends or Foes? [Video]

May 27, 2015 7:52:20 AM - By Amar Sheth

“Social sellers are telling everyone to stop picking up the phone.” And “cold calling is the only thing that works…don’t bother with anything else!” These are ...

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Social Selling For the Enterprise: 7 Experts Weigh In

May 26, 2015 10:09:57 AM - By Jose Sanchez

Chances are, your business has already implemented some form of Social Selling. But taking your Social Selling to an enterprise level remains a challenge for ...

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5 Big Mistakes That Social Sellers Make On Twitter

May 25, 2015 8:43:51 AM - By Jose Sanchez

Sharing content and engaging with potential clients on Twitter (the world's second largest social network) has become a must for sales professionals. But many ...

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10 Ways To Look Smarter On LinkedIn [Infographic]

May 22, 2015 8:04:11 AM - By Daniel Ku

By now, you already know what the best practices are for Social Selling on LinkedIn and how to kickstart a successful routine. To compliment this, we've also ...

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What 365 Days Of Social Selling Did For Me

May 21, 2015 7:26:01 AM - By Dave Howe

What a year it has been, It’s hard to believe that it’s actually been a little over a year since I joined Sales for Life and started my journey to Social ...

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So What? Who Cares? It’s About Your Buyers, Not You [Video]

May 20, 2015 8:21:16 AM - By Brian Lipp

How are you challenging yourself to learn about your buyer’s needs – are you asking yourself, “so what, who cares?” before every market interaction? You decide ...

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Social Selling Mythbusters: Why Tools Aren’t Enough

May 19, 2015 10:21:44 AM - By Jamie Shanks

Companies are at an all-time low with CRM adoption. Their sales teams rarely use the “software stack” they’ve been given, yet they pile on more sales tools to ...

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15 Solid Stats That Prove The Power of Social Selling [SlideShare]

May 18, 2015 10:09:48 AM - By Daniel Ku

What's the exact impact that Social Selling on a sales rep's pipeline and quota? How well does Social Selling compare to traditional sales tactics like cold ...

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The Life Of A Modern Sales Rep in 20 GIFs

May 15, 2015 7:53:20 AM - By Jose Sanchez

Life for salespeople can be a roller coaster sometimes. Here are 20 GIFs that showcase the wide range of emotions that modern sales reps can face on any given ...

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Is It Possible To Create 50% of Pipeline With Social Selling?

May 14, 2015 7:59:54 AM - By Amar Sheth

In March of this year, Jorge Ober contacted me to see if I’d be interested in learning more about his story. He told me how he’s been an avid reader of our ...

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A Proven Social Selling Routine: What 50,000 Sales Reps Told Us [Infographic]

May 13, 2015 10:04:57 AM - By Daniel Ku

Building a Social Selling routine shouldn’t be complicated. We’ve crowdsourced over 50,000 sales professionals all over the world on their best practices. This ...

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Why Your DIY Social Selling Program Is A Ticking Time Bomb

May 12, 2015 8:22:59 AM - By Jamie Shanks

PeopleLinx is dead right when they report that 60% of companies are stuck with sales reps performing just “Random Acts Of Social”, as opposed to consistent ...

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Is It Worth Paying For LinkedIn’s Premium Features?

May 11, 2015 7:43:40 AM - By Amar Sheth

The sales professional community is finally starting to see the value of LinkedIn for Social Selling. For those that get it, it’s been mega-successful! But the ...

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Social Selling On Twitter: The Definitive Guide For Using #Hashtags

May 8, 2015 11:56:54 AM - By Amar Sheth

Have you or your sales team ever wondered how to find targeted buyers on Twitter? There’s hundreds of thousands of tweets going out every minute and some of ...

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Improve The Performance Of Your Sales Team: 9 Trends For Learning And Development

May 7, 2015 10:00:17 AM - By Jamie Shanks

What are you doing to make your sales training more innovative and effective? Big Data, gamification, real-time learning... These are all key tips, trends, and ...

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How Social Selling Trumps Cold Calling: 5 Actionable Tactics

May 6, 2015 11:50:49 AM - By Amar Sheth

As a sales professional, you know how important researching your buyer can be before you cold call or use any other tactics. You can use social media today to ...

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What Does A Sales Leader Say About Implementing Social Selling?

May 5, 2015 8:35:32 AM - By Amar Sheth

“Changing the way you do business to create opportunity can be hard within an organization” says Mario Martinez Jr. Mario is a Regional Vice President of Sales ...

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22 LinkedIn Tools To Power Up Your Sales Prospecting [SlideShare]

May 4, 2015 9:55:43 AM - By Daniel Ku

At this point, you already know that LinkedIn is a social platform for professionals as well as a great tool for connecting with targeted buyers and potential ...

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5 Ways To Make Sure Your Sales Training Is Effective

May 1, 2015 9:02:02 AM - By Liz Vanderburg

How many times have you or your team completed sales training without knowing its real outcome? You’ve asked yourself, “Will I be able to turn all this content ...

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Crawl, Walk, Run: The Evolution of A Salesperson [SlideShare]

Apr 30, 2015 7:36:55 AM - By Daniel Ku

“Connected selling is informed selling.”

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eBook: Where Does Social Selling Fit In The Buyer’s Journey?

Apr 29, 2015 9:35:26 AM - By Jamie Shanks

How do current sales methodologies fit within the current buyer’s journey? How do companies educate buyers before their competitors do? How do sales reps and ...

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Are You Using These 7 Secret LinkedIn Tactics?

Apr 28, 2015 10:30:59 AM - By Jamie Shanks

Surprise! The tools you need for better sales are right there in front of you, but you might never see them until somebody points them out. Most sales ...

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Helping Is The New Selling: How Sharing Content Creates New Opportunities [Video]

Apr 28, 2015 6:19:30 AM - By Amar Sheth

On this edition of The Social Influencer Series, I had the pleasure of interviewing Brendan Cournoyer, Director of Content Marketing, at Brainshark. I wanted ...

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Rank First: How To Optimize Your LinkedIn Profile For Search

Apr 27, 2015 6:23:33 AM - By Emma Snider

You don’t have to be an SEO expert to know that Google’s algorithm places heavy emphasis on a website’s keywords to determine how to rank it in search. Of ...

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The Boomerang Effect: Creating Win-Win Relationships

Apr 25, 2015 8:56:30 AM - By Amar Sheth

Social psychologists call it The Boomerang Effect. Politicians call it Blowback. Spiritually, it can be called Karma. Whatever you call it, what goes around ...

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The Good, The Bad And The Ugly Of Cold Calling

Apr 24, 2015 6:01:08 AM - By Jamie Shanks

Sales professionals: I need to get something off my chest. The following post may read like a rant, but this has been bothering me about cold calling. Here’s ...

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8 Things To Avoid In Your LinkedIn Profile Photo [Infographic]

Apr 23, 2015 7:15:44 AM - By Jamie Shanks

Your LinkedIn photo is the first thing buyers see when they view your profile. It is your opportunity to make a good first impression as well as showcase your ...

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Why You Can’t Teach Yourself Social Selling

Apr 22, 2015 7:35:37 AM - By Liz Vanderburg

Online learning has been around for decades yet many misconceptions and misunderstandings still remain around it. As popular as it is, the online model still ...

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Inspire Your Social Selling With These 12 Expert Quotes

Apr 21, 2015 8:55:17 AM - By Daniel Ku

There’s nothing more motivating than feeling empowered by some real hard-hitting words. If you’re in the sales or marketing industries, then you definitely ...

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Success Story: Enhancing Every Stage Of The Sales Process With Social Selling

Apr 20, 2015 8:15:58 AM - By Amar Sheth

Stop the presses! I’ve never heard a sales professional and leader like Maria Tribble describe Social Selling in such a profound way. Maria is a Senior Sales ...

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10 Practical Tips To Perfect Your Sales Deck

Apr 17, 2015 8:43:54 AM - By Daniel Ku

As a sales professional, your sales deck is one of your greatest assets. Every sales meeting you walk into, it should complement the conversations you're ...

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Jill Rowley Speaks On Enabling Social Selling For The Enterprise

Apr 16, 2015 7:24:51 AM - By Amar Sheth

It’s not every day that I get an opportunity to talk to Jill Rowley so when the opportunity presented itself, I jumped at the chance. She’s super busy with her ...

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The Anatomy Of A Social Seller [Infographic]

Apr 15, 2015 6:45:38 AM - By Daniel Ku

Social Selling has become a massively important aspect of the modern sales process. But what does the anatomy of a successful social seller look like? In our ...

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5 Questions To Qualify Your Leads: A Checklist for Social Sellers

Apr 14, 2015 7:30:54 AM - By Jamie Shanks

I'm not a big fan of wasting time. That's why I avoid cold calling. The time I spend qualifying Social Selling leads literally pays off by giving me all the ...

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What A Successful Social Selling Routine Looks Like

Apr 13, 2015 9:47:48 AM - By Daniel Ku

There are 7 days in every week and each day lasts a mere 24 hours no matter how much you’d wish your day was longer. Each minute in your day is critical to ...

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Doing More With Less: Winning The Battle With Time Management

Apr 11, 2015 7:00:11 AM - By Amar Sheth

One of the biggest challenges that we all have is time management. I’m not immune from this, either. Like you my days are getting longer, more scheduled, and ...

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The ROI Of Social Selling: Give Me $1 And I’ll Give You $5 [Video]

Apr 10, 2015 10:53:33 AM - By Amar Sheth

There is a ton of talk about Social Selling in the market. If you’re in sales or marketing today, there doesn’t appear to be a shortage of it. Sales people are ...

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10 Habits of Highly Effective Social Sellers

Apr 9, 2015 9:30:08 AM - By Jamie Shanks

Just a little over a quarter of a century ago, a little pamphlet called The 7 Habits of Highly Effective People sold 25 million copies and introduced the world ...

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6 Prospect Nurturing Tools You Can Start Using Today

Apr 8, 2015 7:46:24 AM - By Dave Howe

I love prospecting. That sounds crazy, right? Most people in sales would rather be out shaking hands, doing demos, even filling out their expense accounts. ...

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10 Ingredients Of A Viral LinkedIn Publishing Post [Infographic]

Apr 7, 2015 6:44:03 AM - By Daniel Ku

Your buyer has a business issue but they’ve already made a conscious buying decision, so how do you make sure your solution is the right solution? As the sales ...

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Why Mentorship Is Key To Social Selling Success [Video]

Apr 6, 2015 9:56:16 AM - By Jamie Shanks

I was recently part of a LinkedIn discussion that questioned whether mentorship training was important to an overall sales training program. My answer? ...

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4 Traits of a Successful Social Selling Program [Video]

Apr 3, 2015 11:08:08 AM - By Amar Sheth

Whether it’s Management, Sales, Enablement or Marketing, one of the most frequently asked questions we get is: what does a successful Social Selling program ...

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How One Sales Manager Is Getting Over 33% of His Pipeline from Social Selling! [Video]

Apr 2, 2015 7:02:36 AM - By Amar Sheth

It took me about 6 months to get my act together, but I was finally able to interview Dale Zwizinski for this episode of The Social Success Factor. Have you ...

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April Fools Joke: Cold Calling More Effective, Social Selling Not Worth It

Apr 1, 2015 5:36:37 AM - By Amar Sheth

It was with the most positive of expectations that I invited Dr. Elijah Wong of the Sales Management Executive Council to my show, The Social Influencer ...

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9 LinkedIn Hacks To Find New Hot Prospects

Mar 31, 2015 8:45:29 AM - By Jose Sanchez

The easiest way to stop worrying about making quota is by exceeding it. LinkedIn offers search tools to help you make that happen on a regular basis and they ...

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How To Measure Your Social Selling Efforts With Your CRM [Video]

Mar 30, 2015 9:29:23 AM - By Jamie Shanks

If you’ve implemented Social Selling into your organization, I applaud you. But you may have neglected to include one of the most important components of ...

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8 Fatal Mistakes Salespeople Make With Prospects [Infographic]

Mar 27, 2015 12:11:57 PM - By Jose Sanchez

Sales reps know what they should do as much as they know what they shouldn’t do - unless your goal is to steer your leads straight to the exit door. Making the ...

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A Single Platform That Helps You Auto-Magically Align Sales and Marketing

Mar 26, 2015 12:39:36 PM - By Amar Sheth

In this edition of The Social Tool Series, I had the opportunity to sit down with Jeff Russo of HubSpot. Jeff is a Product Marketing Manager there and showed ...

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Success Story: How Meru Networks Optimized Their Pipeline With Social Selling

Mar 25, 2015 9:54:17 AM - By Jamie Shanks

I hope you’re already aware of the benefits of Social Selling training. But if you still have any lingering doubts, I’d like you to meet Kevin Coppins, former ...

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How I Blew Up My Retirement Plan, Or The Road To Social Selling Success

Mar 24, 2015 12:22:28 PM - By Jamie Shanks

  Spring is a time of new beginnings. It’s a time to take stock and gauge how you’re meeting your goals, and if you’re on track to creating a successful ...

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Twitter 101: Social Selling In 140 Characters

Mar 23, 2015 1:34:06 PM - By Jamie Shanks

Social Selling keeps on expanding in importance and proving to be essential for increasing revenue in 2015. And Twitter has become an effective but often ...

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6 Good Reasons Why Prospects Just Aren't Loving Your Content

Mar 20, 2015 10:12:04 AM - By Jose Sanchez

Sharing, comments, and social media conversations are the three biggest indications that your prospects are really engaged with the content you are publishing. ...

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Why Social Selling Must Be Part Of Your Daily Routine

Mar 18, 2015 8:29:54 AM - By Dave Howe

I'm a social seller. It's who I am when I go to bed at night. Social Selling is a part of my DNA, but I understand that others may not find it so intuitive. ...

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Social Selling On LinkedIn: 10 Resources To Get You Started

Mar 17, 2015 7:35:12 AM - By Jamie Shanks

Just about everybody is on LinkedIn today. Actually, that's not an exaggeration. From a sales statistics report by Zachary Lukasiewicz at Lean-Launch: 96% of ...

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Why e-Learning Isn’t Enough To Succeed At Social Selling

Mar 16, 2015 9:44:57 AM - By Jamie Shanks

As a sales professional, continuous training is probably a regular part of your professional life. But when it comes to social selling learning, most sales ...

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Offline vs. Online Leads [Infographic]

Mar 12, 2015 8:37:31 PM - By Jose Sanchez

Today, leads are typically originated from two main sources: online or offline. Each of these leads comes with a very different background based on the tactics ...

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One Sales Rep Proving That Social Selling Is A Marathon, Not A Short Race

Mar 12, 2015 2:36:42 PM - By Amar Sheth

The one thing that I have a personal passion for is learning from sales professionals that are doing extraordinary things with social selling. Garrett Graston ...

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Creating Legendary Content That Converts Prospects Into Sales

Mar 11, 2015 8:22:46 AM - By Dave Howe

So often in sales we end up sharing content with our buyers that they simply don't find relevant or valuable. This is because to really connect with our ...

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What Has Your Sales Training Done For You Lately?

Mar 10, 2015 9:32:50 AM - By Liz Vanderburg

We all have enrolled or been forced to take sales training sessions or seminars that we weren’t particularly excited about. So you arrive on the day of the ...

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Ensuring Social Selling Success: The Power of Triple Alignment

Mar 9, 2015 12:17:21 PM - By Jamie Shanks

When you’re adopting social selling into your organization, you need approval from the executive team. But once you get the executive buy-in, then what? For ...

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How One Sales Rep Makes 50% Of His Pipeline Come From Social Selling

Mar 6, 2015 1:21:53 PM - By Amar Sheth

Is it possible to build a HUGE pipeline through social selling? The short answer is yes, absolutely. Just ask Jeff Zelaya. In fact, 50% of his pipeline is from ...

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8 Things to Consider Before Implementing Social Selling In Your Company

Mar 5, 2015 8:42:02 AM - By Amar Sheth

So, you’re thinking about social selling and wondering “where do I start?” or “where do I navigate?” Fear not, you’ve come to the right place. How you drive ...

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The Old Era Vs. The New Era of Social Selling [Infographic]

Mar 4, 2015 7:19:55 AM - By Jose Sanchez

In the strict sense of the word, sales have always been social. The following infographic describes the differences between "social selling" a few decades ago ...

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8 Easy-To-Use Multimedia Tools To Create Mouthwatering Sales Materials

Mar 3, 2015 6:24:38 AM - By Dave Howe

Do you have an in-house ​Marketing Guru that creates all of your sales & marketing collateral for you? If so than you are one of the lucky few. For most of us, ...

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The 7 Deadly Sins of Social Selling

Mar 2, 2015 9:55:59 AM - By Jamie Shanks

Freedom is nice. Rigid cold call scripts usually feel claustrophobic and fake, for both you and your prospects, which is one of the biggest reasons that 78 ...

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Sales Trends In 2015: Predictions By 14 Industry Experts [Report]

Feb 27, 2015 9:16:15 AM - By Jose Sanchez

Everybody’s got an opinion. But not all opinions are equally good, at least not in the business world. If you want to hit your average yearly quota, keep doing ...

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How Content Transforms Salespeople [Infographic]

Feb 26, 2015 7:42:35 AM - By Jose Sanchez

Cold calls, spam, sleazy sales pitches, poor quotas... Forget the old-school stereotype. Today’s most successful sales reps act as thought leaders and industry ...

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Why Blended Learning Gets You Social Selling Harder, Better, Faster, Stronger

Feb 25, 2015 10:41:58 AM - By Jamie Shanks

Continuous training is a regular part of a sales professional’s life. But when it comes to social selling training, most sales teams have either educated their ...

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The One Factor That Helps You Close Deals [Video]

Feb 24, 2015 7:31:17 AM - By Amar Sheth

Grant Cardone is one of my favorite sales leaders and while watching one of his videos, I learned his perspective on how a sale is earned. What makes the buyer ...

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Becoming A Sales Ninja: 4 Ways To Track Your Competitors Without Them Knowing

Feb 20, 2015 12:18:23 PM - By Dave Howe

The social web today has an invaluable amount of information about our prospect and clients that we can use to our advantage during a sales cycle. As modern ...

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76% Of Sales Reps Find Social Selling Valuable, Only 31% Use It [Infographic]

Feb 19, 2015 10:00:37 AM - By Jose Sanchez

According to a recent survey by PeopleLinx, only 31% of sales reps have incorporated Social Selling into their daily routine. The problem isn't that they don't ...

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Blog Like a Pro: Ensuring That Your Posts Reach The Right Audience

Feb 18, 2015 9:52:21 PM - By Jose Sanchez

Congratulations! You have an amazing blog post with content that will make buyers excited enough to take action-- but you're not done yet. While there's no ...

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Remember: It’s a Buyer’s Journey, Not a Sales Cycle

Feb 17, 2015 12:33:20 PM - By Jamie Shanks

As a sales professional, you’re no doubt familiar with the sales cycle. Your sales manager has probably used the term many times when talking about the sales ...

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Creating a Buyer-Centric LinkedIn profile: 7 Key Questions

Feb 16, 2015 4:02:00 AM - By Jose Sanchez

Sales professionals know the importance of branding, but not all of them think of themselves as a brand. However, your online presence does represent you as a ...

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No content = No visibility = No pipeline

Feb 13, 2015 11:33:47 AM - By Jose Sanchez

According to Google, 88 percent of consumers say that they read an average of 10.4 pieces of content before making a buying decision. Seventy nine percent of ...

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10 Social Selling Truths You Can't Ignore

Feb 12, 2015 12:16:30 PM - By Jose Sanchez

Selling's always been a social pursuit, but social selling has taken the place of old-fashioned backslapping in today's business. Social selling involves ...

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4 Simple Reasons Why Sales Reps Should be Chief Listening Officers [Video]

Feb 11, 2015 11:05:38 AM - By Amar Sheth

Here’s a novel concept: let’s listen to our buyers! From the day we contemplated joining the sales profession right down to today, our Managers, Directors and ...

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5 Ways to Generate Content Ideas For Your Social Selling Strategy

Feb 10, 2015 4:46:55 PM - By Jose Sanchez

Your job as a sales rep in the age of social selling begins with publishing great content. Customers want to buy from reputable businesses that provide value ...

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What Does A Top Marketing Executive Say About Being Socially Engaged?

Feb 9, 2015 12:55:27 PM - By Jamie Shanks

Meet Magdalena Kotek, Global Marketing Leader at Global Financial Solutions @ GE Capital. Magdalena, Jill Rowley, and I were having a beer at a fabulous ...

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The ONE Asset That Matters MOST To Our Buyers [Video]

Feb 6, 2015 1:20:15 PM - By Amar Sheth

You’ve read the headline, it makes a bold claim. And I’m here to back it up. Our time is the only asset that matters most. We want more of it, but most of us ...

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How To Prospect On LinkedIn In 20 Minutes A Day [Infographic]

Feb 5, 2015 11:59:43 AM - By Jose Sanchez

Your LinkedIn success does not depend on the exact amount of time you spend on the platform. The key is how you spend your time and the quality of your network ...

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What Is The Double Whammy Of Sales? [Video]

Feb 4, 2015 11:19:13 AM - By Amar Sheth

I’ve called this post the “Double Whammy” but it can also be called a paradox or dichotomy. So what’s the double whammy? It’s that customers are sick and tired ...

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Content Curation For Sales: How To Find Content That Buyers Love

Feb 3, 2015 12:55:40 PM - By Jose Sanchez

As a sales rep or sales manager, you know that finding relevant content is essential to enable your Social Selling process. Without it, your activity as a ...

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10 Practical Tips to Kick Start Your Social Selling Efforts In 2015 [Video]

Feb 2, 2015 11:50:50 AM - By Amar Sheth

With 2015 firmly upon us, an increasing number of sales professionals around the world will start to study social selling as a way to find, educate and engage ...

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5 Sales Tasks You Should Already Be Automating

Jan 29, 2015 1:59:20 PM - By Jose Sanchez

Sales teams can save themselves a lot of time by automating common tasks they do each day. Fortunately, there is now plenty of software that makes sales task ...

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Attention Managers: 7 Skills And Traits Of Modern Sales Teams

Jan 28, 2015 2:28:41 PM - By Jamie Shanks

Most businesses have realized that in order to continue on successfully, they have to employ modern sales tactics that have been adapted to the current ...

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LinkedIn Success: The Anatomy Of An Engaging Status Update

Jan 26, 2015 6:35:41 AM - By Jamie Shanks

How healthy is your lead generation strategy on LinkedIn? A strong, robust series of status updates will inspire confidence in you and engage your prospects' ...

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Social Selling Hacks: Content Sharing Tactics You Should Be Using Today

Jan 23, 2015 10:54:55 AM - By Dave Howe

The word “hack” gets thrown around a lot these days. Funny enough, I was actually asked by my mother recently about it’s meaning. She said “isn’t hack a bad ...

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The Largest Online Social Selling Event On The Planet Kicks Off Next Week

Jan 21, 2015 6:32:48 AM - By Jose Sanchez

The top experts on the topic of Social Selling will share their secrets in a very insightful series of online presentations at The Social Selling Summit, ...

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How To Run Effective Meetings Between Sales And Marketing [With Sample Agenda]

Jan 20, 2015 4:35:25 PM - By Jose Sanchez

According to a study by Forrester Research, only eight percent of B2B companies believe they have a strong alignment between sales and marketing. This is a ...

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How to Write LinkedIn Publishing Posts That Supercharge Your Pipeline

Jan 19, 2015 2:45:35 PM - By Jamie Shanks

Sales and marketing teams are well aware of the power of LinkedIn for engaging customers and building lasting relationships, but not many businesses are using ...

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Social Selling in 2015: A Look Into The Next 12 Months [Infographic]

Jan 16, 2015 8:51:03 AM - By Jose Sanchez

Social selling has proven to be both popular and effective. According to a 2014 study by DemandGen, 72% of B2B buyers used social media to research their ...

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The Catch-Up: WORST Position for Sales [Video]

Jan 15, 2015 12:31:38 PM - By Amar Sheth

Remember when you were in school and instead of studying for the big test, you went out with the friends? Days usually slipped away because you thought you had ...

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SUCCESS STORY: Social Selling & 200% Over Quota!

Jan 15, 2015 12:52:24 AM - By Amar Sheth

Here is how one sales professional became a Top Account Executive by adding social selling into his mix of sales tools. Jelle den Dunnen may seem like an ...

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Optimizing Engagement: When To Share Content On Social Media

Jan 14, 2015 11:23:19 AM - By Jose Sanchez

As you might guess, there is no right or wrong answer when it comes to good timing for social media posts. Each media platform attracts different types of ...

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The Science of Social Selling: 5 Studies that Prove the Power of Social

Jan 13, 2015 1:45:07 PM - By Jamie Shanks

Social sales involves much more than just tweets and posts. It is a way of nurturing prospects into long term business partners for a potentially limitless ...

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The Importance Of Authenticity For Social Sellers [Video]

Jan 12, 2015 9:58:58 AM - By Amar Sheth

What should be your # 1 new year’s resolution in sales? Be authentic. That’s the resolution. I’ve written about this topic before and it cannot be ...

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FAQ Series: Social Messaging Best Practices For Sales Pros

Jan 8, 2015 6:20:05 PM - By Dave Howe

In the modern age of sales we as reps have had to adapt to new ways of attracting customers. To do this, many reps and Social Sellers have begun sharing ...

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The 1 Trend That Sales Enablement Isn’t Focused On…Yet [Video]

Jan 7, 2015 11:55:34 AM - By Amar Sheth

Markets, economies, company strategy are all highly influenced by trends. And one of the biggest driving factors in these decisions is demographics. While in ...

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How To Be An Influencer: The 6 Principles Of Persuasion [Infographic]

Jan 6, 2015 6:35:20 AM - By Jose Sanchez

Understanding what motivates people helps us to better tailor our content and overall messaging to speak to their needs. The following infographic by Dr. ...

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Getting In Shape: Why Social Selling Works Like Fitness [Video]

Jan 5, 2015 10:37:53 AM - By Amar Sheth

You can go the gym or you can get results. Which do you prefer? The challenge is that most of us are so busy that it’s incredibly hard to focus. I know, if we ...

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5 Big Mistakes People Make On Their LinkedIn Profiles

Jan 2, 2015 7:16:40 AM - By Jose Sanchez

“I have not failed. I've just found 10,000 ways that won't work.” ― Thomas A. Edison True, that may be inspiring, but it's terrible advice when it comes to ...

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Content Roundup: Top 10 Social Selling Blog Posts for Beginners

Dec 30, 2014 9:40:18 AM - By Kevin Thomas Tully

Sales and marketing professionals suffer from information overload more than other industry teams. Whether internal or external, from playing catch-up with ...

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Attention Sales Pros & Marketers: New Year's Resolutions For Social Selling Success

Dec 29, 2014 7:17:29 AM - By Jamie Shanks

The beginning of a new year is the perfect time to look back, look ahead and reflect on lessons learned during the past year. It's also a good time to make ...

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Eleven Social Selling Lessons from 7 Inspiring SlideShares

Dec 23, 2014 11:43:19 AM - By Jose Sanchez

SlideShare has emerged as the “quiet giant” of marketing. The combination of short nuggets of wisdom alongside motivational images draws 60 million visitors ...

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You Better Watch Out: Have You Made Santa’s Social Selling List?

Dec 22, 2014 8:07:54 AM - By Kevin Thomas Tully

When the calendar turns towards December, the thoughts of sales and marketing professionals turn to… more business. The new year, and a new start, is just ...

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LinkedIn’s Forgotten Rule: If You Want to Connect, Just Connect

Dec 19, 2014 1:05:23 PM - By Kevin Thomas Tully

Before the advent of social media, conversation was easy. And by easy, I mean unencumbered. I’m certain that accomplished sales and marketing professionals ...

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Top Business Intelligence Tools For Sales Pros

Dec 18, 2014 12:46:31 PM - By Dave Howe

Welcome to the Social Selling Tool Kit Series. This is a bi-weekly blog series that focuses on a specific segment of Social Selling tools in each post. This ...

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How Does An Ideal LinkedIn Profile Look Like? [Infographic]

Dec 17, 2014 6:50:04 AM - By Jose Sanchez

Having a strong LinkedIn profile is the corner stone of any Social Seller’s activity. Our LinkedIn profile illustrates who we are, what we do and, most ...

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Social Selling Success: The Importance Of Visibility

Dec 16, 2014 11:48:43 AM - By Amar Sheth

We’ve known this for years. That’s why our sales managers hammer ask us to stay in front of prospects by constantly calling them. They know something that we ...

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The Three Way Lovefest: Ensuring Revenue With Training

Dec 15, 2014 11:45:29 AM - By Jamie Shanks

Listen, I’m going to give you a really important piece of advice. DON’T DO TRAINING. Honestly, you’re not ready! That’s what we’re forced to tell companies ...

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One Killer Sales Tip: Help Buyers Always, In All Ways

Dec 11, 2014 12:48:29 PM - By Amar Sheth

By far, one of the questions I’m asked most frequently is “what is your social selling philosophy?” And although the answer is so simple to me, it baffles ...

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10 Must-Read Sales Books for Your Holiday Gift List

Dec 10, 2014 6:07:54 AM - By Kevin Thomas Tully

Ahh, holidays. The traditional time to spread joy and good cheer. Many companies promote a culture of gift giving (and, of course, receiving). For some sales ...

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Why Experts Forecast Rapid Adoption Of Social Selling In 2015

Dec 8, 2014 8:29:39 PM - By Jose Sanchez

Years ending with the number five have a special significance. It's time to look back at what we've learned since 2010 and what we want to achieve by 2020. The ...

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Who Do People Buy From? [Infographic]

Dec 5, 2014 8:43:22 AM - By Jose Sanchez

There's a lot of talk around the changing sales and marketing landscape. But this evolution is driven by one important factor: the buyer. The way people ...

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15 Tweets By Ridiculously Successful Social Sellers

Dec 4, 2014 7:48:15 PM - By Jamie Shanks

Seriously, how do they do it? They use the same social tools: LinkedIn, HootSuite, Twitter, etc. They have the same pressures and aspirations as the rest of ...

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Creating and Organizing Your Sales Content Library in 5 Easy Steps

Dec 3, 2014 7:52:13 PM - By Jose Sanchez

How much time are you wasting trying to sell to a client that isn't ready? Studies say that up to half of qualified leads just aren't ready to buy yet. They ...

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6 Sure-Fire Social Selling Tips to Revitalize Your Existing LinkedIn Network

Dec 2, 2014 1:37:40 PM - By Kevin Thomas Tully

You get it. As sales and marketing professionals you understand the power and practical applications of social media. You’ve made inroads into accounts and ...

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Does Your Company Have What It Needs For Social Selling Success?

Dec 1, 2014 1:41:01 PM - By Jamie Shanks

Welcome to the Social Hierarchy of Organizational Needs. This is a reverse-engineering of Maslow’s Hierarchy to represent the order of importance of different ...

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Are Your Messages Being Read? 5 Social Selling Best Practices

Nov 27, 2014 5:27:18 PM - By Dave Howe

Being a Social Selling Trainer, one of the things that I‘m asked most about is messaging best practices; the whens, wheres and hows of messaging a prospect for ...

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7 Turkey Leg Dropping Reasons To Be Thankful For Social Selling

Nov 26, 2014 6:14:26 AM - By Kevin Thomas Tully

It’s that time of year when our thoughts turn to reflection and self-analysis, especially when the makings of a tryptophan-fueled reverie begin to develop. ...

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How To Structure The Ideal LinkedIn Profile (Infographic)

Nov 25, 2014 9:36:43 AM - By Jose Sanchez

With 88% of B2B professionals in the US using LinkedIn, the network has become a go-to source for them to research vendors and products. Sales reps can't ...

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6 Ways Social Selling Has Helped Companies Supercharge Their Pipeline

Nov 24, 2014 12:48:58 PM - By Jamie Shanks

It's that time of year when we take a step back and appreciate what has made a big difference in our lives and our business for the year. At the top of both ...

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Why You Should Consider Adding Twitter to Your Prospecting Mix

Nov 21, 2014 1:23:39 PM - By Guest Author

When it comes to social selling and social media prospecting, LinkedIn seems to be most people’s go-to platform. LinkedIn is obviously a powerful professional ...

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Supercharge Your Browser: 7 Extensions For Social Sellers

Nov 20, 2014 12:13:49 PM - By Dave Howe

Web browsers are the unsung heroes of the digital age. Since the days when AOL and Netscape Navigator ruled the Internet, web browsers have been providing us ...

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From Sales Rep To Thought Leader: Standing Out From The Rest

Nov 19, 2014 1:13:23 PM - By Amar Sheth

Thought leader. There, I said it. The term has caught a BEATING lately by self-styled gurus. But what they fail to see, I hope you understand here from a sales ...

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Even Your Grandma Knows It: 5 Reasons To Invest In Social Selling

Nov 18, 2014 1:54:24 PM - By Jose Sanchez

A winning smile, a little know-how, and letting the client win a round of golf or two was once all it took for a salesperson to stay top dog in the world of ...

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