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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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How to Plan, Execute and Drive Results?

Oct 5, 2018 2:58:12 PM - By George Albert

  2019 is just around the corner and it is time that businesses pulled up their socks to prepare for the sales kick-off meeting in the New Year to improve ...

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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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“I have a dream”… You Will Teach NEW IDEAS Before Your Competitors

Sep 12, 2018 9:03:45 AM - By Jamie Shanks

I had a dream. No really, I actually had this dream 2 nights before writing this on a flight to London, UK. Here is how the dream goes:

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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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Storyboard Sales Play #5 – Role/Function Guidance

Jun 21, 2018 9:00:00 AM - By Jamie Shanks

For our fifth and final sales play (see Storyboard Sales Play #1 – “Sphere of Influence,” Storyboard Sales Play #2 – “Stack Ranking,” Storyboard Sales Play #3 ...

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Storyboard Sales Play #4: What Does the Emerald City Look Like?

Jun 19, 2018 9:00:00 AM - By Jamie Shanks

For our fourth sales play (see Storyboard Sales Play #1 – “Sphere of Influence,” Storyboard Sales Play #2 – “Stack Ranking” & Storyboard Sales Play #3 – ...

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Storyboard Sales Play #3: Market Intelligence & Trends

Jun 18, 2018 9:00:00 AM - By Jamie Shanks

For our third sales play (see http://www.salesforlife.com/blog/storyboard-sales-play-1-sphere-of-influence” & Storyboard Sales Play #2 – “Stack Ranking”), I ...

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Storyboard Sales Play #2: Stack Ranking You vs. the Competition & Best-in-Class

Jun 15, 2018 9:00:00 AM - By Jamie Shanks

For our second sales play (see Storyboard Sales Play #1 – “Sphere of Influence”) to see the first play, I recommend you engage the prospective customer by ...

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Storyboard Sales Play #1: Sphere of Influence

Jun 14, 2018 9:00:00 AM - By Jamie Shanks

One of the most common questions and concerns we get from sales professionals is “what do I say and share with a prospective customer to really get their ...

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Sales Leaders: Coach against the “Single-Threaded KISS of DEATH”

May 21, 2018 9:00:00 AM - By Jamie Shanks

I was just at a customer’s office conducting Digital Sales Leadership training, and I heard yet another war story about job changes gone wrong. The only ...

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5 Top Strategies I Learned about Sales while Working with Some of the Largest Tech Companies in the World

Apr 27, 2018 9:00:00 AM - By Ron De Appolonia

It’s difficult to deny that the sales environment is changing. Buyers are evolving, competition is increasing, and organizations are finding it more difficult ...

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Jamie Shanks – The First Steps I Took to Develop a Personal Digital Brand

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

You’re a seller, a sales leader, an entrepreneur—and you feel you’re missing the mark on creating a personal brand. You’re not alone. Six years into my ...

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Sales for Life CEO Jamie Shanks Will Be Speaking at the Sales Leadership Conference April 18, 2018

Apr 11, 2018 10:00:00 AM - By Sales for Life

The introduction of complex data and artificial intelligence (AI) into business is transforming the way savvy sales leaders manage every aspect of their ...

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3 Tactical Steps for Advocate Job Change Alerts Turning into New Logo Leads

Apr 10, 2018 9:00:00 AM - By Jamie Shanks

There are three pillars of digital activities that great social sellers use:

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3 Tactical Steps to Engage Your Advocates to Deliver Referrals

Apr 9, 2018 9:00:00 AM - By Jamie Shanks

There are three pillars of digital activities that great social sellers use:

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Architecting Your Ideal Sales Team

Apr 5, 2018 9:00:00 AM - By Ron De Appolonia

With the rise in popularity of sales enablement, we can see that sales leaders are beginning to focus on evaluating their teams’ capabilities to meet the ...

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5 Tips for Global Sales Leaders Driving Change Management

Mar 29, 2018 9:00:00 AM - By Jamie Shanks

I just finished a five-continent project engagement with Microsoft at each of its Digital Sales Centers around the world. Within these centers, there are ...

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Sales Leaders: Find Mentors and Peers, and Form Groups to Learn From

Mar 22, 2018 9:30:00 AM - By Jamie Shanks

This morning, I was jogging around Sydney Harbour, listening to an Audible book, Built from Scratch, the book of the creation and growth of Home Depot. Arthur ...

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Sales Leaders: Why You Must Maximize Your Team's Potential

Mar 9, 2018 9:00:00 AM - By Jamie Shanks

This week I was in New Delhi, India working with the sales leadership team at Microsoft’s inside sales digital center. The team was eager to learn new skills, ...

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How To Use WhatsApp As Your Vehicle For Sharing Insights With Buyers

Mar 8, 2018 9:00:00 AM - By Jamie Shanks

If you have a global sales force, at some point, you’ll encounter WhatsApp in your sales conversations. It’s absolutely the #1 communication platform in ...

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7 Strategies to See Better Results And Win More Business with Social Selling

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

Social selling has changed the modern sales landscape and is empowering sales organizations to leverage automation and technological efficiencies to sell ...

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Digital Selling Excellence: Process-Centric Not Platform-Centric

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

I can always tell which phase a company is when it comes to their social selling tool maturity by asking a simple question. This question tells me if a company ...

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The State of Social Selling Tools [Insights from Forrester Study]

Feb 22, 2018 9:00:00 AM - By Jamie Shanks

Forrester continues to lead market research on the topic of social selling. With incredible past insights on WHY execute a digital sales transformation, Mary ...

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What's a CEO's Role in Digital Transformation?

Feb 20, 2018 9:00:00 AM - By Jamie Shanks

With a mecca of digital and social selling tools available to modern sales organizations, many companies are in the midst of a digital transformation. They're ...

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Best Practices of the Most Successful Digital Transformation Projects

Feb 16, 2018 9:00:00 AM - By Sales for Life

If you believe that the world today is a very different place than what it was even four years ago, there's a new set of hard data to back you up. Businesses ...

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It’s About 3-4 Great Digital Sales Plays, Not “Social for Social's Sake ”

Feb 14, 2018 9:00:00 AM - By Jamie Shanks

“What about if we learn more about Tweeting?” “I see other social selling training companies talking about Facebook and Snapchat?” Welcome to the social ...

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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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How to Approach Digital Sales with Free Thinking

Feb 8, 2018 9:00:00 AM - By Brian Lipp

We all have leadership expectations to meet, goals to reach, and milestones to achieve. Think you or your buyers and customers are not biased? Think again. ...

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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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Sales Leadership Series: Do Your Front-Line Sales Managers Know How To Align Sales Objectives To Business Outcomes?

Feb 1, 2018 9:00:00 AM - By Jamie Shanks

In Part A of this series, we talked about the unfortunate miscommunication that most sales organizations have with their front-line sales leaders in clearly ...

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Sales Leadership Series: Do Your Front-Line Sales Managers Know Your Business Outcomes?

Jan 31, 2018 9:00:00 AM - By Jamie Shanks

The vast majority of the front-line sales leaders I met cannot accurately articulate the corporate goal for their company or departments' fiscal year. Most of ...

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6 Digital Practices That Bring Back 5X More Revenue Growth for B2B

Jan 30, 2018 9:00:00 AM - By Jamie Shanks

It’s not fair. Some B2B companies really do have an unbeatable advantage. New research from McKinsey points to a specific path for digital transformation as ...

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What Are My Social Selling Options in MENA + APAC/APAJ?

Jan 15, 2018 9:00:00 AM - By Jamie Shanks

This is a common question for US-based organizations deploying learning globally, and for sales leaders thinking about how to digitize their sales teams.

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Why Solution Consultants/Sales Engineers Must Become Digital Sellers

Jan 12, 2018 9:00:00 AM - By Jamie Shanks

Customers are looking for information to inform and arm themselves to make calculated business decisions. I as a sales professional can provide superlative ...

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

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

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

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6 Leadership Stories from Sales Leaders On A Digital Sales Transformation

Dec 29, 2017 11:00:00 AM - By Jamie Shanks

I’ve seen all kinds of sales leaders. Some that are as inspiring to their sales teams as Churchill and Napoleon, some as forgettable as King Edward V (he ...

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Digital Disruption Will Lead To Extinction For Analog Sales Leaders

Nov 27, 2017 2:05:03 PM - By Daniel Ku

With the rapid change in the B2B sales landscape, being a sales leader today is more difficult than ever. The statement “sales has changed more in the past 10 ...

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Why Formal Alignment Is The Clearest Path To High Performance [Roundup]

Nov 24, 2017 12:27:23 PM - By Daniel Ku

With the new year coming up, chances are you’re focused on ensuring your sales organization ends the year strong and is well prepared strategically for the ...

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The Role Of Sales Leadership In Driving Change With Social Selling

Nov 23, 2017 11:04:58 AM - By Daniel Ku

Sales leadership, you are the voice of accountability.   We’ve seen Marketers, Sales Operations and/or Sales Enablement leaders champion a social selling ...

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Your Digital Reputation Gets You In The Boardroom

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

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

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A Recipe For Failure: When Sales Leadership Fails To Embrace Change

Oct 30, 2017 11:29:13 AM - By Daniel Ku

Growth doesn’t happen without change and change doesn’t happen without a compelling reason to shift off the status quo. Without change, your sales organization ...

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

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

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

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