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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.

Amar Sheth

Amar Sheth

About the Author

Amar Sheth has trained thousands of people worldwide on the topic of Social Selling, through a style that’s part storytelling and part motivational.

3 Tactical Plays Every Sales Leader Needs to Run to Crush 2019

Jan 4, 2019 5:00:00 PM - By Amar Sheth

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The False Choice between Value & Volume in B2B Sales Today

Dec 31, 2018 9:00:00 PM - By Amar Sheth

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Sales Leaders: The Age of Insights is Here. Are Your Sellers?

Dec 28, 2018 10:00:00 AM - By Amar Sheth

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4 Practical Ways Sales Leaders can implement Social Selling for Account-Based Sellers

Dec 26, 2018 6:00:00 PM - By Amar Sheth

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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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 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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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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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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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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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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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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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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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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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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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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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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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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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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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 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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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 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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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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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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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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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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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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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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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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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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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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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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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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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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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 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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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 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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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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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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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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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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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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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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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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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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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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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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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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3 Reasons Why Sales Shouldn’t Wait For Marketing! (Video)

Nov 12, 2014 12:12:31 PM - By Amar Sheth

The one thing we hear consistently from the sales pros we train is that they want to share content but want it delivered to them on a silver platter. Below are ...

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What’s The Secret To TOP Sales Success? Hint: It Starts With Overcoming Your Fears! (Video)

Nov 5, 2014 11:03:37 AM - By Amar Sheth

Don’t worry, be happy. Let me give you some background. Us wonderful sales professionals are constantly worried. Worried about quota/targets, meetings, ...

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3 Ways Not To “Pitch” When Social Selling

Oct 22, 2014 1:43:21 PM - By Amar Sheth

I read this great blog the other day by Barbara Giamanco and she mentioned a term that I instantly loved, the feature dump. It got me thinking about how sales ...

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Relationship Builders vs. Connection Collectors (Video)

Oct 15, 2014 1:35:06 PM - By Amar Sheth

As a sales professional in this day and age, are you interested in building relationships or collecting connections? Sounds like a rhetorical question and one ...

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Who’s Prospecting Who? Buyers are Prospecting You!

Oct 8, 2014 1:15:03 PM - By Amar Sheth

You read that right! Your buyers are prospecting you now. As much as you’re prospecting them, they’re also prospecting you. Whereas you had access to ...

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Social Selling Success Story: Driving Home the Dollars! #ILoveCars

Oct 1, 2014 1:01:19 PM - By Amar Sheth

In this blog series, I usually blog about B2B sales professionals who are doing extremely well using social media. Today I’m going to swerve a little bit off ...

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Social Selling Success Story: Steven Jackson & The 5X Phenomenon!

Sep 2, 2014 5:15:02 AM - By Amar Sheth

Another day, another social selling success story…right? Not quite my friends. Steven Jackson takes things to a whole new level. Steven and I had a virtual ...

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Social Selling Myths Busted: No Talking Required (Video)

Aug 6, 2014 6:35:25 AM - By Amar Sheth

Social selling myth #1: You'll get purchase orders in 140 characters because talking isn't necessary anymore. In this series of off-and-on posts, I’m going to ...

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The 30 Year Paycheck: It’s Redemption Time (Video)

Aug 5, 2014 6:29:20 AM - By Amar Sheth

Are you in your job for the paycheck or the adventure? This blog is definitely one of my favorites. I had the opportunity to interview Sander Biehn about his ...

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SUCCESS STORY: 41% Pipeline from Social Selling & $28,000 Deal in the Bag (Video)

Jul 29, 2014 2:26:29 AM - By Amar Sheth

Jennifer MacAskill from Cision has boosted her sales pipeline significantly by using LinkedIn. What happens when you become a social seller? If you’re doing it ...

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Power to the People!

Jul 23, 2014 5:48:17 AM - By Amar Sheth

Sales people: this one is for you. Read on, for all is not lost! Buyers and sellers have always lived in a system of comfortable checks and balances. While one ...

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Fighting with 2 Hands Tied Behind Your Back! (Video)

Jul 20, 2014 5:00:33 AM - By Amar Sheth

If someone offered you a huge sum of money to get into a boxing ring with two hands tied behind your back, hopping on one foot and having a blind fold on, ...

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Make Some Room: Social Selling is Here to Stay

Jul 16, 2014 5:00:38 AM - By Amar Sheth

This post is not about the fact that people are slow to adopt social media in the sales process. It’s more about the correct mindset that’s needed when the ...

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LinkedIn Is YOUR Digital Business Card (Video)

Jul 15, 2014 7:59:25 AM - By Amar Sheth

How are you using LinkedIn today? Are you only connecting with people you know really well? Sure, that’s a good strategy. But do you hand out business cards to ...

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But Wait, There's More! (Video)

Jul 12, 2014 4:00:02 AM - By Amar Sheth

You use it, don’t even deny it. It’s second nature to you, me and everyone in our community. It’s the lingua franca of our time. Call it our very own terms of ...

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Is Sharing Content a WASTE of Time? (Video)

Jul 9, 2014 1:19:07 AM - By Amar Sheth

It’s troubling to hear when senior sales executives think sharing content is a waste of time. Is it though? Are Sales Conversations a Waste of Time? If you’re ...

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“I’m Tired… of Waiting” (Video)

Jul 8, 2014 2:21:54 AM - By Amar Sheth

Does your company's management understand the value of social selling or are you tired of waiting for them? Social selling: what are your thoughts on it? Check ...

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Buyers Respond to Great Content, Not Sales Pitches (Video)

Jul 7, 2014 5:40:56 AM - By Amar Sheth

“The guy who hustles the most is the guy who just catches that loose ball.” -Will Smith I really like that quote from Will Smith because it reminds us that ...

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Social Tool Series: SalesLoft, Your New BFF in Sales

Jul 6, 2014 2:15:20 AM - By Amar Sheth

Everyone needs a BFF, especially if you’re in sales with ever-increasing quotas, demands, and those oh-so-friendly customers. Well, cheer up! There’s a new ...

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Social Selling Success Story: Using Social Media In The Recruitment Industry

Jul 5, 2014 2:02:34 AM - By Amar Sheth

Is it possible to use social selling to differentiate yourself, even in highly competitive fields? The staffing and recruitment space is one of the most ...

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Context Matters with Social Selling (Video)

Jul 4, 2014 1:08:03 AM - By Amar Sheth

Everything we do as sales professionals is about context. There has to be a right place and a right time for everything. Do you agree with this? I don’t think ...

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BYOS: Bring Your Own Self (Video)

Jul 3, 2014 1:42:27 AM - By Amar Sheth

It’s interesting to see how we all crave the comfort of social groups. However, in that quest for comfort, are you willing to let go and shed your own ...

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Branding: Your New Extra-Curricular Activity (Video)

Jul 2, 2014 6:58:50 AM - By Amar Sheth

Cultivating relationships with colleagues is important, but don't forget about investing in personal branding and buyer relationships. All hail the Happy Hour! ...

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Are Sales People In The Game Business? (Video)

Jun 26, 2014 11:14:42 AM - By Amar Sheth

Buyers perceive sales people as untrustworthy. Fortunately, with the internet and social media, you can create a blank slate for yourself. If you’re in sales, ...

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Aggressive Cold Calling Job Posts (Video)

Jun 25, 2014 7:10:03 AM - By Amar Sheth

Why do companies emphasize cold calling in job posts? It's time to modernize and reconsider other sales tools. In the age of the modern day buyer, the sales ...

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Social Tool Series: oFunnel Finds Needles in the Haystack (Video)

Jun 24, 2014 1:47:31 AM - By Amar Sheth

oFunnel is like Google Alerts, but for your LinkedIn network. In the never-ending quest to find productivity tools for the modern-day sales pro, I had a chance ...

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Is a Picture Worth 1000 Words? (Video)

Jun 23, 2014 9:38:22 AM - By Amar Sheth

How many times have we all heard the saying that a picture is worth 1000 words? It’s meant to reinforce the idea that more than words, pictures can help to ...

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Are You a Suck Up? (Video)

Jun 20, 2014 1:45:15 AM - By Amar Sheth

Do you add value to buyers by challenging them to think differently, or do you just agree with everything they say? Blog post ideas come from everywhere, ...

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Social Selling Success Story: Keith Weightman Is An All-Star

Jun 15, 2014 1:07:24 AM - By Amar Sheth

Keith Weightman, an account executive at Bullhorn, combines social selling with traditional selling to get 150% of his sales target. I want you to check out ...

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Social Selling Success Story: Small Biz Owner Uses Social Selling to Win HUGE Account

Jun 9, 2014 7:20:28 AM - By Amar Sheth

Social selling isn't just for B2B sales professionals selling technology solutions. Find out how this culinary events company uses social selling to land a ...

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Socedo & The Swag Factor (Video)

Jun 1, 2014 1:48:30 AM - By Amar Sheth

Got swag? If not, get Socedo (pronounced soh-see-doe)! Socedo is one of the most ingenious tools to hit the sales and marketing street in a long time. It ...

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Social Selling Success Story: Chris Poole Uses Social Selling to Drive Pipeline!

May 30, 2014 1:10:19 AM - By Amar Sheth

Who says that social selling is only for SMB and enterprise organizations? They must be sorely mistaken because Chris Poole of Spot Check Services is proving ...

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Social Sellers Are Makers, Not Takers (Video)

May 29, 2014 1:10:06 AM - By Amar Sheth

Whether we believe it or not, sales people are viewed with a suspicious eye by buyers. If you disagree with this viewpoint, you need only look around you in ...

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Attention Sales Reps: Buyers are Going Social! (Video)

May 27, 2014 12:19:51 AM - By Amar Sheth

Listen up sales reps! Our buyers are going social. There is now emerging evidence of the power of social media in the buying world. Buyers that use social ...

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Keep Your Sales Reps: Go Social! (Video)

May 25, 2014 12:53:49 AM - By Amar Sheth

Not allowing sales reps to use social tools will have negative impacts on attracting and retaining talent. If you believe that change is a good thing and has a ...

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I Like Cookies – Not Cookie Cutters (Video)

May 23, 2014 12:58:28 AM - By Amar Sheth

Cookie cutter approaches don’t work in sales. If they’re working for you, you’re probably leaving money on the table. As sales people, we’re constantly trying ...

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Qualify Hard and Sell Soft (Video)

May 21, 2014 10:40:52 AM - By Amar Sheth

Increase the odds of finding qualified prospects by using social selling tools to listen to potential buyers. Have you heard that saying before? I heard it ...

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Do You Have Permission to Pitch? (Video)

May 20, 2014 12:11:06 AM - By Amar Sheth

Do we wait around for permission slips to pitch? Of course not! Whatever you do in life, you do it largely because it’ll help and benefit you. When we cold ...

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Are You Waiting to be Picked, Or Will You Pick Yourself? (Video)

May 16, 2014 12:17:38 AM - By Amar Sheth

When it comes to sales, one of the greatest moves we can make is to stop waiting for permission and to pick yourself to get things done ourselves. This blog is ...

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Ignore & Avoid Social Selling at Your Peril!

May 15, 2014 8:01:42 PM - By Amar Sheth

Social selling is here to stay. If you ignore or avoid facing this reality, you'll ultimately be punished. We’re bombarded with so much information these days. ...

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The Social Selling Full Monty (Video)

May 15, 2014 12:49:03 AM - By Amar Sheth

Lights, camera, action! All eyes are on you. It’s time to go full monty! Welcome to living the sales life on the razor’s edge. Now that you’re on social media, ...

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A Few Bad Apples in Sales (Video)

May 13, 2014 8:57:14 AM - By Amar Sheth

A few bad apples spoil the bunch. Have you heard that saying before? Here’s the problem. We’re the rotten apples that this saying is talking about! In the ...

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Don’t Ask Me What I Think! (Video)

May 11, 2014 12:49:49 AM - By Amar Sheth

Don't ask the buyer what they think. Add value to the conversation by providing relevant content that will help their buying decision instead. Put yourself in ...

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The Inconvenient Truth & The 70% Piss-Off Factor

May 10, 2014 12:22:13 AM - By Amar Sheth

70% of people hate being called. Why aren't more people in the sales industry talking about this new reality? I was recently watching a video by Gary ...

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Use Topsy to Identify Prospects (Video)

May 9, 2014 4:53:20 AM - By Amar Sheth

In today’s video I’m going to teach you one simple tip to start identifying prospects. Sounds crazy, but it’s true. Think about what you do when you cold call: ...

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Cold Calling and Its ULTIMATE Demise

May 5, 2014 12:47:49 AM - By Amar Sheth

Cold calling’s ultimate demise will be because of the universal law called the Law of Cause and Effect. In blunt terms, this means for every action there will ...

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True Lies: My Run In with Fake LinkedIn Profiles

May 4, 2014 12:40:18 AM - By Amar Sheth

Writing a blog is great; for one, it allows you to vent once in a while. This is one of those blogs. I was debating not writing this blog but then thought it’d ...

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BYOC: Bring Your Own Content

May 2, 2014 8:52:33 AM - By Amar Sheth

The BYO (Bring Your Own) phenomenon is bombarding organizations from all directions. It’s interesting to see the solutions: some organizations stick to “tried ...

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Social Selling Success Story: 15 Appointments and a $150,000+ Opportunity in 3 Weeks

May 1, 2014 5:56:18 AM - By Amar Sheth

John Livett at Signifyd has a solid grasp of using social media channels to boost his contact rate with potential buyers. He’s also converting those ...

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The Social Influencer Series: Steve Richard Brings Balance to The Force

Apr 30, 2014 1:05:11 AM - By Amar Sheth

In this episode of the Social Influencer Series, Steve Richard of VorsightBP/Vorsight talks about finding a balance between traditional cold calling and modern ...

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The Social Influencer Series: Nick Foster Discusses the Future of Sales & Marketing

Apr 29, 2014 12:55:24 AM - By Amar Sheth

Nick Foster, the former CMO of Softchoice, shares his insights about the future of sales and marketing, and how social selling fits in. Welcome to The Social ...

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Do Phone Calls Have a Place In Social Selling?

Apr 28, 2014 12:56:22 AM - By Amar Sheth

Social selling isn't replacing the telephone, but it is replacing cold calling. “Baby please forget me not, I want you to remember.” - Patrice Rushen For those ...

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The Social Influencer Series: Julio Viskovich

Apr 26, 2014 1:27:14 AM - By Amar Sheth

As social selling started to creep up on the sales community, we found out that we were all really late to the party. While buyers were already researching ...

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Sales and Marketing: The Ultimate Tag Team

Apr 25, 2014 1:40:31 AM - By Amar Sheth

  When your sales and marketing teams works together, fantastic business results can be realized. Sales professionals are pounding the pavement every day ...

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Buyers: Catch Me If You Can!

Apr 22, 2014 5:31:10 AM - By Amar Sheth

Every time a new and exciting type of technology is discovered, society adopts it as quickly as possible. Think about one of the biggest shifts, mobile ...

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SUCCESS STORY: Ben Laflamme Gets More Appointments Using Social Selling!

Apr 19, 2014 2:11:04 AM - By Amar Sheth

In this success story, I want to introduce you to Ben Laflamme, a B2B sales professional from Montreal, Canada who is starting to take his sales efforts to the ...

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FAIL: Sales Pollutes EVERY Medium (Part 2 of 2)

Apr 17, 2014 10:51:02 AM - By Amar Sheth

If you’re looking to make a huge difference in your communication approach as a sales professional, you’ll need to learn social selling. This post is a ...

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FAIL: Sales Pollutes EVERY Medium (Part 1 of 2)

Apr 13, 2014 5:21:37 AM - By Amar Sheth

In the early to mid-90’s, the internet was commercialized and brought to the masses. For the next 5-10 years, we saw companies like AOL and Netscape dominate ...

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How Can An Average Person Succeed?

Apr 13, 2014 4:34:06 AM - By Amar Sheth

Can the average person succeed? Everyone starts average. However, those who stay there will suffer, and those who continuously strive to improve themselves ...

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The Sacred Cows of Sales

Apr 13, 2014 2:23:22 AM - By Amar Sheth

Sales leadership is busy keeping the status quo alive because it’s proven to be effective in the past. However, times have changed and our sales approaches ...

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Social Selling Tales: The Fastest TV Ever Sold!

Apr 12, 2014 4:21:38 AM - By Amar Sheth

The sales process often starts with people searching online. By the time the customer gets to the store, they have already been pre-sold by valuable content ...

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Social Selling Reduces the Cost Per Lead

Apr 10, 2014 5:49:15 AM - By Amar Sheth

Our data shows that it costs 75% less to generate leads on social media than on other channels. At the bare minimum, social selling is something that you ...

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3 Sales Nuisances to Make You GASP!

Apr 9, 2014 12:06:13 PM - By Amar Sheth

The sales industry has made little progress on updating sales best practices despite how technology has changed the way people interact with each other. If you ...

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What’s The Best Way to Learn Social Selling?

Apr 7, 2014 10:25:29 AM - By Amar Sheth

Sales training models work well for traditional forms of learning. However, social selling requires a different type of teaching. For those of you that know ...

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Social Selling in 60 Seconds: The Harry Houdini Effect

Apr 6, 2014 3:52:40 AM - By Amar Sheth

Using the "Tweets Near Here" function in Hootsuite, here's how to find tweets near a client or competitor's office location. Do you want to be a modern-day ...

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The Rise of the Millennials! Challenges and Opportunities for the Sales Industry

Apr 5, 2014 3:56:07 AM - By Amar Sheth

By 2025, 75% of the workforce will be comprised of Millennials. This poses a lot of challenges and opportunities for us in the sales industry. We’re at a ...

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Top 4 Sales and Cold Calling Complaints from Sales Reps

Apr 3, 2014 11:36:55 AM - By Amar Sheth

When a rock star sales rep starts complaining, you know there's an issue with traditional cold calling. Yesterday I had a chance to connect with one of my ...

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'No Social Media at Work' Policies Are Paranoid, Not Practical

Apr 2, 2014 10:00:38 AM - By Amar Sheth

It’s 2014 and social media has become a bona fide and legitimate communications medium in society. Everything from sharing updates about family to organizing ...

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PUBLIC APOLOGY: Social Selling Doesn't Work

Apr 1, 2014 2:41:45 AM - By Amar Sheth

After much debate internally, Sales for Life and all its employees would like to issue a formal apology to our clients, partners, and the general public. ...

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Radio Shack & Prospecting

Mar 30, 2014 4:30:14 AM - By Amar Sheth

This image of an old Radio Shack circular from 1991 is shared and talked about quite heavily online these days. Take a look at some of the items for sale; it ...

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No More Prospects, Only Future Advocates!

Mar 28, 2014 11:48:35 AM - By Amar Sheth

Jill Rowley is a superhero. She doesn’t wear a mask or cape but she does capture bad guys. Who are these 'bad guys', you wonder? They’re the unquestioned and ...

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SUCCESS STORY: 50% of Sales Pipeline From Social Selling!

Mar 27, 2014 10:02:34 AM - By Amar Sheth

By now I hope you don’t think social selling is just some obscure and foggy theory that a bunch of us crazies are ranting about. Okay fine, some of us are ...

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No One Ever Got Fired for Buying IBM

Mar 26, 2014 12:58:54 PM - By Amar Sheth

Have you heard the saying 'No one ever got fired for buying IBM'? It was a popular one in the business world, used to describe how IBM was always considered ...

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SUCCESS STORY: Sales Pro Uses Social Selling to BOOST Revenue!

Mar 24, 2014 11:22:15 AM - By Amar Sheth

Meet Marcus Garcia of inContact, he’s a seasoned Sales Professional with years of experience. Marcus comes from the school of hard knocks and traditional ...

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Sales Leaders: Resistance is Futile

Mar 23, 2014 6:15:52 AM - By Amar Sheth

"Resistance is Futile" - Star Trek This blog post marks a major achievement, something I’ve always wanted to do but have never had the creative ability or ...

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It’s Your Business to Know Their Business

Mar 22, 2014 6:45:26 AM - By Amar Sheth

Don’t be a businessman, be a business…man. I’m ticking the box for another blogging milestone: improvising famous lyrics by hip-hop impresario Jay-Z on a blog ...

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My Friend Bruce: A Real-Life Social Selling Story

Mar 20, 2014 10:48:34 AM - By Amar Sheth

It sounds like BS doesn’t it? All these so-called gurus going on about social media; they’re probably just looking to hawk their wares with scare tactics. All ...

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Sales: Become Social Media Natives

Mar 18, 2014 11:18:48 AM - By Amar Sheth

Sales people are versatile creatures. They’ll adapt to any situation, location and venue quite well with ease and poise. While a sales person over the phone ...

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Why Sales Needs to Use Content Marketing

Mar 17, 2014 7:03:01 AM - By Amar Sheth

"Working hard pays off" or "Work smart, not hard." Which side of the coin are you on? It’s plain to see that sales professionals use content marketing every ...

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My Al Pacino-Style Rant Against Ignorant Sales Leaders

Mar 15, 2014 7:34:24 AM - By Amar Sheth

If you ask sales leaders what matters most, they’ll likely tell you that it’s the numbers. Hitting targets, exceeding quota and overachieving budget are all ...

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Digital DANGER: Fewer Than 500 LinkedIn Connections

Mar 14, 2014 12:39:09 PM - By Amar Sheth

If you’re in the world of B2B sales, your LinkedIn Profile says a lot about you. Friends, colleagues, alumni, current clients and future potential buyers are ...

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Social Selling: Embracing the New Psychology of Sales

Mar 12, 2014 5:27:57 AM - By Amar Sheth

Do you like making lists? There are a lot of benefits to making lists when you feel unorganized. Let’s talk about making a list of all the things in life we ...

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Trusted Advisor? Keep the Advice!

Mar 10, 2014 6:36:43 AM - By Amar Sheth

It’s unfortunate when words that once meant something are now being used by anyone and everyone. Words have real power and meaning but only when backed up by ...

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4 Social Selling Fallacies

Mar 9, 2014 4:30:45 AM - By Amar Sheth

Social selling is such a new discipline that there are still a lot of misconceptions about it. There are certain things that social selling can and can’t do or ...

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Twitter Lists for Newbies & Non-Users

Mar 7, 2014 3:30:12 AM - By Amar Sheth

Who doesn’t like lists? Staying organized is a huge part of our day (at least I hope it is for most of us). For social sellers, Twitter Lists are a must. We’re ...

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The Idiocy of the Second to Market Strategy

Mar 5, 2014 5:54:35 AM - By Amar Sheth

There are a mountain of blog posts and articles that cite the advantages of the second to market strategy. But is it really advantageous to hold off on changes ...

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Success Leaves Clues

Mar 4, 2014 5:33:28 AM - By Amar Sheth

I’m sure some of you have heard the saying success leaves clues before. I firmly believe this isn’t just a saying, but a universal truth. It impacts all areas ...

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5 Absolutely Must-Know Customer Patterns

Mar 2, 2014 3:00:29 AM - By Amar Sheth

If success leaves clues, then surely there must be clues hidden in lots of places you’re not yet thinking about. If that's on social media, spot the must-know ...

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How to Thrive in the New Connection Economy

Feb 28, 2014 7:55:31 AM - By Amar Sheth

As of late, I’ve been really fascinated with the new connection economy, a subject that makes complete sense to me because it’s all around us. If you take a ...

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Buying Cycles vs. Sales Cycles

Feb 26, 2014 4:37:05 AM - By Amar Sheth

It's time for sales to grow up. It’s no longer about our sales cycle, it’s about our customers' buying cycle. I recently met with two passionate and smart ...

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It's About The Relationship, Not The Transaction

Feb 24, 2014 4:56:31 AM - By Amar Sheth

In the frantic world of sales that we live in, it's easy forget what’s really right for the customer. We’re so focused on transactions that we overlook the ...

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The Pareto Effect: The Social Selling Dominance of the 20%

Feb 23, 2014 3:30:59 AM - By Amar Sheth

The Pareto Effect tell us that 80% of results come from 20% of the causes. From a social selling perspective, striving to be part of the 20% will allow you to ...

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4 Social Selling Tips to Help You Get Started

Feb 22, 2014 3:30:12 AM - By Amar Sheth

Have you considered jumping into social selling but aren't sure where you should start? Today I’m going to talk about a few simple ways to get started. A good ...

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Stop Ignoring the Power of Persistence and Influence Selling

Feb 21, 2014 3:30:44 AM - By Amar Sheth

In high school, most of us were introduced to the concept of positive correlation. In case your math is a little rusty, a positive correlation is a ...

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In The New Economy, Everyone Is In Sales

Feb 19, 2014 5:12:43 AM - By Amar Sheth

The rules of the 'new economy' extend far beyond traditional sales roles. Today, regardless of what you used to do, it's important to accept that everyone is ...

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The Rise of the Micromarketer

Feb 17, 2014 3:30:50 AM - By Amar Sheth

No one knows your customers more intimately than your sales team. The death of mass marketing has allowed marketers to turn their sales professionals into ...

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Blowback! Social Media and the Next Great Corporate Sales Challenge

Feb 15, 2014 3:30:38 AM - By Amar Sheth

Social media has created a new dynamic in the relationship between salespeople and customers. For organizations still living in the 90's, embracing this ...

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3 Ways That Social Selling is a Waste of Time

Feb 13, 2014 8:46:54 AM - By Amar Sheth

Is social selling a waste of time for sales professionals? No? Yes? Maybe? The right answer: It depends. Here are 3 ways social selling can be an utter waste ...

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The One-to-Many Sales Advantage: Cold Calling vs. Social Branding

Feb 11, 2014 10:02:18 AM - By Amar Sheth

If a tree falls in the forest, does anybody hear it? If a cold call is made to a prospect and no one answers the phone, does anybody hear it? No one can deny ...

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Ensuring Social Selling Adoption: Sales Management Edition

Feb 10, 2014 10:59:30 AM - By Amar Sheth

In a previous post, I’ve written about how sales professionals can ensure Social Selling adoption through practical efforts. I examined some core principles in ...

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5 Important Tips When Using LinkedIn Groups

Feb 5, 2014 4:16:56 AM - By Amar Sheth

As a sales professional, if you’re not participating in LinkedIn Groups, you’re missing an incredible opportunity to learn, share, build rapport and oh did I ...

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Put Management In The Hotseat

Feb 5, 2014 3:16:33 AM - By Amar Sheth

3 Must-Ask Questions that Every Sales Professional Should Ask Management With 2014 upon us, many people are experiencing promotions, lateral moves into ...

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Go Social: Put Your Thoughts on Video

Feb 4, 2014 10:39:24 AM - By Amar Sheth

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Go Social: Set up Your Own Blog

Feb 3, 2014 5:50:19 PM - By Amar Sheth

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Agitate & Disrupt Your Way to Success

Jan 29, 2014 3:33:04 AM - By Amar Sheth

The problem with society today is that we've all become comfortable with being confined to neat and well-defined boxes. Sales professionals are creatures of ...

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When Sharing Isn’t Caring

Jan 28, 2014 3:00:18 AM - By Amar Sheth

Is it just me or have you noticed that everyone is sharing content but no one is focused on creating it?

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How to Shape RFPs & Win More Deals

Jan 24, 2014 9:23:13 AM - By Amar Sheth

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Holy Holacracy, Batman!

Jan 24, 2014 8:17:37 AM - By Amar Sheth

If you’ve been following the news recently, you’ve seen how Tony Hsieh and Zappos are about to embark on a radical mission to redefine company structure and ...

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The Wolf of Wall Street: It’s Our Fault

Jan 24, 2014 6:57:39 AM - By Amar Sheth

Having seen The Wolf of Wall Street recently, like many of you, it made me think about our sales industry. If you haven’t seen the movie, don’t worry, there ...

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Which Ocean Are You Swimming In?

Jan 22, 2014 3:37:48 PM - By Amar Sheth

 No, this post isn’t about oceans. Well, not the oceans you may be thinking of. This post is about the infamous term Blue Ocean Strategy in the world of ...

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The 4-Minute Mile: Extreme Certainty

Jan 21, 2014 3:23:37 AM - By Amar Sheth

In the recorded history of professional running, experts long held the belief that human beings could never run a mile in 4 minutes. Scientific reasons were ...

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Ensuring Social Selling Adoption: The Sales Professionals Edition

Jan 21, 2014 2:58:22 AM - By Amar Sheth

On top of all the work sales professionals have to do, now there’s this thing called Social Selling. You don’t know what it is but you do know that you don’t ...

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There's no BS in Social Selling

Dec 12, 2013 7:46:38 AM - By Amar Sheth

If I’m not wrong, the empirical data and evidence for social selling is now undeniable. Studies from the big research houses, anecdotal evidence and success ...

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What’s the ROI (Risk of Ignorance)?

Dec 12, 2013 7:20:08 AM - By Amar Sheth

I recently read a great interview from my friend Jeff Simmons (B2B Marketing Portal) who was asking Jill Rowley (of Oracle) about her social selling ...

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BYOB: Bring Your Own Brand

Dec 3, 2013 10:36:16 AM - By Amar Sheth

Today’s topic is something not discussed too often in public. It’s rather impolite. That’s why it’s the best time to talk about it.

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Today’s Buyer: The Good, Bad & Ugly

Dec 2, 2013 11:35:28 AM - By Amar Sheth

Today`s Buyer - who knew the simple act of trading money for products/services would be so complicated. Economic history is littered with countless ways of ...

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If It Ain’t Broke…

Nov 18, 2013 7:44:57 PM - By Amar Sheth

We all know how to finish off that statement, don’t we? How many times have we heard that if it ain’t broke, don’t fix it. When it comes to the world of sales ...

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The Times They Are A-Changin’

Nov 18, 2013 6:21:26 PM - By Amar Sheth

“You better start swimmin’ or you’ll sink like a stone; For the times, they are a-changin’” -Bob Dylan

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It’s Official, Sales People are Insane

Oct 22, 2013 12:11:54 PM - By Amar Sheth

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Why Social Selling with The Sharks was Important

Oct 15, 2013 8:30:21 AM - By Amar Sheth

Social Selling is on the mind of many companies today. It is an ever-growing buzz that is getting louder by the day. With companies like Oracle and IBM on ...

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Dr. Oz or Dr. No-Name: Social Selling Branding Perspectives

Oct 12, 2013 7:32:40 AM - By Amar Sheth

Imagine for a moment you were living in Chicago and looking for a family Doctor. You see that there is a Doctor close by accepting new patients and, as luck ...

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A Sales Training Common Misunderstanding

Sep 9, 2013 1:42:38 PM - By Amar Sheth

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Are Sales Leaders Disconnected from Reality?

Aug 28, 2013 7:56:57 AM - By Amar Sheth

In our day to day schedules, we talk to dozens of sales professionals. The way they find us and the conversations that happen all have an underlying theme: the ...

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Do You Understand Today’s Buyer?

Aug 28, 2013 7:52:35 AM - By Amar Sheth

In every generation there seems to be a shift in buyers and how they are able to gather and analyze information. In today’s world, technology is a major driver ...

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Social Selling Reduces the Sales Cycle

Aug 21, 2013 5:05:41 AM - By Amar Sheth

One of the most common pet peeves of sales professionals is how long it takes to “close the deal”. I’m sure we’ve all heard stories about how potential buyers ...

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What’s your Close Rate? A Simple Exercise in Optimism

Aug 21, 2013 4:28:30 AM - By Amar Sheth

What would you do if you could get 2, 3 or 4 extra meetings per month? The better way to pose the question is how would this benefit you? I’m sure if you ...

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Do You Need a Different Sales Training?

Aug 17, 2013 1:41:58 PM - By Amar Sheth

Before we hit the panic button here, let me allay your fears. I’m not recommending or advocating that you abandon your traditional sales training, cold ...

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Part 2 Hootsuite’s Guide on Social Selling

Aug 13, 2013 9:03:40 AM - By Amar Sheth

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Part 1 Hootsuite’s Guide on Social Selling

Aug 13, 2013 8:21:21 AM - By Amar Sheth

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The Value Conversation & Social Selling

Jul 23, 2013 9:31:28 AM - By Amar Sheth

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An Open Sales Letter to Sales Executives & Leaders

Jul 23, 2013 7:57:56 AM - By Amar Sheth

Dear Director of Sales and VP of Sales,

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Your Biggest Competitor? Your Own Status Quo

Jul 22, 2013 12:47:55 PM - By Amar Sheth

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Go Where the Puck Will Be - Future of Selling

Jul 19, 2013 5:23:31 AM - By Amar Sheth

"A good hockey player plays where the puck is. A great hockey player plays where the puck is going to be." -Wayne Gretzky

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Are Marketing People Academic, Paper-Pushers, and Irrelevant?

Jul 18, 2013 2:09:00 PM - By Amar Sheth

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Lessons From Obama on Social Selling

Jul 18, 2013 7:12:05 AM - By Amar Sheth

Whether you like President Obama is your opinion. But like him or not, the man is a social media powerhouse. Companies, sales and marketing professionals can ...

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3 Tips on Becoming a Sales Hacker

Jul 10, 2013 10:20:50 AM - By Amar Sheth

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Sharing Content? Follow These 3 Rules

Jun 24, 2013 12:21:19 PM - By Amar Sheth

As you wade into the waters of Social Selling, you will be sharing content about your company’s products and services. Sharing information is liberating, ...

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It’s All About ABC ABE (Always be Enhancing)

Jun 24, 2013 12:18:58 PM - By Amar Sheth

Every sales professional wants to do one thing. That’s pretty darn obvious. But when the goal of the sales professional and the prospect do not meet, massive ...

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The Only Constant is Change

Jun 24, 2013 11:52:54 AM - By Amar Sheth

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How Can I Use Competitive Intelligence to My Advantage?

Jun 12, 2013 7:48:02 AM - By Amar Sheth

Attention sales professionals! If you expect to dial everyone in your prospect list to discover new opportunities, chances are you are still likely missing ...

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Social Selling: More Meetings & More Sales

Jun 12, 2013 6:52:41 AM - By Amar Sheth

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LinkedIn Training is Not Social Selling

Jun 12, 2013 6:20:06 AM - By Amar Sheth

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Hiring Challenge: You’re Gen X, They’re Gen Y

Jul 1, 2012 6:26:35 AM - By Amar Sheth

Recently, we held quarterly sales team building activities with a client’s entire sales staff (over 20 reps) – new business development, client development & ...

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How Sales Leaders Master Time Management

Jul 1, 2012 6:24:20 AM - By Amar Sheth

168 hours per week… this is all the time you and I are allotted - but the reality is sales reps are only given 40+ hours a week to accomplish all of their ...

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5 Sales Metrics Your Team is NOT Measuring – But MUST!

Jul 1, 2012 6:20:43 AM - By Amar Sheth

Your Sales Team Needs to Have Visibility Into 3 Fundamentals   1. Volume This is basic and nearly every sales organization has monitored & analyzed a portion ...

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Reduce Cost-Per-Lead & Increase ROI – Linkedin InMail

Jul 1, 2012 6:16:05 AM - By Amar Sheth

I’ll put this as politely as possible – any company interested in driving new business, that is NOT using Linkedin, is marketing from the Stone Age! Linkedin ...

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