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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.

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

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

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

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Why Social Selling Must Be A Priority for Your Next Sales Hire

Sep 19, 2017 10:38:46 AM - By Amy Volas

The B2B sales landscape is changing. Drastically. Outbound techniques like calling and emailing are in decline, and these days 84% of all B2B companies are ...

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

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

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

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Growth-Hungry Startups: 4 Tips for Building a Team of Sales All-Stars Fast

Aug 10, 2017 10:44:01 AM - By Amy Volas

If you run a startup, you’re no stranger to facing the unknown. Bringing a new product or service to the market is always a unique endeavor full of unexpected ...

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Dear Competitor: This Is How I Poach Your Clients

Jul 1, 2016 1:00:00 PM - By Ron De Appolonia

Each month thousands of organizations stop doing business with one company and start giving business to another. It’s commonplace, and in many cases the ...

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

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

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

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Hiring For Modern Sales Organization: A Prescriptive Approach

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

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

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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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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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How Video Changed Our Sales Recruitment Process!

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

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

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Social Selling 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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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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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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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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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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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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