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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.

Are You Focused on specific key accounts? Learn to focus on 1-2 digital sales plays.

Oct 30, 2018 5:00:00 PM - By Jamie Shanks

Do you have only 10 accounts? Does your entire sales division focus on only 100 global accounts? Digital sales is not a “prospecting” motion in your mind, as ...

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Less Product More Training - The Secret Sauce To Your Upcoming Sales Kickoff [Infographic]

Oct 17, 2018 10:00:00 AM - By George Albert


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Do’s and Don’ts for your 2019 Sales Kickoff

Oct 11, 2018 3:00:00 PM - By Jamie Shanks

Having participated in 100’s of tech company Sales Kickoffs (SKO) and witnessing the thousands of dollars to the multi-million dollar events, I thought it ...

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Why do Sellers Lose Key Accounts?

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

One of the worst nightmares faced by sellers in B2B sales is when a key account goes from an active stage to a closed stage, in other words when it is lost to ...

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How Do I get Started with my 2019 Sales Plan?

Oct 5, 2018 12:41:33 AM - By George Albert

Calling all sales leaders! 2019 is right around the corner and that means your 2019 revenue number is probably bouncing around your head right about now. ...

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What Sales Reps Should Say When They Call a Prospect

May 17, 2018 9:00:00 AM - By George Albert

Although many have speculated about the viability of cold calling in the face of social selling and digital selling methodologies, it seems as though even the ...

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5 Things to Do before Your Prospecting Calls

May 7, 2018 9:00:00 AM - By George Albert

Although many have claimed cold calling is dead, the only thing that’s gone by the wayside in the sales department is the idea of single-channel prospecting. ...

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3-Minute Call Prep Best Practices – Strategic Ideas

May 3, 2018 9:00:00 AM - By Jamie Shanks

You have a call today via video or phone, and you’re scrambling with your personnel research. Come unprepared with stupid questions like, “tell me a little ...

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Why You Need to Stop Cold Selling Immediately

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

Marketing and sales pundits have been quite eager to declare the death of older techniques like cold calling. With the advent of social selling and digital ...

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The Basics of How To Leverage Customer Success as a Growth Engine

Feb 15, 2018 9:00:00 AM - By George Albert

As the SaaS and technology industries become more crowded with niche products, software companies are facing new challenges around customer retention. ...

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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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Beyond Personalization: Using The Tech Stack For Higher Quality Prospecting

Oct 17, 2017 10:00:59 AM - By Jake Dunlap

When it comes to prospecting and early prospect engagement, it’s crucial that Sales Leaders optimize their technology stack to reach modern B2B buyers actively ...

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7 Lessons for Millennials Who Are Afraid of Cold Calling

Sep 26, 2017 11:41:10 AM - By Daniel Disney

How could there be anything worse than phoning a total stranger, interrupting their very busy day and then trying to sell them something? Most of us have been ...

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Salespeople: Your Emails Suck—Here's What To Do About It

Sep 18, 2017 11:36:18 AM - By Steli Efti

I’m just gonna come out and say it: Most sales emails suck. And I’m not talking “mildly ineffective” suck. No, I’m mean, “You just talked your prospect out of ...

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

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

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

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How to Leave Sales Voicemails People Actually Want to Respond To [Roundup]

Sep 8, 2017 9:56:03 AM - By George Albert

Welcome to your weekly roundup for September 1-8. This week we have some valuable thought leadership from Mark Roberge, Tiffani Bova and Tamara Schenk. Scroll ...

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Taking the Terror Out of Cold Calling [Roundup]

Sep 1, 2017 9:33:11 AM - By George Albert

Welcome to your weekly roundup for Aug 25 - September 1. This week we’ve got 3 battle-tested strategies to make the necessary evil of cold calling easier, ...

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How To Turn Social Comments Into Leads

Aug 17, 2017 12:50:19 PM - By Samantha McKenna

In my role, I have a chance to talk to sales reps at every level, and across a wide variety of companies, daily. One of the common themes that always presents ...

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Salespeople: Get Buyers to Pay Attention To Your Outreach [Roundup]

Aug 11, 2017 11:35:49 AM - By Julia Manoukian

Welcome to your weekly roundup for Aug 4 - 11. This week we’ve got advice on how salespeople can get buyers to pay attention to their outreach, where sales and ...

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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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Started From The Bottom: How I Worked My Way To The Top In Sales

Aug 8, 2017 10:49:13 AM - By Daniel Disney

Now I would personally say that I’ve been selling since I was 8 years old. At 8 years old, I built a mini arcade in my garage and sold tickets to local kids to ...

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Is The SDR Role Killing Sales?

Jun 13, 2017 11:00:00 AM - By Mitch Morando

Attn: Sales Leaders + SDRs

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7 Simple Steps To Nurture Prospects When They've Gone Dark

Apr 25, 2017 9:53:47 AM - By Max Altschuler

In sales, a lot of things can trigger a migraine. Your team didn’t make the cut this quarter. Some customers have ridiculous expectations. An account manager ...

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Why Coaching Top Reps Is Silently Killing Your Sales Force

Apr 18, 2017 12:25:46 PM - By Bob Marsh

As a sales leader, you don’t need me to tell you that the pressure of hitting your number leaves you awake in the middle of the night. Not only does your job ...

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Three Lessons for Salespeople Who Don’t Want to Be Replaced By AI

Mar 20, 2017 11:45:34 AM - By Amar Sheth

Warren Buffett needs no introduction. Affectionately known as The Oracle of Omaha, he has put a noticeable spotlight on the world of investing.

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A Three-Pronged Approach To Crush Sales Competition

Mar 7, 2017 10:53:10 AM - By Monika Götzmann

In the world of sales, competition provides one of the single biggest obstacles to success. For example, a survey conducted by McKinsey & Company found that 85 ...

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3 Ways Increasing Yield Per Rep Is Like The Olympic 100 Meter Dash

Feb 27, 2017 1:55:12 PM - By Jamie Shanks

I was recently on a conference call with Sauro Lamberti, Managing Director of Nuovamacut in Italy. We were talking about the digital transformation that ...

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Cold Calling Advocates: Sincere, But Sincerely Wrong

Jan 30, 2017 11:05:53 AM - By Amar Sheth

Quick, tell me what’s wrong with this strategy: let’s cut down a rainforest to print a book.

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How to Run an Impressive First Meeting: A Guide for B2B Salespeople

Jan 25, 2017 10:01:53 AM - By Jason Whyte

Source: AP These past couple of months I’ve had several people shadow my meetings for learning purposes. So, I’ve found myself reviewing these meetings while ...

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Why Your Buyers Never Email You Back

Dec 21, 2016 9:56:56 AM - By Dave Howe

It’s shocking to me how many terrible emails I still receive from sales professionals. Literally every day I receive at least 1-2 emails from sales reps ...

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The Personal Branding Strategy That Got Me On Par With Top Sales Leaders

Nov 29, 2016 1:23:21 PM - By Jamie Shanks

When I think back to my early days in sales, I owned a consulting firm, and I desperately needed to build a personal brand.

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How Prospect Theory Can Transform Your Executive Conversations

Nov 23, 2016 11:48:02 AM - By Conrad Smith

All of you road warriors have lived through this. I was in the airport terminal last week getting ready to board my flight home, when an announcement came from ...

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Lazy Salespeople, It's Time To "Promance"

Nov 18, 2016 12:49:30 PM - By Amar Sheth

Prospects. We all have them. Romance. We all want it.

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Relationship Selling Is Not Dead: Scale Intimacy, Sell More

Nov 14, 2016 2:26:59 PM - By Julia Manoukian

A few years back, Matt Dixon and Brent Adamson published a blog post on HBR called Selling Is Not About Relationships. The post, which challenged the idea that ...

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Is Account Based Sales Development Right For Your Organization?

Nov 8, 2016 10:47:42 AM - By Jon Miller

Account Based Sales Development (ABSD) is a huge step forward for the world of sales development. It's much more sophisticated and effective than ‘hitting the ...

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5 Proven Strategies for Sales Growth [Infographic]

Nov 2, 2016 12:28:41 PM - By Julia Manoukian

How can sales leaders drive above market growth in today’s digital world? To what extent Sales Growth Training can help?

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What Is The Real Evidence For Cold Calling Effectiveness?

Oct 31, 2016 12:23:38 PM - By Ron De Appolonia

Over the past little while I have seen a battle brewing between those who say cold calling is dead and those who claim it is alive and well (and that any ...

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Why Social Listening Is Important To Your Sales Team

Oct 25, 2016 11:15:17 AM - By Cameron Brain

One of the most exciting aspects of social selling is that it applies to all types of organizations and teams. And yet, whenever marketing suggests that sales ...

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3 Sure-Fire Ways To Warm Up Your Cold Call

Oct 4, 2016 9:55:53 AM - By Alaysia Brown

As Mark McCormack so clearly stated, “All things being equal, people will do business with a friend; all things being unequal, people will still do business ...

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Why Social Selling Is More Than Just A BuzzWord

Sep 19, 2016 10:00:00 AM - By Julia Manoukian

Social selling is one of the hottest buzzwords in sales right now. If you don’t believe me, just take a look at how use of the phrase has been on a steady ...

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Account-Based Sales Tactics With LinkedIn Navigator

Sep 15, 2016 2:35:22 PM - By Dave Howe

Account-based selling is all the talk these days. What you as a sales professional or leader might not know is that LinkedIn Navigator is an incredibly useful ...

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The Sales Battle: 3 Data-Backed Risks Of Not Social Selling [Infographic]

Sep 14, 2016 10:59:12 AM - By Julia Manoukian

The sales battle is ripe with competition. In the today's disruptive landscape, sellers are scrambling to step ahead and be the first ally in their buyers' ...

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Window Time: How Your Sales Team Can Create Original Insights

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

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

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Why Are Sales Teams Having Less Conversations?

Aug 26, 2016 2:01:17 PM - By Amar Sheth

Does this title surprise you as a sales leader or sales professional? It shouldn’t.

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Touchdown: How To Score $250,000 Deals By Researching Your Buyer

Aug 23, 2016 10:30:00 AM - By Dave Howe

If you don’t understand your buyer today, you’re never going to be able to reach them. Just because it’s easier to find buyers through social channels like ...

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A Multi-Pronged Strategy To Win Impenetrable Accounts

Aug 17, 2016 11:30:02 AM - By Ron De Appolonia

Every sales professional can recount a story from experience about a target company or account that despite their best efforts, was impossible to penetrate. ...

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No Chill: The Ultimate Way To Warm Your Cold Call

Aug 16, 2016 11:26:02 AM - By Julia Manoukian

There's a time for chill and this is not it. When people say “no chill,” they are often talking about flailing around with undirected energy when you should be ...

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Think Executives Are Purely Rational? Think Again

Aug 15, 2016 12:53:18 PM - By George Albert

A large number of companies try to sell their product or service to high-level executives. A myth has long swirled around the topic of executive ...

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Dear Sales Leader: Here Are 6 Reasons Why We're Behind Our Competitors

Aug 11, 2016 9:58:04 AM - By Julia Manoukian

The truth doesn't have to hurt. The Titanic called itself “unsinkable” so much that it started believing its own hype, and everyone knows where that went. ...

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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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12 Ways To Overcome Your Summer Sales Slump

Aug 7, 2016 11:00:00 AM - By Julia Manoukian

Ah, summertime and the livin' is easy. But the sales might not be. Executives and professionals tend to spend more time on vacation, with their families or ...

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Selling In Reverse: How To Socially Ambush Like A Pro

Aug 3, 2016 1:46:48 PM - By Dave Howe

Social Selling is our specialty here at Sales for Life, so it’s a big part of everyone’s daily routine (if you're looking for a daily social selling routine ...

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Think Outside The Clock: Why Sunday Is The Best Day To Sell

Jul 24, 2016 2:00:00 PM - By Dave Howe

If you’re like many sales professionals, you typically don’t work outside of the 9 to 5. You may even follow my successful social selling routine, which ...

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20 Quotes On What It Takes To Build A High-Performance Sales Team

Jul 19, 2016 1:36:19 PM - By Julia Manoukian

Building a high-performance sales team isn't easy. Especially in the digital age, sales leaders and professionals are bombarded with content, information and ...

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You're Killing Your Customers: The 7 Deadly Sins Of Sales

Jul 17, 2016 11:00:00 AM - By Julia Manoukian

What's worse than not hitting your quota? Killing relationships with customers, that's what.

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How An SDR Books Meetings Without Picking Up The Phone

Jul 12, 2016 11:00:00 AM - By George Albert

As an SDR assigned to target accounts, it is my goal to connect with VP & C level decision makers at enterprise organizations on a daily basis.

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It's H2H Not B2B: Why You Need To Stop Sending Unpersonalized Emails

Jul 8, 2016 9:39:43 AM - By Julia Manoukian

An email inbox, even one with a work domain, is a personal space. Imagine walking down the street as someone approaches with a giant grin and says, "Hi ...

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Sales Glossary: What Are Buyer Personas for Sales?

Jul 6, 2016 11:49:19 AM - By Julia Manoukian

Know your buyer. Whether you’re in marketing or sales, we all know how important this statement is when targeting customers and crafting messages. Emails, ...

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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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Broken Telephone: Why Buyers Won’t Call You Back

Jun 30, 2016 9:06:56 AM - By Dave Howe

There’s no doubt that as a sales pro, one of the biggest challenges of your job is when buyers don’t answer or return your calls. But why the radio silence ...

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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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5 Books For Sales Leaders With High Performing Teams

Jun 24, 2016 10:17:27 AM - By Jamie Shanks

As the title of this blog states, I’ll provide a list of top books sales leaders should read for high performing teams. But let me preface this post by saying ...

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

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

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

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Wake Up Salespeople: You’re Pushy And Have Poor Listening Skills [New Research]

Jun 17, 2016 11:13:13 AM - By Ron De Appolonia

No one can doubt that today’s technology has changed the buyer-seller dynamic. Some would even say that selling is getting harder because of it. Traditional ...

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How To Use Social Selling At Every Stage of The Buyers' Journey

Jun 10, 2016 11:51:35 AM - By Jamie Shanks

How do the three sales drivers below fit into the three stages of the traditional sales process: the top of the funnel, middle of the funnel, and bottom of the ...

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12 Hard-Hitting Quotes To Pump Up Your Sales Team

May 23, 2016 10:24:54 AM - By Julia Manoukian

Motivation is a key component of driving success. Especially in sales or marketing, motivation often leads to increased pipeline and revenue. That’s why it’s ...

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4 Simple Ways To Revive Cold Calling From The Dead

May 16, 2016 1:10:05 PM - By Amar Sheth

Those that believe cold calling isn’t dead often say that salespeople need more training on it. They suggest that there is a problem with sales people, not ...

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3 Ways to Effectively Consume Content Faster, Smarter And Better

Apr 27, 2016 12:08:22 PM - By Dave Howe

As a modern business professional—particularly a sales professional, you need to constantly consume content. Consuming content allows you to remain current and ...

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How To Avoid The Pitfalls Of A Single-Threaded Sales Approach

Apr 13, 2016 1:07:56 PM - By Dave Howe

Are you losing valuable deals because your account relationships are single-threaded? This happened to one of our clients, a large publishing company. The ...

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The Inconvenient Truth: Why Your Cold Calls Go Unanswered

Apr 5, 2016 2:25:55 PM - By Amar Sheth

With all of the data around the near Wall Street-type collapse of cold calling effectiveness, why is it that our sales industry still sings its praises? That’s ...

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How To Send LinkedIn InMails That Lead To Sales Opportunities

Apr 1, 2016 2:11:30 PM - By George Albert

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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Starting Your Day Right: A Daily Sales Routine For Success

Mar 28, 2016 10:30:00 AM - By Dave Howe

Do your days start with the best intentions but quickly get derailed? Are you often distracted by responding to emails and feel scattered throughout your day?

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No More Cold Calls: Are They Effective For Sales? [Infographic]

Mar 16, 2016 4:01:13 PM - By Daniel Ku

"I love it when I receive cold calls." - said nobody. The numbers don't lie, less than 2% of cold calls actually result in a meeting. As buyers continue to go ...

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High Performing Sales Teams Know When To Press The Hard Reset

Mar 14, 2016 1:36:50 PM - By Jamie Shanks

Over the last couple of years, I’ve attended nearly 100 sales kick-offs and quarterly business reviews. And at each one of these events, I’m always amazed at ...

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Challenging The Status Quo: Cold Calling And Sales Quotas

Mar 11, 2016 2:31:52 PM - By Amar Sheth

“Brace yourself. This will upset a lot of people.” That’s what one of my colleagues said after they read this. And then a few other colleagues basically ...

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Cold Calling Alone Comes at a Price

Mar 3, 2016 3:07:10 PM - By Amar Sheth

It’s 2016 and there’s one thing that won’t change this year: with technology comes disruption. While this statement doesn’t come as a shocking surprise, it ...

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How To Leave Effective Voicemails Using Social Selling

Mar 2, 2016 3:14:53 PM - By Dave Howe

Voicemail: you either love it or hate it. But there’s no mistaking that sales professionals are still relying heavily on the phone to make connections, create ...

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5 Fundamentals Every Sales Leader Should Master

Jan 25, 2016 10:49:33 AM - By Jamie Shanks

Do you know what your sales team should be doing on a daily basis to be successful? As our buyers become more in-depth with social media for business, you need ...

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Sales Coaching Simplified: 3 Indicators Of Effective Social Selling

Jan 22, 2016 8:01:19 AM - By Jamie Shanks

“The harsh truth is that those in sales and sales leadership who understand and master the basics thrive, and those who ignore them perpetually struggle.” - ...

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5 Cold Calling Fails And How To Fix Them With Social Selling

Jan 4, 2016 8:46:47 AM - By Jamie Shanks

Have you heard that cold calling is back from the dead? It turns out that cold calling is a bit like Mark Twain: Reports of its death have been greatly ...

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The One Element You’re Missing In Social Selling (Hint: A LinkedIn Profile Isn't Enough)

Dec 14, 2015 9:55:40 AM - By Amar Sheth

If you’re a sales leader or professional, you’ve likely been made aware of the growing importance of social networking. You may have a LinkedIn profile and a ...

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Shifting Core Performers To High Flyers For Better Quota Attainment

Dec 10, 2015 9:11:19 AM - By Jamie Shanks

When you look at your sales force, do you have some sales professionals that are rock stars, while the rest of your sales team lags behind? The best sales ...

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Why Your Sales Team Will Lose Their Jobs To Computers By 2020

Nov 6, 2015 9:38:44 AM - By Jamie Shanks

I firmly believe that any sales professional who doesn’t make an adjustment over the next five years will be completely redundant. This is especially true for ...

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Overcoming This Common Sales Objection: No Budget

Nov 3, 2015 8:50:28 AM - By Jamie Shanks

Do your prospects often tell you “I don’t have budget?” This is one of the most common objections sales professionals hear. But as a business owner and CEO of ...

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The Real Opportunity For Socially Connected Millennials In Sales

Nov 1, 2015 1:58:08 PM - By Jamie Shanks

There’s a misconception that social and digital selling is ideal for the millennial. After all, they already use social media in their personal lives and are ...

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How To Replace Cold Calling With Warm Instructions

Oct 25, 2015 2:57:21 PM - By Jamie Shanks

Cold calling is often cited as one of the least-favorite activities salespeople take part in. Even seasoned members of the sales team can feel a touch of ...

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Numbers Don’t Lie: If Your Buyers Are Online Then So Should You

Oct 18, 2015 2:51:36 PM - By Amar Sheth

Many of us in the Social Selling circles talk about a stat that CEB has researched that reveals that 57% of a B2B buyer’s journey is now done online without a ...

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7 Email Mistakes Salespeople Should Avoid When Pitching

Oct 12, 2015 7:35:55 AM - By Jamie Shanks

In today's competitive business environment, it is critical that salespeople leverage all available channels to connect with prospects. One often overlooked ...

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How To Overcome The Top 4 Sales Objections With Social Selling

Oct 9, 2015 7:34:47 AM - By Jamie Shanks

As a sales professional, you’re probably used to hearing objections from clients about why they can’t or don’t want to use your solutions. But did you know ...

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How One Sales Pro Creates 30% Of His Revenue From Social

Oct 6, 2015 7:46:06 AM - By Amar Sheth

Meet some one who is attributing 30% of his revenue from social: Jack Kosakowski. He’s a Regional Sales Manager at Act-On Software and uses social to convey ...

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I Hope My Wife Doesn't Read This... Why Salespeople Should Romance Prospects

Sep 29, 2015 12:27:13 PM - By Amar Sheth

Prospects. We all have them. Romance. We all want it. One of the most frequent complaints and pet peeves prospects have about sales professionals is that we ...

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Only 3% Of Cold Calls Work: Here's How To Fix It

Sep 28, 2015 12:26:45 PM - By Amar Sheth

Every time I write anything about cold calling, I seem to upset a lot of people. But I hope you see the reality of these numbers. I can’t verify that cold ...

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Should Leaders Practice Social Selling Or Leave It To Their Team?

Sep 25, 2015 9:35:29 AM - By Amar Sheth

Generals lead by example. In every historically-notable war story, we’ve witnessed this common, underlying trend. As leaders, the generals provide inspiration, ...

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How To Get Informed About Your Prospect Without Spying

Sep 23, 2015 12:47:35 PM - By Amar Sheth

I call it “socially surrounding” the buyer but many people, in jest, call it spying. Call it what you will but the advantages are obvious: listening to what ...

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The Truth? You Can't Handle The Truth: Tackling 3 Big Social Selling Misconceptions

Sep 21, 2015 11:42:22 AM - By Amar Sheth

Be forewarned – this is Part 2 of many more. I wish that wasn’t the case but there are too many misconceptions about Social Selling in the market that are ...

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Sales Pros Vs. Laggards: How To Close The Skills Gap

Sep 9, 2015 8:26:23 AM - By Jamie Shanks

Over 20-50 sales kick-offs every year, over 10,000’s of sales professionals from every corner of the world. I've encountered sales professionals from every ...

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Overcoming Your Prospect's Lack Of Urgency To Create More Sales

Sep 8, 2015 5:45:48 AM - By Amar Sheth

So much of our time in sales is spent on convincing people on the value of our solution. Even if they’re convinced of the value, pushing them off the status ...

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5 Reasons Why Knowledgeable Salespeople Are Effective At Closing Deals

Jul 28, 2015 5:08:32 AM - By Jamie Shanks

Being first is great, but it's not enough. To win the sale, you have to be first and have the right knowledge to help your buyer. A study from Forrester found ...

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From Cold Calling To Crushing Quota: The Story Of A Social Seller

Jul 9, 2015 9:45:12 AM - By Amar Sheth

On January 2nd, 2002 I joined a hot technology company in Toronto (where I’m based) as an Inside Sales Representative. My job was to man the phones, help ...

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The Great Debate: Should Sales Pros Create Their Own Content? [Video]

Jun 16, 2015 8:31:44 AM - By Amar Sheth

This has been a very hotly debated topic over the last 18 months or so. There are two camps of thought here and both sides are extremely passionate about their ...

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Helping Is The New Selling: How Creating Value Uncovers Opportunities

Jun 12, 2015 6:58:07 AM - By Amar Sheth

If we were to ask most buyers today about how they perceive sales professionals, I’m pretty sure we know what they’d say. But the question is why do they feel ...

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10 Undeniable Social Selling Truths According To The Experts

Jun 10, 2015 8:00:36 AM - By Dave Howe

Social Selling is a must for today’s sales professionals. You can't ignore the fact that buyers have usually completed up to 57% of their journey before they ...

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How The Power Of Social Proof Can Help Drive New Revenue

Jun 8, 2015 6:38:51 AM - By Jamie Shanks

There’s no doubt that Social Selling training has many benefits. But when you’re connecting with new clients, even if you have a great product and are saying ...

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3 Harsh Realities Of Cold Calling And How To Avoid Them [Video]

Jun 4, 2015 7:15:06 AM - By Amar Sheth

Here we go, another “bash cold calling” blog post, right? Far from it! Cold calling still works (in various degrees for all of us) but should it be the only ...

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Cold Calling And Social Selling: Friends or Foes? [Video]

May 27, 2015 7:52:20 AM - By Amar Sheth

“Social sellers are telling everyone to stop picking up the phone.” And “cold calling is the only thing that works…don’t bother with anything else!” These are ...

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So What? Who Cares? It’s About Your Buyers, Not You [Video]

May 20, 2015 8:21:16 AM - By Brian Lipp

How are you challenging yourself to learn about your buyer’s needs – are you asking yourself, “so what, who cares?” before every market interaction? You decide ...

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Why Your DIY Social Selling Program Is A Ticking Time Bomb

May 12, 2015 8:22:59 AM - By Jamie Shanks

PeopleLinx is dead right when they report that 60% of companies are stuck with sales reps performing just “Random Acts Of Social”, as opposed to consistent ...

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How Social Selling Trumps Cold Calling: 5 Actionable Tactics

May 6, 2015 11:50:49 AM - By Amar Sheth

As a sales professional, you know how important researching your buyer can be before you cold call or use any other tactics. You can use social media today to ...

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Crawl, Walk, Run: The Evolution of A Salesperson [SlideShare]

Apr 30, 2015 7:36:55 AM - By Daniel Ku

“Connected selling is informed selling.”

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The Boomerang Effect: Creating Win-Win Relationships

Apr 25, 2015 8:56:30 AM - By Amar Sheth

Social psychologists call it The Boomerang Effect. Politicians call it Blowback. Spiritually, it can be called Karma. Whatever you call it, what goes around ...

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The Good, The Bad And The Ugly Of Cold Calling

Apr 24, 2015 6:01:08 AM - By Jamie Shanks

Sales professionals: I need to get something off my chest. The following post may read like a rant, but this has been bothering me about cold calling. Here’s ...

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Inspire Your Social Selling With These 12 Expert Quotes

Apr 21, 2015 8:55:17 AM - By Daniel Ku

There’s nothing more motivating than feeling empowered by some real hard-hitting words. If you’re in the sales or marketing industries, then you definitely ...

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10 Practical Tips To Perfect Your Sales Deck

Apr 17, 2015 8:43:54 AM - By Daniel Ku

As a sales professional, your sales deck is one of your greatest assets. Every sales meeting you walk into, it should complement the conversations you're ...

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5 Questions To Qualify Your Leads: A Checklist for Social Sellers

Apr 14, 2015 7:30:54 AM - By Jamie Shanks

I'm not a big fan of wasting time. That's why I avoid cold calling. The time I spend qualifying Social Selling leads literally pays off by giving me all the ...

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What A Successful Social Selling Routine Looks Like

Apr 13, 2015 9:47:48 AM - By Daniel Ku

There are 7 days in every week and each day lasts a mere 24 hours no matter how much you’d wish your day was longer. Each minute in your day is critical to ...

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The ROI Of Social Selling: Give Me $1 And I’ll Give You $5 [Video]

Apr 10, 2015 10:53:33 AM - By Amar Sheth

There is a ton of talk about Social Selling in the market. If you’re in sales or marketing today, there doesn’t appear to be a shortage of it. Sales people are ...

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10 Habits of Highly Effective Social Sellers

Apr 9, 2015 9:30:08 AM - By Jamie Shanks

Just a little over a quarter of a century ago, a little pamphlet called The 7 Habits of Highly Effective People sold 25 million copies and introduced the world ...

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How One Sales Manager Is Getting Over 33% of His Pipeline from Social Selling! [Video]

Apr 2, 2015 7:02:36 AM - By Amar Sheth

It took me about 6 months to get my act together, but I was finally able to interview Dale Zwizinski for this episode of The Social Success Factor. Have you ...

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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 Social Selling Must Be Part Of Your Daily Routine

Mar 18, 2015 8:29:54 AM - By Dave Howe

I'm a social seller. It's who I am when I go to bed at night. Social Selling is a part of my DNA, but I understand that others may not find it so intuitive. ...

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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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Ensuring Social Selling Success: The Power of Triple Alignment

Mar 9, 2015 12:17:21 PM - By Jamie Shanks

When you’re adopting social selling into your organization, you need approval from the executive team. But once you get the executive buy-in, then what? For ...

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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 7 Deadly Sins of Social Selling

Mar 2, 2015 9:55:59 AM - By Jamie Shanks

Freedom is nice. Rigid cold call scripts usually feel claustrophobic and fake, for both you and your prospects, which is one of the biggest reasons that 78 ...

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Sales Trends In 2015: Predictions By 14 Industry Experts [Report]

Feb 27, 2015 9:16:15 AM - By Jose Sanchez

Everybody’s got an opinion. But not all opinions are equally good, at least not in the business world. If you want to hit your average yearly quota, keep doing ...

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How Content Transforms Salespeople [Infographic]

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

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

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Why Blended Learning Gets You Social Selling Harder, Better, Faster, Stronger

Feb 25, 2015 10:41:58 AM - By Jamie Shanks

Continuous training is a regular part of a sales professional’s life. But when it comes to social selling training, most sales teams have either educated their ...

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

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

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

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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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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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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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10 Social Selling Truths You Can't Ignore

Feb 12, 2015 12:16:30 PM - By Jose Sanchez

Selling's always been a social pursuit, but social selling has taken the place of old-fashioned backslapping in today's business. Social selling involves ...

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4 Simple Reasons Why Sales Reps Should be Chief Listening Officers [Video]

Feb 11, 2015 11:05:38 AM - By Amar Sheth

Here’s a novel concept: let’s listen to our buyers! From the day we contemplated joining the sales profession right down to today, our Managers, Directors and ...

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What Does A Top Marketing Executive Say About Being Socially Engaged?

Feb 9, 2015 12:55:27 PM - By Jamie Shanks

Meet Magdalena Kotek, Global Marketing Leader at Global Financial Solutions @ GE Capital. Magdalena, Jill Rowley, and I were having a beer at a fabulous ...

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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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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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Attention Managers: 7 Skills And Traits Of Modern Sales Teams

Jan 28, 2015 2:28:41 PM - By Jamie Shanks

Most businesses have realized that in order to continue on successfully, they have to employ modern sales tactics that have been adapted to the current ...

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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 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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How To Be An Influencer: The 6 Principles Of Persuasion [Infographic]

Jan 6, 2015 6:35:20 AM - By Jose Sanchez

Understanding what motivates people helps us to better tailor our content and overall messaging to speak to their needs. The following infographic by Dr. ...

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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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You Better Watch Out: Have You Made Santa’s Social Selling List?

Dec 22, 2014 8:07:54 AM - By George Albert

When the calendar turns towards December, the thoughts of sales and marketing professionals turn to… more business. The new year, and a new start, is just ...

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LinkedIn’s Forgotten Rule: If You Want to Connect, Just Connect

Dec 19, 2014 1:05:23 PM - By George Albert

Before the advent of social media, conversation was easy. And by easy, I mean unencumbered. I’m certain that accomplished sales and marketing professionals ...

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

Dec 2, 2014 1:37:40 PM - By George Albert

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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Does Your Company Have What It Needs For Social Selling Success?

Dec 1, 2014 1:41:01 PM - By Jamie Shanks

Welcome to the Social Hierarchy of Organizational Needs. This is a reverse-engineering of Maslow’s Hierarchy to represent the order of importance of different ...

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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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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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Checklist: The Anatomy Of A Perfect Sales Pitch

Nov 14, 2014 4:36:01 PM - By Jose Sanchez

How does the perfect sales pitch look like? What makes a good subject line? Is there a prescriptive process I can follow to write sales pitches? Most people ...

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

Nov 11, 2014 11:02:47 AM - By George Albert

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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What’s The Secret To TOP Sales Success? Hint: It Starts With Overcoming Your Fears! (Video)

Nov 5, 2014 11:03:37 AM - By Amar Sheth

Don’t worry, be happy. Let me give you some background. Us wonderful sales professionals are constantly worried. Worried about quota/targets, meetings, ...

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3 Lessons Crown Molding Taught Me About Social Selling Tools

Nov 4, 2014 10:59:24 AM - By George Albert

One of my bucket list items is to appear on the television show Renovation Realities. For the uninitiated, this program profiles ordinary people attempting to ...

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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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3 Ways Not To “Pitch” When Social Selling

Oct 22, 2014 1:43:21 PM - By Amar Sheth

I read this great blog the other day by Barbara Giamanco and she mentioned a term that I instantly loved, the feature dump. It got me thinking about how sales ...

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The Key Elements Of A Successful Social Selling Routine

Oct 22, 2014 7:21:09 AM - By George Albert

Whenever we hear the word routine, our thoughts immediately turn to something that is dull, monotonous, or tedious. Establishing a routine, or habit, for ...

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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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Losing your Gen Y sales talent? YOU WILL!

Oct 20, 2014 7:26:35 PM - By Jamie Shanks

Gen Y = any sales professional on your team born after 1980. That makes your oldest Gen Y 34 years old. Do you know what’s different about them (I’m 36 years ...

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Social Selling Rockstar: Everybody Needs a Koka!

Oct 17, 2014 2:06:20 PM - By Jamie Shanks

Do you have a “Koka” in your business? Haha. This was a great quote from the LinkedIn SalesConnect event in San Francisco on Thursday, September 17th. I’m ...

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Relationship Builders vs. Connection Collectors (Video)

Oct 15, 2014 1:35:06 PM - By Amar Sheth

As a sales professional in this day and age, are you interested in building relationships or collecting connections? Sounds like a rhetorical question and one ...

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

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

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

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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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Setting Up The Quintessential Twitter Account (For Sales Pros)

Oct 8, 2014 8:20:29 PM - By Dave Howe

The value of Twitter is implicit to sales and marketing professionals. Everyone knows that it is important in some respect and that they should probably be ...

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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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Twitter Success: How To Score More Sales In Less Than 140 Characters

Oct 7, 2014 11:18:21 AM - By George Albert

With more than 500 million tweets sent each day from an average active monthly user base of 271 million people (and growing), Twitter can seem a bit daunting, ...

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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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Developing A Routine For Social Selling [Google Plus Podcast]

Sep 15, 2014 7:46:53 PM - By Jose Sanchez

If content is King, then Social Media is Queen. Kevin Thomas Tully, Chief Sales Officer at Sales for Life, was interviewed as part of the Linking Into Sales ...

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4 Expert Tips That Will Make You A Better Social Seller

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

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

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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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The State Of Social Selling In 2014 [Infographic]

Aug 22, 2014 2:18:14 PM - By Jose Sanchez

Social selling is having an important impact in the way buyers interact with companies. According to a study by Social Centered Selling, 54% of social ...

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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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Don’t Worry, Be Happy as a Social Seller

Jul 24, 2014 6:01:10 AM - By Dave Howe

Social selling is your new secret weapon for reaching your sales targets. If you currently hold a quota-carrying sales position or had one in the past, then ...

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#S4LSocial: And Here’s the Pitch…

Jul 22, 2014 7:50:43 AM - By George Albert

You’re invited to throw out the ceremonial first pitch at a Major League Baseball game. How do you prepare for the moment when a crowded stadium is watching ...

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Fighting with 2 Hands Tied Behind Your Back! (Video)

Jul 20, 2014 5:00:33 AM - By Amar Sheth

If someone offered you a huge sum of money to get into a boxing ring with two hands tied behind your back, hopping on one foot and having a blind fold on, ...

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“I’m Tired… of Waiting” (Video)

Jul 8, 2014 2:21:54 AM - By Amar Sheth

Does your company's management understand the value of social selling or are you tired of waiting for them? Social selling: what are your thoughts on it? Check ...

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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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SHUT UP and Listen to Your Prospects

Jun 17, 2014 9:34:42 AM - By Dave Howe

As sales professionals, one of the hardest skills for us to learn is LISTENING. Our managers and mentors teach us hundreds of things: how to cold call, how to ...

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Ask the Expert – Daily Social Selling Advice

Jun 5, 2014 4:51:31 AM - By Dave Howe

We're excited to introduce a new social selling resource: Daily Social Selling Q&A. Here at Sales for Life we are constantly thinking up new ways to improve ...

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How to Track Your Sales Emails for FREE (Video)

May 28, 2014 1:19:51 AM - By Dave Howe

As a sales professional, it is very important to receive insights on the emails that you send to prospects. Often, we send an important email to a prospect ...

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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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Ignore & Avoid Social Selling at Your Peril!

May 15, 2014 8:01:42 PM - By Amar Sheth

Social selling is here to stay. If you ignore or avoid facing this reality, you'll ultimately be punished. We’re bombarded with so much information these days. ...

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A Few Bad Apples in Sales (Video)

May 13, 2014 8:57:14 AM - By Amar Sheth

A few bad apples spoil the bunch. Have you heard that saying before? Here’s the problem. We’re the rotten apples that this saying is talking about! In the ...

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What Does Jack Bauer and Social Sellers Have in Common?

May 12, 2014 6:52:08 AM - By Dave Howe

How are social sellers like Jack Bauer of 24? They both have a diverse set of tools to get the job done. For those of you that have ever watched the show 24 ...

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Do Phone Calls Have a Place In Social Selling?

Apr 28, 2014 12:56:22 AM - By Amar Sheth

Social selling isn't replacing the telephone, but it is replacing cold calling. “Baby please forget me not, I want you to remember.” - Patrice Rushen For those ...

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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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3 Sales Nuisances to Make You GASP!

Apr 9, 2014 12:06:13 PM - By Amar Sheth

The sales industry has made little progress on updating sales best practices despite how technology has changed the way people interact with each other. If you ...

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No One Ever Got Fired for Buying IBM

Mar 26, 2014 12:58:54 PM - By Amar Sheth

Have you heard the saying 'No one ever got fired for buying IBM'? It was a popular one in the business world, used to describe how IBM was always considered ...

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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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Sales: Become Social Media Natives

Mar 18, 2014 11:18:48 AM - By Amar Sheth

Sales people are versatile creatures. They’ll adapt to any situation, location and venue quite well with ease and poise. While a sales person over the phone ...

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My Al Pacino-Style Rant Against Ignorant Sales Leaders

Mar 15, 2014 7:34:24 AM - By Amar Sheth

If you ask sales leaders what matters most, they’ll likely tell you that it’s the numbers. Hitting targets, exceeding quota and overachieving budget are all ...

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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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Is Your Old School Sales Process Killing Your Recruiting?

Mar 11, 2014 7:25:38 AM - By Jamie Shanks

The next generation of sales reps will bounce from job to job until they find cultures and sales processes that align with the ways they work. I’m not ...

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Trusted Advisor? Keep the Advice!

Mar 10, 2014 6:36:43 AM - By Amar Sheth

It’s unfortunate when words that once meant something are now being used by anyone and everyone. Words have real power and meaning but only when backed up by ...

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5 Absolutely Must-Know Customer Patterns

Mar 2, 2014 3:00:29 AM - By Amar Sheth

If success leaves clues, then surely there must be clues hidden in lots of places you’re not yet thinking about. If that's on social media, spot the must-know ...

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How Should You Plan to Use LinkedIn Publishing?

Mar 1, 2014 3:00:09 AM - By Jamie Shanks

You've probably heard about a powerful new social selling tool: LinkedIn Publishing. How can you use LinkedIn Publishing to help your buyers? Over the last few ...

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How to Thrive in the New Connection Economy

Feb 28, 2014 7:55:31 AM - By Amar Sheth

As of late, I’ve been really fascinated with the new connection economy, a subject that makes complete sense to me because it’s all around us. If you take a ...

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Ascending K2: The 'New' Klout and It's Impact on Social Selling

Feb 25, 2014 4:39:44 AM - By George Albert

Content aggregation tools like the 'new' Klout are helping social sellers serve their communities with relevant and timely information. Have you made them a ...

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It's About The Relationship, Not The Transaction

Feb 24, 2014 4:56:31 AM - By Amar Sheth

In the frantic world of sales that we live in, it's easy forget what’s really right for the customer. We’re so focused on transactions that we overlook the ...

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Stop Ignoring the Power of Persistence and Influence Selling

Feb 21, 2014 3:30:44 AM - By Amar Sheth

In high school, most of us were introduced to the concept of positive correlation. In case your math is a little rusty, a positive correlation is a ...

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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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In The New Economy, Everyone Is In Sales

Feb 19, 2014 5:12:43 AM - By Amar Sheth

The rules of the 'new economy' extend far beyond traditional sales roles. Today, regardless of what you used to do, it's important to accept that everyone is ...

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The Rise of the Micromarketer

Feb 17, 2014 3:30:50 AM - By Amar Sheth

No one knows your customers more intimately than your sales team. The death of mass marketing has allowed marketers to turn their sales professionals into ...

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Email Marketing - Dare To Be Different!

Feb 16, 2014 3:30:26 AM - By George Albert

It's time to re-evaluate the approach that salespeople take to email marketing. That's it! I've had it with email marketing. It's amazing to me how every ...

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Why Are Canadian Sales Teams So Far Behind the Rest of the World?

Feb 14, 2014 5:01:44 AM - By Jamie Shanks

This story is a great representation of the approach Canadian sales leaders are approaching sales today. I was recently pitching a major telecom company in ...

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Put Management In The Hotseat

Feb 5, 2014 3:16:33 AM - By Amar Sheth

3 Must-Ask Questions that Every Sales Professional Should Ask Management With 2014 upon us, many people are experiencing promotions, lateral moves into ...

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Agitate & Disrupt Your Way to Success

Jan 29, 2014 3:33:04 AM - By Amar Sheth

The problem with society today is that we've all become comfortable with being confined to neat and well-defined boxes. Sales professionals are creatures of ...

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How to Shape RFPs & Win More Deals

Jan 24, 2014 9:23:13 AM - By Amar Sheth

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KiteDesk - A Fantastic Tool For Mid-Market And Enterprise Clients

Jan 10, 2014 8:04:47 AM - By Jamie Shanks

Google https://www.youtube.com/watch?v=VQzV__Qw3PI&feature=youtu.be

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Doctor’s Orders: Attend The Art of Sales, January 28, 2014

Dec 16, 2013 9:29:52 AM - By George Albert

Google Are you a professional sales person? Consider yourself a top performer? Call yourself an expert?

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There's no BS in Social Selling

Dec 12, 2013 7:46:38 AM - By Amar Sheth

If I’m not wrong, the empirical data and evidence for social selling is now undeniable. Studies from the big research houses, anecdotal evidence and success ...

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What’s the ROI (Risk of Ignorance)?

Dec 12, 2013 7:20:08 AM - By Amar Sheth

I recently read a great interview from my friend Jeff Simmons (B2B Marketing Portal) who was asking Jill Rowley (of Oracle) about her social selling ...

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Giving Just Enough To Get Everything?

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

Google Sales is a dynamically changing game. Not all sales advice and helpful quotations are created equal. Much like you'll be looking to roll the bottom 5% ...

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BYOB: Bring Your Own Brand

Dec 3, 2013 10:36:16 AM - By Amar Sheth

Today’s topic is something not discussed too often in public. It’s rather impolite. That’s why it’s the best time to talk about it.

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TOP 5 Mistakes I Made in Social Selling

Dec 2, 2013 11:58:33 AM - By George Albert

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If It Ain’t Broke…

Nov 18, 2013 7:44:57 PM - By Amar Sheth

We all know how to finish off that statement, don’t we? How many times have we heard that if it ain’t broke, don’t fix it. When it comes to the world of sales ...

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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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The 5 No’s of Social Selling

Aug 20, 2013 8:46:57 PM - By George Albert

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Part 2 Hootsuite’s Guide on Social Selling

Aug 13, 2013 9:03:40 AM - By Amar Sheth

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Part 1 Hootsuite’s Guide on Social Selling

Aug 13, 2013 8:21:21 AM - By Amar Sheth

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Your Sales Kickoff Sucks!

Aug 13, 2013 5:06:33 AM - By George Albert

The annual sales kickoff at SAP is a spectacle like no other. In fact, many people will live their entire lives without an opportunity to participate in such ...

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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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You Can Take That To The Bank

Jul 23, 2013 9:15:47 AM - By George Albert

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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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Your Biggest Competitor? Your Own Status Quo

Jul 22, 2013 12:47:55 PM - By Amar Sheth

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Help Us Save The Bluebirds!!!

Jul 19, 2013 9:18:46 AM - By George Albert

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Go Where the Puck Will Be - Future of Selling

Jul 19, 2013 5:23:31 AM - By Amar Sheth

"A good hockey player plays where the puck is. A great hockey player plays where the puck is going to be." -Wayne Gretzky

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Are Marketing People Academic, Paper-Pushers, and Irrelevant?

Jul 18, 2013 2:09:00 PM - By Amar Sheth

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Video a Must for Communications and Marketing

Jul 13, 2013 4:33:17 AM - By Jamie Shanks

When we started working with Tata Communications, I was a little nervous. They only like to do one type of communication – VIDEO. I don’t mean Skype; no, they ...

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Top 10 Customer Centric Calls to Action

Jul 10, 2013 10:20:46 AM - By George Albert

Within the mechanics of marketing communication, we have proven time and time again that a good Call to Action can often be exactly what is needed to sway an ...

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Get Inside Your Buyer's Mind

Jul 9, 2013 10:31:04 AM - By George Albert

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It’s All About ABC ABE (Always be Enhancing)

Jun 24, 2013 12:18:58 PM - By Amar Sheth

Every sales professional wants to do one thing. That’s pretty darn obvious. But when the goal of the sales professional and the prospect do not meet, massive ...

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The Only Constant is Change

Jun 24, 2013 11:52:54 AM - By Amar Sheth

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"A Picture Speaks a Thousand Clicks" - Google Authorship

Jun 12, 2013 9:13:03 AM - By George Albert

Google authorship - what is it, and why do I need to know about it? After investing hours upon hours creating catchy, insightful blog posts and otherwise ...

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Frustrated With Sales Training Results – the Fail Might be You!

May 21, 2013 4:25:36 AM - By Jamie Shanks

If you’re a sales manager, or a VP Sales… and you’re frustrated by sales training, you need to take a hard look at how YOU are helping your sales team. Don’t ...

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You Are Who Your Profile Says You Are!

May 16, 2013 11:55:47 AM - By George Albert

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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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“Without Full Disclosure, You’re a Poser”

Apr 24, 2013 7:55:45 AM - By Jamie Shanks

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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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Stop Wondering if Prospects Are Reading Your Emails – Meet ContactMonkey

Apr 17, 2013 4:55:26 AM - By Jamie Shanks

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How Lauren Winer at uSamp Booked 2 Meetings Using Feedly

Apr 8, 2013 7:20:29 PM - By Jamie Shanks

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Q1 is Done and I’m Not Hitting My Numbers!

Mar 27, 2013 6:54:53 AM - By Jamie Shanks

You’re sales reps are in panic mode right now. As the sales manager, you’re looking at not hitting bonus as 30-50% of your team is dragging you down.

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Why Your Sales Manager is Costing You $$$ - Paralysis by Analysis

Mar 8, 2013 7:21:59 AM - By Jamie Shanks

Excuse the entrepreneur in me, but I just don’t understand managers that can’t make decisions? In a small business like ours, stalling on taking action (even ...

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The Power of the Digital Postcard

Feb 27, 2013 9:15:29 AM - By Jamie Shanks

The Digital Postcard - a rarely used sales tool of differentiation. The challenge we were seeing with our own sales process was post demo. After a great ...

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Top 10 Tips From AA-ISP Social in Phoenix

Feb 6, 2013 4:01:21 PM - By Jamie Shanks

AA-ISP couldn't have chosen a better location - hot and sunny Phoenix. When you fly from Toronto, all you hope for is an outdoor venue. No such luck.

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My Pet Peeve - Sales Reps With No Email Signature

Feb 4, 2013 6:26:24 AM - By Jamie Shanks

We have all been in this particular situation, and I know it's driven you bananas too. You are late for a meeting, and you need to get a hold of a specific ...

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Demolish the Chinese Wall: Build a Revenue Generation TEAM

Jan 30, 2013 11:49:15 AM - By Jamie Shanks

One of the largest factors contributing to a dysfunctional lead generation program is the separation of sales and marketing. In so many B2B companies, these ...

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Are Your Sales Reps PESTS or INFLUENCERS???

Jan 30, 2013 10:49:57 AM - By Jamie Shanks

Walk out onto your sales floor after reading this article. Worry if you’re hearing anything like this: “Hi John, just checking in to see what you thought of ...

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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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Sales Kick-off Research – What Does Your Sales Team Want?

Jan 15, 2013 6:50:43 AM - By Jamie Shanks

During the holiday season, Vorsight had completed a survey to analyze the importance of sales kick-offs. Before we dive into what these means for sales ...

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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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Non-Profits – Stop Asking For Donations, And Build Value With Social Selling

Nov 19, 2012 8:00:45 PM - By Jamie Shanks

Sales for Life had the privilege to train CannedWater4Kids on Social Selling, a great non-profit helping ensure everyone has clean drinking water. When you ...

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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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How Social Selling Changed the Landscape of SAP TechEd 2012

Oct 25, 2012 8:07:48 PM - By Jamie Shanks

A few weeks ago, we blogged about “1 Beer, LinkedIn, 12 Meetings”, demonstrating the success of using Social Selling to drive prospective meetings. SAP TechEd ...

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Marketing Automation For Small & Mid-Sized Companies

Oct 25, 2012 7:48:03 PM - By George Albert

Marketing automation is hot. We all know that. It is one of the highest growth areas in marketing and sales technology today, and from many of the top analysts ...

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Earth to Sales Leaders - Your Sales Reps Want TRAINING

Oct 17, 2012 7:46:08 PM - By Jamie Shanks

Sales reps are constantly looking to improve themselves, but are waiting for management to bring forth new training. Why are sales leaders not initiating these ...

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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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1 Beer, LinkedIn, 12 Sales Meetings Booked, PRICELESS!

Oct 9, 2012 6:32:16 AM - By Jamie Shanks

Almost a year ago, a client of ours was preparing to attend SXSW (South by Southwest) in Austin, TX. They had a great product to offer, and wanted attendees at ...

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Maximize Your Prospect Search in LinkedIn - Look Up Companies in People?

Sep 27, 2012 11:20:38 AM - By Jamie Shanks

This is a simple, but very effective tip we were given by a client of ours. Search in the PEOPLE section of LinkedIn, for COMPANIES. This will provide you with ...

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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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Where Do You Want to be in 12-24 Months? Start Building Social Klout TODAY!

Sep 19, 2012 8:37:52 PM - By Jamie Shanks

We have helped 100’s of sales reps drive business using Social Selling. These sales reps understood the value of preparing themselves for the next sales ...

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Top 10 Lessons I’ve Learned as a Sales Leader & Entrepreneur

Sep 19, 2012 8:24:17 PM - By Jamie Shanks

I started my true sales career on November 1, 2004 – 10 months after finishing my MBA. I’d had a role at BMO Nesbitt Burns from 2000-2002, but I wouldn’t ...

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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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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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2013 and Beyond – Macro and Micro Marketing Combined

Aug 28, 2012 11:44:40 AM - By Jamie Shanks

For the last few years, sales and marketing have invested heavily into marketing automation tools that help attract, nurture and influence prospects. This ...

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Saturday Nights Alright for Writing

Aug 28, 2012 11:29:59 AM - By Jamie Shanks

Ok, who's kidding who - I don't write on a Saturday night, but I do write the majority of my content on Saturday mornings. This is the window of my week from ...

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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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Power Down 1 Day Every Week – and Watch Productivity Soar!

Aug 7, 2012 11:50:54 AM - By Jamie Shanks

My Power Down Process This has been one of the few pieces of advice I’ve adhered to since starting a business 3 years ago. The rule is very simple, take 1 day ...

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The Sales Reps Dilemma - Absolute Focus, or Jump on New Opportunities?

Aug 7, 2012 11:18:33 AM - By Jamie Shanks

Categorize this right under Time Management – but I would say that just about every sales rep struggles with this dilemma. Whether it’s to diversify services, ...

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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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10 Tips to Increase Sales Opportunities

Jul 27, 2012 12:24:10 PM - By George Albert

Although most sales managers understand the need for a long-term inside sales strategy,they often still need in many cases the quick wins too. While the quick ...

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3 Takeaways From 2012 Sales 2.0 Conference - Boston

Jul 27, 2012 6:21:13 AM - By Jamie Shanks

The Sales 2.0 Conference in Boston was fantastic. If you were unable to attend, here are the 3 items that are most prevalent right now.

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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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Attitudes Are Contagious, is Yours Worth Catching?

Jul 18, 2012 7:03:45 PM - By George Albert

Have you ever heard these words spoken by other sales reps? How come Bill gets all the big deals and we don't... If I only had a better territory... If I only ...

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Sales Tips - Find Your Prospects Email Address for FREE

Jul 18, 2012 12:06:30 AM - By Jamie Shanks

Sales Tips - Sales professionals are always looking for a quick, easy way to identify their prospects email address. This video will show you in 30 seconds how ...

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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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Essential Tools for Sales 2.0 Professionals

Jul 17, 2012 11:55:29 PM - By Jamie Shanks

We at Sales for Life are constantly asked - what tools do you use and recommend-? Here is a video showing the essential tools that we use to be successful ...

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10 Tips, Trick, Tactics to Increasing Sales Opportunities

Jul 17, 2012 10:39:22 PM - By Jamie Shanks

Sales Managers understand they need a long-term inside sales strategy, but many times can lose focus and seek the quick win. While the quick win is – well a ...

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Top 10 – Sales Tools You Need For Your Growing Business

Jul 17, 2012 10:37:16 PM - By Jamie Shanks

You keep hearing the term Sales 2.0, and wonder “am I one of those companies?” Simply put, if you are investing in technology to help create greater ROI in ...

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Control the Ultimate Sales Paradigm – the “Parent/Child Relationship”

Jul 17, 2012 10:33:39 PM - By Jamie Shanks

When most sales reps are pitching, they view their world as a “Buyer and Seller.” It’s a showdown between the buyers never-ending reluctance to move forward, ...

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Get Your Sales Resume Out Of The Recycling Bin

Jul 13, 2012 12:24:44 AM - By George Albert

Wouldn’t it be great to get feedback from an employer every time you send in your sales résumé? Sure it would, but now let’s get back to reality. Having ...

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Is Your Image Costing You Money? First Impressions Are Important!

Jul 13, 2012 12:03:54 AM - By George Albert

Does Image = Success? Consider these facts. Judgments regarding ethics, education, intelligence and capabilities are made within the first 15 seconds of ...

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