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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.

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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Social Selling Equals Sales & Marketing Alignment

Jul 31, 2014 8:50:50 AM - By Dave Howe

Getting the sales and marketing departments of any business to work together seamlessly is almost always a tug of war. Marketing creates tons of high-value ...

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

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

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

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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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Don’t Worry, Be Happy as a Social Seller

Jul 24, 2014 6:01:10 AM - By Dave Howe

Social selling is your new secret weapon for reaching your sales targets. If you currently hold a quota-carrying sales position or had one in the past, then ...

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Power to the People!

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

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

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My First 3 Months as a Social Seller: $39,500 in New Business

Jul 22, 2014 8:50:11 AM - By Dave Howe

This post is a follow up to an early post I made at the start of my tenure at Sales for Life called My First 2 Weeks as a Social Seller: 500% More LinkedIn ...

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#S4LSocial: And Here’s the Pitch…

Jul 22, 2014 7:50:43 AM - By Kevin Thomas Tully

You’re invited to throw out the ceremonial first pitch at a Major League Baseball game. How do you prepare for the moment when a crowded stadium is watching ...

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

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

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

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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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How to Keyword Optimize Your LinkedIn Summary Section

Jul 17, 2014 4:00:29 AM - By Dave Howe

For several years now we have been teaching our students at Sales for Life to use their LinkedIn profile as a digital business card rather than a resume ...

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Make Some Room: Social Selling is Here to Stay

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

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

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LinkedIn Is YOUR Digital Business Card (Video)

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

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

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#S4LSocial: Be the Buyer

Jul 15, 2014 5:16:00 AM - By Kevin Thomas Tully

In every transaction, there is a buyer and a seller. Who would you rather be? There is a quantum shift in the way buyers and sellers communicate. Gone are the ...

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But Wait, There's More! (Video)

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

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

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The Art of Brevity for Sales & Marketing Professionals

Jul 11, 2014 10:38:27 AM - By Dave Howe

“Sometimes it flies, sometimes it crawls, but it always passes inexorably.” – Michael D. Lemonick on Time The Importance of Brevity Time is perhaps the world’s ...

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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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#S4LSocial: Are You a Brandito?

Jul 9, 2014 4:18:47 AM - By Kevin Thomas Tully

Confidence is a personality trait all successful sales professionals inherently possess. But, what happens when confidence morphs into entitlement and ...

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Is Sharing Content a WASTE of Time? (Video)

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

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

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“I’m Tired… of Waiting” (Video)

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

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

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

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

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

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Social Tool Series: SalesLoft, Your New BFF in Sales

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

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

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

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

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

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Context Matters with Social Selling (Video)

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

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

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BYOS: Bring Your Own Self (Video)

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

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

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Branding: Your New Extra-Curricular Activity (Video)

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

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

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#S4LSocial: Are You Content With Your Content?

Jul 2, 2014 5:53:44 AM - By Kevin Thomas Tully

Why does sales need content marketing, and how do you determine if your content/messaging is working for you? At Sales for Life, we constantly teach sales ...

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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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Are Sales People In The Game Business? (Video)

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

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

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Aggressive Cold Calling Job Posts (Video)

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

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

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#S4LSocial: How Valuable Is Your Network?

Jun 24, 2014 1:06:40 PM - By Kevin Thomas Tully

What makes a great professional network and how do you develop powerful, lasting connections? The American religious leader and public speaker William J.H. ...

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Jamie Shanks Presenting at Sales Hacker Series Toronto on July 8, 2014

Jun 24, 2014 12:44:12 PM - By Dave Howe

Join Sales for Life at the 1st Sales Hacker Series event in Toronto on July 8, 2014 at 5:30pm. We are very pleased to announce that Sales for Life’s very own ...

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

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

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

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Is a Picture Worth 1000 Words? (Video)

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

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

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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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Are You a Suck Up? (Video)

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

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

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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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#S4LSocial: Are You Under the Influence?

Jun 18, 2014 5:29:25 AM - By Kevin Thomas Tully

In social media circles, influence is both a powerful and somewhat alarming quality. Would you rather be loved or feared? Would you rather be a leader or a ...

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SHUT UP and Listen to Your Prospects

Jun 17, 2014 9:34:42 AM - By Dave Howe

As sales professionals, one of the hardest skills for us to learn is LISTENING. Our managers and mentors teach us hundreds of things: how to cold call, how to ...

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

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

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

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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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6 Steps to Content Creation for Salespeople

Jun 10, 2014 11:50:43 AM - By Dave Howe

Achieving success in the social selling world directly correlates to one thing above everything else: ENGAGEMENT. As social sellers, we constantly seek to ...

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#S4LSocial: Automation – Time Saver or Turn-Off?

Jun 10, 2014 9:51:26 AM - By Kevin Thomas Tully

One of the stated advantages of technology, in general, and social media, in particular, is that it allows sales professionals to become more productive. Sales ...

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

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

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

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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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Ask the Expert – Daily Social Selling Advice

Jun 5, 2014 4:51:31 AM - By Dave Howe

We're excited to introduce a new social selling resource: Daily Social Selling Q&A. Here at Sales for Life we are constantly thinking up new ways to improve ...

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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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#S4LSocial: Connect or Sell? Or Both?

Jun 3, 2014 10:56:05 AM - By Kevin Thomas Tully

As the Social Selling revolution continues to captivate the sales industry, the most successful and forward-thinking sales representatives utilize social media ...

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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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Socedo & The Swag Factor (Video)

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

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

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

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

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

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Social Sellers Are Makers, Not Takers (Video)

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

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

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How to Track Your Sales Emails for FREE (Video)

May 28, 2014 1:19:51 AM - By Dave Howe

As a sales professional, it is very important to receive insights on the emails that you send to prospects. Often, we send an important email to a prospect ...

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#S4LSocial: Social Selling with Twitter

May 27, 2014 5:31:32 AM - By Kevin Thomas Tully

With more than 500 million tweets sent each day from an average active monthly user base of 250 million people, Twitter can seem a bit daunting, even for ...

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

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

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

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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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Keep Your Sales Reps: Go Social! (Video)

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

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

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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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I Like Cookies – Not Cookie Cutters (Video)

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

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

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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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Qualify Hard and Sell Soft (Video)

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

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

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#S4LSocial: Optimizing LinkedIn

May 20, 2014 6:22:42 AM - By Kevin Thomas Tully

Although the business card has yet to disappear, your LinkedIn profile serves as the de facto digital paper equivalent. What does your LinkedIn profile say ...

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Do You Have Permission to Pitch? (Video)

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

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

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How Should Sales Professionals Order Their LinkedIn Profiles?

May 16, 2014 2:16:33 AM - By Dave Howe

During a recent social selling discussion with subject matter experts, I asked, “How should a sales professional order the sections of their LinkedIn profile ...

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

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

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

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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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Ignore & Avoid Social Selling at Your Peril!

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

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

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The Social Selling Full Monty (Video)

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

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

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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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A Few Bad Apples in Sales (Video)

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

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

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#S4LSocial Twitter Chat: Adding Value

May 12, 2014 7:21:13 AM - By Kevin Thomas Tully

Do you wish for a magic solution that would convert buyers to choose your product or service every time? Perhaps your value proposition is lacking an essential ...

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What Does Jack Bauer and Social Sellers Have in Common?

May 12, 2014 6:52:08 AM - By Dave Howe

How are social sellers like Jack Bauer of 24? They both have a diverse set of tools to get the job done. For those of you that have ever watched the show 24 ...

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Don’t Ask Me What I Think! (Video)

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

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

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The Inconvenient Truth & The 70% Piss-Off Factor

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

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

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Use Topsy to Identify Prospects (Video)

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

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

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My First 2 Weeks as a Social Seller: 500% More LinkedIn Profile Views

May 8, 2014 12:45:18 AM - By Dave Howe

Within my first two weeks as a social seller, I've seen a 500% increase in the views of my LinkedIn profile and added 80+ new connections to my network. If ...

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#S4LSocial Twitter Chat: The Cold Calling Conundrum

May 6, 2014 6:40:01 AM - By Kevin Thomas Tully

During a recent conversation with a veteran sales representative, the issue of cold calling arose. “It’s just not working anymore,” the sales rep said with ...

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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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Cold Calling and Its ULTIMATE Demise

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

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

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True Lies: My Run In with Fake LinkedIn Profiles

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

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

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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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BYOC: Bring Your Own Content

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

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

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

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

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

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#S4LSocial Twitter Chat- April 2014

Apr 30, 2014 6:36:24 AM - By Kevin Thomas Tully

The question we hear most often at Sales for Life is, “How do I get started Social Selling?” Jamie Shanks offers some great tips in the following video that ...

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

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

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

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

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

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

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Do Phone Calls Have a Place In Social Selling?

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

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

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The Social Influencer Series: Julio Viskovich

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

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

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Sales and Marketing: The Ultimate Tag Team

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

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

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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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Buyers: Catch Me If You Can!

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

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

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

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

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

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

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

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

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

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

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

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How 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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How Can An Average Person Succeed?

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

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

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The Sacred Cows of Sales

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

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

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Social Selling Tales: The Fastest TV Ever Sold!

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

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

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Social Selling 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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The 4 Sales Fundamentals That Matter Most

Apr 10, 2014 6:11:06 AM - By Guest Author

What do the successful sales initiatives of multi-billion dollar enterprises, early-stage start-ups, tech and healthcare companies all have in common? Every ...

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Social Selling Reduces the Cost Per Lead

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

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

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3 Sales Nuisances to Make You GASP!

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

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

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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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What’s The Best Way to Learn Social Selling?

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

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

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Social Selling in 60 Seconds: The Harry Houdini Effect

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

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

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

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

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

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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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Top 4 Sales and Cold Calling Complaints from Sales Reps

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

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

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

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

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

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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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PUBLIC APOLOGY: Social Selling Doesn't Work

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

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

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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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Radio Shack & Prospecting

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

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

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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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No More Prospects, Only Future Advocates!

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

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

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

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

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

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No One Ever Got Fired for Buying IBM

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

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

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

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

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

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Sales Leaders: Resistance is Futile

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

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

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It’s Your Business to Know Their Business

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

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

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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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My Friend Bruce: A Real-Life Social Selling Story

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

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

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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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Sales: Become Social Media Natives

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

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

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Why Sales Needs to Use Content Marketing

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

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

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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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My Al Pacino-Style Rant Against Ignorant Sales Leaders

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

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

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Digital DANGER: Fewer Than 500 LinkedIn Connections

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

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

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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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Social Selling: Embracing the New Psychology of Sales

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

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

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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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Trusted Advisor? Keep the Advice!

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

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

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4 Social Selling Fallacies

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

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

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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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Twitter Lists for Newbies & Non-Users

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

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

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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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The Idiocy of the Second to Market Strategy

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

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

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Success Leaves Clues

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

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

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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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5 Absolutely Must-Know Customer Patterns

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

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

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How 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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How to Thrive in the New Connection Economy

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

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

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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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Buying Cycles vs. Sales Cycles

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

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

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Ascending K2: The 'New' Klout and It's Impact on Social Selling

Feb 25, 2014 4:39:44 AM - By Robert Kavanagh

Content aggregation tools like the 'new' Klout are helping social sellers serve their communities with relevant and timely information. Have you made them a ...

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It's About The Relationship, Not The Transaction

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

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

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

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

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

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4 Social Selling Tips to Help You Get Started

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

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

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Stop Ignoring the Power of Persistence and Influence Selling

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

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

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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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In The New Economy, Everyone Is In Sales

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

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

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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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The Rise of the Micromarketer

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

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

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Email Marketing - Dare To Be Different!

Feb 16, 2014 3:30:26 AM - By Robert Kavanagh

It's time to re-evaluate the approach that salespeople take to email marketing. That's it! I've had it with email marketing. It's amazing to me how every ...

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Blowback! Social Media and the Next Great Corporate Sales Challenge

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

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

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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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3 Ways That Social Selling is a Waste of Time

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

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

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

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

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

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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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Ensuring Social Selling Adoption: Sales Management Edition

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

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

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5 Important Tips When Using LinkedIn Groups

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

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

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Put Management In The Hotseat

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

3 Must-Ask Questions that Every Sales Professional Should Ask Management

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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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Go Social: Put Your Thoughts on Video

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

We’ve talked about why it’s necessary to create your own content in addition to sharing/curating it. From that perspective, I showed you how writing your own ...

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Go Social: Set up Your Own Blog

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

In a previous blog “Sharing Isn’t Caring” we covered the necessity for sales people to create their own content – releasing their thoughts and views into the ...

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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


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Agitate & Disrupt Your Way to Success

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

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

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When Sharing Isn’t Caring

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

Is it just me or have you noticed that everyone is sharing content but no one is focused on creating it? Don’t get me wrong, sharing content is a great thing. ...

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How to Shape RFPs & Win More Deals

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

As some of you do daily, I religiously read the content shared on Twitter by some of the most influential minds in our industry. Back in November 2013, I saw a ...

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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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Holy Holacracy, Batman!

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

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The Wolf of Wall Street: It’s Our Fault

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

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

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Which Ocean Are You Swimming In?

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

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The 4-Minute Mile: Extreme Certainty

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

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Ensuring Social Selling Adoption: The Sales Professionals Edition

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

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

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A Survival Kit for the "Sales Road Warrior"

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


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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


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12 Step Social Selling Routine [Infographic]

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


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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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Doctor’s Orders: Attend The Art of Sales, January 28, 2014

Dec 16, 2013 9:29:52 AM - By Robert Kavanagh

Google Are you a professional sales person? Consider yourself a top performer? Call yourself an expert?

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There's no BS in Social Selling

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

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

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What’s the ROI (Risk of Ignorance)?

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

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

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Top 5 Social Selling “At-a-boys”

Dec 11, 2013 5:59:23 AM - By Robert Kavanagh

Google As I had I taken the time a few weeks back to compile and share the top blunders I’ve made while adopting my social selling program over the better half ...

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Giving Just Enough To Get Everything?

Dec 11, 2013 4:56:10 AM - By Robert Kavanagh

Google Sales is a dynamically changing game. Not all sales advice and helpful quotations are created equal. Much like you'll be looking to roll the bottom 5% ...

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BYOB: Bring Your Own Brand

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

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TOP 5 Mistakes I Made in Social Selling

Dec 2, 2013 11:58:33 AM - By Robert Kavanagh

Google Ever hear the expression “DO AS I SAY, NOT AS I DO"? Humans make mistakes. It’s in our nature. Granted some are bigger than others, some people make ...

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Today’s Buyer: The Good, Bad & Ugly

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

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

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If It Ain’t Broke…

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

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

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KPI – Keep Your President Interested

Nov 18, 2013 6:41:00 PM - By Robert Kavanagh

Google KPI – Keep Your President Interested

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The Times They Are A-Changin’

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

“You better start swimmin’ or you’ll sink like a stone; For the times, they are a-changin’” -Bob Dylan Quoting Bob Dylan is amazing and yet very somber. His ...

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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


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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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What metrics should I measure in LinkedIn?

Nov 1, 2013 10:42:44 AM - By George Albert


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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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The Social Selling Bandwagon. Are We There Yet?

Nov 1, 2013 7:22:04 AM - By Robert Kavanagh

Google A comparative analysis of Social Selling adoption between 2012 and 2013.

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It’s Official, Sales People are Insane

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

Tell me if this sounds familiar: you call, you get voice mail, you leave voice mail, you don’t get calls back. “It’s okay!” your Manager tells you, “just pound ...

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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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Does my LinkedIn Profile Make Me Look Phat?

Oct 16, 2013 8:15:11 PM - By Robert Kavanagh


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Are you Social Selling Ready?

Oct 16, 2013 8:01:37 PM - By Jamie Shanks


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Why Social Selling with The Sharks was Important

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

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

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

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

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

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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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The Explainer Video & The Social Sale

Oct 2, 2013 9:00:10 AM - By Robert Kavanagh

With the onset on Neurocinematics and the ability to gauge a brain’s reaction to video content, gone are the days when a company (or even the individual) can ...

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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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No Thanks, We’ve Got Social Selling Nailed

Sep 23, 2013 8:47:03 PM - By Robert Kavanagh

No question that Social Selling is to the Digital Age what Solution Selling was to Y2K (remember that one). Field organizations are flocking to tools like ...

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How do you communicate?

Sep 23, 2013 8:22:27 PM - By Robert Kavanagh

Do you drag on and on and rarely make a solid point? Do you talk too much and ask too few questions? How do you communicate? Perhaps an unfortunate truth, as ...

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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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A Sales Training Common Misunderstanding

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

Since the modern era dawn of the sales training industry, we’ve always been taught about the best practices on how to sell. Every decade or so, we’ve witnessed ...

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Are Sales Leaders Disconnected from Reality?

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

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

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Do You Understand Today’s Buyer?

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

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

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Social Selling 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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Social Selling Reduces the Sales Cycle

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

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

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

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

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

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The 5 No’s of Social Selling

Aug 20, 2013 8:46:57 PM - By Robert Kavanagh

We’ll agree it takes an average of 5 “No’s” to get to yes in sales, I’m assuming you’re all familiar with the old adage. I can’t recall who actually coined it. ...

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Do You Need a Different Sales Training?

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

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

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The 10 D's of Social Selling

Aug 15, 2013 8:43:45 AM - By Robert Kavanagh


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Part 2 Hootsuite’s Guide on Social Selling

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

Today, I continue to share thoughts about Hootsuite’s A Definitive Guide on Social Selling . Haven’t heard about it? Stop what you’re doing and go download it ...

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Part 1 Hootsuite’s Guide on Social Selling

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

The impact of Social Selling was brilliantly assessed in Hootsuite’s A Definitive Guide on Social Selling. Haven’t heard about it? Stop what you’re doing and ...

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Your Sales Kickoff Sucks!

Aug 13, 2013 5:06:33 AM - By Robert Kavanagh

The annual sales kickoff at SAP is a spectacle like no other. In fact, many people will live their entire lives without an opportunity to participate in such ...

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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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The Value Conversation & Social Selling

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

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You Can Take That To The Bank

Jul 23, 2013 9:15:47 AM - By Robert Kavanagh

It's no surprise that he’s gone on to build a successful Leadership Development company; Tim Cork is one of the most inspiring sales leaders I’ve ever had the ...

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An Open Sales Letter to Sales Executives & Leaders

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

Dear Director of Sales and VP of Sales,

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Your Biggest Competitor? Your Own Status Quo

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

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Help Us Save The Bluebirds!!!

Jul 19, 2013 9:18:46 AM - By Robert Kavanagh

When I took over Tracey’s territory at Xerox I literally had it made. She was one of those individuals that had her customer base so finely tuned that her ...

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Go Where the Puck Will Be - Future of Selling

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

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

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

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

I hope this got the attention of marketing professionals. If not, please send this to them. In case you’re wondering, those are not my words but quoted from a ...

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The Four Somethings of Social Selling

Jul 18, 2013 1:58:02 PM - By Robert Kavanagh

The Keys to Securing Your Customers’ Hearts, Time, and Attention With its origins rooted deep in English folklore, the “four somethings” of marriage is an ...

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Lessons From Obama on Social Selling

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

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

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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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6 Months, 14 New Clients, Social Selling - No Excuses!

Jul 16, 2013 8:24:24 PM - By George Albert

If I had a nickel for every time I heard the below excuses.... I'd love to read that book but I just don't have any time. I wish I knew product X the same way ...

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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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3 Tips on Becoming a Sales Hacker

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

Seriously, it pays to become a sales hacker. Think I’m joking? Tim Ferriss is known to most as a serious and committed life hacker. He has deconstructed the ...

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Top 10 Customer Centric Calls to Action

Jul 10, 2013 10:20:46 AM - By Robert Kavanagh

Within the mechanics of marketing communication, we have proven time and time again that a good Call to Action can often be exactly what is needed to sway an ...

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Get Inside Your Buyer's Mind

Jul 9, 2013 10:31:04 AM - By George Albert

If you’ve done any research on how to sell in today’s world, you must have come across the fact that 90% of your buyers are starting the buying journey online. ...

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Why I Owe Seth Godin $100's

Jul 8, 2013 10:57:14 AM - By Robert Kavanagh

Since public school I’ve told people that I don’t read. Not that I can’t read, but that I simply don’t enjoy it and prefer not to do it. It’s a bit of a ...

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5 Ways That Twitter Can Help Your Business

Jun 24, 2013 1:19:14 PM - By Robert Kavanagh

This video quickly highlights 5 ways that using Twitter can help your business.

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Sharing Content? Follow These 3 Rules

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

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

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

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

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

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The Only Constant is Change

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

It’s 9:00 AM and you are just starting work. It’s time to start your day. What is the first thing you will do today? If you are like most sales professionals, ...

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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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Sales Development: Information Fire Hose

Jun 24, 2013 6:26:00 AM - By Robert Kavanagh

Quick Recap of my experience at #salesummit. Inside Sales Summit - 62 Sales Experts, Featuring 11 Sales Authors. One Amazing Day (June 20th, 2013) Best Selling ...

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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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"A Picture Speaks a Thousand Clicks" - Google Authorship

Jun 12, 2013 9:13:03 AM - By Robert Kavanagh

Google authorship - what is it, and why do I need to know about it? After investing hours upon hours creating catchy, insightful blog posts and otherwise ...

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How Can I Use Competitive Intelligence to My Advantage?

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

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

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Social Selling: More Meetings & More Sales

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

As sales professionals, one of the biggest challenges we have is to find and nurture new prospects that are interested in our products and services. Every ...

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LinkedIn Training is Not Social Selling

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

LinkedIn has become the place to network with professionals online. There is no doubt about this, and over 200 million profiles later, we all agree that ...

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Constant Content Curation – A New Moniker For Sales?

Jun 11, 2013 11:38:46 AM - By Robert Kavanagh

As the sales profession continues to evolve, ever present is the fact that sales professionals must now play an active role in the development of marketing ...

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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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The Unfair Advantage – Nurturing Prospects on a Subconscious Level

Jun 3, 2013 8:54:32 AM - By Robert Kavanagh

University of Virginia Psychology Professor Timothy Wilson’s new book Redirect provides an important view into psychological behavior change and highlights ...

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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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What's Your Klout Score?

May 16, 2013 1:32:43 PM - By Robert Kavanagh

For those Social Salespeople wishing to gauge their influence online in any given domain, Klout has quickly become a recognized standard for doing so. It ...

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You Are Who Your Profile Says You Are!

May 16, 2013 11:55:47 AM - By Robert Kavanagh

So Why on Earth is it Still Incomplete? With over 200 million users on LinkedIn it never ceases to amaze me when I need to convince someone of its viability as ...

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The Evolution of Sphere of Influence Selling

May 14, 2013 7:04:03 AM - By Robert Kavanagh

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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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LinkedIn – Resume or Sales Tool?

Nov 19, 2012 8:08:12 PM - By George Albert

Having been in Recruiting for the past 8 years, I must say that LinkedIn is one of the most powerful “Social Recruiting” tools in the market. At the very ...

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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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Marketing Automation For Small & Mid-Sized Companies

Oct 25, 2012 7:48:03 PM - By George Albert

Marketing automation is hot. We all know that. It is one of the highest growth areas in marketing and sales technology today, and from many of the top analysts ...

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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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Why Sales Reps Suck at Business Development?

Sep 24, 2012 6:25:37 AM - By George Albert

By now everyone’s noticed that the sales process has changed, it's no longer about the sales profession but instead, it's focused on the buyer's journey. It’s ...

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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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Sales People Don't Grow on Trees; You Still Need to Train Them!

Sep 10, 2012 5:00:39 AM - By George Albert

Having worked in the sales recruiting industry for the past 8 years, and having personally interviewed 1,000’s of sales people, the one thing that I know for ...

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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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Timetrade Interviews Sales for Life - Social Selling

Aug 19, 2012 8:15:42 PM - By George Albert

You may remember our earlier blog, "Hot Sales 2.0 Tool Timetrade" by Jamie Shanks, that describes a hot new sales tool called Timetrade. Since that blog ...

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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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10 Tips to Increase Sales Opportunities

Jul 27, 2012 12:24:10 PM - By George Albert

Although most sales managers understand the need for a long-term inside sales strategy,they often still need in many cases the quick wins too. While the quick ...

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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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Cut the BS Out of Your Interviews

Jul 25, 2012 6:35:05 PM - By George Albert

Having interviewed thousands of sales people it still surprises me on how many sales people think they can wing-it in an interview. It’s time to cut the BS out ...

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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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Attitudes Are Contagious, is Yours Worth Catching?

Jul 18, 2012 7:03:45 PM - By George Albert

Have you ever heard these words spoken by other sales reps? How come Bill gets all the big deals and we don't... If I only had a better territory... If I only ...

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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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Get Your Sales Resume Out Of The Recycling Bin

Jul 13, 2012 12:24:44 AM - By George Albert

Wouldn’t it be great to get feedback from an employer every time you send in your sales résumé? Sure it would, but now let’s get back to reality. Having ...

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Is Your Image Costing You Money? First Impressions Are Important!

Jul 13, 2012 12:03:54 AM - By George Albert

Does Image = Success? Consider these facts. Judgments regarding ethics, education, intelligence and capabilities are made within the first 15 seconds of ...

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Linkedin Tip – Your Success Starts With LinkekdIn Groups!

Jul 10, 2012 9:43:33 AM - By George Albert

LinkedIn Groups I know, you’ve heard about LinkedIn Groups before, and this blog seems redundant. Trust me when I tell you, if you read this blog – you will ...

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Why You Need to Pay Attention to “Social Selling”

Jul 9, 2012 11:36:42 PM - By George Albert

Social Selling Before reading this article, you must come to terms with the cold hard truth – Social Selling is NOT a trend, it IS a sales evolution. That ...

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HOT Sales Trend – Social Selling with your Micro Marketers

Jul 9, 2012 10:08:50 PM - By George Albert

At the 2012 American Association of Inside Sales Professionals (AA-ISP) Leadership Summit in Dallas, the top minds of inside sales have seen the power shift. ...

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

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

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

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How Sales Leaders Master Time Management

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

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

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

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

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

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

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

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

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