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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.

How To Craft Messaging That Resonates With Your Buyer On LinkedIn

Aug 9, 2016 10:11:37 AM - By Neale Martin

I find the bulk of my success as an Enterprise SDR is predicated on my ability to craft insights-based messages that convert into offline conversations.

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How An SDR Books Meetings Without Picking Up The Phone

Jul 12, 2016 11:00:00 AM - By Neale Martin

As an SDR assigned to target accounts, it is my goal to connect with VP & C level decision makers at enterprise organizations on a daily basis.

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Measuring Social Selling Success: Why LinkedIn's SSI Isn't The Only Answer

Jun 13, 2016 11:47:48 AM - By Neale Martin

I wrote 12 Hacks To Increase Your LinkedIn SSI Score back in March, and got a mixed bag of responses and feedback. Some were positive, and others were ...

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Dear Marketing, Your Leads Are Crap

Jun 3, 2016 10:58:28 AM - By Neale Martin

Marketing, I know things have been difficult between us lately, but I need to bare my soul unto you: the leads you have been passing off to the sales team, are ...

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4 Ways To Create Content That Buyers Find Helpful

May 19, 2016 12:28:56 PM - By Neale Martin

In general, most content stinks. According to SiriusDecisions, 60-70% of content in B2B organizations goes unused. For argument’s sake let’s round that off to ...

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4 Types of Content Your Sales Team Can Share To Engage Prospects

May 2, 2016 1:25:23 PM - By Neale Martin

Salespeople are governed and driven by dollars and cents. If you want a piece of their attention span then it better be about something that is going to help ...

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How To Send LinkedIn InMails That Lead To Sales Opportunities

Apr 1, 2016 2:11:30 PM - By Neale Martin

It’s a Friday morning and you’re sitting at your desk drinking a coffee, when all of a sudden you notice you just received the following InMail:

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A Daily LinkedIn Sales Navigator Routine For Your Sales Team

Mar 18, 2016 3:03:47 PM - By Neale Martin

As an Outbound Enterprise SDR trying to break into target accounts, I am using LinkedIn Navigator on a daily basis for identifying prospects and engaging them ...

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12 Hacks To Increase Your LinkedIn SSI Score

Mar 9, 2016 1:54:15 PM - By Neale Martin

Since I began my social selling journey at Sales for Life, my SSI has gone from 63 all the way to 96! While there are opinions around the validity of ...

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To Write Or Not To Write: Should Sales Take Part In Creating Content?

Feb 25, 2016 3:04:06 PM - By Neale Martin

Short answer: it depends. First of all, your sales professionals should be sharing content with the market at the bare minimum. Buyers are already 57% through ...

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How To Use Twitter For Finding New Prospects

Feb 18, 2016 3:39:51 PM - By Neale Martin

There’s a lot of hype around LinkedIn & Sales Navigator, although they're great tools, I think we all forget that there’s another equally amazing platform for ...

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How To Leverage LinkedIn Sales Navigator For Account-Based Selling

Feb 2, 2016 10:42:03 AM - By Neale Martin

As an Enterprise SDR in a startup environment, I sometimes have to wear multiple hats when converting Marketing Qualified Leads (MQLs) into Sales Qualified ...

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How To Warm Up Your Cold Calls With Content Notifications

Jan 26, 2016 10:04:12 AM - By Neale Martin

In order to fuel demand generation, many organizations are investing in automated marketing platforms like Hubspot, Pardot, and Marketo. All of these ...

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5 Key Tips On How To Prospect In LinkedIn Groups

Jan 19, 2016 10:30:31 AM - By Neale Martin

Social Selling is a hot topic, and many sales & marketing leaders are considering it, but often don’t know where to start. Alignment between sales & marketing ...

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4 Types Of Content Your Sales Teams Will Never Share

Jan 8, 2016 8:42:15 AM - By Neale Martin

We know that 57% of the buying process is out of our control, and 74% of today’s buyers are conducting more than half of their research online before making ...

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How To Book A Meeting With A Fortune 50 Company With Strictly Social Selling

Dec 11, 2015 6:59:33 AM - By Neale Martin

Cold calling can be difficult, nobody said it was easy. You’ve been there, I’ve been there, but there’s a way to provide better value to your prospects without ...

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The 5-Step Guide To Increasing Your LinkedIn SSI Score By 20%

Nov 30, 2015 10:25:36 AM - By Neale Martin

It’s almost 2016 and interruptive techniques like cold calling are as dead as disco. Sales leaders need to be looking for effective ways of enabling their team ...

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