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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.

Two Innovative Ways to Improve Sales and Marketing Alignment

Feb 26, 2019 12:30:00 PM - By Jamie Shanks

I recently read an excellent book called The Excellence Dividend by Tom Peters—an ex-McKinsey consultant whose consulting practice now focuses on customer ...

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Effective Sales Enablement Requires Tighter Alignment Around Value Messaging

Feb 9, 2018 9:00:00 AM - By George Albert

Sales reps ask for more content, yet the content already created by product teams, marketing and sales enablement groups seems to sit there taking up server ...

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Back To The Basics: How To Find And Share Credible Content 

Feb 6, 2018 9:00:00 AM - By George Albert

If you are only posting stories for people to read, you're only using half of the Internet. Great content should encourage B2B buyers to engage in ...

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The Secret of Creating Effective Sales Content vs. Influential Marketing Content

Feb 2, 2018 9:00:00 AM - By George Albert

Sales reps are calling for more and better content so they can ramp up revenues, yet up to 70 percent of the content already produced by marketing is going ...

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How To Outperform Your Competitors With The Sales Multiplier Effect

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

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

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Spam Or Education: What Kind Of Content Are You Sharing?

Sep 11, 2017 11:59:23 AM - By Amar Sheth

Everyone, including yours truly, advocates for sales professionals sharing content to their social networks. But is it worth it?

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Marketing's Role In A Social Selling Journey

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

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

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The Viral Formula: Secrets of LinkedIn Publisher

Oct 3, 2016 10:33:40 AM - By Dave Howe

Getting your LinkedIn Publisher posts to go viral is no easy feat. In my humble experience, it requires a careful combination of knowing your audience, proper ...

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Window Time: How Your Sales Team Can Create Original Insights

Sep 9, 2016 10:42:24 AM - By Julia Manoukian

We’ve heard time and time again questions about how we create so much content. There is a concept at our company called “Window Time.”

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Sales Glossary: Social Media Marketing Vs. Social Selling

Jul 20, 2016 11:47:55 AM - By Julia Manoukian

Social media marketing and social selling operate as parts of a single mechanism for driving revenue, but only when sales and marketing work together ...

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Relationship Goals: 6 Tactics To Align Sales And Marketing

Jun 23, 2016 2:02:46 PM - By Julia Manoukian

If your sales and marketing teams are living in different rooms of the same house, it’s time for a redesign. It’s 2016, after all, and open concepts are all ...

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No You Can't Be a Thought Leader: Should Sales Create Content?

Jun 22, 2016 12:13:40 PM - By Amar Sheth

While this is a question that was asked in the past by sales and marketing leaders, it’s now a hot topic when it comes to social selling implementation.

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Here’s Why You’re Wasting $18 Million On Content

Jun 15, 2016 1:52:37 PM - By Amar Sheth

SiriusDecisions research reveals that 65% of all content B2B organizations create has magic powers: the ability to disappear into thin air! That’s to say that ...

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Ideas That Stick: Why Buyers Like Some Content And Hate Others [INFOGRAPHIC]

May 27, 2016 1:31:10 PM - By Julia Manoukian

As a sales pro, how do I know the most effective content to share? According to Fractyl, it has to be visual, credible and appeal to buyer's emotion. These are ...

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4 Ways To Create Content That Buyers Find Helpful

May 19, 2016 12:28:56 PM - By George Albert

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

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

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

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

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

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

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

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

May 2, 2016 1:25:23 PM - By George Albert

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

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How Content Transforms Salespeople And Influences Buyers [With Visuals]

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

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

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Only 20% Of Salespeople Engage Buyers With Content [New Data]

Apr 14, 2016 1:53:26 PM - By Amar Sheth

How often does your sales team share content? We wanted to find out the answer to this so we decided to conduct research that tests the assumption many content ...

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What Sales Needs From Marketing To Execute Social Selling

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

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

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

Feb 25, 2016 3:04:06 PM - By George Albert

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

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How Content Marketing Helps Sales Teams Build More Pipeline [Infographic]

Feb 19, 2016 1:24:02 PM - By Daniel Ku

It's undeniable that content marketing is effective for your sales team's objectives. From establishing expertise and credibility to generating new leads and ...

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Creating Content That Sells: Two Key Considerations

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

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

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4 Types Of Content Your Sales Teams Will Never Share

Jan 8, 2016 8:42:15 AM - By George Albert

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

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How Content Boosts Sales Productivity [Infographic]

Dec 23, 2015 6:14:23 AM - By Daniel Ku

It's no secret that for sales professionals to be productive, they must be viewed as credible, knowledgable and domain experts. This is why 74% of buyers ...

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

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

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

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How To Create An Army Of Content Soldiers With Employee Advocacy

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

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

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Marketing vs. Sales Enablement: Who Fosters Digital Transformation?

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

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

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

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

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

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eBook: One Team, One Goal - Aligning Marketing & Sales For Successful Social Selling

Sep 17, 2015 12:14:23 PM - By Daniel Ku

The facts don’t lie: companies with great alignment between Marketing and Sales deliver better results. According to Aberdeen, 99% of their sales teams reach ...

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

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

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

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How Marrying Sales And Marketing Transforms Your Business [Infographic]

Aug 19, 2015 6:17:59 AM - By Daniel Ku

Brad Pitt and Angelina Jolie, Barney and Fred, Barbie and Ken, Batman and Robin, Peanut Butter and Jelly, Bert and Ernie, Obama and Michelle, Spaghetti and ...

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3 Reasons Why 65% Of Your Content Goes To Waste

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

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

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eBook: Making A Case for Social Selling

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

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

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Getting Your Sales Reps To Amplify Your Message [Video]

May 29, 2015 9:28:01 AM - By Amar Sheth

One desire of every marketer is to get content into the hands of their sales professionals (in fact, all employees!). Enabling employees to share content seems ...

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Helping Is The New Selling: How Sharing Content Creates New Opportunities [Video]

Apr 28, 2015 6:19:30 AM - By Amar Sheth

On this edition of The Social Influencer Series, I had the pleasure of interviewing Brendan Cournoyer, Director of Content Marketing, at Brainshark. I wanted ...

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6 Good Reasons Why Prospects Just Aren't Loving Your Content

Mar 20, 2015 10:12:04 AM - By Jose Sanchez

Sharing, comments, and social media conversations are the three biggest indications that your prospects are really engaged with the content you are publishing. ...

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Creating Legendary Content That Converts Prospects Into Sales

Mar 11, 2015 8:22:46 AM - By Dave Howe

So often in sales we end up sharing content with our buyers that they simply don't find relevant or valuable. This is because to really connect with our ...

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How Content Transforms Salespeople [Infographic]

Feb 26, 2015 7:42:35 AM - By Jose Sanchez

Cold calls, spam, sleazy sales pitches, poor quotas... Forget the old-school stereotype. Today’s most successful sales reps act as thought leaders and industry ...

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Blog Like a Pro: Ensuring That Your Posts Reach The Right Audience

Feb 18, 2015 9:52:21 PM - By Jose Sanchez

Congratulations! You have an amazing blog post with content that will make buyers excited enough to take action-- but you're not done yet. While there's no ...

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No content = No visibility = No pipeline

Feb 13, 2015 11:33:47 AM - By Jose Sanchez

According to Google, 88 percent of consumers say that they read an average of 10.4 pieces of content before making a buying decision. Seventy nine percent of ...

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5 Ways to Generate Content Ideas For Your Social Selling Strategy

Feb 10, 2015 4:46:55 PM - By Jose Sanchez

Your job as a sales rep in the age of social selling begins with publishing great content. Customers want to buy from reputable businesses that provide value ...

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Content Curation For Sales: How To Find Content That Buyers Love

Feb 3, 2015 12:55:40 PM - By Jose Sanchez

As a sales rep or sales manager, you know that finding relevant content is essential to enable your Social Selling process. Without it, your activity as a ...

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Creating and Organizing Your Sales Content Library in 5 Easy Steps

Dec 3, 2014 7:52:13 PM - By Jose Sanchez

How much time are you wasting trying to sell to a client that isn't ready? Studies say that up to half of qualified leads just aren't ready to buy yet. They ...

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Blogging for Sales: How To Write (And Monetize Your Content)

Oct 15, 2014 7:29:51 AM - By George Albert

Want to know the worst-kept secret in academia? University professors must either “publish or perish.” It’s called brand building. In academic circles, it’s ...

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"Stop Thinking" And 4 Other Actionable Tips To Marry Sales With Marketing

Oct 14, 2014 9:37:58 AM - By George Albert

There's no question that closing the gap between sales and marketing translates into real numbers on the bottom line. Aberdeen Research concluded that the ...

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Dressed For Success: How To Optimize Your Content For LinkedIn's Publishing Tool

Oct 10, 2014 9:59:38 AM - By Jose Sanchez

At this point you already know that great content gives you the power to engage people and create meaningful connections with potential prospects. You also ...

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The ROI of Social Selling [Infographic]

Sep 26, 2014 8:49:58 AM - By Jose Sanchez

Social Media has become a key digital strategy for a vast majority of sales and marketing teams (70%+). But how are companies measuring the impact of Social ...

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

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

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

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4 Expert Tips That Will Make You A Better Social Seller

Sep 8, 2014 1:19:56 PM - By Leo Dirr

To stay ahead in today’s competitive market, you have to be creative. We’ve found that virtual events, which assemble a group of industry experts to share ...

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11 Social Selling Resources You Should Be Checking Regularly

Aug 14, 2014 5:11:38 AM - By Dave Howe

Build your modern sales expertise by following these social selling influencers and experts. Here at Sales for Life, we live and breath Social Selling. As a ...

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

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

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

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Influencer Marketing & Klout: Propel Your LinkedIn Publishing

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

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

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

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

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

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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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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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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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Sales and Marketing: The Ultimate Tag Team

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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What’s on Your Bookshelf?

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

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

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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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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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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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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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Go Social: Put Your Thoughts on Video

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

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Go Social: Set up Your Own Blog

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

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Giving Just Enough To Get Everything?

Dec 11, 2013 4:56:10 AM - By George Albert

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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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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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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How do you communicate?

Sep 23, 2013 8:22:27 PM - By George Albert

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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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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