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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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Global Enterprises Are Now Embedding “Digital Sales” Seamlessly Into Their Sales Methodologies

Feb 4, 2019 3:00:00 PM - By Jamie Shanks

It’s beginning – the term “social selling” (or “digital selling”) is slowly being integrated into what it will naturally become… “Selling”.

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Highly Effective Sales Plays That Blend Digital Sales & Experiential Marketing

Dec 3, 2018 5:00:00 PM - By Jamie Shanks

Sales professionals are always looking for a compelling reason to reach out to prospective customers. Most sales professionals lack a game plan, and that ...

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Why you Need Account Based Marketing for Your Organization?

Oct 17, 2018 4:00:00 PM - By Jamie Shanks

Are you implementing Account Based Marketing? If not! It’s time you started applying it in your organization! Studies have shown that the most effective ...

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The Keys to Quality Sales Calls: Structure and Similarity

Feb 21, 2018 9:00:00 AM - By George Albert

The best sales reps know sales isn't about luck. Quite the opposite, sales results come from thoughtful strategic planning. That planning happens at a high ...

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What It Takes To Be An Overperforming Salesperson

Feb 5, 2018 9:00:00 AM - By George Albert

Sometimes, giving 100 percent is just not enough. Overperformers are sometimes defined as sales professionals who bring back at least 125 percent of their ...

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How to Overcome 3 Common Prospecting Conversation Challenges

Jan 26, 2018 9:00:00 AM - By Jamie Shanks

Prospecting conversations are some of the hardest conversations in the sales process, even for the most experienced sellers. Though difficult, they're also the ...

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Short-Term vs. Long-Term Sales Focus: Keeping Your Eye On The Ball Is Not Enough

Jan 11, 2018 9:00:00 AM - By Jamie Shanks

As the world welcomes another new year, it's suddenly become clear that the futuristic-sounding date of 2020 is now only a mere 8 quarters away. Every company ...

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How Live Chat on Your Website Can Improve Sales

Jan 10, 2018 9:00:00 AM - By Jennifer Lux

With endless website options that can enhance the user experience and create more value for visitors, how should you evaluate and prioritize opportunities? ...

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Want to Be Your Company’s Digital Mobilizer? Become An “Intrepreneur”

Jan 2, 2018 9:00:00 AM - By Jamie Shanks

Within the walls of thousands of organizations around the world, there are leaders looking at their company’s “Random Acts of Social” and they feel frustrated. ...

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Sales Engineers: An Untapped Opportunity For Insights Generation

Dec 12, 2017 11:16:48 AM - By Jamie Shanks

Where do most of your deeper insights and marketing knowledge reside? Between the ears of your sales engineers. Unfortunately, both VP’s of this division and ...

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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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How Forward-Thinking Organizations Are Shaping The Future of Sales [Roundup]

Dec 8, 2017 10:42:25 AM - By Daniel Ku

If you are still following the same sales playbook today that you did in 1971 then something has to change, immediately. How we sell should reflect current B2B ...

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Here’s What You Should (And Shouldn’t) Do After Losing A Deal

Dec 7, 2017 11:19:17 AM - By Jamie Shanks

You’re in sales, and just like Babe Ruth, you will strike out! I hope that like Babe Ruth, your home runs over-shadow your strikeouts but even great ...

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How To Search For A Sales Gig You’ll Love (And Rock At)

Nov 30, 2017 10:57:13 AM - By Amy Volas

It blows my mind when I think about how dynamic the ever-evolving world of startups, sales, and recruiting is. No longer is finding a remarkable sales ...

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Your Digital Reputation Gets You In The Boardroom

Nov 22, 2017 10:43:43 AM - By Jamie Shanks

Recently, my VP Sales, Brian Lipp and I flew into Manhattan for a meeting with a global company that brought their CSO, CMO and Enablement teams all to the ...

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The Intelligent Way to Prepare Your Sales Team for AI Adoption

Nov 21, 2017 10:44:51 AM - By Laurence Minsky

For any salesperson, Artificial Intelligence (AI) poses a dual, but opposing threat. First, it could take away from their focus on their assigned mission to ...

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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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Top 5 Data-Driven Infographics On How To Engage B2B Buyers

Nov 15, 2017 10:46:36 AM - By Daniel Ku

Your buyer is online performing their due dilligence prior to engaging with sales.  And as a result, sales leaders and professionals must take the necessary ...

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4 Ways to Nurture Marketing Qualified Leads into Sales Qualified Leads

Nov 14, 2017 10:51:00 AM - By Sarah Hecker

What percentage of your organization’s marketing efforts are focused on the top of the funnel? If you don’t know, now might be a good time to re-evaluate your ...

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The Art Of Compelling Conversations: From Cold Calling To The Pitch [Roundup]

Nov 10, 2017 12:33:13 PM - By Daniel Ku

Conversations are a critical component to any sale yet it can also be the most challenging for some. What do I say? How do I start a conversation? Am I saying ...

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How Millennials In Sales Are Shifting Current Leadership Methods

Nov 8, 2017 11:07:20 AM - By Daniel Ku

What are we going to do with those Millennials emerging within the workplace? Especially those taking on sales roles such as sales development reps, account ...

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After Sending 107 Video Emails, Here’s How My Prospects Responded

Nov 7, 2017 9:44:01 AM - By Ron De Appolonia

Is video messaging really effective? And if so – how effective is it? Our sales team has been using video messaging techniques for some time now and we can see ...

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Learning Equals Earning: Continuous Development Is A Cornerstone For Sales [Roundup]

Nov 3, 2017 11:19:22 AM - By Daniel Ku

In a constantly evolving environment of modern sales, it seems many top performing sales organizations share one commonality: continuous learning. From ...

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Create Your W.I.L.L. To Identify Your Highest Potential Customers

Nov 1, 2017 10:43:23 AM - By Jamie Shanks

90 days ago, I was frustrated with our sales production. I had a call with Chad Nuss at InsideOut Sourcing, and I just vented. I explained our current sales ...

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Effectiveness Vs. Efficiency: How Sales Leadership Can Optimize Team Performance [Roundup]

Oct 27, 2017 11:10:07 AM - By Daniel Ku

Welcome to your weekly roundup for Oct -27. In this week's roundup, we've gathered insights from several different articles around one topic: optimizing your ...

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How 900 Companies Build And Execute Successful Sales Development Teams

Sep 25, 2017 11:37:18 AM - By Julia Manoukian

Sales development is one of the more misunderstood roles in sales. Many people debate the definition of sales development while others argue which department ...

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Field and Inside Sales Continue to Blur, Sales Tech On The Rise [Roundup]

Sep 22, 2017 10:44:50 AM - By Julia Manoukian

Welcome to your weekly roundup for September 15-22. This week we’re summarizing research from InsideSales.com, exploring 7 trends upending sales today and ...

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Only 18% of Buyers Trust And Respect Salespeople [Roundup]

Sep 15, 2017 10:06:16 AM - By Julia Manoukian

Welcome to your weekly roundup for September 1-8. This week we’re rounding up research from DiscoverOrg, HubSpot and HBR. Why do only 18% of salespeople trust ...

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No Commissions, No Quota: The Future Model for Sales

Aug 22, 2017 12:15:41 PM - By Graham Hawkins

Let’s cut to the chase: sales quotas and commissions are completely at odds with customer success, and if you are one of those businesses that proudly exclaims ...

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Dear Salespeople, The Only Way To Disarm Your Buyer Is With Content

Jul 27, 2017 1:08:38 PM - By Amar Sheth

I believe wholeheartedly that sales professionals have the best of intentions when wanting to speak with, and ultimately do business with, their buyers.

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Boosting Channel Partner Sales With Communication

May 23, 2017 11:47:58 AM - By Jen Spencer

In 2017, there’s one feature above all others that every company needs in order to thrive.

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From the Experts: The #1 Problem For Salespeople in 2017 [Weekly Roundup]

Feb 24, 2017 10:31:45 AM - By George Albert

Welcome to your sales weekly roundup for February 10-17. This week we’re checking out the #1 problem for modern salespeople, Altimeter’s latest report on ...

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How To Effectively Respond to Sales Objections [Infographic]

Jan 29, 2017 11:00:00 AM - By Julia Manoukian

Ever been on a call with a prospect when they bring up an objection you have no idea how to answer? 

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From The Experts—Solutions To 5 Of Today's Typical Sales Problems

Jan 20, 2017 2:22:52 PM - By Julia Manoukian

A few months ago, 72% of sales leaders and professionals told us their top priority was converting contacts and leads into customers. We also found out ...

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It's About Priority, Not Budget [Weekly Roundup]

Jan 13, 2017 1:52:01 PM - By George Albert

Welcome to the weekly roundup for January 8-14. This week we’ve got a deep dive into sales enablement, the ABCs of business, the rebirth of BANT, and sales ...

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Top Sales Experts’ Predictions for 2017 [Weekly Roundup]

Jan 6, 2017 10:30:00 AM - By George Albert

Welcome to the weekly roundup for January 1-7. This week we’ve got 9 expert sales predictions about the new year, how sales teams can leverage video content, ...

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New Research: The Impact of Social Selling

Jan 6, 2017 10:30:00 AM - By Julia Manoukian

Garnering insights from hundreds of sales, marketing and enablement leaders and professionals worldwide, the first bi-annual “Social Selling 2017 Trends” ...

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Top 10 Blog Posts of 2016 for Sales Leaders

Dec 29, 2016 11:00:00 AM - By George Albert

HBR recently published a post that stated innovative leaders manage risk, demonstrate curiosity, and seize opportunity better than non-innovative ones. Whether ...

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Top Infographics To Keep You Crushing Quota Into The New Year

Dec 28, 2016 11:00:00 AM - By George Albert

How has the sales floor evolved from the inefficient ego factory of the past? What’s worse than not hitting your quota? How do you know if you’re helping your ...

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Top 5 Tactical Sales Tips of 2016

Dec 27, 2016 11:00:00 AM - By George Albert

The data is in—our audience loves tactical content. Sales leaders and professionals alike seem to consume and share actionable tips like wildfire.

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Do You Believe In The Ghost of Selling Yet To Come? Don't Be The Scrooge Of Sales [With Data]

Dec 26, 2016 11:00:00 AM - By Amar Sheth

The day is already here where our buyers are really different. And if you don’t believe that, then you’re in for a big, big Christmas surprise.

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Hiring Rockstars And Winning More Deals [Weekly Review]

Dec 23, 2016 10:28:30 AM - By George Albert

Welcome to your sales weekly roundup for December 18-24. This week we’ve got the winning formula to hiring A-players, new expectations for CMOs, unheard of ...

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Will Sales Professionals Get Disrupted By Technology?

Dec 19, 2016 11:45:26 AM - By Amar Sheth

Where were you on December 7, 2016? I believe that’s a question we’ll all ask in the future or one that will be overlooked despite the day’s importance.

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Sales Roundup: Float Like A Butterfly, Sting Like A Bee: Killer Sales Combos

Dec 9, 2016 12:57:23 PM - By George Albert

Welcome to your sales weekly roundup for December 4 - 10th. We’ve got everything you need to know on the ultimate sales strategy combo, software predictions in ...

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Sales Weekly Roundup: Enablement, Prospecting Rates & Sales Growth

Dec 2, 2016 11:00:10 AM - By George Albert

Welcome to your sales weekly roundup for November 27 - December 3. This week we’ve got collaboration in enablement, increasing email prospecting rates, finding ...

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Sales Weekly Roundup: What Works in Sales Calls, SKO Best Practises & More

Nov 25, 2016 1:39:09 PM - By George Albert

Welcome to your sales weekly roundup for November 20-26. This week check out some awesome research by Gong.io, OnePageCRM, LinkedIn and a few SKO speaker best ...

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Sales Weekly Roundup: State of Sales, Quality Training & Digital Strategy

Nov 18, 2016 11:17:35 AM - By George Albert

It’s your sales weekly roundup for November 13-19. This week Salesforce released their second annual State of Sales report — we’ve included the highlights, but ...

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Where Human And Machine Meet: The Awakening Of AI in Sales [Infographic]

Nov 9, 2016 8:34:05 AM - By Julia Manoukian

Not so long ago, in a galaxy right under our noses, AI innovation has reached almost light-speed, allowing organizations to sell like never before.

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The Rise Of The Modern Salesperson [Infographic]

Oct 19, 2016 11:39:15 AM - By Julia Manoukian

Say you wanted to make a major purchase such as your first home. Would you immediately start attending showings, asking realtors their thoughts on the market, ...

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5 Songs For Sales Teams To Stay Super-Motivated

Oct 16, 2016 11:00:00 AM - By Julia Manoukian

It's a time-honored tradition, stretching back to Edison's first phonograph. Sales teams gather together to blare inspirational music at each other and get ...

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The Building Blocks Of Social Selling [Slideshare]

Oct 5, 2016 6:18:59 PM - By Jamie Shanks

B2B buyers have changed. Not surprisingly, they now look for answers online. Unfortunately, most sales people haven't yet picked up on this.

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From A Moldy, Rented Basement to Canadian Profit Hot 50 In 4 Years

Oct 4, 2016 10:23:17 AM - By Jamie Shanks

Crying in a basement: I’ve been an entrepreneur, one way or another, for my entire life. I washed neighborhood cars in my parent’s driveway, I ran more than ...

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Empowering Your Sales Force With Content [Infographic]

Sep 8, 2016 10:29:46 AM - By Julia Manoukian

Content isn't just for marketers. Sure, they create the content, but salespeople can use it to reclaim some of their selling power and attract buyers early on ...

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Ahead Of The Curve: Using Data To Build High-Performance Sales Teams

Aug 25, 2016 10:30:00 AM - By Somen Mondal

The CEO of Ideal Somen Mondal recently spoke with Sales for Life about using data to build high performance sales teams. This is a segment of his interview. To ...

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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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10 Easy Ways To Motivate Yourself For The Week [Infographic]

Jul 10, 2016 11:00:00 AM - By Julia Manoukian

A Monday morning, even one in the summertime, can be daunting. You're still in weekend-mode, cottage-mode, social-mode. And you've got a jam-packed week ahead ...

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4 Major Objections Every Sales Leader Has About Social Selling

Jul 5, 2016 11:04:30 AM - By Julia Manoukian

One of the biggest barriers to launching a successful social selling program is securing executive buy-in from upper management. Especially as Jill Rowley ...

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8 Strategies For Beating Your Sales Goals Today [Infographic]

Jun 29, 2016 1:19:22 PM - By Julia Manoukian

How do I exceed my sales goals? That's one question every sales leader has in common. The truth is that crushing your sales goals is simple but not easy.

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Top Five Challenges Troubling The Modern Sales Leader [Infographic]

Jun 16, 2016 2:08:01 PM - By Julia Manoukian

Chief sales officers have a ton of decisions to make: How can I organize my resources to best hit my quota? How do I hire and train the best people? How do I ...

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3 Simple Steps to Socially Sell As An Account Manager

May 5, 2016 11:23:56 AM - By Amar Sheth

Social selling – so many misconceptions about it exist! One popular myth that many are espousing is that social selling is for sales functions like SDRs, BDRs, ...

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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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Upcoming Executive Webinar: How To Engage, Enable And Manage The Millennial Sales Rep

Apr 27, 2016 12:31:36 PM - By George Albert

In December of 2015, Millennials surpassed Baby Bloomers as the largest living generation. In fact, The U.S. Census Bureau found that more than one-in-three ...

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The Business Case For Hiring More Women In Sales [Infographic]

Mar 21, 2016 5:25:59 PM - By Jose Sanchez

In many ways, things are getting better for women in the workplace. They make up nearly half of the US workforce at 47%, according to the most recent data, and ...

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8 Fatal Mistakes Salespeople Make With Prospects [Infographic]

Mar 27, 2015 12:11:57 PM - By Jose Sanchez

Sales reps know what they should do as much as they know what they shouldn’t do - unless your goal is to steer your leads straight to the exit door. Making the ...

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Why e-Learning Isn’t Enough To Succeed At Social Selling

Mar 16, 2015 9:44:57 AM - By Jamie Shanks

As a sales professional, continuous training is probably a regular part of your professional life. But when it comes to social selling learning, most sales ...

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Offline vs. Online Leads [Infographic]

Mar 12, 2015 8:37:31 PM - By Jose Sanchez

Today, leads are typically originated from two main sources: online or offline. Each of these leads comes with a very different background based on the tactics ...

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8 Things to Consider Before Implementing Social Selling In Your Company

Mar 5, 2015 8:42:02 AM - By Amar Sheth

So, you’re thinking about social selling and wondering “where do I start?” or “where do I navigate?” Fear not, you’ve come to the right place. How you drive ...

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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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Remember: It’s a Buyer’s Journey, Not a Sales Cycle

Feb 17, 2015 12:33:20 PM - By Jamie Shanks

As a sales professional, you’re no doubt familiar with the sales cycle. Your sales manager has probably used the term many times when talking about the sales ...

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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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What Is The Double Whammy Of Sales? [Video]

Feb 4, 2015 11:19:13 AM - By Amar Sheth

I’ve called this post the “Double Whammy” but it can also be called a paradox or dichotomy. So what’s the double whammy? It’s that customers are sick and tired ...

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10 Practical Tips to Kick Start Your Social Selling Efforts In 2015 [Video]

Feb 2, 2015 11:50:50 AM - By Amar Sheth

With 2015 firmly upon us, an increasing number of sales professionals around the world will start to study social selling as a way to find, educate and engage ...

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5 Sales Tasks You Should Already Be Automating

Jan 29, 2015 1:59:20 PM - By Jose Sanchez

Sales teams can save themselves a lot of time by automating common tasks they do each day. Fortunately, there is now plenty of software that makes sales task ...

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Social Selling Hacks: Content Sharing Tactics You Should Be Using Today

Jan 23, 2015 10:54:55 AM - By Dave Howe

The word “hack” gets thrown around a lot these days. Funny enough, I was actually asked by my mother recently about it’s meaning. She said “isn’t hack a bad ...

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How To Run Effective Meetings Between Sales And Marketing [With Sample Agenda]

Jan 20, 2015 4:35:25 PM - By Jose Sanchez

According to a study by Forrester Research, only eight percent of B2B companies believe they have a strong alignment between sales and marketing. This is a ...

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Optimizing Engagement: When To Share Content On Social Media

Jan 14, 2015 11:23:19 AM - By Jose Sanchez

As you might guess, there is no right or wrong answer when it comes to good timing for social media posts. Each media platform attracts different types of ...

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The Science of Social Selling: 5 Studies that Prove the Power of Social

Jan 13, 2015 1:45:07 PM - By Jamie Shanks

Social sales involves much more than just tweets and posts. It is a way of nurturing prospects into long term business partners for a potentially limitless ...

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The Importance Of Authenticity For Social Sellers [Video]

Jan 12, 2015 9:58:58 AM - By Amar Sheth

What should be your # 1 new year’s resolution in sales? Be authentic. That’s the resolution. I’ve written about this topic before and it cannot be ...

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FAQ Series: Social Messaging Best Practices For Sales Pros

Jan 8, 2015 6:20:05 PM - By Dave Howe

In the modern age of sales we as reps have had to adapt to new ways of attracting customers. To do this, many reps and Social Sellers have begun sharing ...

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The 1 Trend That Sales Enablement Isn’t Focused On…Yet [Video]

Jan 7, 2015 11:55:34 AM - By Amar Sheth

Markets, economies, company strategy are all highly influenced by trends. And one of the biggest driving factors in these decisions is demographics. While in ...

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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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Content Roundup: Top 10 Social Selling Blog Posts for Beginners

Dec 30, 2014 9:40:18 AM - By George Albert

Sales and marketing professionals suffer from information overload more than other industry teams. Whether internal or external, from playing catch-up with ...

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Attention Sales Pros & Marketers: New Year's Resolutions For Social Selling Success

Dec 29, 2014 7:17:29 AM - By Jamie Shanks

The beginning of a new year is the perfect time to look back, look ahead and reflect on lessons learned during the past year. It's also a good time to make ...

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Eleven Social Selling Lessons from 7 Inspiring SlideShares

Dec 23, 2014 11:43:19 AM - By Jose Sanchez

SlideShare has emerged as the “quiet giant” of marketing. The combination of short nuggets of wisdom alongside motivational images draws 60 million visitors ...

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Social Selling Success: The Importance Of Visibility

Dec 16, 2014 11:48:43 AM - By Amar Sheth

We’ve known this for years. That’s why our sales managers hammer ask us to stay in front of prospects by constantly calling them. They know something that we ...

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The Three Way Lovefest: Ensuring Revenue With Training

Dec 15, 2014 11:45:29 AM - By Jamie Shanks

Listen, I’m going to give you a really important piece of advice. DON’T DO TRAINING. Honestly, you’re not ready! That’s what we’re forced to tell companies ...

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One Killer Sales Tip: Help Buyers Always, In All Ways

Dec 11, 2014 12:48:29 PM - By Amar Sheth

By far, one of the questions I’m asked most frequently is “what is your social selling philosophy?” And although the answer is so simple to me, it baffles ...

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10 Must-Read Sales Books for Your Holiday Gift List

Dec 10, 2014 6:07:54 AM - By George Albert

Ahh, holidays. The traditional time to spread joy and good cheer. Many companies promote a culture of gift giving (and, of course, receiving). For some sales ...

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Why Experts Forecast Rapid Adoption Of Social Selling In 2015

Dec 8, 2014 8:29:39 PM - By Jose Sanchez

Years ending with the number five have a special significance. It's time to look back at what we've learned since 2010 and what we want to achieve by 2020. The ...

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Who Do People Buy From? [Infographic]

Dec 5, 2014 8:43:22 AM - By Jose Sanchez

There's a lot of talk around the changing sales and marketing landscape. But this evolution is driven by one important factor: the buyer. The way people ...

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15 Tweets By Ridiculously Successful Social Sellers

Dec 4, 2014 7:48:15 PM - By Jamie Shanks

Seriously, how do they do it? They use the same social tools: LinkedIn, HootSuite, Twitter, etc. They have the same pressures and aspirations as the rest of ...

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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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7 Turkey Leg Dropping Reasons To Be Thankful For Social Selling

Nov 26, 2014 6:14:26 AM - By George Albert

It’s that time of year when our thoughts turn to reflection and self-analysis, especially when the makings of a tryptophan-fueled reverie begin to develop. ...

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Why You Should Consider Adding Twitter to Your Prospecting Mix

Nov 21, 2014 1:23:39 PM - By George Albert

When it comes to social selling and social media prospecting, LinkedIn seems to be most people’s go-to platform. LinkedIn is obviously a powerful professional ...

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From Sales Rep To Thought Leader: Standing Out From The Rest

Nov 19, 2014 1:13:23 PM - By Amar Sheth

Thought leader. There, I said it. The term has caught a BEATING lately by self-styled gurus. But what they fail to see, I hope you understand here from a sales ...

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Even Your Grandma Knows It: 5 Reasons To Invest In Social Selling

Nov 18, 2014 1:54:24 PM - By Jose Sanchez

A winning smile, a little know-how, and letting the client win a round of golf or two was once all it took for a salesperson to stay top dog in the world of ...

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3 Reasons Why Sales Shouldn’t Wait For Marketing! (Video)

Nov 12, 2014 12:12:31 PM - By Amar Sheth

The one thing we hear consistently from the sales pros we train is that they want to share content but want it delivered to them on a silver platter. Below are ...

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8 Social Selling Trends and Predictions for 2015

Nov 10, 2014 12:57:06 PM - By George Albert

As the 2014 holiday season goes into overdrive, it's time to take a step back and see where we'll be at the other end of it, when 2015 arrives. Productivity ...

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6 Signs (And the Cure) to Unmask a Social Selling Charlatan

Oct 31, 2014 11:03:33 AM - By George Albert

Halloween is the holiday traditionally reserved for costumes, illusion, and scary things. But October 31 isn't the only date for spotting Social Selling ...

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4 Popular Objections And How To Overcome Them Using Social Selling

Oct 21, 2014 2:11:23 PM - By George Albert

Nobody likes to say no. People come up with lots of creative ways to stall or put off making a decision, even when it is in their best interest to solve the ...

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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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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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5 Ways To Make Sales Training More Effective

Oct 8, 2014 6:38:25 AM - By Jose Sanchez

Out of all the components of sales training, where should you focus your attention to achieve greater effectiveness? There are five areas that have the ...

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10 Things That Sales Teams Will Need In 2015

Sep 30, 2014 4:12:39 AM - By Jamie Shanks

As 2014 winds down, salespeople and managers should look at the current environment to figure out what elements will be most important and useful in the months ...

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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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8 Shockingly Inspirational Quotes for Sales & Marketing Professionals

Sep 18, 2014 7:08:15 PM - By Dave Howe

Everyone in the sales & marketing industry hits motivational lows from time to time. It unfortunately comes with the territory. Perhaps no one has been ...

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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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Time Is Money: 3 Easy Steps To Pay Yourself First

Aug 21, 2014 4:00:30 AM - By Jamie Shanks

Every morning I got to bed with a game plan for the morning. “OK, I’m going to get up at 5:30 a.m., finally drink my fruits and veggies, go for a 5 mile run, ...

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The New and Ancient Art of Data Visualization

Aug 16, 2014 2:33:10 AM - By George Albert

Applying data visualization to the sales process can yield actionable insights that make sales teams become more productive. This is a guest post from Nikolaus ...

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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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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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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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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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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 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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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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The 4 Sales Fundamentals That Matter Most

Apr 10, 2014 6:11:06 AM - By George Albert

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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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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'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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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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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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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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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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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

If you’ve been following the news recently, you’ve seen how Tony Hsieh and Zappos are about to embark on a radical mission to redefine company structure and ...

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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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