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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.

Jamie Shanks

About the Author

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leader all around the world.

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

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

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

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

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

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

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

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

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

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

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

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Why you Need Account Based Marketing for Your Organization?

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

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

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

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

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

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Why do Sellers Lose Key Accounts?

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

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

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

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

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

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FREE Data & Market Intelligence tools to prepare your sales engagement

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

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

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How I profile buyers and prepare before a meeting

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

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

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

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

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

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

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

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Where Do You Fit On The Digital Maturity Curve?

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

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

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Storyboard Sales Play #5 – Role/Function Guidance

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

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

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

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

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

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Storyboard Sales Play #3: Market Intelligence & Trends

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

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

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

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

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

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Storyboard Sales Play #1: Sphere of Influence

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

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

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

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

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

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

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

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

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How EMEA Sellers Are Driving Exceptional Sales Pipeline with Digital Sales

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

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

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

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

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

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3-Minute Call Prep Best Practices – Strategic Ideas

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

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

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

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

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

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

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

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

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

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

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

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3 Tactical Steps to Engage Your Advocates to Deliver Referrals

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

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

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5 Tips for Global Sales Leaders Driving Change Management

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

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

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

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

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

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Creating A Sales Ecosystem Where Social Selling Can Drive Results

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

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

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

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

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

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

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

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

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Essential Tools for Tracking the ROI of Social Selling

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

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

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Digital Selling Excellence: Process-Centric Not Platform-Centric

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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The Best Sales Teams Know When To Stop Selling

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

Can sales pros hurt revenues by over selling?

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How to Overcome 3 Common Prospecting Conversation Challenges

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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Why Solution Consultants/Sales Engineers Must Become Digital Sellers

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

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

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

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

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

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

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

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

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6 Leadership Stories from Sales Leaders On A Digital Sales Transformation

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

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

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Sales Engineers: An Untapped Opportunity For Insights Generation

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

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

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How To Outperform Your Competitors With The Sales Multiplier Effect

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

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

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

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

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

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The Direct Correlation Between Learning Behavior And Sales Results

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

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

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

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

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

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Artificial Intelligence Is Transforming The Future Of Digital Sales

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

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

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Your Digital Reputation Gets You In The Boardroom

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

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

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Is There Insurance For Your LinkedIn Sales Navigator Investment?

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

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

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

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

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

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

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

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

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

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

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

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Why Social Selling, Why Now?

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

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

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

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

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

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

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

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

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

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

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

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

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

Insight selling never stops.

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

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

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

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

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

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

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Why These Four Roles Are The Key To Social Selling Success

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

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

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Sales Manager Fail: Why Do You Keep Missing Quota?

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

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

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6 Elements To A Successful Social Selling Strategy

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

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

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

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

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

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Marketing's Role In A Social Selling Journey

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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How Does Social Selling Help Lower Customer Acquisition Cost?

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

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

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Top 3 Sales Kickoff Challenges

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

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

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

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

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

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How To Meet Business Outcomes Using Social Selling

Jan 16, 2017 1:07:43 PM - By Jamie Shanks

So many companies we’ve been working with for years have attempted to start their own social selling program, which I like to call ‘spits and farts’.

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How To Build A Social Selling Pilot Program That Drives Business Results

Jan 9, 2017 12:13:09 PM - By Jamie Shanks

When it comes time to choose a group of salespeople for a successful social selling pilot group, there are many variables to consider. Does age matter? What ...

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No Shortcut To Success: Why LinkedIn Does Not Equal Being A Social Seller

Dec 8, 2016 11:22:23 AM - By Jamie Shanks

Here is simple analogy: my sister-in-law, a lovely woman, owns a car with my brother in law. My sister-in-law, for most of her life, has always lived in the ...

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The Tugboat Vs The Lighthouse: Beating Barriers To Quota Attainment

Dec 5, 2016 2:21:53 PM - By Jamie Shanks

As a sales professional and more importantly an entrepreneur for most of my professional career, I have had a number of times where I wasn’t going to hit ...

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

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

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

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Low-Risk Approach To Launching Social Selling In Your Organization

Nov 28, 2016 12:53:45 PM - By Jamie Shanks

Social selling has been in the market for at least four years now. And in those four years we’ve trained 300 customers. I recently pulled data from our CRM and ...

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Attention Marketing: You’re Now Responsible For Quota Attainment

Nov 25, 2016 2:08:44 PM - By Jamie Shanks

Jason Lemkin the past CEO of EchoSign and the now founder of the SaaStr fund, wrote an article a year or two ago on the SaaStr blog that talked about how like ...

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What Can Millennials Learn From Old Schoolers About Digital Selling?

Nov 10, 2016 1:30:54 PM - By Jamie Shanks

There was a great statistic that Justin Shriber, the Head of Marketing for LinkedIn Sales Solutions, presented at our digital growth conference in 2016. This ...

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Beyond Net Promoter Score: How To Secure The Qualified Introduction

Oct 25, 2016 10:02:31 AM - By Jamie Shanks

Listen, I’m a new logo acquisition guy. I’m always laser-focused on opening new doors, and winning new accounts. But as we scaled Sales for Life, we recognized ...

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How To Get Sales Leaders To Eat Their Own Dogfood

Oct 20, 2016 1:23:20 PM - By Jamie Shanks

Getting leadership buy-in for a social selling program requires a two-pronged approach using data and behaviour. But before we dive into those two areas, there ...

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Team Revenue: The Number One Predictor Of Sales Success

Oct 17, 2016 12:47:43 PM - By Jamie Shanks

At Sales for Life, we have created a special handshake between sales and marketing. We’ve also made marketing completely accountable for sales quota attainment ...

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The Reality of The Modern Buyer [Infographic Kit]

Oct 12, 2016 3:37:50 PM - By Jamie Shanks

The modern buyer has changed — what can you do about it?

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The Building Blocks Of Social Selling [Slideshare]

Oct 5, 2016 6:18:59 PM - By Jamie Shanks

B2B buyers have changed. Not surprisingly, they now look for answers online. Unfortunately, most sales people haven't yet picked up on this.

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From A Moldy, Rented Basement to Canadian Profit Hot 50 In 4 Years

Oct 4, 2016 10:23:17 AM - By Jamie Shanks

Crying in a basement: I’ve been an entrepreneur, one way or another, for my entire life. I washed neighborhood cars in my parent’s driveway, I ran more than ...

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Social Selling Without Training Biggest Barrier To Success [New Research]

Sep 27, 2016 8:45:04 AM - By Jamie Shanks

The top three most influential trends in the world of sales today are social selling, account-based marketing and sales development technologies.

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Social Selling Really Isn’t About Selling

Sep 26, 2016 10:00:00 AM - By Jamie Shanks

The year was 2011: I had a failing business and I was going bankrupt. I was teaching inside sales best practices to companies around the Toronto region. The ...

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Social Selling Doesn’t Only Belong To Sales — Here’s Why

Sep 22, 2016 10:00:00 AM - By Jamie Shanks

Social selling programs that haven't been informed, built and scaled in collaboration with all members of team revenue — sales, marketing and sales enablement ...

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Why Social Selling Is Like Losing Weight

Sep 20, 2016 10:00:00 AM - By Jamie Shanks

I want you to picture that you woke up on January 1, and you’re 15 pounds overweight from an unfortunately overindulgent Christmas.

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World-Class Sales Professionals Use Social Selling [New Research]

Aug 31, 2016 11:26:21 AM - By Jamie Shanks

Fast forward to 2018: How do you jump two years ahead of the competition? Productivity is all about doing more in less time. If a sales team found a way to ...

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A Proven Path To Success: Your Guidebook For Social Selling Mastery

Aug 22, 2016 1:14:30 PM - By Jamie Shanks

Social Selling Mastery by Sales for Life CEO Jamie Shanks is the first strategic guide on how to implement a social selling program at scale. It is the key ...

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Social Selling Training in 2017: A Predictive Approach

Aug 19, 2016 11:53:16 AM - By Jamie Shanks

The next year in social selling training is going to see some huge jumps. Companies and individuals are going to be able to track their progress like never ...

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Lead By Example: Igniting Behavioural Change With Executive Buy-In

Aug 15, 2016 11:46:50 AM - By Jamie Shanks

When it comes to implementing a social selling program, getting executive buy-in plays an essential role in a program’s success. How can leadership expect ...

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The Unsung Heroes Of Social Selling Programs

Aug 8, 2016 1:05:32 PM - By Jamie Shanks

An unsung hero that social selling and digital selling has been having on sales organizations a lot of people haven’t been talking about is recruiting and ...

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Why Your Social Selling Efforts Aren’t Where They Should Be

Jul 25, 2016 1:14:59 PM - By Jamie Shanks

Sales repetition is the mother of all learning.

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5 Books For Sales Leaders With High Performing Teams

Jun 24, 2016 10:17:27 AM - By Jamie Shanks

As the title of this blog states, I’ll provide a list of top books sales leaders should read for high performing teams. But let me preface this post by saying ...

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Is Social Selling Actually Generating Revenue?

Jun 21, 2016 11:59:00 AM - By Jamie Shanks

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

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How To Use Social Selling At Every Stage of The Buyers' Journey

Jun 10, 2016 11:51:35 AM - By Jamie Shanks

How do the three sales drivers below fit into the three stages of the traditional sales process: the top of the funnel, middle of the funnel, and bottom of the ...

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Millennials vs. Old Schoolers: The Generational Gap in Social Selling

Jun 6, 2016 1:02:24 PM - By Jamie Shanks

When developing a social selling pilot program, age is one of the primary ways sales enablement and sales operations leaders decide who they think is most ...

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Your Best Learners Are Your Top Sales Pros: 3 Success Stories

Jun 2, 2016 11:30:41 AM - By Jamie Shanks

Sales leaders: you already know how important learning is. But did you know that learning can also provide early-warning signs for recruiting and onboarding ...

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5% Change To Your Core Performers Creates 60% Revenue Growth

May 11, 2016 12:54:23 PM - By Jamie Shanks

What are the top companies doing to effectively implement a social selling program? If you’re not considering objections, considering the right sales team and ...

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Why Sales Pros Just Don't See The Value Of Educating Their Buyers

May 4, 2016 12:36:34 PM - By Jamie Shanks

When we’re training sales pros at various organizations, we always ask them the same question: Why aren’t you sharing content? After all, the marketing ...

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What Is The ROI Of Employee Advocacy And Should I Invest In It?

May 3, 2016 2:09:17 PM - By Jamie Shanks

If you’ve thought about purchasing an employee advocacy tool for your sales and marketing teams to share your organization’s content on social media, you’re ...

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How Content Transforms Salespeople And Influences Buyers [With Visuals]

Apr 25, 2016 1:15:03 PM - By Jamie Shanks

Does your sales team understand your content strategy? Chances are the answer is a resounding “No.” And you’re not alone. Recent research from Richardson, a ...

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I Didn't Know Social Selling Would Help Me With This

Apr 22, 2016 1:55:57 PM - By Jamie Shanks

As we know, social selling can help salespeople build pipeline and revenue, however, from personal experience I've learned that social can help with hiring ...

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How To Use A Multi-Touch Strategy To Engage Buyers On LinkedIn

Apr 19, 2016 2:04:13 PM - By Jamie Shanks

Using social media to reach out to buyers is extremely effective. But most sales professionals aren’t leveraging social properly. In fact, I’m seeing a huge ...

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Social Selling Programs Are Doomed To Fail Without Executive Buy-In

Apr 18, 2016 1:37:38 PM - By Jamie Shanks

After rolling out 250 client engagements, there’s no question in my mind that leaders are facing a fundamental problem with adopting a Social Selling program. ...

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#DigitalGrowthCon: How To Build A High Performing Sales Organizations [Keynote Video]

Apr 15, 2016 12:25:35 PM - By Jamie Shanks

“The customer is far more disruptive than anything technology can do to our business than we've ever seen before.”   Regardless of what has worked in the past, ...

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What Leading Companies Do To Succeed In Sales Enablement [New Research]

Apr 11, 2016 2:22:05 PM - By Jamie Shanks

How do you build a best-in-class sales enablement function and where does sales enablement even start? There are as many definitions of "sales enablement" as ...

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Only 8.5% Of Sales Teams Have An Integrated Social Selling Strategy

Mar 31, 2016 2:57:50 PM - By Jamie Shanks

We interviewed and gathered insight from 300 of the best sales professionals who consistently exceeded quota to get an insider’s look into the state of Social ...

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What Sales Needs From Marketing To Execute Social Selling

Mar 24, 2016 2:02:10 PM - By Jamie Shanks

Sales pros: what do you need from marketing to execute Social Selling? If you answered “content,” you’re not alone. Many people I’ve talked to give the same ...

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The Death of Revenue: Why You'll Lose 71% of Your Customers in 2020

Mar 15, 2016 2:26:40 PM - By Jamie Shanks

Did you know that the average B2B company is at risk of losing nearly three-quarters of their current customers in the next four years? A massive Gallup ...

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High Performing Sales Teams Know When To Press The Hard Reset

Mar 14, 2016 1:36:50 PM - By Jamie Shanks

Over the last couple of years, I’ve attended nearly 100 sales kick-offs and quarterly business reviews. And at each one of these events, I’m always amazed at ...

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3 Key Ways To Measure Your Social Selling Efforts

Mar 10, 2016 2:01:17 PM - By Jamie Shanks

As a sales operations or sales enablement leader, are you constantly struggling with these two problems in your business? How do you get buy-in and ...

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The Insights Committee: How To Align Sales And Marketing With Content

Mar 7, 2016 2:27:55 PM - By Jamie Shanks

Sales and marketing alignment is necessary for organizations to achieve Social Selling success. But it’s not going to happen overnight. However, it’s important ...

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Social Selling In 2016: The Year of Massive Adoption

Mar 4, 2016 2:27:40 PM - By Jamie Shanks

2016 is the year of Social Selling adoption. And if your organization hasn’t adopted it yet, now is the time! Social Selling is critical for organizations. ...

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Disrupt Or Be Disrupted: Will Your Company Survive By 2020?

Feb 29, 2016 1:36:33 PM - By Jamie Shanks

We’re seeing a shift in the way B2B organizations generate revenue today which will significantly impact your sales force in the next five years. Digital is ...

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Hiring For Modern Sales Organization: A Prescriptive Approach

Feb 24, 2016 2:59:49 PM - By Jamie Shanks

Do you hire based on gut feeling, personality assessments, and the like? Full disclosure: I do, too. I bat less than 500 when it comes to hiring. As a sales ...

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How To Create An Effective Service Level Agreement (SLA) To Improve Sales And Marketing Alignment

Feb 22, 2016 3:32:07 PM - By Jamie Shanks

Many organizations suffer a major problem where their sales and marketing departments sit in silos. The outcome is a slower follow-up of leads and a disjointed ...

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Top 11 Podcasts for Sales and Marketing Leaders

Feb 15, 2016 11:23:42 AM - By Jamie Shanks

Listening to podcasts is a terrific way to nudge your mind out of its accustomed habits and whet your creative edge with some fresh ideas. Numerous thoughtful ...

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5 Common Mistakes Sales Leaders Make On LinkedIn (And How To Fix Them)

Feb 10, 2016 10:57:28 AM - By Jamie Shanks

“Why isn’t it working?” That’s a question you often hear in training, especially when someone is starting to test the limits of a new skill that he or she just ...

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Why You Should Attend The Digital Growth Conference 2016

Feb 4, 2016 6:14:09 AM - By Jamie Shanks

Are you a B2B commercial leader interested in how world-class companies engage with the modern buyer and grow revenue today? Then you can't miss the Digital ...

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5 Reasons Why Marketing Plays A Critical Role In Enabling Sales

Jan 28, 2016 10:00:58 AM - By Jamie Shanks

Newsflash: sales enablement has evolved. In the past, it was rolled up into HR or tied into learning. But lately, the new sales enablement role has become a ...

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5 Fundamentals Every Sales Leader Should Master

Jan 25, 2016 10:49:33 AM - By Jamie Shanks

Do you know what your sales team should be doing on a daily basis to be successful? As our buyers become more in-depth with social media for business, you need ...

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Sales Coaching Simplified: 3 Indicators Of Effective Social Selling

Jan 22, 2016 8:01:19 AM - By Jamie Shanks

“The harsh truth is that those in sales and sales leadership who understand and master the basics thrive, and those who ignore them perpetually struggle.” - ...

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Creating Content That Sells: Two Key Considerations

Jan 14, 2016 8:58:34 AM - By Jamie Shanks

Organizations who align content to the buyer's journey understand that this is not only a competitive advantage but that content addresses buyer interests and ...

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Why Reinforcement For Social Selling Leads To Sales Outcomes

Jan 12, 2016 7:59:14 AM - By Jamie Shanks

If you’ve read the book The Tipping Point: How Little Things Can Make a Big Difference by Malcolm Gladwell, you know the story of Wayne Gretzky, and how he ...

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What Best-In-Class Sales Teams Do To Sustain Massive Revenue Growth

Jan 6, 2016 9:25:06 AM - By Jamie Shanks

You might as well call sales enablement "business survival training" at this point. Aberdeen just came out with a report that looked at how best-in-class sales ...

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How Social Selling Integrates With Your Existing Sales Training

Jan 5, 2016 9:17:51 AM - By Jamie Shanks

No matter what sales methodology has been adopted by your organization, Social Selling can be easily integrated. Thanks to Xerox in 1967, and David Sandler in ...

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5 Cold Calling Fails And How To Fix Them With Social Selling

Jan 4, 2016 8:46:47 AM - By Jamie Shanks

Have you heard that cold calling is back from the dead? It turns out that cold calling is a bit like Mark Twain: Reports of its death have been greatly ...

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How Sales Leaders Can Achieve Work-Life Balance in 2016

Dec 30, 2015 8:44:05 AM - By Jamie Shanks

January is named for Janus, the Roman god with two faces. One face looks back and the other looks ahead. It's actually a great idea to take the time every ...

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The Three Keys For An Effective Content Plan: Volume, Velocity And Probability

Dec 18, 2015 9:27:25 AM - By Jamie Shanks

About a month ago, we were working on a sales opportunity, and were in the throes of launching a Social Selling project. Suddenly, the prospect's marketing ...

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There Are 24 Hours In A Day, And You’re Only Selling For 2 Of Them?

Dec 16, 2015 9:04:25 AM - By Jamie Shanks

I would never profess to be the greatest sales professional nor the greatest coach. But in all my years as a sales professional—from starting my career at Bank ...

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Missed Quota Again? 7 Things Your Sales Team Needs To Rethink

Dec 15, 2015 8:41:18 AM - By Jamie Shanks

Let me begin by saying there’s an endless number of reasons that sales teams aren’t hitting quota. And this is a major problem for organizations. In fact, ...

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7 Apps For A Calm, Stress-Free And Focused Executive

Dec 13, 2015 2:31:33 PM - By Jamie Shanks

Leadership doesn't have to equal high blood pressure. It's true that as the leader, people count on you to make the tough decisions. However, getting stressed ...

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Shifting Core Performers To High Flyers For Better Quota Attainment

Dec 10, 2015 9:11:19 AM - By Jamie Shanks

When you look at your sales force, do you have some sales professionals that are rock stars, while the rest of your sales team lags behind? The best sales ...

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9 Reasons Misalignment Is Detrimental To Your Social Selling Efforts

Dec 8, 2015 9:31:36 AM - By Jamie Shanks

Attention both departments on the revenue-generating team. Can you identify the single biggest problem in your department? The correct answer: sales and ...

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What The World's Fastest Growing Firms Have In Common

Dec 7, 2015 10:21:56 AM - By Jamie Shanks

In every race, the winners tend to share commonalities. Right now, the companies growing faster than their peers have done so with a winning combination of ...

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How To Create An Army Of Content Soldiers With Employee Advocacy

Dec 1, 2015 6:40:46 AM - By Jamie Shanks

When you hear the term “content”, we immediately relate it to marketing. But the reality is that content is the currency of the modern buyer. It affects they ...

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Elevate: You’re Invited To The Largest Virtual Sales Kickoff [Online Event]

Nov 25, 2015 7:18:07 AM - By Jamie Shanks

Are you ready to elevate your sales to the next level in 2016? It's time to think about how you can build more pipeline and accelerate revenue in the upcoming ...

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Marketing vs. Sales Enablement: Who Fosters Digital Transformation?

Nov 12, 2015 9:49:36 AM - By Jamie Shanks

“Marketing is absolutely the place to drive this transformation [in sales]... If you don’t have a corporate strategy around social media and social selling, ...

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15 Apps For The Traveling Executive

Nov 8, 2015 1:53:20 PM - By Jamie Shanks

Your phone is your office now. The IDC forecasts that by 2020 around three out of four US workers will be fully mobile. This is especially true for executives ...

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Why Your Sales Team Will Lose Their Jobs To Computers By 2020

Nov 6, 2015 9:38:44 AM - By Jamie Shanks

I firmly believe that any sales professional who doesn’t make an adjustment over the next five years will be completely redundant. This is especially true for ...

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7 Forgotten Features That Impress Prospects On LinkedIn

Nov 5, 2015 8:47:20 AM - By Jamie Shanks

The buyer doesn't want to be sold; the buyer wants to be wowed. Have some sympathy for your prospects – the Internet is constantly waving all kinds of things ...

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Overcoming This Common Sales Objection: No Budget

Nov 3, 2015 8:50:28 AM - By Jamie Shanks

Do your prospects often tell you “I don’t have budget?” This is one of the most common objections sales professionals hear. But as a business owner and CEO of ...

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The Real Opportunity For Socially Connected Millennials In Sales

Nov 1, 2015 1:58:08 PM - By Jamie Shanks

There’s a misconception that social and digital selling is ideal for the millennial. After all, they already use social media in their personal lives and are ...

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A Broke Salesperson’s Guide To Free Prospecting Tools

Oct 28, 2015 7:52:00 AM - By Jamie Shanks

"Don't poison the watering hole." There's a bit of old-time cowboy wisdom to start your day moving in the right direction. Say what you want about cowboys, but ...

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The New Role Of Sales: 3 Surprising Skills You'll Need To Succeed

Oct 26, 2015 9:19:59 AM - By Jamie Shanks

Before I discuss the future, let’s look back at how the role of sales professionals has evolved. When I founded Sales for Life on January 1, 2010, I intended ...

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How To Replace Cold Calling With Warm Instructions

Oct 25, 2015 2:57:21 PM - By Jamie Shanks

Cold calling is often cited as one of the least-favorite activities salespeople take part in. Even seasoned members of the sales team can feel a touch of ...

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13 LinkedIn Mistakes That Could Cost You A Prospect

Oct 19, 2015 7:10:59 AM - By Jamie Shanks

All the leads you need are on LinkedIn. You can contact anyone, even CEOs, and arrange personal introductions. Why would you want to screw that up? Nobody does ...

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Making Sales Enablement Work: 3 Must-Haves For Your Organization

Oct 13, 2015 7:26:07 AM - By Jamie Shanks

Sales enablement is becoming a hot topic. And the role of enablement has changed a lot over the last five years. Five years ago, enablement was essentially an ...

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7 Email Mistakes Salespeople Should Avoid When Pitching

Oct 12, 2015 7:35:55 AM - By Jamie Shanks

In today's competitive business environment, it is critical that salespeople leverage all available channels to connect with prospects. One often overlooked ...

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How To Overcome The Top 4 Sales Objections With Social Selling

Oct 9, 2015 7:34:47 AM - By Jamie Shanks

As a sales professional, you’re probably used to hearing objections from clients about why they can’t or don’t want to use your solutions. But did you know ...

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[eBook] A Scientific Study: The DNA Of A Successful Social Seller

Oct 8, 2015 9:45:14 AM - By Jamie Shanks

Social Selling is having a massive impact in the way world-class sales team’s operate and grow revenue. According to Aberdeen, 73% of salespeople using Social ...

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Why Product Training For Sales Is Ineffective

Oct 7, 2015 8:01:22 AM - By Jamie Shanks

There’s a huge problem that I’ve noticed time and time again with most sales kickoffs. At these events, the sales leadership and sales enablement teams are ...

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4 Must-Read Sales Books To Accelerate Revenue

Sep 27, 2015 3:22:40 PM - By Jamie Shanks

We all know the age old saying "knowledge is power" and this statement holds true when it comes to books, especially for sales. No matter where you're ...

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A 3 Minute & 21 Second Webinar

Sep 22, 2015 1:14:13 PM - By Jamie Shanks

Sales teams can save themselves a lot of time by automating common, everyday tasks that have a big impact on the sales process. In only 3 minutes and 21 ...

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Fly Under The Radar With These 7 Prospecting Tips

Sep 13, 2015 3:16:57 PM - By Jamie Shanks

Why are sales people spending so much time on LinkedIn? If you're asking that question, you might not know all the "under the radar" tools that can make you ...

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Sales Pros Vs. Laggards: How To Close The Skills Gap

Sep 9, 2015 8:26:23 AM - By Jamie Shanks

Over 20-50 sales kick-offs every year, over 10,000’s of sales professionals from every corner of the world. I've encountered sales professionals from every ...

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Strike Like Lightning With Salesforce CRM Redesign, What This Means For You

Sep 3, 2015 8:37:17 AM - By Jamie Shanks

Salesforce created the market for Software as a Service (SaaS) CRM tools in 1999, slowly attracting attention from companies looking for a change in their ...

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Quantity Vs. Quality: How Often Should You Publish Content?

Aug 27, 2015 6:09:17 AM - By Jamie Shanks

At Sales for Life, we’ve visited over 300 organizations around the world. And when it comes to content, they always want to know the answer to the same two ...

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Digital Selling vs. Social Selling: What’s the Difference?

Aug 25, 2015 9:48:58 AM - By Jamie Shanks

If you’ve been following our blog, you already know that Social Selling is hot right now. Since its inception in 2012, it has exploded in the marketplace. ...

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10 Reasons Why You Should Attend The Social Selling Summit

Aug 24, 2015 8:31:00 AM - By Jamie Shanks

With over 5,000 sales professionals and executives in attendance, our Social Selling Summit this past January was a huge success, and provided great value for ...

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10 Apps Every Sales Pro Should Use

Aug 16, 2015 6:30:17 AM - By Jamie Shanks

You’re busy. And if your schedule is anything like mine, it can be challenging to keep all the different balls in the air, and keep on top of everything you ...

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[Webinar] Enabling Social Selling – How To Integrate Social Selling With Your Existing Sales Process

Aug 10, 2015 9:55:41 AM - By Jamie Shanks

Social Selling can help accelerate every stage of your existing sales process. However, many companies struggle to see exactly how these tactics can be applied ...

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Sphere Of Influence: Letting Current Customers Create Future Wins

Aug 10, 2015 9:38:41 AM - By Jamie Shanks

If you’re a Sales Development Representative, or are responsible for lead generation, you need to watch the video below. It will provide you with the fastest ...

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Why Sundays Are A Critical Part Of Growing Your Business

Aug 9, 2015 3:07:41 PM - By Jamie Shanks

As a sales leader, do you find yourself working seven days a week, trying to keep multiple balls in the air so your business will succeed? If you’re constantly ...

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One Unexpected Benefit Of Social Selling: Customer Success

Aug 7, 2015 7:59:58 AM - By Jamie Shanks

When it comes to Social Selling, I’ve seen it all. So I’m not easily surprised. But on a recent call I had with Renee Ducre, Director of Digital Marketing, IBM ...

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Beyond LinkedIn: The Elements Of A Successful Social Selling Program [Free ebook]

Aug 5, 2015 9:00:43 PM - By Jamie Shanks

Many start Social Selling with LinkedIn tips and features, such as Advanced Search, Job Change Alerts, and LinkedIn Groups. However that only scratches the ...

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Digital Transformation: A Peek Into The Future Of Social Selling

Aug 5, 2015 6:43:35 AM - By Jamie Shanks

I’ve been thinking a lot about the future of Social Selling lately—and there’s no question that it’s evolving. I’m reminded of Social Selling evangelist Jill ...

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5 Reasons Why Knowledgeable Salespeople Are Effective At Closing Deals

Jul 28, 2015 5:08:32 AM - By Jamie Shanks

Being first is great, but it's not enough. To win the sale, you have to be first and have the right knowledge to help your buyer. A study from Forrester found ...

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Beyond LinkedIn: The Absolute Social Selling Ecosystem [Infographic]

Jul 16, 2015 8:31:21 AM - By Jamie Shanks

The term Social Selling usually drums up the thoughts of just LinkedIn tips and features (e.g. LinkedIn Sales Navigator, Trigger Selling, InMails, groups, ...

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The 20-Day Sales Diet: Transforming How You Sell

Jul 15, 2015 7:41:54 AM - By Jamie Shanks

Drop that third slice of cheesy pizza because it will hurt your sales behavior. Jason Liu, CEO of SAVO said something at the SAVO Sales Enablement Summit that ...

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One Funnel To Rule Them All: Aligning Sales And Marketing [Video Interview]

Jul 14, 2015 8:22:38 AM - By Jamie Shanks

"A lot of people think that any online or social media process is just Facebook time." Tynan Fischer, Chief Operating Officer at NH Learning Solutions, ...

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Jill Rowley: "If You Suck Offline, You're Going To Suck More Online" [Video Interview]

Jul 7, 2015 10:01:58 AM - By Jamie Shanks

"If you suck offline, you're going to suck more online, so don't suck." Biting words from Social Selling Evangelist Jill Rowley. The days of old school sales ...

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3 Reasons Why 65% Of Your Content Goes To Waste

Jul 6, 2015 8:21:41 AM - By Jamie Shanks

There’s a huge problem in the marketplace and it may be what’s slowly dripping your organization dry. In fact, this problem is potentially costing ...

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eBook: Making A Case for Social Selling

Jun 25, 2015 10:57:00 AM - By Jamie Shanks

If your sales organization is like many, you’re still using traditional sales techniques like cold calling. It's time to evolve with the changing world. Your ...

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The #1 Mistake Companies Make With Social Selling

Jun 18, 2015 8:27:18 AM - By Jamie Shanks

When it comes to Social Selling, many sales and sales enablement leaders are making a huge mistake. Let me explain. Most organizations think that they can ...

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The Reason Why Your Social Selling Program Is Set To Fail [Video]

Jun 15, 2015 9:08:53 AM - By Jamie Shanks

If your organization already includes Social Selling, that’s great news! The bad news is that even if you have a Social Selling program, it needs to be ...

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How The Power Of Social Proof Can Help Drive New Revenue

Jun 8, 2015 6:38:51 AM - By Jamie Shanks

There’s no doubt that Social Selling training has many benefits. But when you’re connecting with new clients, even if you have a great product and are saying ...

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One Strategy To Keep Building Pipeline This Summer [Video]

Jun 3, 2015 8:52:06 AM - By Jamie Shanks

If you’re like many sales leaders, you probably think that the best time to enrol your team in a sales training program is at the beginning of the calendar ...

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eBook: How To Measure The ROI Of Social Selling

Jun 2, 2015 9:08:08 AM - By Jamie Shanks

How is social activity tied to your existing sales funnel? Can you measure Social Selling tactics using your existing CRM? How do you ultimately report on ...

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Social Selling Mythbusters: Why Tools Aren’t Enough

May 19, 2015 10:21:44 AM - By Jamie Shanks

Companies are at an all-time low with CRM adoption. Their sales teams rarely use the “software stack” they’ve been given, yet they pile on more sales tools to ...

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Why Your DIY Social Selling Program Is A Ticking Time Bomb

May 12, 2015 8:22:59 AM - By Jamie Shanks

PeopleLinx is dead right when they report that 60% of companies are stuck with sales reps performing just “Random Acts Of Social”, as opposed to consistent ...

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Improve The Performance Of Your Sales Team: 9 Trends For Learning And Development

May 7, 2015 10:00:17 AM - By Jamie Shanks

What are you doing to make your sales training more innovative and effective? Big Data, gamification, real-time learning... These are all key tips, trends, and ...

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eBook: Where Does Social Selling Fit In The Buyer’s Journey?

Apr 29, 2015 9:35:26 AM - By Jamie Shanks

How do current sales methodologies fit within the current buyer’s journey? How do companies educate buyers before their competitors do? How do sales reps and ...

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Are You Using These 7 Secret LinkedIn Tactics?

Apr 28, 2015 10:30:59 AM - By Jamie Shanks

Surprise! The tools you need for better sales are right there in front of you, but you might never see them until somebody points them out. Most sales ...

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The Good, The Bad And The Ugly Of Cold Calling

Apr 24, 2015 6:01:08 AM - By Jamie Shanks

Sales professionals: I need to get something off my chest. The following post may read like a rant, but this has been bothering me about cold calling. Here’s ...

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8 Things To Avoid In Your LinkedIn Profile Photo [Infographic]

Apr 23, 2015 7:15:44 AM - By Jamie Shanks

Your LinkedIn photo is the first thing buyers see when they view your profile. It is your opportunity to make a good first impression as well as showcase your ...

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5 Questions To Qualify Your Leads: A Checklist for Social Sellers

Apr 14, 2015 7:30:54 AM - By Jamie Shanks

I'm not a big fan of wasting time. That's why I avoid cold calling. The time I spend qualifying Social Selling leads literally pays off by giving me all the ...

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10 Habits of Highly Effective Social Sellers

Apr 9, 2015 9:30:08 AM - By Jamie Shanks

Just a little over a quarter of a century ago, a little pamphlet called The 7 Habits of Highly Effective People sold 25 million copies and introduced the world ...

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Why Mentorship Is Key To Social Selling Success [Video]

Apr 6, 2015 9:56:16 AM - By Jamie Shanks

I was recently part of a LinkedIn discussion that questioned whether mentorship training was important to an overall sales training program. My answer? ...

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How To Measure Your Social Selling Efforts With Your CRM [Video]

Mar 30, 2015 9:29:23 AM - By Jamie Shanks

If you’ve implemented Social Selling into your organization, I applaud you. But you may have neglected to include one of the most important components of ...

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Success Story: How Meru Networks Optimized Their Pipeline With Social Selling

Mar 25, 2015 9:54:17 AM - By Jamie Shanks

I hope you’re already aware of the benefits of Social Selling training. But if you still have any lingering doubts, I’d like you to meet Kevin Coppins, former ...

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How I Blew Up My Retirement Plan, Or The Road To Social Selling Success

Mar 24, 2015 12:22:28 PM - By Jamie Shanks

  Spring is a time of new beginnings. It’s a time to take stock and gauge how you’re meeting your goals, and if you’re on track to creating a successful ...

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Twitter 101: Social Selling In 140 Characters

Mar 23, 2015 1:34:06 PM - By Jamie Shanks

Social Selling keeps on expanding in importance and proving to be essential for increasing revenue in 2015. And Twitter has become an effective but often ...

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Social Selling On LinkedIn: 10 Resources To Get You Started

Mar 17, 2015 7:35:12 AM - By Jamie Shanks

Just about everybody is on LinkedIn today. Actually, that's not an exaggeration. From a sales statistics report by Zachary Lukasiewicz at Lean-Launch: 96% of ...

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Why e-Learning Isn’t Enough To Succeed At Social Selling

Mar 16, 2015 9:44:57 AM - By Jamie Shanks

As a sales professional, continuous training is probably a regular part of your professional life. But when it comes to social selling learning, most sales ...

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Ensuring Social Selling Success: The Power of Triple Alignment

Mar 9, 2015 12:17:21 PM - By Jamie Shanks

When you’re adopting social selling into your organization, you need approval from the executive team. But once you get the executive buy-in, then what? For ...

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The 7 Deadly Sins of Social Selling

Mar 2, 2015 9:55:59 AM - By Jamie Shanks

Freedom is nice. Rigid cold call scripts usually feel claustrophobic and fake, for both you and your prospects, which is one of the biggest reasons that 78 ...

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Why Blended Learning Gets You Social Selling Harder, Better, Faster, Stronger

Feb 25, 2015 10:41:58 AM - By Jamie Shanks

Continuous training is a regular part of a sales professional’s life. But when it comes to social selling training, most sales teams have either educated their ...

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Remember: It’s a Buyer’s Journey, Not a Sales Cycle

Feb 17, 2015 12:33:20 PM - By Jamie Shanks

As a sales professional, you’re no doubt familiar with the sales cycle. Your sales manager has probably used the term many times when talking about the sales ...

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What Does A Top Marketing Executive Say About Being Socially Engaged?

Feb 9, 2015 12:55:27 PM - By Jamie Shanks

Meet Magdalena Kotek, Global Marketing Leader at Global Financial Solutions @ GE Capital. Magdalena, Jill Rowley, and I were having a beer at a fabulous ...

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Attention Managers: 7 Skills And Traits Of Modern Sales Teams

Jan 28, 2015 2:28:41 PM - By Jamie Shanks

Most businesses have realized that in order to continue on successfully, they have to employ modern sales tactics that have been adapted to the current ...

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LinkedIn Success: The Anatomy Of An Engaging Status Update

Jan 26, 2015 6:35:41 AM - By Jamie Shanks

How healthy is your lead generation strategy on LinkedIn? A strong, robust series of status updates will inspire confidence in you and engage your prospects' ...

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How to Write LinkedIn Publishing Posts That Supercharge Your Pipeline

Jan 19, 2015 2:45:35 PM - By Jamie Shanks

Sales and marketing teams are well aware of the power of LinkedIn for engaging customers and building lasting relationships, but not many businesses are using ...

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The Science of Social Selling: 5 Studies that Prove the Power of Social

Jan 13, 2015 1:45:07 PM - By Jamie Shanks

Social sales involves much more than just tweets and posts. It is a way of nurturing prospects into long term business partners for a potentially limitless ...

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Attention Sales Pros & Marketers: New Year's Resolutions For Social Selling Success

Dec 29, 2014 7:17:29 AM - By Jamie Shanks

The beginning of a new year is the perfect time to look back, look ahead and reflect on lessons learned during the past year. It's also a good time to make ...

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The Three Way Lovefest: Ensuring Revenue With Training

Dec 15, 2014 11:45:29 AM - By Jamie Shanks

Listen, I’m going to give you a really important piece of advice. DON’T DO TRAINING. Honestly, you’re not ready! That’s what we’re forced to tell companies ...

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15 Tweets By Ridiculously Successful Social Sellers

Dec 4, 2014 7:48:15 PM - By Jamie Shanks

Seriously, how do they do it? They use the same social tools: LinkedIn, HootSuite, Twitter, etc. They have the same pressures and aspirations as the rest of ...

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Does Your Company Have What It Needs For Social Selling Success?

Dec 1, 2014 1:41:01 PM - By Jamie Shanks

Welcome to the Social Hierarchy of Organizational Needs. This is a reverse-engineering of Maslow’s Hierarchy to represent the order of importance of different ...

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6 Ways Social Selling Has Helped Companies Supercharge Their Pipeline

Nov 24, 2014 12:48:58 PM - By Jamie Shanks

It's that time of year when we take a step back and appreciate what has made a big difference in our lives and our business for the year. At the top of both ...

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No Tarot Cards Needed: Uncover Your Network's Trends With Nuzzel

Nov 17, 2014 5:11:28 PM - By Jamie Shanks

I’m a lover of Newsle. This was the most “no-brainer” tool that was purchased by LinkedIn. Newsle provides you with PR information on any of your 1st degree ...

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The Road to 4,000 LinkedIn Connections

Nov 13, 2014 12:32:44 PM - By Jamie Shanks

I remember when I started training B2B companies on leveraging LinkedIn for lead generation. At that time, in 2011, I had 500 or so LinkedIn connections. I was ...

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2014: When Social Selling Became A Priority For Businesses

Nov 5, 2014 9:18:23 AM - By Jamie Shanks

Social Selling become an integral part of business strategy for companies both big and small in 2014, and it looks like the trend is going to continue into the ...

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What Is The ROI Of Social Selling? 5X Your Investment!

Nov 3, 2014 5:26:46 PM - By Jamie Shanks

This is pretty simple. We’ve worked with 45,000 sales reps in over 200 companies. We measure (using their CRM) the effectiveness that sales education, ...

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The Ideal LinkedIn Profile: 3 Elements You Can't Ignore

Oct 27, 2014 5:52:06 PM - By Jamie Shanks

I always get this question: What does an ideal LinkedIn profile look like? Check out Mario Martinez Jr.'s profile, VP of Sales at PGI. What makes his LinkedIn ...

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Losing your Gen Y sales talent? YOU WILL!

Oct 20, 2014 7:26:35 PM - By Jamie Shanks

Gen Y = any sales professional on your team born after 1980. That makes your oldest Gen Y 34 years old. Do you know what’s different about them (I’m 36 years ...

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Social Selling Rockstar: Everybody Needs a Koka!

Oct 17, 2014 2:06:20 PM - By Jamie Shanks

Do you have a “Koka” in your business? Haha. This was a great quote from the LinkedIn SalesConnect event in San Francisco on Thursday, September 17th. I’m ...

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Ensuring Account Engagement With LinkedIn's 'Relationship Flows'

Oct 13, 2014 7:26:35 PM - By Jamie Shanks

In Version 2.0, Module #7 (Create Action in your Account) of our Social Selling training curriculum, we had been training sales professionals with named ...

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Finding New Life In Old Friends: Making Money With LinkedIn Alumni

Oct 6, 2014 1:04:04 PM - By Jamie Shanks

The video below describes the perfect way to start new conversations via LinkedIn; an overview on how to leverage one of its most powerful features: LinkedIn ...

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10 Things That Sales Teams Will Need In 2015

Sep 30, 2014 4:12:39 AM - By Jamie Shanks

As 2014 winds down, salespeople and managers should look at the current environment to figure out what elements will be most important and useful in the months ...

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Unleash Your Inner Steven Spielberg: Engage Clients With Video For Only $600! (Video)

Sep 29, 2014 2:32:18 PM - By Jamie Shanks

You don’t need to have a top-of-the-line video kit to make amazing videos. It would obviously be ideal to have the Lord of the Rings' production company at ...

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Attention CMOs – 4 Ways To Organize Your Content Library For Sales [Video]

Sep 22, 2014 5:07:22 PM - By Jamie Shanks

There's no denying that content marketing has become a key tactic for marketing teams. With so many assets being created on a consistent basis, CMOs need to ...

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Social Selling In 60 Seconds: How Long Does It Take To Monetize A LinkedIn Connection?

Sep 12, 2014 5:30:37 PM - By Jamie Shanks

It can be longer than you think! But that’s also a great thing… and that can translate into “Blue Bird” deals flying into the window when you least expect it. ...

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The Big Spenders Are On Social Media (And They’re Looking To Buy) [SlideShare]

Aug 28, 2014 2:42:55 PM - By Jamie Shanks

A whitepaper released by IDC Research and LinkedIn focuses on the value of social networks for increasing trust between buyers and salespeople. According to ...

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Time Is Money: 3 Easy Steps To Pay Yourself First

Aug 21, 2014 4:00:30 AM - By Jamie Shanks

Every morning I got to bed with a game plan for the morning. “OK, I’m going to get up at 5:30 a.m., finally drink my fruits and veggies, go for a 5 mile run, ...

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LinkedIn for B2B Lead Generation: Why, When, How [Infographic]

Aug 18, 2014 1:43:42 PM - By Jamie Shanks

This infographic summarizes why, when and how to use LinkedIn for B2B lead generation. Did you know that over 80% of leads generated through social media for ...

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Social Selling Training Is Now Available on Lynda.com!

Aug 13, 2014 6:16:10 AM - By Jamie Shanks

Learn to supercharge your LinkedIn profile with this online video course from Lynda.com We're excited to announce that we've worked with Lynda.com, a leading ...

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6 Social Selling Books On Our Amazon Wish List

Aug 11, 2014 11:49:34 AM - By Jamie Shanks

Whether you're a pro at social selling or you're new to the concept, it's always a good idea to explore new resources to continually grow. Here is a collection ...

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Predictive Sales Analytics Are BLOWING MY MIND!

Aug 8, 2014 2:00:43 AM - By Jamie Shanks

Predictive analytics are taking sales measurement to a whole new level. We were running our Salesforce.com CRM just like everyone else. We used “Stage” and ...

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3 Webinar Creation Tips From InsideSales.com To Skyrocket Leads

Aug 7, 2014 7:03:05 AM - By Jamie Shanks

Follow these 3 webinar tips and your webinars will start generating leads in no time. Since embarking into Social Selling full-time in 2011, I’ve had some ...

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5 Free Social Selling eBooks You Shouldn't Miss

Aug 1, 2014 1:49:40 AM - By Jamie Shanks

Getting started with social selling can be challenging if you've only been exposed to traditional sales methods, such as cold calling. Luckily, there are many ...

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Best of Sales for Life: Our 5 Most Inspiring Blog Posts

Jul 30, 2014 11:45:41 AM - By Jamie Shanks

Sometimes, the first step to achieving success is believing in yourself. The majority of the content on this Sales for Life blog is about the sales industry ...

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One Simple Step to Help Sell Social Selling to Management (Video)

Jul 28, 2014 11:38:40 AM - By Jamie Shanks

Are you trying to sell Social Selling to your manager or CEO? While there is empirical evidence of Social Selling success all over the internet, do you have ...

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2 ROI Calculators to Explain Social Selling to Your CEO

Jul 26, 2014 2:04:26 AM - By Jamie Shanks

If your organization is new to using social media for sales, you may have to explain Social Selling ROI to your management or executive leadership team. There ...

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Destroy Your Notion of “My Network” on LinkedIn

Jul 25, 2014 1:30:38 AM - By Jamie Shanks

LinkedIn is NOT Facebook - yet so many sales professionals treat them one-in-the-same. I want you to start thinking of yourself as a 'Digital Newspaper", and ...

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Sales Reps, Channel Your Inner-Student and Learn More About Selling

Jul 21, 2014 7:53:58 AM - By Jamie Shanks

Are you a new sales professional? How are you investing in yourself and starting your 10,000 hours? LinkedIn Pulse, Audible and Feedly to continue learning as ...

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Attention CMO’s – Here’s Why Your Sales Reps AREN’T Sharing Your Content!

Jul 19, 2014 5:00:01 AM - By Jamie Shanks

Do you know why 75% of your sales reps aren't sharing your content??? I'll bet that if you really drilled down to the problem, it's that your content is too ...

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How Grow Plumbing is Bringing Social Selling to the B2C World

Jul 18, 2014 5:00:55 AM - By Jamie Shanks

I want you to check out Grow Plumbing by Gregg Thomas Towsley, who's changing the Social game in the Plumbing industry. Yes, I'll bet you didn't expect to see ...

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7 Resources for Using Twitter

Jul 10, 2014 10:12:23 AM - By Jamie Shanks

Does your company use Twitter? If not, here are some reasons why they should be. Twitter is one of, if not THE best social media platform for spreading your ...

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Best of Sales for Life: Social Selling Success Stories (Videos)

Jun 28, 2014 1:01:26 AM - By Jamie Shanks

Does social selling actually work? Here are 8 people who are achieving unbelievable sales results with social selling. Social selling can be challenging, even ...

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10 Resources to Get You Started With Social Selling

Jun 27, 2014 11:50:29 AM - By Jamie Shanks

Are you new to Social Selling? If so, here are some great resources to help get you started! Social Selling has become imperative to the business world. It's a ...

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Best of Sales for Life: Top 10 Videos on Using LinkedIn

Jun 22, 2014 2:16:41 AM - By Jamie Shanks

Here are some of the top LinkedIn tips for social selling we've shared on video. Over the past year, we've shared a number of LinkedIn tips through our weekly ...

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How to Track Your Social Selling in Salesforce.com (Video)

Jun 21, 2014 1:41:02 AM - By Jamie Shanks

As a sales manager, it’s imperative you understand the ROI of different sales activities. Do you know how which type of sales activities generate the most ...

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How LinkedIn Helps Combat CEB’s Truth About Increased Sales Cycle Timelines

Jun 19, 2014 5:50:00 AM - By Jamie Shanks

Sales cycle timelines have increased. Here's how you can use LinkedIn and social selling to stay in touch during the buying process. I’m sitting in the ...

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Your Client Is Not Online? Good! Here Are 7 Tips To Go Social Selling!

Jun 18, 2014 11:09:47 AM - By Jamie Shanks

What happens if your potential client is not online very much? Is it still possible to use social selling? The answer is, yes! A frequent question I get is “I ...

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Influencer Marketing & Klout: Propel Your LinkedIn Publishing

Jun 16, 2014 5:40:30 AM - By Jamie Shanks

If you need proof that we “crowdsource” our content from clients, their sales professionals and our channel partners, this is an amazing example! Most of the ...

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Best of Sales for Life: Top 10 Blog Posts on Curating and Creating Content

Jun 14, 2014 1:35:16 AM - By Jamie Shanks

Providing relevant and helpful information to potential customers is an integral part of social selling. Buyers are increasingly searching online and on social ...

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Best of Sales for Life: 7 Most Popular LinkedIn Tips

Jun 13, 2014 7:26:18 AM - By Jamie Shanks

Need help getting started with using LinkedIn for Social Selling? At Sales for Life, we consider LinkedIn to be an essential tool for Social Selling. We've ...

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The By-Product of Sharing Content is Unforeseen Opportunities (Video)

Jun 11, 2014 12:40:28 PM - By Jamie Shanks

Your website content is like an army of soldiers going around the globe, educating people and letting them find your company. As we went through our sales ...

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What Can Mr. Olympia, Phil Heath, Teach Us About Sales Discipline?

Jun 8, 2014 4:47:53 AM - By Jamie Shanks

Here are 5 lessons I learned from Phil Heath, Mr. Olympia, on setting goals and building discipline. I’m waiting for my flight from Denver to Toronto, and Phil ...

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A Social Selling Tip for Account Management and Named Accounts

Jun 7, 2014 1:29:51 AM - By Jamie Shanks

Are you an Account Manager? Do you have a set of named accounts that you’re working? Here is a really simple tip that’s going to help you with Social Selling: ...

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Do You Sell in Canada? On July 1st Your Email Marketing is DEAD!

Jun 6, 2014 1:19:15 AM - By Jamie Shanks

If you run the sales or marketing department at a Canadian company, and you’re not terrified of CanSpam you should be. Email marketing going to be dead soon. ...

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Does Your Sales Training Have a “Learning Loop”?

Jun 4, 2014 1:29:59 AM - By Jamie Shanks

A Learning Loop is a process in which a sales rep is embarked in continuously education, and the loop helps sales rep move from one sales tip to the next. Why ...

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The Biggest Sales Training Problem: Curriculum Stagnation

Jun 3, 2014 1:25:29 AM - By Jamie Shanks

Look at your sales training content. When was the last time it got a face lift? Not only are PowerPoint slides old, but how about the application of the ...

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Sales Fat Camp: You Give Me 12 Months, I’ll Give You Sales Success

Jun 2, 2014 6:47:18 AM - By Jamie Shanks

When did you last exercise your sales brain? If you can't remember, it's time for sales fat camp. There are articles circulating around that “social selling” ...

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The Fastest and Easiest Way to Win New Business Using LinkedIn

May 31, 2014 12:56:16 AM - By Jamie Shanks

Find new business through LinkedIn by connecting with people who previously worked at your client's company. Remember Mimoun Khalloufi from Spotfire in France? ...

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Record Your Internal Sales Training - Watch Retention Skyrocket!

May 26, 2014 12:30:11 AM - By Jamie Shanks

I can't believe how many sales training companies refuse to allow their sales training sessions to be recorded! Really, do they ACTUALLY think their ideas ...

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CanSpam is About to Punch You in the Face (Video)

May 24, 2014 12:31:45 AM - By Jamie Shanks

Do you understand how CanSpam is going to dramatically affect your lead generation efforts on July 1, 2014? Do you know how this new law will impact social ...

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3X Your Web Traffic and Leads By Optimizing Social Content Sharing (Video)

May 22, 2014 5:55:16 AM - By Jamie Shanks

Amplify the reach of your content by increasing the frequency of your social content sharing. Social selling growth stems from content. Now picture ...

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Social Selling Success Story: How Keith Gill Has Become an SEO Machine in Telecom

May 15, 2014 10:00:26 PM - By Jamie Shanks

A few weeks ago, we wrote a blog about a sales rep getting onto the 1st page of Google in 30 days, all by using LinkedIn. I’ve had the pleasure of interviewing ...

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Tony Hsieh of Zappos Would be the Ultimate Social Seller

May 14, 2014 8:15:15 AM - By Jamie Shanks

I’ve just finished listening to Tony Hsieh’s book Delivering Happiness: A Path to Profits, Passion and Purpose, and it’s been transformational. Our business is ...

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Social Selling Workshops Suck (Video)

May 6, 2014 12:27:41 AM - By Jamie Shanks

Have you been training your sales reps in face-to-face 1/2 day or full-day LinkedIn workshops? STOP! FAIL! There will be NO retention after 2 weeks. You need ...

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Why Sales Team Need to Use Video In The Sales Recruiting Process!

May 3, 2014 1:08:28 AM - By Jamie Shanks

The world has changed. You don't have time to read 100's of resumes, and video communications with clients & prospects is going to be a reality. It's time your ...

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Top 4 Social Selling Alerts for Sales Reps [Webinar]

May 1, 2014 1:10:34 PM - By Jamie Shanks

Watch this 20-minute webinar to learn about using different social selling alerts to identify business opportunities. This webinar from Sales for Life and Gabe ...

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4 Quota-Busting Social Selling Tips for LinkedIn [Webinar]

May 1, 2014 12:45:46 PM - By Jamie Shanks

Stop wasting time on LinkedIn. Listen to this fast paced, 30-minute webinar to learn how to turn it into a revenue-generating machine that sends you leads on a ...

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Power Up Your Millennials With Social, Or Watch The Lights Go Out

Apr 24, 2014 2:33:31 AM - By Jamie Shanks

I’ve been doing a lot of thinking about Millennials lately. Sales leaders and business owners are pissed off about Millennials’ approach to career progression, ...

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Hockey Stick Growth: 1 Post/Day to 24 Posts/Day

Apr 23, 2014 1:42:05 AM - By Jamie Shanks

The goal is to have your growth acceleration stop travelling linearly like the shaft of a stick, and travel north like a “J” – FAST! This is hockey stick ...

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How to Increase Your Inbound Leads and Web Traffic By 200% With Social

Apr 21, 2014 1:41:30 AM - By Jamie Shanks

Using content marketing and social media tools, you can increase your inbound leads and website traffic significantly. This is such a simple equation: (Number ...

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Sales Training: “Overcoming the Deadzone” with Content

Apr 20, 2014 1:14:13 AM - By Jamie Shanks

If there is one idea you take from social selling to pass for sales training to your sales reps in 2014 – MAKE IT THIS ONE! The problem your reps are having: ...

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What Should I Use? A Microsite or LinkedIn Publishing For My Sales Reps?

Apr 18, 2014 2:29:37 AM - By Jamie Shanks

LinkedIn Publishing lets sales reps find relevant content, follow thought leaders and nurtures prospects. Which ocean should you dip your toes? By now you know ...

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How Video Changed Our Sales Recruitment Process!

Apr 13, 2014 4:53:37 AM - By Jamie Shanks

As I’ve mentioned in other blogs, we love using SAVO Inspire. It has made us tons of money, and saved us tons of time. From the recruiting aspect, this is a ...

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Social Selling in 60 Seconds: Twitter is a MUST for Content Curation!

Apr 11, 2014 3:01:21 AM - By Jamie Shanks

If you've been afraid to use Twitter, and you're still uncertain of its value... watch this video. Here is a simple way for you to start using Twitter for ...

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Death to 3rd Party LinkedIn Workshops. Hail eLearning and Crowdsourcing

Apr 8, 2014 6:14:44 AM - By Jamie Shanks

Traditional LinkedIn training workshops don't cut it anymore. For social selling, you need to adopt an eLearning and crowdsourced system. I want you to think ...

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Getting on the Front Page of Google in 30 days With LinkedIn

Apr 4, 2014 10:45:37 AM - By Jamie Shanks

Getting on the front page of Google search results was surprisingly straight forward using LinkedIn. Here's what this sales rep did. If you don’t think the ...

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How Can Marketing Help Sales with Content Sharing?

Apr 1, 2014 2:27:44 PM - By Jamie Shanks

Sales professionals need help finding great content. Your marketing team needs to become the General of your Content Army. One of the core challenges facing ...

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How LinkedIn TeamLink™ + IKO System = Sales Opportunities!

Mar 31, 2014 12:34:15 PM - By Jamie Shanks

Yet again, our social selling champion from TIBCO – Spotfire, Mimoun Khalloufi, has brought us another example of great social selling best practices. If ...

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LinkedIn Publishing: Soon To Be The World’s Greatest Curated Content Source

Mar 29, 2014 4:30:25 AM - By Jamie Shanks

Trust me – I’m not just saying this because I love LinkedIn. I’m saying this because up until now, the best sources for user generated content have been ...

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What’s on Your Bookshelf?

Mar 25, 2014 12:05:08 PM - By Jamie Shanks

I’ll be the first one to admit that I’m not much of a reader. I straddle between being of Gen X age and a Gen Y digester of media. I listen to books, watch ...

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27 Top Social Selling Prize-Fighters

Mar 21, 2014 3:05:33 PM - By Jamie Shanks

These 'Heavyweight Champions', 'Emerging Contenders', and 'International Talent' represent some of the top social selling expertise in the world. We put ...

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Why You Must 10X Rule Your Social Selling Activity - Grant Cardone Style

Mar 19, 2014 12:28:29 PM - By Jamie Shanks

So you think you're doing yourself justice by posting an article on LinkedIn & Twitter each day. Do you think that's above average? Do you think that your ...

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How to Use Pocket to Organize Your Content

Mar 16, 2014 4:30:06 AM - By Jamie Shanks

One of the biggest challenges that sales professionals (and their marketing departments) face is FINDING CONTENT. It's a nightmare for most sales ...

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How to Get 40,000 Views in 1 Week on Your LinkedIn Content

Mar 13, 2014 5:49:14 AM - By Jamie Shanks

Most sales reps don't realize the power of sharing LinkedIn content. In the last week, I've shared just a few articles each day on LinkedIn. The total ...

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Is Your Old School Sales Process Killing Your Recruiting?

Mar 11, 2014 7:25:38 AM - By Jamie Shanks

The next generation of sales reps will bounce from job to job until they find cultures and sales processes that align with the ways they work. I’m not ...

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4 Reasons to Connect With Your Linked Profile Viewers

Mar 8, 2014 3:30:26 AM - By Jamie Shanks

LinkedIn's "Who Viewed Your Profile?" feature can be a very effective and useful sales tool. But should you be connecting with all of your LinkedIn profile ...

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F U Email! How Can You Master the Email Monster?

Mar 6, 2014 4:14:41 AM - By Jamie Shanks

Are you being completely consumed by your inbox? Is it hurting your productivity as a sales leader or business owner? Here's a few tips to help you master the ...

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How Can I Share Content From Any Site Without "Share" Buttons? AddThis.com

Mar 3, 2014 5:35:43 AM - By Jamie Shanks

Sharing content is an essential part of any social selling strategy, but sometimes websites don't make it easy. Luckily, AddThis makes it easy to share content ...

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How Should You Plan to Use LinkedIn Publishing?

Mar 1, 2014 3:00:09 AM - By Jamie Shanks

You've probably heard about a powerful new social selling tool: LinkedIn Publishing. How can you use LinkedIn Publishing to help your buyers? Over the last few ...

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Selling on Twitter: Can Sales Reps Create Opportunities in 140 Characters?

Feb 27, 2014 5:21:33 AM - By Jamie Shanks

Over 500 million tweets are sent every day on Twitter, but is selling on Twitter a possibility? Can sales reps really create and nurture their opportunities ...

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Lunch & Earn - How to Get Found Online (And Win!)

Feb 20, 2014 4:19:17 AM - By Jamie Shanks

As your customers become more and more self-directed, it's never been more important to ensure that you and your business are getting found online. A few weeks ...

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Sales Training: We Need Social Selling and They're Giving It Away For Free!

Feb 18, 2014 5:33:42 AM - By Jamie Shanks

You know the world has changed and that your sales reps have changed right along with it. Social selling doesn't have to be scary. With the right sales ...

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Why Are Canadian Sales Teams So Far Behind the Rest of the World?

Feb 14, 2014 5:01:44 AM - By Jamie Shanks

This story is a great representation of the approach Canadian sales leaders are approaching sales today. I was recently pitching a major telecom company in ...

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5 EASY Social Selling Steps Used in Europe!

Feb 11, 2014 9:18:59 AM - By Jamie Shanks

After working with the team at TIBCO – Spotfire, their sales team’s ROCKING with Social Selling. One sales champion – Mimoun Khalloufi has been CRUSHING it ...

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How can I track ROI with Social Selling?

Feb 11, 2014 8:29:35 AM - By Jamie Shanks

Google Easily the most common fear sales managers have with Social Selling is the ability to track and keep sales reps accountable. It’s not like tracking ...

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Social Selling will help you hire & retain sales reps!

Feb 4, 2014 10:51:25 AM - By Jamie Shanks

I was on the phone with a Kevin Coppins @ Meru Networks last week talking about their Social Selling goals for 2014. Typically, I hear goals like:

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How do I create a Social Selling culture inside an Enterprise company?

Feb 3, 2014 5:41:11 PM - By Jamie Shanks

Google

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8 Signs your sales team will CRASH & BURN within 2 years!

Jan 24, 2014 8:45:27 AM - By Jamie Shanks

Google Yes you heard me!

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A Survival Kit for the "Sales Road Warrior"

Jan 20, 2014 8:33:50 AM - By Jamie Shanks

Google

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A must for 2014! - Social Proof in your LinkedIn Recommendations

Jan 20, 2014 7:11:15 AM - By Jamie Shanks

Google Last week I heard a new term for Melonie Dodaro, a partner of ours from Top Dog Social Media - the term was Social Proof. The context of Melanie’s ...

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KiteDesk - A Fantastic Tool For Mid-Market And Enterprise Clients

Jan 10, 2014 8:04:47 AM - By Jamie Shanks

Google http://www.youtube.com/watch?v=VQzV__Qw3PI&feature=youtu.be

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DANGER FOR SALES ENABLEMENT – Your training system is R.I.P

Jan 9, 2014 12:20:17 PM - By Jamie Shanks

Google

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12 Step Social Selling Routine [Infographic]

Jan 7, 2014 12:18:56 PM - By Jamie Shanks

Google

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2014 Sales Tradeshows you must Attend

Jan 7, 2014 5:47:11 AM - By Jamie Shanks

Google If you are still not sure about Social Selling, check out these additional blog posts on Social Selling strategies to help you get started. If you are ...

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ROI for Social Selling - One deal $28,000

Nov 7, 2013 7:23:00 PM - By Jamie Shanks

Google If your a Sales Manager contemplating Social Selling training for 2014, I highly recommend you read this blog. I’m going to tell you a very quick story ...

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Why you need to "Crowdsource" your Social success stories?

Nov 5, 2013 4:47:32 AM - By Jamie Shanks

Google

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What is "Influencer Marketing"? Capture its HORSEPOWER!

Nov 1, 2013 11:01:01 AM - By Jamie Shanks

Google Have you ever heard of "Influencer Marketing"? If you haven't pay attention over the next 60 seconds because this will change the way that you promote ...

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Why should I measure Social Network Growth & Reach?

Nov 1, 2013 10:27:10 AM - By Jamie Shanks

Google One of the main questions that both managers and sales reps have is ... "How do I understand any sort of measurement,as to the success of my social ...

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7 Deadly Sins Sales Leaders are Making with Social Selling

Oct 16, 2013 8:47:20 PM - By Jamie Shanks

Google FIRED!!! That’s my prediction. Not today, not even next year. But within 3-5 years, if you’re a sales leader (or aspiring sales leader) that isn’t ...

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Are you Social Selling Ready?

Oct 16, 2013 8:01:37 PM - By Jamie Shanks

Google

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Your sales team's crazy to not use Salesloft

Oct 3, 2013 5:38:59 AM - By Jamie Shanks

Every day, your top accounts and hot prospects are all…. CHANGING JOBS! Decision-makers are only staying in their current roles a few years. We all know how ...

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Prediction for 2014 & beyond – emergence of the Micromarketer

Oct 2, 2013 7:26:33 AM - By Jamie Shanks

Jill Rowley had really helped shape our Social Selling training program. She’s mentioned a few times to me “you’re not just a sales rep; you really need to ...

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“Trust your sellers” and build “Rep Pages” for your sales team – IBM @ #SocialShakeUp

Oct 1, 2013 5:52:26 AM - By Jamie Shanks

You might think this blog is crazy. You may still be stuck at “why should we do Social Selling?” If you feel this is you, well I’m sorry to tell you that the ...

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The Pros & Cons For Social Selling And Cold Calling

Sep 11, 2013 6:49:57 AM - By Jamie Shanks

You might be wondering what the differences are between Cold Calling & Social Selling so I took the time to list some pros and cons for you to consider. I’m ...

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Social Selling Success Story: inContact

Aug 26, 2013 4:34:26 AM - By Jamie Shanks

Here's an incredible success story for social selling from inContact. This is why you can no longer ignore this new way of selling:

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How to Book New Meetings With LinkedIn Before Your Next City Visit

Aug 23, 2013 6:08:11 AM - By Jamie Shanks

When I was in corporate real estate in 2004, LinkedIn wasn't really that popular. We used one specific trigger event OVER and OVER that worked to book new ...

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DANGER: if 50% of Your LinkedIn Connections Are Internal

Jul 26, 2013 7:09:16 AM - By Jamie Shanks

Do you know what “Selling in a Vacuum” is? This means that your sales message spins and spins around a core group of people, but never really reaches your ...

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Fail: Sales Reps Told to Figure Out Social Media on Their Own?

Jul 26, 2013 6:33:43 AM - By Jamie Shanks

I read an article last week that I can’t seem to find, but the statistics were disturbing! 73% of Sales Reps are told to figure out Social Media on their own.

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Field Sales’ New Best Friend – LinkedIn Calendar Sync For Mobile

Jul 26, 2013 5:04:19 AM - By Jamie Shanks

I’ll admit I used to find the old LinkedIn mobile app inferior. So much of my day to day Social Selling routine was not available on the app.

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Roadmap to When You Should Connect on LinkedIn

Jul 26, 2013 4:42:41 AM - By Jamie Shanks

Most clients have asked, “When should I connect with someone on LinkedIn”? Everyone has varying opinions, but I’m in full consensus that blind connection ...

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Should I Connect With Prospects That Review My LinkedIn Profile?

Jul 18, 2013 6:48:21 AM - By Jamie Shanks

Q & A - Social Selling in 60 seconds "I have people that I don't know checking out my LinkedIn profile. Many of them look like great prospects. Should I ...

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STOP the Auto LinkedIn Connection Responses

Jul 13, 2013 5:43:26 AM - By Jamie Shanks

Q&A - Social Selling in 60 Seconds

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Baby Steps for Social Proximity

Jul 13, 2013 5:36:04 AM - By Jamie Shanks

Q & A - Social Selling in 60 Seconds

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Video a Must for Communications and Marketing

Jul 13, 2013 4:33:17 AM - By Jamie Shanks

When we started working with Tata Communications, I was a little nervous. They only like to do one type of communication – VIDEO. I don’t mean Skype; no, they ...

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Mention Influencers to Grow your Network in LinkedIn

Jun 24, 2013 7:41:38 AM - By Jamie Shanks

One of the best ways to increase social engagement and grow your LinkedIn Connections is leveraging Influencers. Influencers are the trusted voices (i.e. my ...

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What Metrics Should I Measure in LinkedIn?

Jun 13, 2013 7:53:58 AM - By Jamie Shanks

Social Selling in 60 Seconds - Q&A What are the key measurements I need to focus my sales team on when using LinkedIn? What data should we capture?

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How Can I Track Prospects on LinkedIn?

Jun 6, 2013 11:29:01 AM - By Jamie Shanks

Using the new LinkedIn Contacts section below each prospective profile, you have the ability to track your business development progress. You are now able to ...

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Where Did LinkedIn Signal and Skills go? How Can I Fix it?

Jun 6, 2013 11:15:32 AM - By Jamie Shanks

Q & A - Social Selling in 60 Seconds "With the new LinkedIn profile changes, where did LinkedIn Signal and Skills go? How can I access them again?"

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What 5 Changes Should I Make to My LinkedIn Profile

Jun 6, 2013 11:02:47 AM - By Jamie Shanks

Social Selling in 60 Seconds - Q&A "I'm a busy B2B sales professional. If I looked at my LinkedIn profile, and wanted to improve it, where should I ...

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How Often Should I Share Content With Prospects?

Jun 5, 2013 8:06:40 PM - By Jamie Shanks

Social Selling in 60 Seconds - Q&A "What are best practices for sharing content to my LinkedIn Updates? What will help me be found, and what is too much?”

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Can Twitter Help me Sell More?

Jun 5, 2013 8:02:41 PM - By Jamie Shanks

Social Selling in 60 Seconds - Q&A You might be saying - "I'm not a huge fan of Twitter, does it really have value for my B2B sales reps? What can it do for ...

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How Can I Open More Doors Using Social Selling?

Jun 5, 2013 7:56:42 PM - By Jamie Shanks

Sales leaders are always looking for ways to help their sales reps open more doors. Here are two simple tools - Salesloft & LinkedIn Signal - that will ...

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How do I Share Content to Build my Brand?

Jun 5, 2013 7:51:20 PM - By Jamie Shanks

Social Selling in 60 Seconds - Q&A "I know I need to share content to build my brand, but where do I find it? Where is the best content hiding, and how do I ...

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“We’re Proficient on LinkedIn - Thanks?!” - Are you BOOKING Meetings With LinkedIn?

Jun 5, 2013 11:10:56 AM - By Jamie Shanks

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Frustrated With Sales Training Results – the Fail Might be You!

May 21, 2013 4:25:36 AM - By Jamie Shanks

If you’re a sales manager, or a VP Sales… and you’re frustrated by sales training, you need to take a hard look at how YOU are helping your sales team. Don’t ...

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Paragon Relocation Sees a 20% Response Rate on LinkedIn InMail’s

May 14, 2013 5:52:00 AM - By Jamie Shanks

Absolutely one of my favorite things to hear from a client is “I just got into 4 massive accounts that I’d been working for quite some time, via the phone & ...

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How Trexin Consulting Books Meetings on LinkedIn With Introductions

May 7, 2013 9:50:56 PM - By Jamie Shanks

Are you a professional services firm? If you are, you’ve been in the same place Mark Davidson was in his prospecting cycle before Social Selling… curious if ...

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How uSamp Increased Meetings Booked by 3.5x Per Sales Rep in 30 Days

May 7, 2013 9:38:32 PM - By Jamie Shanks

What’s your cost per lead? How accurately can you predict revenue from increased meetings booked each month? Kevin Gaither, VP Inside Sales at uSamp – has this ...

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5 LinkedIn Mobile App Sales Tips You Didn't Know

Apr 30, 2013 5:47:20 AM - By Jamie Shanks

The new LinkedIn Mobile App is a high-octane business development tool. Unfortunately, most sales professionals have no idea how to leverage the tool. Watch ...

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XO Communications Has Instant Social Selling Success With Training Roll-Out

Apr 24, 2013 8:21:39 AM - By Jamie Shanks

I want you to look at your sales team and imagine this... Look the sales productivity they have today. How many new prospect meetings are they booking a month ...

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“Without Full Disclosure, You’re a Poser”

Apr 24, 2013 7:55:45 AM - By Jamie Shanks

The title of this blog is a quote from our client Terry Foster @ Cision. Andrew Carlin, VP Sales @ Cision, gave advice to his new sales reps “if you’re ...

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New LinkedIn Tool – Build Social Connections With LinkedIn Mention

Apr 17, 2013 5:48:35 AM - By Jamie Shanks

Really smart move on LinkedIn’s part. If you see something in the market that works, duplicate it!

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Social Selling KPI’s – Sourced Versus Influenced

Apr 17, 2013 5:21:49 AM - By Jamie Shanks

As a CSO or VP Sales, you want to know the ROI of any sales activity. You have a complete handle on your lead generation efforts, your pipeline activity, and ...

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Stop Wondering if Prospects Are Reading Your Emails – Meet ContactMonkey

Apr 17, 2013 4:55:26 AM - By Jamie Shanks

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How Lauren Winer at uSamp Booked 2 Meetings Using Feedly

Apr 8, 2013 7:20:29 PM - By Jamie Shanks

Lauren Winer is a typical sales rep carrying a large quota. She’s focused on driving business in the mid-market & enterprise space. Her particular clients & ...

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52% of All Opportunities in Q1 = Inbound via TIMETRADE

Apr 5, 2013 2:52:23 AM - By Jamie Shanks

Content is king. Content with a call-to-action is King like LeBron James. We are Social Selling experts - leveraging LinkedIn, Twitter & Content Marketing to ...

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Hot Off the Press – 80% of Social Sellers Have Won a Deal Using LinkedIn & Twitter

Apr 2, 2013 5:58:52 AM - By Jamie Shanks

Barbara Giamanco & Jim Keenan just finished an intensive survey of sales professionals – seeking to understand their ROI with Social Selling. The ROI is so ...

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Top Reasons Why Social Sellers are Best-of-Breed

Apr 1, 2013 5:13:45 AM - By Jamie Shanks

Kicking off Q2, it’s time to be direct! If you’ve been reluctant to adopt social selling into your organization, you’re missing a massive opportunity train. ...

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Q1 is Done and I’m Not Hitting My Numbers!

Mar 27, 2013 6:54:53 AM - By Jamie Shanks

You’re sales reps are in panic mode right now. As the sales manager, you’re looking at not hitting bonus as 30-50% of your team is dragging you down.

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Competitive Intelligence Using the LinkedIn Mobile App

Mar 27, 2013 5:54:13 AM - By Jamie Shanks

LinkedIn Signal is a world-class tool for gathering competitive intelligence. Unfortunately, you can't effectively search an individual sales rep at your ...

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Jon Ferrara’s 5 E’s of Driving More Sales With Social Selling

Mar 27, 2013 5:49:43 AM - By Jamie Shanks

A local ice cream shop owner told me a story about a conversation she had in line at the grocery store. She was commiserating with a college student about how ...

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Create World-Class Content with Klout and Kred

Mar 27, 2013 5:34:10 AM - By Jamie Shanks

Is your sales & marketing department struggling to develop a great blog? Wondering what are the really, really juicy stories that your buyer cares about? Watch ...

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Why Your Sales Manager is Costing You $$$ - Paralysis by Analysis

Mar 8, 2013 7:21:59 AM - By Jamie Shanks

Excuse the entrepreneur in me, but I just don’t understand managers that can’t make decisions? In a small business like ours, stalling on taking action (even ...

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Looking For New Prospects - Check Out Social123!

Mar 7, 2013 9:02:39 AM - By Jamie Shanks

If you a struggling to grow your email marketing database, look no further. Social123 is a monster, a rock star for marketers! You need to identify your buyer ...

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What is the Best Way to Nurture a Client or Prospect Using Social Selling?

Mar 5, 2013 5:57:05 AM - By Jamie Shanks

One of the largest challenges for sales reps is nurturing a hot prospect and-or client effectively. Instead of calling every week, nurture a prospect with a ...

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Why Aren't You Using Hootsuite For Competitive & Prospect Intelligence?

Mar 5, 2013 5:52:02 AM - By Jamie Shanks

If you're a sales professional NOT using Twitter, you're missing out on amazing intelligence. Using Hootsuite, you can monitor your competitors trade shows for ...

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The Power of the Digital Postcard

Feb 27, 2013 9:15:29 AM - By Jamie Shanks

The Digital Postcard - a rarely used sales tool of differentiation. The challenge we were seeing with our own sales process was post demo. After a great ...

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Without Social Selling, You Don’t Have “Social BreadCrumbs”?

Feb 19, 2013 8:41:48 AM - By Jamie Shanks

Here is the #1 Challenge you’re most likely having with your current sales process. You have to dig, dig and dig to have your prospects return your calls. ...

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Why is Your Lead Generation Model BROKEN?

Feb 19, 2013 7:11:38 AM - By Jamie Shanks

You may immediately feel defensive when you think about your lead generation process. You're probably saying to yourself "we have tons of leads, what are you ...

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Your Knowledge & Insight = Sales Horsepower

Feb 19, 2013 3:50:45 AM - By Jamie Shanks

I have to thank Kevin Gaither for my discovery of AudioBooks this week. Last year at AA-ISP Leadership Summit, Kevin and I were talking about the difficulty of ...

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Sales Leads Are All Around! Are You Listening?

Feb 18, 2013 8:22:29 AM - By Jamie Shanks

If you’re a VP of Sales, I want you to walk into Marketing’s office and ask them one simple question “With what & how are you monitoring opportunities for us?” ...

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STOP Looking at LinkedIn InMail as an End Result For ROI

Feb 8, 2013 6:47:38 AM - By Jamie Shanks

Synergy - defined as “the Whole is greater than the Sum is its parts”.

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Top 10 Tips From AA-ISP Social in Phoenix

Feb 6, 2013 4:01:21 PM - By Jamie Shanks

AA-ISP couldn't have chosen a better location - hot and sunny Phoenix. When you fly from Toronto, all you hope for is an outdoor venue. No such luck.

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There is no Such Thing as LinkedIn InMail Saturation

Feb 4, 2013 10:02:07 AM - By Jamie Shanks

So many times when we'll train a company, someone on their sales team will ask the question "don't you think decision-makers will get bombarded with InMails ...

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My Pet Peeve - Sales Reps With No Email Signature

Feb 4, 2013 6:26:24 AM - By Jamie Shanks

We have all been in this particular situation, and I know it's driven you bananas too. You are late for a meeting, and you need to get a hold of a specific ...

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How Comfortable Are You With Your Sales Pipeline on February 1st?

Feb 1, 2013 7:12:37 AM - By Jamie Shanks

How comfortable are you with your sales pipeline? Are you starting every month from scratch - clawing your way to making quota? Or have you developed a Social ...

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Demolish the Chinese Wall: Build a Revenue Generation TEAM

Jan 30, 2013 11:49:15 AM - By Jamie Shanks

One of the largest factors contributing to a dysfunctional lead generation program is the separation of sales and marketing. In so many B2B companies, these ...

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Are Your Sales Reps PESTS or INFLUENCERS???

Jan 30, 2013 10:49:57 AM - By Jamie Shanks

Walk out onto your sales floor after reading this article. Worry if you’re hearing anything like this: “Hi John, just checking in to see what you thought of ...

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WTF – Way Too Many Social Media Tools?!?

Jan 25, 2013 6:30:41 AM - By Jamie Shanks

Gadgets & Widgets – people can’t get enough of them. Just look at the Consumer Electronics Show in Las Vegas or the very populate webinar in December, 32 Must ...

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2 Social Selling Strategies - “Sphere of Influence” & “Priority Shifting”

Jan 24, 2013 8:39:31 AM - By Jamie Shanks

I love using the fork in the Yellow Brick Road as an analogy for opportunity cost or major decisions. We’ve all seen The Wizard of Oz, and can relate to ...

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The Future Sales Rep – Sharing Skills With Edgar Allan Poe?

Jan 22, 2013 10:01:18 AM - By Jamie Shanks

I look back at my high school years and I laugh. If there was one class that I bombed, it was English class. I thought that learning to be a strong writer was ...

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Is Social Selling the "Soup Du Jour" or a Sales Evolution?

Jan 18, 2013 11:57:51 AM - By Jamie Shanks

I’ve been in sales for the last decade (since the dot com bubble of 2000). I’ve seen the inside of at least 500+ sales organizations. There are so many sales ...

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Webinar Horsepower: “Co-op”etition & Panels to Skyrocket Your Attendees

Jan 18, 2013 11:24:21 AM - By Jamie Shanks

Webinars are supposed to be an amazing tool to help buyers evaluate solutions to their problems. Depending on the subject of your webinar, the attendees could ...

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Your Prospects LinkedIn Profile Has Changed. What Does That Mean For Your Prospecting Efforts?

Jan 15, 2013 6:54:05 AM - By Jamie Shanks

The new LinkedIn profile has a wealth of information you can take advantage of to drive business opportunities. Watch this video to see how.

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Sales Kick-off Research – What Does Your Sales Team Want?

Jan 15, 2013 6:50:43 AM - By Jamie Shanks

During the holiday season, Vorsight had completed a survey to analyze the importance of sales kick-offs. Before we dive into what these means for sales ...

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Why Aren't Prospects Returning My Calls?

Jan 15, 2013 6:24:47 AM - By Jamie Shanks

So you've been trying to track down that dream "future client" - you call, email, voicemail, call, email, voicemail... nothing? What is going on? Are all the ...

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Stop Your Excuses - Meet a New Sales Rep "Social Selling Rockstar"

Jan 15, 2013 6:09:26 AM - By Jamie Shanks

You're a new sales rep. Ok, I understand you have a lot on your plate, and I realize you’re not a “subject matter expert”… YET. Don't give me the excuse that ...

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Social Selling Wish List for 2013

Dec 29, 2012 4:35:07 AM - By Jamie Shanks

We all have a sales wish list. Mine is to stop time for about two weeks, get our "To Do" list cleared up, and turn the engine back on. It seems no matter how ...

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Jamie Shanks' - Top 10 Social Selling Influencers

Dec 29, 2012 4:16:35 AM - By Jamie Shanks

The sales leaders that have influenced our Social Selling success are not all Social Selling "subject matter experts" themselves. I've found I'm less inspired ...

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The "like" That Generated a 2 ½ Year Client Engagement

Dec 29, 2012 4:04:16 AM - By Jamie Shanks

Sales professionals are constantly asking "what is the best way to get a prospects attention on LinkedIn & Twitter"? There is no one answer, as there are ...

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So You Hate Cold Calling – Then STOP! Social Selling is Here!

Dec 6, 2012 11:10:52 AM - By Jamie Shanks

I just don’t get it. Why do sales reps that hate cold calling still do it? I came from the sales era where all I had was a phone and a printed list of ...

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Marketing Won't Hold Your Hand in 2013!

Dec 5, 2012 12:33:43 PM - By Jamie Shanks

In 2013, the sales rep can't rely on anyone other than themselves. Making quota is the only option, even when cold call response rates & email response rates ...

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Non-Profits – Stop Asking For Donations, And Build Value With Social Selling

Nov 19, 2012 8:00:45 PM - By Jamie Shanks

Sales for Life had the privilege to train CannedWater4Kids on Social Selling, a great non-profit helping ensure everyone has clean drinking water. When you ...

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Are You a Business Services Sales Rep? Meet Tony Chandler – Social Seller

Nov 13, 2012 8:05:13 PM - By Jamie Shanks

A month ago, we had the pleasure to travel to Plainville, CT (just outside Hartford) to work with Health Consultants Group on Social Selling. Every insurance ...

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1 Hour a day = Social Selling Success!

Nov 13, 2012 7:46:57 PM - By Jamie Shanks

Last week we wrote a blog $350,000 In New Opportunities in 6 Months – Cost $600, which outlined my success using Social Selling to drive new business. The ...

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$350,000 in New Opportunities in 6 Months – Cost $600

Nov 5, 2012 4:33:51 AM - By Jamie Shanks

Sales leaders are always asking what’s the ROI and cost-per-lead of LinkedIn. To answer the question simply, my personal business development ROI with LinkedIn ...

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How a Social Seller Can Increase LinkedIn Views & Appearances Each Week

Nov 5, 2012 3:19:12 AM - By Jamie Shanks

A true Social Seller will look to increase the number of LinkedIn views and appearances in searches by taking simple steps. These steps are content marketing ...

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How Social Selling Changed the Landscape of SAP TechEd 2012

Oct 25, 2012 8:07:48 PM - By Jamie Shanks

A few weeks ago, we blogged about “1 Beer, LinkedIn, 12 Meetings”, demonstrating the success of using Social Selling to drive prospective meetings. SAP TechEd ...

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Earth to Sales Leaders - Your Sales Reps Want TRAINING

Oct 17, 2012 7:46:08 PM - By Jamie Shanks

Sales reps are constantly looking to improve themselves, but are waiting for management to bring forth new training. Why are sales leaders not initiating these ...

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Guerrilla Marketing – 4-Pillars of Marketing For Under $1,000/month

Oct 11, 2012 4:18:55 AM - By Jamie Shanks

Our client Terry Foster, President of Cision Canada (world’s largest PR & Communications software) taught me about “Paid, Earned and Owned Media”. This is the ...

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Using a multi-touch InMail strategy is pure GOLD

Oct 10, 2012 8:55:14 PM - By Jamie Shanks

Sales Managers are frustrated with how quickly their sales reps give up nurturing a prospect. Time-after-time, sales reps get comfortable with making 1 or 2 ...

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1 Beer, LinkedIn, 12 Sales Meetings Booked, PRICELESS!

Oct 9, 2012 6:32:16 AM - By Jamie Shanks

Almost a year ago, a client of ours was preparing to attend SXSW (South by Southwest) in Austin, TX. They had a great product to offer, and wanted attendees at ...

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When Are the Best Times of the Week for LinkedIn InMail Messages?

Oct 4, 2012 1:33:47 PM - By Jamie Shanks

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Maximize Your Prospect Search in LinkedIn - Look Up Companies in People?

Sep 27, 2012 11:20:38 AM - By Jamie Shanks

This is a simple, but very effective tip we were given by a client of ours. Search in the PEOPLE section of LinkedIn, for COMPANIES. This will provide you with ...

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Where Do You Want to be in 12-24 Months? Start Building Social Klout TODAY!

Sep 19, 2012 8:37:52 PM - By Jamie Shanks

We have helped 100’s of sales reps drive business using Social Selling. These sales reps understood the value of preparing themselves for the next sales ...

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Top 10 Lessons I’ve Learned as a Sales Leader & Entrepreneur

Sep 19, 2012 8:24:17 PM - By Jamie Shanks

I started my true sales career on November 1, 2004 – 10 months after finishing my MBA. I’d had a role at BMO Nesbitt Burns from 2000-2002, but I wouldn’t ...

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Use Social Selling for Competitive Intelligence

Sep 19, 2012 8:11:17 PM - By Jamie Shanks

Social Selling Social Selling is the most powerful sales methodology since the advent of email. Sales reps across North America are learning to blog, make ...

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Vision Critical = 31 booked meetings in 60 days – ALL LINKEDIN

Sep 11, 2012 8:24:15 PM - By Jamie Shanks

We met with Vision Critical today, 2 months after finalizing our last Social Selling Training module. The goal was to take the SUMMER (yes I said summer, they ...

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How to Solve the Confusion of LinkedIn Answers

Sep 10, 2012 5:10:24 AM - By Jamie Shanks

LinkedIn Answers is very difficult for sales reps to navigate and find useful topics. Sales for Life has created a short video to give sales reps instant ...

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2013 and Beyond – Macro and Micro Marketing Combined

Aug 28, 2012 11:44:40 AM - By Jamie Shanks

For the last few years, sales and marketing have invested heavily into marketing automation tools that help attract, nurture and influence prospects. This ...

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Saturday Nights Alright for Writing

Aug 28, 2012 11:29:59 AM - By Jamie Shanks

Ok, who's kidding who - I don't write on a Saturday night, but I do write the majority of my content on Saturday mornings. This is the window of my week from ...

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LinkedIn Signal - Your Source For Gathering Trigger Events

Aug 28, 2012 7:08:29 AM - By Jamie Shanks

In this video learn how to use LinkedIn to help you identify prospect trigger events that will help you connect with your target audience when they are ready ...

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Sales War - Email Marketing is a Shotgun, LinkedIn is the Sniper Rifle

Aug 28, 2012 6:50:33 AM - By Jamie Shanks

One of the biggest challenges as a sales rep is having your message heard. When you fire your “sales gun” in the woods, does anyone hear it? Unfortunately for ...

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Are 20% of Your Emails Turning Into Next steps? LinkedIn Does!

Aug 7, 2012 12:40:22 PM - By Jamie Shanks

Open your Outlook and count all the emails you sent to new prospects this week.Let me guess, you didn’t receive 1 of 5 emails returned back to you with next ...

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Power Down 1 Day Every Week – and Watch Productivity Soar!

Aug 7, 2012 11:50:54 AM - By Jamie Shanks

My Power Down Process This has been one of the few pieces of advice I’ve adhered to since starting a business 3 years ago. The rule is very simple, take 1 day ...

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The Sales Reps Dilemma - Absolute Focus, or Jump on New Opportunities?

Aug 7, 2012 11:18:33 AM - By Jamie Shanks

Categorize this right under Time Management – but I would say that just about every sales rep struggles with this dilemma. Whether it’s to diversify services, ...

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Hot New Sales 2.0 Tools - TimeTrade

Aug 7, 2012 8:19:20 AM - By Jamie Shanks

We at Sales for Life enjoy coming across new Sales 2.0 Tools, and have recently fallen in love with TimeTrade.This tool absolutely SHORTENS the sales cycle. ...

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3 Takeaways From 2012 Sales 2.0 Conference - Boston

Jul 27, 2012 6:21:13 AM - By Jamie Shanks

The Sales 2.0 Conference in Boston was fantastic. If you were unable to attend, here are the 3 items that are most prevalent right now.

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Adapt Before 2013 or Die a Slow Financial Embarrassment

Jul 23, 2012 8:29:22 PM - By Jamie Shanks

2000 – 2007 “Smile & Dial” I feel privileged to have joined the sales community at (what I believe) is the trifecta of sales styles. I started working during ...

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Forget Do's and Don’ts of Social Selling - It’s All Fair Game!

Jul 22, 2012 7:11:57 PM - By Jamie Shanks

Social Media “experts” love to retweet blog articles about the “5 must do’s” or the “No-No’s of social connecting” in hopes to create etiquette, order and ...

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Sales Tips - Find Your Prospects Email Address for FREE

Jul 18, 2012 12:06:30 AM - By Jamie Shanks

Sales Tips - Sales professionals are always looking for a quick, easy way to identify their prospects email address. This video will show you in 30 seconds how ...

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Linkedin Profile Tips - Drag & Drop Information to the Top

Jul 18, 2012 12:02:56 AM - By Jamie Shanks

Sales professionals forget to look at their LinkedIn profile as the expensive real estate on a newspaper. The information at the top of page #1, is where most ...

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Essential Tools for Sales 2.0 Professionals

Jul 17, 2012 11:55:29 PM - By Jamie Shanks

We at Sales for Life are constantly asked - what tools do you use and recommend-? Here is a video showing the essential tools that we use to be successful ...

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10 Tips, Trick, Tactics to Increasing Sales Opportunities

Jul 17, 2012 10:39:22 PM - By Jamie Shanks

Sales Managers understand they need a long-term inside sales strategy, but many times can lose focus and seek the quick win. While the quick win is – well a ...

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Top 10 – Sales Tools You Need For Your Growing Business

Jul 17, 2012 10:37:16 PM - By Jamie Shanks

You keep hearing the term Sales 2.0, and wonder “am I one of those companies?” Simply put, if you are investing in technology to help create greater ROI in ...

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Control the Ultimate Sales Paradigm – the “Parent/Child Relationship”

Jul 17, 2012 10:33:39 PM - By Jamie Shanks

When most sales reps are pitching, they view their world as a “Buyer and Seller.” It’s a showdown between the buyers never-ending reluctance to move forward, ...

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How to Avoid the “Crazy” During the Hiring Process

Jul 17, 2012 10:19:17 PM - By Jamie Shanks

The Hiring Process Our client has recently experienced “you can’t account for crazy when you hire”. As hiring managers, we have all experienced this. Resume ...

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