The data is in—our audience loves tactical content. Sales leaders and professionals alike seem to consume and share actionable tips like wildfire. That’s why we’ve rounded up the top-performing tactical blog posts of this year—so you can revisit old strategies you might have missed and plan for a quota-crushing 2017. Enjoy.

How To Send LinkedIn InMails That Lead to Sales Opportunities

According to the Direct Marketing Association, it takes 7-13+ Touchpoints to generate a qualified lead today. They also state that nurturing is key, as B2B prospects will never give you their BANT (Budget, Authority, Need, Timeframe) needs in one touch. If you haven’t been taking the time to craft resonating InMails, the new year might provide a good start to stepping up your messaging or cadence game.

Broken Telephone: Why Buyers Won’t Call You Back

There’s no doubt that as a sales pro, one of the biggest challenges of your job is when buyers don’t answer or return your calls. But why the radio silence from buyers? The answer depends on which stage of the sales process you’re in.

In this viral blog post, Dave Howe takes us through typical problems associated with buyer states of initial engagement and the nurturing. This post is a must read for sales professionals having trouble with getting responses from their prospects.

12 Hacks to Increase Your SSI Score

What is the LinkedIn SSI score? How is it calculated? More importantly, how can sales professionals boost their SSI scores and increase visibility of their professional brand? Neale Martin explains through 12 actionable tactics, including finding the right people, engaging with insights and building relationships.

No Chill: The Ultimate Way To Warm Your Cold Call

In the old days, sales leaders would have to pump up their teams before a long day of cold calling. They would blare loud music, lead the team in jumping jacks or try 100 other tricks to get their blood pumping. When cold calling was the only way to generate leads, it took all of a team’s energy to keep making those calls in the face of overwhelming rejection.

Sales doesn’t work that way anymore. Top sales teams know how to prepare for a call. If you haven’t been taught to do so, or simply forget how, this blog post outlines a few invaluable lessons for even the most experienced sales professionals.

Social Selling In Reverse: How To SocialLY Ambush Like A Pro

The story of how one of our senior facilitators Ron De Appolonia scored a job at Sales for Life impressed audiences. It’s no wonder—Ron’s story is the perfect example of giving social sellers a taste of their own medicine to win a deal, or in this case, a job.


Jamie Shanks

Author: Jamie Shanks

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

Leave a Reply

Login First!

Related Blogs

Feb 4, 2020 8:00 am
Management Crisis: Converting the Sales Manager Into a Coach

Lately, we keep hearing time and again from customers that frontline sales managers are falling down at a pace that is clearly a four-alarm fire! I back what people have been saying on podcasts and webinars I’ve engaged with about a management crisis, and agree with them. There’s no question that frontline sales managers – … Continue reading “Management Crisis: Converting the Sales Manager Into a Coach”

Jan 28, 2020 8:00 am
Relationship Mapping: The #1 Hole In Key Account Plans

I was in Paris this week launching a social selling program for a global enterprise account that has thousands of sellers. For the majority of social selling launches, companies typically look at modernizing their digital prospecting to find net new markets and accounts. In fact, this is how 75% of companies look at modern, digital … Continue reading “Relationship Mapping: The #1 Hole In Key Account Plans”

Jan 21, 2020 7:00 am
You Don’t Have A Prospecting Methodology. Now What?

We’ve just entered the 2020s, and for the last two months, we’ve been fielding calls from companies planning their 2020 kickoffs and sales training. As we dove into their existing sales processes and methodologies, we’ve found that many of these processes and methodologies have been acquired from third-party sales training companies like Sandler, Corporate Visions, … Continue reading “You Don’t Have A Prospecting Methodology. Now What?”

Feb 26, 2019 5:30 pm
Two Innovative Ways to Improve Sales and Marketing Alignment

I recently read an excellent book called The Excellence Dividend by Tom Peters—an ex-McKinsey consultant whose consulting practice now focuses on customer experience and customer excellence. In his book, Peters talks about the importance of cross-functional alignment. And I whole-heartedly agree!