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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.

Global, Digital Buyer & Seller – don’t let geolocation or language be your excuse

Jul 23, 2018 10:33:49 AM - By Jamie Shanks

Whether you like it or not, you can’t stop your buyer from learning.  They will learn using their peer networks, and/or they will conduct online research.  ...

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5-minute Sales Leadership Round-up with Jen Holtvluwer @ Cherwell Software

Jul 13, 2018 5:25:47 PM - By Jamie Shanks

After 6 years, +300 customer engagements, and meeting countless sales and marketing leaders in my travels, I’ve seen the GREAT, the bad, and the ugly when it ...

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Where Do You Fit On The Digital Maturity Curve?

Jul 4, 2018 9:58:28 AM - By Jamie Shanks

You can argue with me by saying “my customer is not on social media platforms, and isn’t terribly digital in consuming content”.  The reality is some sales ...

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How to Win Clients and Influence Prospects with Sales Enablement

Apr 12, 2018 9:00:00 AM - By Matthew Cook

With sales representatives’ success rates taking a downward turn over the last five years, many sales professionals have wondered what the solution is. When ...

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Proving the Business Value of Sales Enablement with Metrics

Mar 1, 2018 9:00:00 AM - By Sales for Life

While sales enablement is a relatively new concept in the history of sales, it's quickly become a critical component to many SaaS and enterprise businesses. ...

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Dynamic Training Is Turbocharging Sales in 2018

Feb 12, 2018 9:00:00 AM - By Sales for Life

What do personalization tech, social networks and content portals all have in common? User-directed action. All three represent the large-scale culture shift ...

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Effective Sales Enablement Requires Tighter Alignment Around Value Messaging

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

Sales reps ask for more content, yet the content already created by product teams, marketing and sales enablement groups seems to sit there taking up server ...

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Benchmark Study: The State of Social Selling in Sales Force Enablement

Jan 19, 2018 9:00:00 AM - By Sales for Life

Over the past year, software for sales force enablement has emerged from the margins to take center stage in the evolution of the sales function. That’s one of ...

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The Direct Correlation Between Learning Behavior And Sales Results

Dec 6, 2017 10:13:20 AM - By Jamie Shanks

A passion project of mine has been working with customers to empirically prove that sales professionals who are willing to learn new skills and apply what ...

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Sales Enablement Spotlight: Best-In-Class Social Selling Vs. Status Quo

Nov 6, 2017 1:33:23 PM - By Jamie Shanks

Enablement teams are being pressured to produce frameworks, courses, programs at a dizzying pace, and many times without the adequate resources (people, ...

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Making Learning Stick: How Xerox Designs Unforgettable Sales Training

Oct 19, 2017 10:52:32 AM - By Doug Bushée

Yesterday morning I couldn’t remember where I put my keys, but I still remember what movie I went to on my 16th birthday and that was a LONG time ago.

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How To Make 2018 The Year of Sales Enablement

Oct 16, 2017 10:00:00 AM - By Julia Manoukian

How can you use sales enablement to create a flywheel of growth at your business? Ben Cotton, Senior Marketing Manager, Sales Enablement, HubSpot, sheds light ...

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Empowering Sales: Content Sharing & Continuous Enablement (Part 2/2)

Oct 10, 2017 12:51:35 PM - By Julia Manoukian

You understand social is a top sales enablement priority, and you’ve drafted a plan to get the sales team ready on social. Now what?

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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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How To Get Salespeople Ready for Social Selling (Part 1 of 2)

Oct 2, 2017 12:39:23 PM - By Julia Manoukian

Best-in-class companies who have prioritized social selling have improved win rates by 16%, according to CSO Insights. This is exactly why many sales ...

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To Build or To Buy A Social Selling Program: Pros vs Cons

Sep 27, 2017 11:22:44 AM - By Jamie Shanks

In sales, it’s no secret that training is crucial for developing new skills and capabilities. With social selling, this is especially true. Companies who get ...

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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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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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The Mother of All Learning: The Reality of Reinforcement & How To Deal With It

Jul 31, 2017 11:00:00 AM - By Jamie Shanks

What do Wayne Gretzky, Yo-Yo Ma and great sales professionals have in common?  They all spend an immeasurable amount of time honing their craft. This is ...

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The Most Common Sales Enablement Mistakes And How To Fix Them

Jun 26, 2017 1:14:44 PM - By Shawnna Sumaoang

Sales leaders: if you’re at a company that can afford the luxury of sales enablement, you know there’s a huge opportunity for boosting quota and win rates. ...

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4 Benefits To Gamifying The Sales Process And How To Start Now

Jan 31, 2017 12:56:43 PM - By Jen Spencer

The word “gamification” gets thrown around so much these days that, if you haven’t had any experience with it, you might imagine that it’s just another social ...

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Top Strategies For Sales Enablement Success in 2017 [Infographic]

Jan 18, 2017 11:14:14 AM - By Julia Manoukian

Today, more and more companies are assigning dedicated sales enablement functions. But the majority of these sales enablement teams are still getting their ...

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Reaching The Modern Buyer [Videographic]

Oct 27, 2016 10:09:36 AM - By Julia Manoukian

The modern B2B buyer has changed — what can your organization do about it? 

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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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Why Social Selling Is Like Losing Weight

Sep 20, 2016 10:00:00 AM - By Jamie Shanks

I want you to picture that you woke up on January 1, and you’re 15 pounds overweight from an unfortunately overindulgent Christmas.

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Lead By Example: Igniting Behavioural Change With Executive Buy-In

Aug 15, 2016 11:46:50 AM - By Jamie Shanks

When it comes to implementing a social selling program, getting executive buy-in plays an essential role in a program’s success. How can leadership expect ...

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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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Why Your Social Selling Efforts Aren’t Where They Should Be

Jul 25, 2016 1:14:59 PM - By Jamie Shanks

Sales repetition is the mother of all learning.

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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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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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Successful Social Selling: What’s Your Archetype? [New Data]

Jun 28, 2016 11:55:41 AM - By Julia Manoukian

What kind of social seller are you? Do you understand the value of social selling? Do you create your own content, or share pre-curated posts? How do you use ...

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Top Five Challenges Troubling The Modern Sales Leader [Infographic]

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

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

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Millennials vs. Old Schoolers: The Generational Gap in Social Selling

Jun 6, 2016 1:02:24 PM - By Jamie Shanks

When developing a social selling pilot program, age is one of the primary ways sales enablement and sales operations leaders decide who they think is most ...

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Your Best Learners Are Your Top Sales Pros: 3 Success Stories

Jun 2, 2016 11:30:41 AM - By Jamie Shanks

Sales leaders: you already know how important learning is. But did you know that learning can also provide early-warning signs for recruiting and onboarding ...

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The Emerging Sales Competencies For A Digital Buying World [Video]

May 26, 2016 11:46:29 AM - By Daniel Ku

In this session you will walk away with a clear understanding of the key emerging competencies for the modern seller in today’s digital buying world. How has ...

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3 Key Pillars To Consider Before Launching A Social Selling Program

May 25, 2016 12:07:37 PM - By Amar Sheth

An increasing number of organizations are starting to take steps towards building social selling programs internally. A recent study that we conducted here at ...

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Here’s Why Most Sales Training Programs Put You To Sleep

May 17, 2016 11:22:32 AM - By Dave Howe

As a sales pro, have you ever sat through a training program and felt like you didn’t learn anything? I’ve been there! In the past, I’ve been in training ...

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Properly Trained Sales Teams Experience A 4X ROI [Infographic]

May 13, 2016 12:42:12 PM - By Daniel Ku

Without the right training and reinforcement, your sales team is simply letting money wash down the drain. Why? Because sales professionals lose 50% of what ...

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5% Change To Your Core Performers Creates 60% Revenue Growth

May 11, 2016 12:54:23 PM - By Jamie Shanks

What are the top companies doing to effectively implement a social selling program? If you’re not considering objections, considering the right sales team and ...

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What Top Social Sellers Are Doing That You Most Likely Aren’t

May 9, 2016 2:57:50 PM - By Amar Sheth

 Being in sales is amazing. Aside from the massive adrenaline, there’s always the the opportunity to meet new people and learn. I think this is the core driver ...

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The Millennial Force Awakens: How To Manage Young Sales Pros [Infographic]

Apr 20, 2016 12:03:04 PM - By Daniel Ku

A long time ago in a galaxy very, very close, Baby Boomers were once the dominant force in the working galaxy. But with a turn of events, Forrester Research ...

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What Leading Companies Do To Succeed In Sales Enablement [New Research]

Apr 11, 2016 2:22:05 PM - By Jamie Shanks

How do you build a best-in-class sales enablement function and where does sales enablement even start? There are as many definitions of "sales enablement" as ...

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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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The Executive's View: How Effective Is Your Sales Enablement? [Infographic]

Apr 6, 2016 1:28:09 PM - By Daniel Ku

Is an email attachment the primary way you distribute content to your sales team? If you answered yes, well first off, you're part of the 27% that do this and ...

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Game-Winning Sales Strategy: Why Practice Is Key [Infographic]

Mar 8, 2016 3:41:32 PM - By Daniel Ku

Are you bringing your A-game to your customer conversations? Without the right support, coaching and reinforcement, sales professionals may find it difficult ...

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Hiring For Modern Sales Organization: A Prescriptive Approach

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

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

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The Reality Of Social Selling Training: A Dynamic Curriculum Is Crucial

Feb 23, 2016 2:56:03 PM - By Amar Sheth

When it comes to sales training, a concern that sales professionals cite routinely is the timeliness, relevance and context of what they learn. This is a fair ...

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Rolling Out A Corporate Social Selling Program: To Build Or Buy?

Feb 5, 2016 7:16:05 AM - By Amar Sheth

Expertise can’t be gained overnight. If you’re a believer in big data and how stories can be used to identify trends, you’ll agree with Malcolm Gladwell’s ...

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5 Reasons Why Marketing Plays A Critical Role In Enabling Sales

Jan 28, 2016 10:00:58 AM - By Jamie Shanks

Newsflash: sales enablement has evolved. In the past, it was rolled up into HR or tied into learning. But lately, the new sales enablement role has become a ...

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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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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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Why Reinforcement For Social Selling Leads To Sales Outcomes

Jan 12, 2016 7:59:14 AM - By Jamie Shanks

If you’ve read the book The Tipping Point: How Little Things Can Make a Big Difference by Malcolm Gladwell, you know the story of Wayne Gretzky, and how he ...

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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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What Best-In-Class Sales Teams Do To Sustain Massive Revenue Growth

Jan 6, 2016 9:25:06 AM - By Jamie Shanks

You might as well call sales enablement "business survival training" at this point. Aberdeen just came out with a report that looked at how best-in-class sales ...

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How Content Boosts Sales Productivity [Infographic]

Dec 23, 2015 6:14:23 AM - By Daniel Ku

It's no secret that for sales professionals to be productive, they must be viewed as credible, knowledgable and domain experts. This is why 74% of buyers ...

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The "It" Factor: Why Sales Enablement Is Key To Revenue Attainment [Infographic]

Nov 24, 2015 10:21:36 AM - By Daniel Ku

Organizations that have a dedicated Sales Enablement role see an 8.2% in revenue attainment versus those that don't. This role helps increase the effectiveness ...

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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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The Identity Crisis Of Sales Enablement [Infographic]

Nov 5, 2015 11:31:58 AM - By Daniel Ku

The role of Sales Enablement has evolved significantly within a short period of time however some companies still don't understand the impact this role can ...

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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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Making Sales Enablement Work: 3 Must-Haves For Your Organization

Oct 13, 2015 7:26:07 AM - By Jamie Shanks

Sales enablement is becoming a hot topic. And the role of enablement has changed a lot over the last five years. Five years ago, enablement was essentially an ...

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eBook: One Team, One Goal - Aligning Marketing & Sales For Successful Social Selling

Sep 17, 2015 12:14:23 PM - By Daniel Ku

The facts don’t lie: companies with great alignment between Marketing and Sales deliver better results. According to Aberdeen, 99% of their sales teams reach ...

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Why Your Social Selling Efforts Will Be Obsolete In 3 Months

Jul 27, 2015 6:48:24 AM - By Amar Sheth

Congratulations! If you’re building a Social Selling program for your company, you recognize that the buyer journey has fundamentally shifted from what it was ...

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The 20-Day Sales Diet: Transforming How You Sell

Jul 15, 2015 7:41:54 AM - By Jamie Shanks

Drop that third slice of cheesy pizza because it will hurt your sales behavior. Jason Liu, CEO of SAVO said something at the SAVO Sales Enablement Summit that ...

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One Funnel To Rule Them All: Aligning Sales And Marketing [Video Interview]

Jul 14, 2015 8:22:38 AM - By Jamie Shanks

"A lot of people think that any online or social media process is just Facebook time." Tynan Fischer, Chief Operating Officer at NH Learning Solutions, ...

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eBook: Making A Case for Social Selling

Jun 25, 2015 10:57:00 AM - By Jamie Shanks

If your sales organization is like many, you’re still using traditional sales techniques like cold calling. It's time to evolve with the changing world. Your ...

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The #1 Mistake Companies Make With Social Selling

Jun 18, 2015 8:27:18 AM - By Jamie Shanks

When it comes to Social Selling, many sales and sales enablement leaders are making a huge mistake. Let me explain. Most organizations think that they can ...

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The Reason Why Your Social Selling Program Is Set To Fail [Video]

Jun 15, 2015 9:08:53 AM - By Jamie Shanks

If your organization already includes Social Selling, that’s great news! The bad news is that even if you have a Social Selling program, it needs to be ...

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Social Selling For the Enterprise: 7 Experts Weigh In

May 26, 2015 10:09:57 AM - By Jose Sanchez

Chances are, your business has already implemented some form of Social Selling. But taking your Social Selling to an enterprise level remains a challenge for ...

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Improve The Performance Of Your Sales Team: 9 Trends For Learning And Development

May 7, 2015 10:00:17 AM - By Jamie Shanks

What are you doing to make your sales training more innovative and effective? Big Data, gamification, real-time learning... These are all key tips, trends, and ...

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Jill Rowley Speaks On Enabling Social Selling For The Enterprise

Apr 16, 2015 7:24:51 AM - By Amar Sheth

It’s not every day that I get an opportunity to talk to Jill Rowley so when the opportunity presented itself, I jumped at the chance. She’s super busy with her ...

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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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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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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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Seeing Eye to Eye: 4 Keys for Sales & Marketing Alignment

Nov 7, 2014 9:15:07 AM - By Jose Sanchez

It's every company's nightmare scenario, and an all-too-common one. The sales team doesn't "get" what the marketing team is up to, and the marketing team ...

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

Oct 31, 2014 11:03:33 AM - By Kevin Thomas Tully

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

Oct 14, 2014 9:37:58 AM - By Kevin Thomas Tully

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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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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