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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.

Essential Tools for Tracking the ROI of Social Selling

Feb 28, 2018 9:00:00 AM - By Jamie Shanks

Show, don't tell. In business, that translates as, “Where are the metrics?” Sales reps can clearly observe that social selling works, but their bosses want ...

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How To Measure Leading, Current & Lagging Indicators With Social Selling

Oct 5, 2017 1:02:36 PM - By Jamie Shanks

This almost scientific way of measuring leading, current and lagging indicators has nothing to do with social selling. This has to do with the motivation, ...

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5 Proven Strategies for Sales Growth [Infographic]

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

How can sales leaders drive above market growth in today’s digital world?

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What Is The Real Evidence For Cold Calling Effectiveness?

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

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

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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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World-Class Sales Professionals Use Social Selling [New Research]

Aug 31, 2016 11:26:21 AM - By Jamie Shanks

Fast forward to 2018: How do you jump two years ahead of the competition? Productivity is all about doing more in less time. If a sales team found a way to ...

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No Chill: The Ultimate Way To Warm Your Cold Call

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

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

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

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

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

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Leaky Pipeline? Time To Change Channels [Infographic]

Aug 4, 2016 11:37:20 AM - By Julia Manoukian

As a sales leader, do you know what channels create the most opportunities? Maybe it's last month's email campaign. Or maybe it's that huge offline event you ...

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The Channels With The Highest Conversion Rates Are… [New Research]

Jul 28, 2016 11:50:54 AM - By Ron De Appolonia

Implisit, an Information Technology and Services company acquired this year by Salesforce, analyzed the pipeline of hundreds of companies across the globe to ...

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Build High Performing Sales Teams With The Right Processes Ft. Tiffani Bova

Jul 11, 2016 11:48:07 AM - By Julia Manoukian

Ask Tiffani Bova the one thing salespeople can do to be more customer-centric and her answer might surprise you: your sales metrics could be lying. 

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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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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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3 Key Ways To Measure Your Social Selling Efforts

Mar 10, 2016 2:01:17 PM - By Jamie Shanks

As a sales operations or sales enablement leader, are you constantly struggling with these two problems in your business? How do you get buy-in and ...

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7 Reasons Why Your Social Selling Program Is Bound To Fail

Mar 1, 2016 2:31:05 PM - By Amar Sheth

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

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Only 3% Of Prospects Are Ready: What To Do With The Rest?

Nov 2, 2015 12:13:37 PM - By Amar Sheth

One of the toughest parts of in sales is qualifying interest of buyers. Most of us become excited at even the littlest sign of interest from a prospect. Go on, ...

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

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

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

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ROI Of Social Selling: 4 Major Outcomes Of Sharing Insights

Aug 11, 2015 6:40:42 AM - By Amar Sheth

I believe wholeheartedly that sales professionals have the best of intentions when wanting to speak with, and ultimately do business with, their prospects. So ...

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12 Valuable Metrics For Measuring Social Selling Success

Jun 29, 2015 5:10:27 AM - By Amar Sheth

As Social Selling grows and enters the sales process of organizations, the most natural questions that emerge pertain to metrics. Sales is used to measuring ...

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8 Data-Driven Reasons Why You Need To Start Social Selling

May 28, 2015 8:07:24 AM - By Jose Sanchez

With some prospects, you can give them all the most logical, most emotional, most persuasive arguments in the world about what you sell and they're still not ...

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15 Solid Stats That Prove The Power of Social Selling [SlideShare]

May 18, 2015 10:09:48 AM - By Daniel Ku

What's the exact impact that Social Selling on a sales rep's pipeline and quota? How well does Social Selling compare to traditional sales tactics like cold ...

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

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

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

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How To Measure Your Social Selling Efforts With Your CRM [Video]

Mar 30, 2015 9:29:23 AM - By Jamie Shanks

If you’ve implemented Social Selling into your organization, I applaud you. But you may have neglected to include one of the most important components of ...

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The ROI of Social Selling [Infographic]

Sep 26, 2014 8:49:58 AM - By Jose Sanchez

Social Media has become a key digital strategy for a vast majority of sales and marketing teams (70%+). But how are companies measuring the impact of Social ...

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The State Of Social Selling In 2014 [Infographic]

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

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

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Predictive Sales Analytics Are BLOWING MY MIND!

Aug 8, 2014 2:00:43 AM - By Jamie Shanks

Predictive analytics are taking sales measurement to a whole new level. We were running our Salesforce.com CRM just like everyone else. We used “Stage” and ...

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2 ROI Calculators to Explain Social Selling to Your CEO

Jul 26, 2014 2:04:26 AM - By Jamie Shanks

If your organization is new to using social media for sales, you may have to explain Social Selling ROI to your management or executive leadership team. There ...

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Hockey Stick Growth: 1 Post/Day to 24 Posts/Day

Apr 23, 2014 1:42:05 AM - By Jamie Shanks

The goal is to have your growth acceleration stop travelling linearly like the shaft of a stick, and travel north like a “J” – FAST! This is hockey stick ...

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How to Increase Your Inbound Leads and Web Traffic By 200% With Social

Apr 21, 2014 1:41:30 AM - By Jamie Shanks

Using content marketing and social media tools, you can increase your inbound leads and website traffic significantly. This is such a simple equation: (Number ...

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Social Selling Reduces the Cost Per Lead

Apr 10, 2014 5:49:15 AM - By Amar Sheth

Our data shows that it costs 75% less to generate leads on social media than on other channels. At the bare minimum, social selling is something that you ...

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SUCCESS STORY: 50% of Sales Pipeline From Social Selling!

Mar 27, 2014 10:02:34 AM - By Amar Sheth

By now I hope you don’t think social selling is just some obscure and foggy theory that a bunch of us crazies are ranting about. Okay fine, some of us are ...

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How can I track ROI with Social Selling?

Feb 11, 2014 8:29:35 AM - By Jamie Shanks

Google Easily the most common fear sales managers have with Social Selling is the ability to track and keep sales reps accountable. It’s not like tracking ...

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What’s the ROI (Risk of Ignorance)?

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

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

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KPI – Keep Your President Interested

Nov 18, 2013 6:41:00 PM - By Robert Kavanagh

Google KPI – Keep Your President Interested

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What metrics should I measure in LinkedIn?

Nov 1, 2013 10:42:44 AM - By George Albert

Google

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7 Deadly Sins Sales Leaders are Making with Social Selling

Oct 16, 2013 8:47:20 PM - By Jamie Shanks

Google FIRED!!! That’s my prediction. Not today, not even next year. But within 3-5 years, if you’re a sales leader (or aspiring sales leader) that isn’t ...

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6 Months, 14 New Clients, Social Selling - No Excuses!

Jul 16, 2013 8:24:24 PM - By George Albert

If I had a nickel for every time I heard the below excuses.... I'd love to read that book but I just don't have any time. I wish I knew product X the same way ...

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

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

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

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How uSamp Increased Meetings Booked by 3.5x Per Sales Rep in 30 Days

May 7, 2013 9:38:32 PM - By Jamie Shanks

What’s your cost per lead? How accurately can you predict revenue from increased meetings booked each month? Kevin Gaither, VP Inside Sales at uSamp – has this ...

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XO Communications Has Instant Social Selling Success With Training Roll-Out

Apr 24, 2013 8:21:39 AM - By Jamie Shanks

I want you to look at your sales team and imagine this... Look the sales productivity they have today. How many new prospect meetings are they booking a month ...

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Social Selling KPI’s – Sourced Versus Influenced

Apr 17, 2013 5:21:49 AM - By Jamie Shanks

As a CSO or VP Sales, you want to know the ROI of any sales activity. You have a complete handle on your lead generation efforts, your pipeline activity, and ...

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52% of All Opportunities in Q1 = Inbound via TIMETRADE

Apr 5, 2013 2:52:23 AM - By Jamie Shanks

Content is king. Content with a call-to-action is King like LeBron James. We are Social Selling experts - leveraging LinkedIn, Twitter & Content Marketing to ...

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STOP Looking at LinkedIn InMail as an End Result For ROI

Feb 8, 2013 6:47:38 AM - By Jamie Shanks

Synergy - defined as “the Whole is greater than the Sum is its parts”.

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Social Selling Wish List for 2013

Dec 29, 2012 4:35:07 AM - By Jamie Shanks

We all have a sales wish list. Mine is to stop time for about two weeks, get our "To Do" list cleared up, and turn the engine back on. It seems no matter how ...

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The "like" That Generated a 2 ½ Year Client Engagement

Dec 29, 2012 4:04:16 AM - By Jamie Shanks

Sales professionals are constantly asking "what is the best way to get a prospects attention on LinkedIn & Twitter"? There is no one answer, as there are ...

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Marketing Automation For Small & Mid-Sized Companies

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

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

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Using a multi-touch InMail strategy is pure GOLD

Oct 10, 2012 8:55:14 PM - By Jamie Shanks

Sales Managers are frustrated with how quickly their sales reps give up nurturing a prospect. Time-after-time, sales reps get comfortable with making 1 or 2 ...

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10 Tips, Trick, Tactics to Increasing Sales Opportunities

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

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

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5 Sales Metrics Your Team is NOT Measuring – But MUST!

Jul 1, 2012 6:20:43 AM - By Amar Sheth

Your Sales Team Needs to Have Visibility Into 3 Fundamentals   1. Volume This is basic and nearly every sales organization has monitored & analyzed a portion ...

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