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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 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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3 Tips to Find Sales Talent That Can Engage with the Modern Buyer

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

Who is the “right” sales talent in today’s business environment? The modern buyer is drastically different and the buying cycle has changed significantly as ...

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Can You Make A Great Sales Team Out Of Average Salespeople?

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

Nature vs. nurture. Talent vs. skill. Destiny vs. willpower. It's one of the oldest unanswered questions that still confounds science: How much of an ...

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The Keys to Quality Sales Calls: Structure and Similarity

Feb 21, 2018 9:00:00 AM - By Sales for Life

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

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

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

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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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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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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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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The Best Sales Teams Know When To Stop Selling

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

Can sales pros hurt revenues by over selling?

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How To Accelerate The Mindset and Skillset Of Your Sales Team with Toolset

Jan 24, 2018 9:00:00 AM - By Sales for Life

With thousands of sales enhancement tools available to layer on top of a CRM, many sales managers see a more robust tech stack as the path to increased sales. ...

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How To Coach Your New Sales Rep To Build An Account List

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

When you add new sales reps to your team and don't have an account list ready for them to start calling on, it doesn't mean they have nothing to do. In fact, ...

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Less Product, More Training: The Secret Sauce To Your Sales Kickoff [Infographic]

Oct 18, 2017 8:52:38 AM - By Julia Manoukian

What does the agenda of your sales kickoff (SKO) look like? If it's full of powerpoint sessions announcing product or company updates, you could be missing an ...

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Stop Overpromising: 5 Tactics You Need To Align Sales & Customer Success

Oct 12, 2017 1:04:25 PM - By Emmanuelle Skala

We talk a lot about alignment between Sales & Marketing (or SMarketing). But what about Sales & Customer Success? Customer Success is a booming profession ...

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How 900 Companies Build And Execute Successful Sales Development Teams

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

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

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15 Alternate Prospecting Strategies to Cold Calling [Roundup]

Aug 25, 2017 10:11:17 AM - By Sales for Life

Welcome to your weekly roundup for Aug 18 - 25. This week we’ve got 15 innovative prospecting strategies that don’t involve picking up the phone, 7 ways to ...

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No Commissions, No Quota: The Future Model for Sales

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

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

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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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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 5 Mistakes That Can Kill Your Sales (And How To Avoid Them)

Jul 24, 2017 1:37:49 PM - By Jamie Shanks

I’ve spent the last several years helping companies transform their sales teams from analog to digital. During this time, I’ve seen companies become wildly ...

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A-Team Secrets: Creating Predictable Revenue Growth Without VC Funding

Jul 4, 2017 12:56:11 PM - By David Duncan

There are many sales teams out there that grow anywhere from 2% to 30%+ each month, but at Epos Now, we have consistently grown 180%+ every year for the last ...

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Sales Manager Fail: Why Do You Keep Missing Quota?

Jun 29, 2017 11:57:29 AM - By Jamie Shanks

We've all heard the corporate jargon "Management By Objectives," a classic framework that C-Level execs use for their leadership team. This system keeps the ...

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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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Three Ways To Reduce Opportunity Cost With Social Selling

Jun 12, 2017 11:00:00 AM - By Amar Sheth

In the days of one-to-one communication channels, like phone and email, it’s been easy to organize your sales teams by geography or by named accounts, or any ...

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Marketing's Role In A Social Selling Journey

May 25, 2017 1:31:33 PM - By Jamie Shanks

If you’re a CEO, Revenue Officer, or Enablement Leader looking to transform your go-to-market strategy toward digital selling, don’t include the marketers that ...

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The Essential Elements To Get Leadership Buy-In for Social Selling

May 11, 2017 1:56:51 PM - By Jamie Shanks

Do you believe in social selling, but the rest of your team doesn't? You see your kids using their mobile devices every day, your customers interacting on ...

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6 Rules To Kickstart Social Selling With Your Sales Team [Infographic]

May 3, 2017 11:15:52 AM - By Julia Manoukian

Those in sales are familiar with the traits of a sales "consultant," and what it takes to survive in the modern selling environment. But less are in the know ...

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3 Pipeline Management Secrets Of An Award Winning Tech Company

May 2, 2017 12:08:42 PM - By David Duncan

The pipeline review is considerably one of the most important tasks of any sales manager or SVP. But consider this—how often does it seem as if a ton of ...

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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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7 Reasons No One Is Returning Your Calls [Roundup]

Apr 7, 2017 11:40:58 AM - By Sales for Life

Welcome to your sales weekly roundup for March 31 - April 7. This week we’ve got 7 killer insights why no one is returning your sales calls, what makes a great ...

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Building Something From Nothing: Secrets To Leading High-Growth Revenue Teams

Mar 21, 2017 11:00:00 AM - By Michael Pici

The secret to leading high growth teams is that there is no secret on how to lead high growth teams.

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The Definitive Guide to Social Selling for Sales Leaders [eBook]

Mar 15, 2017 2:17:56 PM - By Julia Manoukian

Here's the concrete framework we've tested with over 75,000 sales professionals to drive sales outcomes with social selling. 

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96% Of Fortune 500 Companies Are Losing Market Share - Don't Join Them

Feb 28, 2017 12:18:28 PM - By Amar Sheth

This morning, one of our sales professionals was having a meaningful conversation with a potential client. The client already has a social selling program ...

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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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5 Skills Innovators Share (Plus 1 They Don't)

Feb 12, 2017 11:00:00 AM - By Jamie Shanks

Innovators do what others can't – most of the time. Companies that excel at innovation tend to upend the market and send competitors scrambling. To become one ...

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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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76% Of Salespeople With Navigator Send Zero InMails Every Month

Feb 8, 2017 11:05:53 AM - By Amar Sheth

Congratulations. You've just purchased LinkedIn Sales Navigator. To your right awaits your customer relationship manager, waiting to train you on all the ...

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Why The Business Of Interruption Is Coming To An End

Feb 6, 2017 11:12:50 AM - By Amar Sheth

In the not too distant future, the connection economy will crush lazy brands and businesses like never before. The traditional reach, influence and power that ...

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13 Clear-Cut KPIs for #TeamRevenue To Measure Social Activity

Feb 3, 2017 11:00:00 AM - By Amar Sheth

Did you know that there's thousands of organizations worldwide that have kickstarted their very own social and digital selling methods? That's exciting. As the ...

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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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How To Meet Business Outcomes Using Social Selling

Jan 16, 2017 1:07:43 PM - By Jamie Shanks

So many companies we’ve been working with for years have attempted to start their own social selling program, which I like to call ‘spits and farts’.

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New Research: The Impact of Social Selling

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

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

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Cold Calling: The Salesperson’s Paradox

Jan 4, 2017 9:54:10 AM - By Amar Sheth

Seth Godin’s words drip in gold. Actually, that would be an understatement.

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Top 10 Blog Posts of 2016 for Sales Leaders

Dec 29, 2016 11:00:00 AM - By Sales for Life

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

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3 Must-Haves When Building a Channel Partner Program

Dec 6, 2016 11:00:00 AM - By Jen Spencer

The New Year means new starts, new opportunities, and new commitments. For businesses, it can be a time to start implementing a new strategy that promises a ...

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The Tugboat Vs The Lighthouse: Beating Barriers To Quota Attainment

Dec 5, 2016 2:21:53 PM - By Jamie Shanks

As a sales professional and more importantly an entrepreneur for most of my professional career, I have had a number of times where I wasn’t going to hit ...

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7 Apps For Sales Leaders To Reduce Stress

Dec 2, 2016 11:39:40 AM - By Sales for Life

Leadership doesn't have to equal high blood pressure. It's true that as the leader, people count on you to make the tough decisions. However, getting stressed ...

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The Rise Of The Modern Sales Pro, What It Takes To Survive In 2020

Dec 1, 2016 10:28:32 AM - By Julia Manoukian

What is the future of sales? How do businesses and sales professionals get ready for the coming artificial intelligence wave? What is the importance of ...

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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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Top 3 Infographics On Planning The Perfect Sales Kickoff

Nov 22, 2016 1:20:39 PM - By Julia Manoukian

A company’s SKO is arguably the most important event of the year. Teams celebrate wins, learn from losses and get amped for the next year of quota-crushing ...

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

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

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

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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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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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Beyond Net Promoter Score: How To Secure The Qualified Introduction

Oct 25, 2016 10:02:31 AM - By Jamie Shanks

Listen, I’m a new logo acquisition guy. I’m always laser-focused on opening new doors, and winning new accounts. But as we scaled Sales for Life, we recognized ...

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How To Get Sales Leaders To Eat Their Own Dogfood

Oct 20, 2016 1:23:20 PM - By Jamie Shanks

Getting leadership buy-in for a social selling program requires a two-pronged approach using data and behaviour. But before we dive into those two areas, there ...

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7 Steps To Ensure Your Sales Team Is Using Social Selling Everyday

Oct 13, 2016 12:11:56 PM - By Amar Sheth

As the old adage teaches, starting matters but staying the course counts.

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Solving The Common Challenges Of Sales Coaching [Infographic]

Oct 2, 2016 11:00:00 AM - By Julia Manoukian

Great coaches aren't born; they're made through hard work, discipline and training. And it is exactly this attitude of dedication that allows ...

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Why The Majority Of Social Selling Programs Are A Complete Disaster

Sep 30, 2016 11:13:25 AM - By Amar Sheth

Incorporating social selling into any organization’s culture can be challenging. While enablement, marketing and sales leaders inherently realize this, ...

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Why Hitting The Phones Doesn't Work

Sep 7, 2016 9:39:59 AM - By Jason Whyte

If I think back to my recent past in software sales, many of those organizations are still doing things, for the most part, the old-fashioned way. Upper ...

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A Framework For Scaling Your Sales And Marketing Machine

Sep 6, 2016 9:48:57 AM - By Julia Manoukian

The CEO of Sales for Life Jamie Shanks recently sat down with content lead Julia Manoukian to talk about his new book, Social Selling Mastery, a framework ...

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The Social Selling Trick Most Companies Miss

Aug 29, 2016 12:45:56 PM - By Amar Sheth

Social selling isn’t rocket science — but in many ways it’s treated like it is. There is definitely a right way and a wrong way of doing it. There are places ...

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Think Executives Are Purely Rational? Think Again

Aug 15, 2016 12:53:18 PM - By Nicholas Reilly

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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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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How To Convince Old-School Executives Social Selling Is Worth It

Aug 5, 2016 10:20:28 AM - By Julia Manoukian

Social Selling Evangelist Jill Rowley recently sat down with our VP of Knowledge Transfer Dave Howe to talk about the recent surge of millennials in the ...

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4 Key Traits Championship Baseball & Top Sales Teams Have In Common

Jul 31, 2016 12:00:00 PM - By Daniel Ku

Baseball, the good ol’ American pastime. A game where kids flock to the field during the summer and when stadiums come alive during every game. The experience ...

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Secrets Of A Successful Sales Executive [Infographic]

Jul 22, 2016 1:36:06 PM - By Julia Manoukian

Spending time coaching your reps, putting together the right team, investing in the right tools. As a sales executive, are you helping your team succeed — or ...

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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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4 Major Objections Every Sales Leader Has About Social Selling

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

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

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8 Strategies For Beating Your Sales Goals Today [Infographic]

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

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

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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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The Strategies & Technologies You Need To Accelerate Revenue Today

Jun 27, 2016 1:47:48 PM - By Julia Manoukian

10,000 sales leaders and professionals, 35+ digital selling experts, 1 amazing online event. Thursday July 21 we’re hosting the world’s largest digital selling ...

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Sharpen The Saw: Top Leaders' Unusual Hobbies

Jun 26, 2016 7:00:00 PM - By Daniel Ku

Remember when you were young and the time for hobbies were endless? Your parents most likely signed you up for swimming, painting or sports. You also most ...

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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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Is Social Selling Actually Generating Revenue?

Jun 21, 2016 11:59:00 AM - By Jamie Shanks

At Sales for Life, we field thousands of discovery calls every year about social selling. And you might be surprised to learn that the most common question we ...

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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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Dear Sales And Marketing Leaders: You’re Doing Social Selling Wrong

Jun 8, 2016 1:10:02 PM - By Amar Sheth

Dear Sales, Marketing & Enablement Leadership, When it comes to social selling, we’re not doing a good job and we’re not moving fast enough.  

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Is Your Company Ready For Social Selling? [Free Assessment]

May 24, 2016 10:08:46 AM - By Jose Sanchez

At Sales for Life, our mission is to help companies engage the modern buyer and accelerate revenue. That's why we're offering this free sales assessment — to ...

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Implementing A Social Selling Program: 8 Lessons From The Trailblazers [EBOOK]

May 18, 2016 12:42:00 PM - By Julia Manoukian

Learn what it takes to launch a successful social selling program from the industry’s most forward thinkers. Social selling is growing in the mindshare of many ...

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Why Social Selling Is A Cold Caller's Best Friend

May 10, 2016 11:47:56 AM - By Amar Sheth

We’re at a critical time in the sales industry. I wanted to write about this topic because I’m seeing a shift happening in the market.

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

Apr 27, 2016 12:31:36 PM - By Nicholas Reilly

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

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

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

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

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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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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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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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How To Improve Account Management With Social Selling

Feb 16, 2016 3:19:02 PM - By Amar Sheth

Account management is a laborious task that many sales professionals have to execute daily. I’m not referring to Account Management (emphasis on capitals), ...

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The 7-Step Gameplan To Get Leadership Buy-In For Social Selling

Feb 10, 2016 5:23:00 PM - By Amar Sheth

Getting a social selling program started is turning out to be a tough sell for many “change agents” within companies. While size and vertical of the company ...

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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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6 Things I Would Train Salespeople On Before Cold Calling

Feb 1, 2016 11:45:38 AM - By Amar Sheth

You might be wondering why there are still naysayers of Social Selling in the market. It’s 2016 and the data around using social to build pipeline and revenue ...

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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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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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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 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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Missed Quota Again? 7 Things Your Sales Team Needs To Rethink

Dec 15, 2015 8:41:18 AM - By Jamie Shanks

Let me begin by saying there’s an endless number of reasons that sales teams aren’t hitting quota. And this is a major problem for organizations. In fact, ...

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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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The Resurrection Of The B2B Salesperson [Infographic]

Nov 19, 2015 6:47:43 AM - By Daniel Ku

Forrester has proclaimed that by 2020 1 million sales jobs will be obsolete. Their newest research –which Forrester will fully reveal in an upcoming free ...

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7 Data-Driven Reasons Why You Must Align Sales And Marketing

Nov 18, 2015 8:28:00 AM - By Daniel Ku

What is it with sales and marketing? Haven't you ever wondered what all the tension is really about? They share the same goal of bringing in customers and they ...

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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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It's A Buyer Funnel, Not A Sales Process [Infographic]

Nov 11, 2015 9:12:06 AM - By Jose Sanchez

Your buyers have typically completed 57% of their process before actively engaging with Sales. So what are you doing to help them along their journey? The ...

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Why Continuous Learning Is Crucial For Client Relevancy

Nov 9, 2015 11:46:40 AM - By Brian Lipp

You have changed. I have changed. Buyers have changed. 74% of today’s B2B buyers conduct more than half of their research online before making a purchase, and ...

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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 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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Blowing Up The Silos Between Sales And Marketing

Oct 21, 2015 7:51:40 AM - By Amar Sheth

When applying for a traditional sales or marketing role in the future, here’s what you’ll hear: “Congratulations! Welcome to the Revenue Department.” That’s ...

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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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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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Disrupt Or Be Disrupted: 40% Of Companies Will Be Extinct In 10 Years

Sep 20, 2015 3:04:08 PM - By Amar Sheth

"Forty percent of businesses in this room, unfortunately, will not exist in a meaningful way in 10 years." Not my words by any means but this is a dire ...

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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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How Marrying Sales And Marketing Transforms Your Business [Infographic]

Aug 19, 2015 6:17:59 AM - By Daniel Ku

Brad Pitt and Angelina Jolie, Barney and Fred, Barbie and Ken, Batman and Robin, Peanut Butter and Jelly, Bert and Ernie, Obama and Michelle, Spaghetti and ...

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Why Sundays Are A Critical Part Of Growing Your Business

Aug 9, 2015 3:07:41 PM - By Jamie Shanks

As a sales leader, do you find yourself working seven days a week, trying to keep multiple balls in the air so your business will succeed? If you’re constantly ...

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How Sales & Marketing Alignment Can Boost Revenue [Infographic]

Jul 21, 2015 6:16:27 AM - By Jose Sanchez

Marketing creates tons of relevant content but can’t get Sales to share it. Sales teams feel like Marketing doesn't support their efforts and that are not ...

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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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What A Social Selling Leader Has To Say About The Future Of Sales

Jun 9, 2015 8:25:39 AM - By Amar Sheth

“Salespeople of the future will close deals as the natural conclusion to the buying process where knowledge and insight has delivered value from the start and ...

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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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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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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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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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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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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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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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3 Lessons Crown Molding Taught Me About Social Selling Tools

Nov 4, 2014 10:59:24 AM - By Kevin Thomas Tully

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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What Is The ROI Of Social Selling? 5X Your Investment!

Nov 3, 2014 5:26:46 PM - By Jamie Shanks

This is pretty simple. We’ve worked with 45,000 sales reps in over 200 companies. We measure (using their CRM) the effectiveness that sales education, ...

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