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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.

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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