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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.

Why do Sellers Lose Key Accounts?

Oct 9, 2018 5:00:00 PM - By Jamie Shanks

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FREE Data & Market Intelligence tools to prepare your sales engagement

Aug 22, 2018 3:03:52 PM - By Jamie Shanks

Buyer hate when you begin a discovery call asking them a series of questions that’s CLEARLY available information in the public domain.This constant ...

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How I profile buyers and prepare before a meeting

Aug 20, 2018 3:53:30 PM - By Jamie Shanks

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5 Ways LinkedIn PointDrive Is A Massive Competitive Advantage for Time Management

Jan 23, 2018 9:00:00 AM - By Jamie Shanks

Research by TOPO indicates that the reason 83.4% sellers fail to hit quota (their number) is because of their improper time management skills. Why is this? ...

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Identifying Decision Makers and Preparing For A Skills Transformation [Roundup]

Nov 17, 2017 10:41:57 AM - By Daniel Ku

In this week’s roundup, we’re sharing articles from both the LinkedIn Sales Blog and SiriusDecisions. The first blog by Alex Hisaka covers how to leverage ...

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Is There Insurance For Your LinkedIn Sales Navigator Investment?

Nov 13, 2017 12:27:10 PM - By Jamie Shanks

Without fail, each week I get a call or email from a company somewhere in the world that falls in one of these categories:

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Are Recommendations An Overblown Feature On LinkedIn?

Sep 6, 2017 12:50:41 PM - By Amar Sheth

Listen up sales compadres, we’re living in the golden age of information where what people are saying online matters.

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How To Unlock Your LinkedIn Sales Navigator Investment

Jul 12, 2017 11:38:19 AM - By Julia Manoukian

Leverage Navigator beyond its basic functions to hit your sales targets. 

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Social Selling Is Bigger Than LinkedIn

Jun 15, 2017 11:00:00 AM - By Amar Sheth

Is social selling just LinkedIn? We hear this in the market all the time. As your company builds a social selling program, consider the following points as a ...

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LinkedIn At 100%: How To Maximize Engagement With Target Accounts

Jun 5, 2017 12:30:16 PM - By Amar Sheth

There’s a simple reality that’s going to help you dominate on LinkedIn, and it’s this: You need to engage with people. The reason social networking works so ...

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How Do You Compare With Your Peers On LinkedIn? [New Data]

May 24, 2017 9:41:56 AM - By Ron De Appolonia

LinkedIn recently announced that they reached the 500 million member mark, and as the largest professional network in the world continues to pick up speed, ...

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3 Ways To Unlock Your LinkedIn Sales Navigator Investment

May 8, 2017 1:00:07 PM - By Amar Sheth

Congratulations. You've just purchased LinkedIn Sales Navigator. This is a great investment, but are you sure you know how to properly use the tool you've just ...

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I Tested Which InMails Got The Best Response Rates—Here Are The Results

Apr 20, 2017 11:18:21 AM - By Jamie Shanks

First of all, if you as a sales professional are feeling, or you as a leader are hearing, that LinkedIn InMails “just don’t work,” it’s user error, not medium ...

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Did LinkedIn Just Drop Your SSI Score?

Feb 10, 2017 11:22:06 AM - By Amar Sheth

Walking into the office today on Friday, February 10, 2017 has been interesting.

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76% Of Salespeople With Navigator Send Zero InMails Every Month

Feb 8, 2017 11:05:53 AM - By Amar Sheth

Congratulations. You've just purchased LinkedIn Sales Navigator. To your right awaits your customer relationship manager, waiting to train you on all the ...

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A Look Into The New LinkedIn User Experience [With Screenshots]

Jan 23, 2017 10:42:23 AM - By Dave Howe

There’s been a lot of talk in the market about upcoming changes to LinkedIn’s user experience (UX). Many people in the United States have already started ...

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The Biggest Influencer Of Your LinkedIn SSI Score

Jan 13, 2017 2:46:21 PM - By Amar Sheth

As an active social selling organization, it’s imperative that you focus on driving your SSI score up. And the reason we say that is because the SSI score is a ...

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New (LinkedIn) Interface, Old Lessons: Why Top Sales Teams Manage Change

Dec 13, 2016 9:50:08 AM - By Amar Sheth

There have been stirrings in the market about changes to the LinkedIn UX (user experience). I’ll be the first to admit these changes are inevitable. Just like ...

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No Shortcut To Success: Why LinkedIn Does Not Equal Being A Social Seller

Dec 8, 2016 11:22:23 AM - By Jamie Shanks

Here is simple analogy: my sister-in-law, a lovely woman, owns a car with my brother in law. My sister-in-law, for most of her life, has always lived in the ...

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When Should I Invest In LinkedIn Sales Navigator?

Oct 24, 2016 12:39:28 PM - By Amar Sheth

This seems to be one of the most popular questions we field from organizations worldwide. Stemming from the need to become more social in nature, sales teams ...

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Are You Using LinkedIn Incorrectly?

Oct 21, 2016 10:19:44 AM - By Amar Sheth

The title may offend some while provoking others, but it’s with all seriousness that I share with you the risks of stopping too early.

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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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What Happened To My LinkedIn SSI Score When I Didn’t Share Content For 2 Months?

Aug 10, 2016 10:35:54 AM - By Amar Sheth

When you talk to most social sellers (yours truly included) we always advise sales professionals to share content with their social networks.

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How To Craft Messaging That Resonates With Your Buyer On LinkedIn

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

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

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Sales Glossary: What Is An SSI Score?

Jul 13, 2016 11:00:00 AM - By Julia Manoukian

If you’re in sales, you’ve heard the term tossed around: SSI. Maybe you’ve heard your colleagues get upset when their SSI score drops. Maybe you’ve heard them ...

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

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

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

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LinkedIn Launches New Premium Insights Tab for Businesses [Video]

Jun 7, 2016 1:00:52 PM - By Julia Manoukian

LinkedIn recently announced new features on the Premium Insights tab for LinkedIn Company profiles. The features provide a wealth of new data, useful for ...

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Why The Size Of Your Linkedin Network Isn’t Everything

May 30, 2016 11:55:49 AM - By Amar Sheth

With the growing importance and prevalence of social networks in our daily lives, all of us at some point have wondered if the size of our social networks ...

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Is Social Selling Just LinkedIn?

Apr 29, 2016 4:03:55 PM - By Amar Sheth

This question comes in many flavors and forms and is raised often. As your company builds a social selling program, consider the following points as a pressure ...

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Top 5 Infographics On How To Create The Perfect LinkedIn Profile For Social Selling

Apr 26, 2016 1:23:39 PM - By Daniel Ku

Does your LinkedIn profile stand out from the rest? There are over 380 million members on LinkedIn so you need to ensure your profile sets you apart from the ...

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Social Selling Key Trends: The Year Of Massive Adoption [New Research & ViDEO]

Apr 21, 2016 1:35:45 PM - By Daniel Ku

As sales and marketing evolve, more teams are recognizing the importance of social selling. Where are we in this evolution and what trends have emerged? What ...

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How To Use A Multi-Touch Strategy To Engage Buyers On LinkedIn

Apr 19, 2016 2:04:13 PM - By Jamie Shanks

Using social media to reach out to buyers is extremely effective. But most sales professionals aren’t leveraging social properly. In fact, I’m seeing a huge ...

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How To Send LinkedIn InMails That Lead To Sales Opportunities

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

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

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A Daily LinkedIn Sales Navigator Routine For Your Sales Team

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

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

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12 Hacks To Increase Your LinkedIn SSI Score

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

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

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5 Common Mistakes Sales Leaders Make On LinkedIn (And How To Fix Them)

Feb 10, 2016 10:57:28 AM - By Jamie Shanks

“Why isn’t it working?” That’s a question you often hear in training, especially when someone is starting to test the limits of a new skill that he or she just ...

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How To Leverage LinkedIn Sales Navigator For Account-Based Selling

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

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

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So You Just Purchased LinkedIn Sales Navigator. Now What?

Jan 27, 2016 10:55:39 AM - By Amar Sheth

If you or your company has made the strategic decision to implement LinkedIn Sales Navigator, it’s time to start thinking about adoption and usage. After all, ...

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5 Key Tips On How To Prospect In LinkedIn Groups

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

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

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The Ultimate Cheat Sheet For A Picture Perfect LinkedIn Profile [Infographic]

Jan 18, 2016 11:12:09 AM - By Daniel Ku

There are great LinkedIn profiles and there are perfect ones. Especially important for social sellers, your profile should not be viewed as a resume, instead ...

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

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

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

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How To Write And Receive Relevant LinkedIn Recommendations In 3 Steps [Video]

Nov 20, 2015 8:17:11 AM - By Dave Howe

How are you or your sales team validating your past successes for your future buyers? We all know that due diligence is an important part of every buyer’s ...

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Does Having LinkedIn Sales Navigator Make You A Social Seller?

Nov 16, 2015 8:33:35 AM - By Amar Sheth

We in the sales community need to learn how to separate skills and tools. Does having a phone make you a great cold caller? Does having CRM make you a better ...

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7 Forgotten Features That Impress Prospects On LinkedIn

Nov 5, 2015 8:47:20 AM - By Jamie Shanks

The buyer doesn't want to be sold; the buyer wants to be wowed. Have some sympathy for your prospects – the Internet is constantly waving all kinds of things ...

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13 LinkedIn Mistakes That Could Cost You A Prospect

Oct 19, 2015 7:10:59 AM - By Jamie Shanks

All the leads you need are on LinkedIn. You can contact anyone, even CEOs, and arrange personal introductions. Why would you want to screw that up? Nobody does ...

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An Animated Guide To The Perfect LinkedIn Profile For Social Selling [GIFographic]

Sep 24, 2015 12:51:14 PM - By Daniel Ku

Your LinkedIn profile should be treated as a digital business card. It shouldn't focus on your achievements or how you've crushed quota, especially for Social ...

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Attract Your Buyers With 50+ Free LinkedIn Background Images [Offer]

Sep 18, 2015 11:29:02 AM - By Daniel Ku

Your LinkedIn Profile goes beyond just a resume, rather it's a digital business card for your professional brand. Along with your great looking profile photo, ...

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Fly Under The Radar With These 7 Prospecting Tips

Sep 13, 2015 3:16:57 PM - By Jamie Shanks

Why are sales people spending so much time on LinkedIn? If you're asking that question, you might not know all the "under the radar" tools that can make you ...

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Social Selling Index Score: What It Is & Why It Matters To You

Sep 11, 2015 8:47:29 AM - By Amar Sheth

If you’re a professional – in sales, marketing, finance, etc. – LinkedIn’s Social Selling Index score is one measurement of your social media and networking ...

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How To Use LinkedIn Sales Navigator To Find Hot Prospects

Aug 26, 2015 9:49:38 AM - By Dave Howe

In sales, you need to demonstrate credibility and establish trust before you can get a “Yes.” According to a 2014 study on B2B social buying habits conducted ...

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12 Sure-Fire Ways To Find New Prospects On LinkedIn

Aug 20, 2015 8:49:49 AM - By Dave Howe

Is your pipeline full? It should be. There are 255 people born every minute, so you could have over 1,275 new leads by the time you finish this blog. The ...

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In 3 Steps: Optimize Your LinkedIn Summary To Help Solve Your Buyers Challenges

Aug 17, 2015 8:10:45 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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Sphere Of Influence: Letting Current Customers Create Future Wins

Aug 10, 2015 9:38:41 AM - By Jamie Shanks

If you’re a Sales Development Representative, or are responsible for lead generation, you need to watch the video below. It will provide you with the fastest ...

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500+ LinkedIn Connections: Does Size Really Matter?

Aug 3, 2015 6:34:06 AM - By Amar Sheth

Listen up salespeople! There shouldn’t be any debate on why you need more LinkedIn Connections. If you’re using LinkedIn as a place to house your resume, you ...

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In 3 Steps: Creating A Value-Centric LinkedIn Headline For You Buyers [Ep. 2]

Jul 30, 2015 10:23:10 AM - By Dave Howe

I’d like you to go to your LinkedIn Profile and look at your LinkedIn headline right now. Does it say something like “Sales professional at XYZ company” or ...

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LinkedIn And Twitter: A 7-Step Social Selling Routine [Infographic]

Jul 29, 2015 10:19:28 AM - By Daniel Ku

LinkedIn vs. Twitter, who reigns supreme for the best network for Social Selling? Believe it or not, but both offer features that help reach buyers at ...

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LinkedIn Situations We Can All Relate To In 15 GIFs

Jul 10, 2015 9:58:53 AM - By Jose Sanchez

We all agree that LinkedIn is one of the most powerful tools for Social Selling, but LinkedIn can also make you go through a roller coaster of emotions. Here ...

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Social Selling In 3 Steps: The Perfect LinkedIn Photo [Episode 1]

Jul 8, 2015 6:10:40 AM - By Dave Howe

Your LinkedIn Profile photo is your badge of honor. You should wear it with pride and show off those pearly whites of yours.

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LinkedIn Training: The Good, The Bad And The Ugly

Jul 1, 2015 5:21:28 AM - By Amar Sheth

With the rise, curiosity and gaining popularity of social media in the B2B sales process, LinkedIn has become the behemoth of the new “Social Selling” ...

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Supercharge Your Pipeline With LinkedIn Publisher: 11 Reasons Why It Works

Jun 22, 2015 10:27:42 AM - By Dave Howe

You probably already know that providing valuable content to your potential customers is critical to starting relevant conversations with buyers and creating a ...

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What You Can Learn From Hillary Clinton’s LinkedIn Profile [Video]

Jun 1, 2015 8:34:33 AM - By Amar Sheth

Social media is the ultimate level playing field. Instead of dominant voices, the evolution of social media proliferation has democratized the communications ...

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10 Ways To Look Smarter On LinkedIn [Infographic]

May 22, 2015 8:04:11 AM - By Daniel Ku

By now, you already know what the best practices are for Social Selling on LinkedIn and how to kickstart a successful routine. To compliment this, we've also ...

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Is It Worth Paying For LinkedIn’s Premium Features?

May 11, 2015 7:43:40 AM - By Amar Sheth

The sales professional community is finally starting to see the value of LinkedIn for Social Selling. For those that get it, it’s been mega-successful! But the ...

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22 LinkedIn Tools To Power Up Your Sales Prospecting [SlideShare]

May 4, 2015 9:55:43 AM - By Daniel Ku

At this point, you already know that LinkedIn is a social platform for professionals as well as a great tool for connecting with targeted buyers and potential ...

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Are You Using These 7 Secret LinkedIn Tactics?

Apr 28, 2015 10:30:59 AM - By Jamie Shanks

Surprise! The tools you need for better sales are right there in front of you, but you might never see them until somebody points them out. Most sales ...

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Rank First: How To Optimize Your LinkedIn Profile For Search

Apr 27, 2015 6:23:33 AM - By Emma Snider

You don’t have to be an SEO expert to know that Google’s algorithm places heavy emphasis on a website’s keywords to determine how to rank it in search. Of ...

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8 Things To Avoid In Your LinkedIn Profile Photo [Infographic]

Apr 23, 2015 7:15:44 AM - By Jamie Shanks

Your LinkedIn photo is the first thing buyers see when they view your profile. It is your opportunity to make a good first impression as well as showcase your ...

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10 Ingredients Of A Viral LinkedIn Publishing Post [Infographic]

Apr 7, 2015 6:44:03 AM - By Daniel Ku

Your buyer has a business issue but they’ve already made a conscious buying decision, so how do you make sure your solution is the right solution? As the sales ...

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9 LinkedIn Hacks To Find New Hot Prospects

Mar 31, 2015 8:45:29 AM - By Jose Sanchez

The easiest way to stop worrying about making quota is by exceeding it. LinkedIn offers search tools to help you make that happen on a regular basis and they ...

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Social Selling On LinkedIn: 10 Resources To Get You Started

Mar 17, 2015 7:35:12 AM - By Jamie Shanks

Just about everybody is on LinkedIn today. Actually, that's not an exaggeration. From a sales statistics report by Zachary Lukasiewicz at Lean-Launch: 96% of ...

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The One Factor That Helps You Close Deals [Video]

Feb 24, 2015 7:31:17 AM - By Amar Sheth

Grant Cardone is one of my favorite sales leaders and while watching one of his videos, I learned his perspective on how a sale is earned. What makes the buyer ...

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Creating a Buyer-Centric LinkedIn profile: 7 Key Questions

Feb 16, 2015 4:02:00 AM - By Jose Sanchez

Sales professionals know the importance of branding, but not all of them think of themselves as a brand. However, your online presence does represent you as a ...

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How To Prospect On LinkedIn In 20 Minutes A Day [Infographic]

Feb 5, 2015 11:59:43 AM - By Jose Sanchez

Your LinkedIn success does not depend on the exact amount of time you spend on the platform. The key is how you spend your time and the quality of your network ...

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LinkedIn Success: The Anatomy Of An Engaging Status Update

Jan 26, 2015 6:35:41 AM - By Jamie Shanks

How healthy is your lead generation strategy on LinkedIn? A strong, robust series of status updates will inspire confidence in you and engage your prospects' ...

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How to Write LinkedIn Publishing Posts That Supercharge Your Pipeline

Jan 19, 2015 2:45:35 PM - By Jamie Shanks

Sales and marketing teams are well aware of the power of LinkedIn for engaging customers and building lasting relationships, but not many businesses are using ...

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5 Big Mistakes People Make On Their LinkedIn Profiles

Jan 2, 2015 7:16:40 AM - By Jose Sanchez

“I have not failed. I've just found 10,000 ways that won't work.” ― Thomas A. Edison True, that may be inspiring, but it's terrible advice when it comes to ...

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How Does An Ideal LinkedIn Profile Look Like? [Infographic]

Dec 17, 2014 6:50:04 AM - By Jose Sanchez

Having a strong LinkedIn profile is the corner stone of any Social Seller’s activity. Our LinkedIn profile illustrates who we are, what we do and, most ...

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6 Sure-Fire Social Selling Tips to Revitalize Your Existing LinkedIn Network

Dec 2, 2014 1:37:40 PM - By Kevin Thomas Tully

You get it. As sales and marketing professionals you understand the power and practical applications of social media. You’ve made inroads into accounts and ...

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How To Structure The Ideal LinkedIn Profile (Infographic)

Nov 25, 2014 9:36:43 AM - By Jose Sanchez

With 88% of B2B professionals in the US using LinkedIn, the network has become a go-to source for them to research vendors and products. Sales reps can't ...

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The Road to 4,000 LinkedIn Connections

Nov 13, 2014 12:32:44 PM - By Jamie Shanks

I remember when I started training B2B companies on leveraging LinkedIn for lead generation. At that time, in 2011, I had 500 or so LinkedIn connections. I was ...

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LinkedIn Best Practices Your Competitors Don't Want You To Know

Nov 11, 2014 11:02:47 AM - By Kevin Thomas Tully

Both business-to-business (B2B) and business-to-customer (B2C) sales previously involved cold calling and uncomfortable rejection from strangers. With the ...

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Ensuring Account Engagement With LinkedIn's 'Relationship Flows'

Oct 13, 2014 7:26:35 PM - By Jamie Shanks

In Version 2.0, Module #7 (Create Action in your Account) of our Social Selling training curriculum, we had been training sales professionals with named ...

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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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Finding New Life In Old Friends: Making Money With LinkedIn Alumni

Oct 6, 2014 1:04:04 PM - By Jamie Shanks

The video below describes the perfect way to start new conversations via LinkedIn; an overview on how to leverage one of its most powerful features: LinkedIn ...

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The Social Selling FAQs Series: The Ideal LinkedIn Profile

Sep 25, 2014 3:52:53 PM - By Dave Howe

Having a robust LinkedIn profile is the corner stone of any Social Seller’s activity. As we share out content and engage with clients on a daily basis, our ...

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The Big Spenders Are On Social Media (And They’re Looking To Buy) [SlideShare]

Aug 28, 2014 2:42:55 PM - By Jamie Shanks

A whitepaper released by IDC Research and LinkedIn focuses on the value of social networks for increasing trust between buyers and salespeople. According to ...

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10 Timeless Quotes That Will Make You A Better Social Seller

Aug 25, 2014 1:27:28 PM - By Dave Howe

Over the past 5 months in the Social Selling training industry I’ve read a HUGE amount of quotes thrown around about the power of Social Selling tactics. From ...

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LinkedIn for B2B Lead Generation: Why, When, How [Infographic]

Aug 18, 2014 1:43:42 PM - By Jamie Shanks

This infographic summarizes why, when and how to use LinkedIn for B2B lead generation. Did you know that over 80% of leads generated through social media for ...

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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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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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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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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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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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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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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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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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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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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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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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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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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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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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What metrics should I measure in LinkedIn?

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

Google

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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

Google

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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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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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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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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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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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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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“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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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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