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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.

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

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

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Why do Sellers Lose Key Accounts?

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

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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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How I profile buyers and prepare before a meeting

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

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How B2B Marketing Is Impacting Sales Teams

May 15, 2018 9:00:00 AM - By Sales for Life

Salespeople and marketers tend to think of themselves as quite separate, with different goals, tactics, and roles within a company. The rise of the modern B2B ...

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What Is Marketing’s Role in Your LinkedIn Sales Navigator Investment?

May 4, 2018 9:00:00 AM - By Jamie Shanks

Congratulations! Your team just made a massive investment in LinkedIn Sales Navigator. It’s now time drive a massive return for this tool. My first piece of ...

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How Sales and Marketing Can Work Together Better in 2018

Feb 13, 2018 9:00:00 AM - By Sales for Life

It's the time of year when sales teams wrap up celebrating last year's wins and start setting goals to exceed last year's performance. Likewise, marketing ...

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

Feb 6, 2018 9:00:00 AM - By Sales for Life

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

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

Feb 2, 2018 9:00:00 AM - By Sales for Life

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

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3 Contextual Lead Nurturing Tactics to Speed Up Your Sales Pipeline

Dec 5, 2017 10:31:20 AM - By Paul Schmidt

Sales enablement tools have increased marketing and sales’ abilities to speed up your time to close and create personalized experiences on their website for ...

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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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To Improve Sales Performance, Get Input From These 5 Decision Makers

Oct 9, 2017 10:30:00 AM - By Juli Durante

Putting together a sales enablement strategy is all about giving sales teams the coaching and content they need to sell smarter...but the question is: Who ...

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Discovery to Decision: How To Tackle A Tough Buyer Journey With Content

Sep 20, 2017 12:31:12 PM - By Julia Manoukian

Think about the last time you made a major purchase decision in your personal life. Where did you start? Did you jump on Google, maybe you asked your Facebook ...

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What Your VP Sales Really Thinks of Marketing (After A Few Pints)

Aug 15, 2017 12:03:57 PM - By Mitch Morando

Despite all of content you read regarding Sales & Marketing “alignment,” the reality is that little to no progress has been made. 

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Technology Isn’t Killing Your Business. You Are

Jul 10, 2017 11:16:34 AM - By Amar Sheth

And let’s be clear here, by “you” I mean anyone that isn’t focused on being customer-centric. No matter the role, no matter the title, a lack of ...

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The Status Quo Is No Longer Viable: Let’s Measure Marketing Like Sales

Feb 23, 2017 12:53:01 PM - By Jamie Shanks

How do you nurture a culture of alignment if you’re not even in the same city? The biggest fundamental challenge to sales and marketing teams today is exactly ...

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Bias In Sales: Will It Help, Haunt or Harm You?

Feb 15, 2017 12:46:08 PM - By Amar Sheth

Although the term bias is generally viewed as negative, in the world of sales you want bias. Here's why.

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Following The Buyer's Will: How To Improve Sales And Marketing Alignment [Infographic]

Feb 9, 2017 11:28:24 AM - By Julia Manoukian

It's now or never: if leaders want to stay up to date with today's B2B buyers they must embrace new organizational, collaboration, and compensation models. ...

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Are Salespeople Allergic to Content?

Jan 11, 2017 11:47:00 AM - By Amar Sheth

It’s a fact, it’s real. And there is no point of ignoring it. Salespeople are allergic to content. The reasons are far and they’re varied and the list is long, ...

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Attention Marketing: You’re Now Responsible For Quota Attainment

Nov 25, 2016 2:08:44 PM - By Jamie Shanks

Jason Lemkin the past CEO of EchoSign and the now founder of the SaaStr fund, wrote an article a year or two ago on the SaaStr blog that talked about how like ...

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4 Steps to Content Curation for Sales & Marketing Professionals

Nov 20, 2016 7:00:00 PM - By Dave Howe

As social sellers, it is imperative that we constantly share valuable information and insights with our networks. This is essentially what separates us from ...

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4 Strategies to Optimize Your Partner Sales Process

Nov 1, 2016 10:08:50 AM - By Jen Spencer

No matter what you’re selling, by now you’re probably well aware that a healthy channel partner program can be one of your most powerful tools for generating ...

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Team Revenue: The Number One Predictor Of Sales Success

Oct 17, 2016 12:47:43 PM - By Jamie Shanks

At Sales for Life, we have created a special handshake between sales and marketing. We’ve also made marketing completely accountable for sales quota attainment ...

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Social Selling Without Training Biggest Barrier To Success [New Research]

Sep 27, 2016 8:45:04 AM - By Jamie Shanks

The top three most influential trends in the world of sales today are social selling, account-based marketing and sales development technologies.

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Social Selling Doesn’t Only Belong To Sales — Here’s Why

Sep 22, 2016 10:00:00 AM - By Jamie Shanks

Social selling programs that haven't been informed, built and scaled in collaboration with all members of team revenue — sales, marketing and sales enablement ...

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Sales & Marketing Tunnel Vision Is Destroying Social Selling

Sep 13, 2016 9:48:22 AM - By Amar Sheth

Social selling is a term that is still entering the sales vernacular, but the definition of what defines a social seller is hasn’t been fully yet determined.

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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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Want Higher Profits And Faster Growth? Time To Align Sales And Marketing

Aug 1, 2016 12:00:00 PM - By Jeff Day

For most of business history, sales and marketing have worked independently with some disdain for each other. Marketing created ads and printed sales ...

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Sales Glossary: Social Media Marketing Vs. Social Selling

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

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

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Insights That Incite: Creating Action Ft. Tim Riesterer

Jul 18, 2016 1:29:08 PM - By Julia Manoukian

"Identify and amplify something that's important to the prospect that maybe they didn't even realize is as important as they thought — and you know it is." 

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Accelerate Sales And Marketing Alignment And Revenue: 6 Simple Steps [Infographic]

Jul 15, 2016 12:04:33 PM - By Julia Manoukian

Imagine this: sales and marketing working harmoniously together to drive leads, fill pipeline and skyrocket revenue. Sales-qualified leads are tightly defined, ...

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Relationship Goals: 6 Tactics To Align Sales And Marketing

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

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

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

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

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

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Beyond Likes And Shares: 3 Key Metrics For Social Selling Success

Jun 7, 2016 2:34:29 PM - By Amar Sheth

It’s often said that what you can’t measure, you can’t manage and govern. It couldn’t be more true for social selling programs.

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Dear Marketing, Your Leads Are Crap

Jun 3, 2016 10:58:28 AM - By Neale Martin

Marketing, I know things have been difficult between us lately, but I need to bare my soul unto you: the leads you have been passing off to the sales team, are ...

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Should Your Social Media Team Own Social Selling?

Jun 1, 2016 1:45:40 PM - By Amar Sheth

One of the biggest opportunities in the world of sales right now is the ability to use social media as a channel to find, educate and engage buyers. With the ...

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The Evolution Of The Modern B2B Buyer [Infographic]

May 31, 2016 1:07:01 PM - By Daniel Ku

It's no secret the B2B buyer has changed more in the past 10 years than 100. The modern consumer is digitally driven, socially connected and mobile empowered. ...

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From Priming The Pipeline To Lifetime Customer Relationships [Video]

May 5, 2016 3:04:52 PM - By Sales for Life

Winning buyers in today's information-rich digital world requires marketing and sales to better understand customer needs and how they buy. But exceptional ...

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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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How Content Transforms Salespeople And Influences Buyers [With Visuals]

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

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

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Why Social Selling Should Be A Top Priority For Leaders

Apr 8, 2016 1:18:18 PM - By Amar Sheth

Another post about social selling, really? Not quite. I wanted to outline some of the strategic reasons why social selling should be one of your top priorities ...

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What Sales Needs From Marketing To Execute Social Selling

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

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

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The Insights Committee: How To Align Sales And Marketing With Content

Mar 7, 2016 2:27:55 PM - By Jamie Shanks

Sales and marketing alignment is necessary for organizations to achieve Social Selling success. But it’s not going to happen overnight. However, it’s important ...

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How To Create An Effective Service Level Agreement (SLA) To Improve Sales And Marketing Alignment

Feb 22, 2016 3:32:07 PM - By Jamie Shanks

Many organizations suffer a major problem where their sales and marketing departments sit in silos. The outcome is a slower follow-up of leads and a disjointed ...

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Two Sides Of The Same Coin: Sales And Marketing Alignment

Feb 17, 2016 12:53:41 PM - By Daniel Ku

If your marketing and sales teams are working at cross purposes, the resulting disconnect can eat into your company's financial well-being. These two ...

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Top 11 Podcasts for Sales and Marketing Leaders

Feb 15, 2016 11:23:42 AM - By Jamie Shanks

Listening to podcasts is a terrific way to nudge your mind out of its accustomed habits and whet your creative edge with some fresh ideas. Numerous thoughtful ...

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4 Stats That Prove It's Not a Sales Funnel, It's a Buyer's Journey

Feb 8, 2016 10:19:05 AM - By Daniel Ku

Look around the room. Over the next four years, 1 million B2B salespeople will be replaced by self-service e-commerce. That's what Forrester concluded, and ...

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Top B2B Sales And Marketing Trends To Watch For In 2016 [Infographic]

Jan 29, 2016 7:49:58 AM - By Daniel Ku

We're one month into 2016 and certain themes for B2B sales and marketing teams are already emerging. With insights from top research firms such as Aberdeen ...

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How To Multiply Conversations With Buyers Through Employee Advocacy

Jan 15, 2016 8:17:43 AM - By Daniel Ku

Do you want to grow your business faster? Don't answer that. Of course you do. The real question is: why aren't you looking deeper into employee advocacy? The ...

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Creating Content That Sells: Two Key Considerations

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

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

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Bridging The Gap Between Sales And Marketing Through Sales Enablement [Infographic]

Jan 13, 2016 7:56:40 AM - By Daniel Ku

World-class organizations who look to remain competitive in today's digitally-driven business world share one thing in common. They made sales and marketing ...

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Creating Productive Office Spaces For Sales And Marketing Alignment

Jan 10, 2016 2:34:14 PM - By Daniel Ku

What's slowing your team down? No doubt you've devoured think pieces about motivating your employees and getting more out of sales-enablement tools, but ...

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4 Types Of Content Your Sales Teams Will Never Share

Jan 8, 2016 8:42:15 AM - By Neale Martin

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

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9 Reasons Misalignment Is Detrimental To Your Social Selling Efforts

Dec 8, 2015 9:31:36 AM - By Jamie Shanks

Attention both departments on the revenue-generating team. Can you identify the single biggest problem in your department? The correct answer: sales and ...

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7 Key Priorities For Sales And Marketing In 2016

Dec 3, 2015 6:24:36 AM - By Daniel Ku

What are you working on right now? If more people asked themselves that question (and answered honestly), 2016 would be the dawn of a much better world. More ...

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Marketing vs. Sales Enablement: Who Fosters Digital Transformation?

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

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

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Evolve Or Die: The Rise Of The Sales Consultant [Infographic]

Oct 30, 2015 9:50:27 AM - By Jose Sanchez

B2B buyers complete 57% of the buying decision before they are willing to talk to a sales professional. If you're in the sales space then you're no stranger to ...

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

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

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

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