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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.

Are You Focused on specific key accounts? Learn to focus on 1-2 digital sales plays.

Oct 30, 2018 5:00:00 PM - By Jamie Shanks

Do you have only 10 accounts? Does your entire sales division focus on only 100 global accounts? Digital sales is not a “prospecting” motion in your mind, as ...

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Account Planning: Competitive Intelligence & “Seeking out Poison Pills” in key accounts

Oct 22, 2018 3:00:00 PM - By Jamie Shanks

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Less Product More Training - The Secret Sauce To Your Upcoming Sales Kickoff [Infographic]

Oct 17, 2018 10:00:00 AM - By George Albert

 

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

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

Having participated in 100’s of tech company Sales Kickoffs (SKO) and witnessing the thousands of dollars to the multi-million dollar events, I thought it ...

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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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Winning Over The C-Suite With A 3-Front Sales Strategy

Feb 7, 2018 9:00:00 AM - By Jamie Shanks

Nobody wants to hear, “I'll check with my boss.” It usually means that sales loses control of the presentation and will be shut out of the Q&A session, if ...

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Kickstarting Your Modern Prospecting Routine: A Guide For Salespeople [Infographic]

Aug 16, 2017 11:17:28 AM - By Julia Manoukian

Despite hype in the modern sales community, nothing is “dead.”

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How To Sell To Millennial B2B Buyers [Infographic]

May 18, 2017 11:00:00 AM - By Julia Manoukian

Make way for a new generation: New research shows that 73% of Millennials are involved in B2B purchasing decisions. But most sales teams are stuck in the past, ...

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Why You Should Not Respond To That Lead Right Away: Dodge Low, Punch High

May 9, 2017 10:25:44 AM - By Mitch Morando

You get a new lead and you can tell immediately by the @domain.com name that it’s at least a good firmographic prospect.

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7 Simple Steps To Nurture Prospects When They've Gone Dark

Apr 25, 2017 9:53:47 AM - By Max Altschuler

In sales, a lot of things can trigger a migraine. Your team didn’t make the cut this quarter. Some customers have ridiculous expectations. An account manager ...

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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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Setting Yourself Up To Crush Quota With Your Channel Sales Team

Apr 3, 2017 11:32:26 AM - By Jen Spencer

With the benefits of a channel program so well-established for any business looking to extend its reach into new, unexplored markets (and amp up its ROI in ...

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The Biggest Flaw In Your Partner Sales Process

Mar 16, 2017 12:17:15 PM - By Jen Spencer

Like in any area of business, the channel has its do’s and don’ts, its conventional wisdom about the best ways to operate and profit. But as partnering ...

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Horrible Sales Emails II And How Social Selling Can Help

Feb 24, 2017 10:52:13 AM - By Julia Manoukian

Most salespeople have sent and received their fair share of unwelcomed emails. They wake up, check their inbox, and glaze over rows upon rows of standard ...

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

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

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

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Cold Calling Advocates: Sincere, But Sincerely Wrong

Jan 30, 2017 11:05:53 AM - By Amar Sheth

Quick, tell me what’s wrong with this strategy: let’s cut down a rainforest to print a book.

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3 Reasons To Use Video In Your Prospecting

Jan 17, 2017 10:31:18 AM - By Jon Spenceley

Video seems to be everywhere these days. Your prospects are watching marketing videos on your website, seeing videos on Facebook and Instagram, and getting ...

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Are Salespeople Allergic to Content?

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

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

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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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Why Your Buyers Never Email You Back

Dec 21, 2016 9:56:56 AM - By Dave Howe

It’s shocking to me how many terrible emails I still receive from sales professionals. Literally every day I receive at least 1-2 emails from sales reps ...

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Common Mistakes of Sales Automation And How To Fix Them

Dec 14, 2016 10:56:34 AM - By Lee Gladish

The sales industry has changed in so many ways since I first started. Salespeople are no longer the gatekeepers of product knowledge or pricing. This is now ...

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High Quality Prospecting for Broke Sales Teams

Nov 16, 2016 11:49:31 AM - By Julia Manoukian

There are a ton of tools out there for sales teams to prospect, but the reality is most of them are costly. A lot of smaller companies can’t afford these ...

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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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Reverse Image Search: A Little-Known Way to Research Your Prospect

Oct 11, 2016 2:49:49 PM - By Aki Merced

Salespeople who get the biggest deals and the best customers know that preparation is a major key. There’s no way around it. If you want to connect with a ...

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Social Selling Really Isn’t About Selling

Sep 26, 2016 10:00:00 AM - By Jamie Shanks

The year was 2011: I had a failing business and I was going bankrupt. I was teaching inside sales best practices to companies around the Toronto region. The ...

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Why Social Selling Is More Than Just A BuzzWord

Sep 19, 2016 10:00:00 AM - By Julia Manoukian

Social selling is one of the hottest buzzwords in sales right now. If you don’t believe me, just take a look at how use of the phrase has been on a steady ...

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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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What Is Your Social Selling Routine Missing?

Sep 2, 2016 9:00:00 AM - By Dave Howe

Not only is it important to have social selling activity on a daily basis as sales professional today,  it’s important to have the right social selling routine.

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Touchdown: How To Score $250,000 Deals By Researching Your Buyer

Aug 23, 2016 10:30:00 AM - By Dave Howe

If you don’t understand your buyer today, you’re never going to be able to reach them. Just because it’s easier to find buyers through social channels like ...

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This Isn't Your Grandpa's Sales Team Anymore [Infographic]

Aug 12, 2016 10:31:45 AM - By Julia Manoukian

The role of a sales professional has evolved. There's no question about it. Gone are the days pounding on doors, taking clients out to the golf course or ...

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What Happened To My LinkedIn SSI Score When I Didn’t Share Content For 2 Months?

Aug 10, 2016 10:35:54 AM - By Amar Sheth

When you talk to most social sellers (yours truly included) we always advise sales professionals to share content with their social networks.

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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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Think Outside The Clock: Why Sunday Is The Best Day To Sell

Jul 24, 2016 2:00:00 PM - By Dave Howe

If you’re like many sales professionals, you typically don’t work outside of the 9 to 5. You may even follow my successful social selling routine, which ...

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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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It's H2H Not B2B: Why You Need To Stop Sending Unpersonalized Emails

Jul 8, 2016 9:39:43 AM - By Julia Manoukian

  An email inbox, even one with a work domain, is a personal space. Imagine walking down the street as someone approaches with a giant grin and says, "Hi ...

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Measuring Social Selling Success: Why LinkedIn's SSI Isn't The Only Answer

Jun 13, 2016 11:47:48 AM - By Neale Martin

I wrote 12 Hacks To Increase Your LinkedIn SSI Score back in March, and got a mixed bag of responses and feedback. Some were positive, and others were ...

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How To Use Social Selling At Every Stage of The Buyers' Journey

Jun 10, 2016 11:51:35 AM - By Jamie Shanks

How do the three sales drivers below fit into the three stages of the traditional sales process: the top of the funnel, middle of the funnel, and bottom of the ...

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15 Insights That Prove The Value Of Social Selling [Infographic]

Jun 9, 2016 12:34:44 PM - By Julia Manoukian

When it comes to early engagement in the buying journey, social media has become increasingly relevant as a way to reach B2B buyers. The stats say it all: 79% ...

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Dear Marketing, Your Leads Are Crap

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

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

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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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Think Like A Journalist, Act Like A Social Seller

May 26, 2016 11:20:50 AM - By Julia Manoukian

As sales pros, you might think you have nothing to learn from journalists. But if you look closer, you’ll find the same skills journalists use to uncover ...

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4 Simple Ways To Revive Cold Calling From The Dead

May 16, 2016 1:10:05 PM - By Amar Sheth

Those that believe cold calling isn’t dead often say that salespeople need more training on it. They suggest that there is a problem with sales people, not ...

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Why Social Selling Is Simply Not Worth Your Time

May 6, 2016 11:29:42 AM - By Amar Sheth

When sales tasks are forced, they become a chore. Even though conventional wisdom would say we should do them, they’re still not approached with enthusiasm. On ...

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3 Simple Steps to Socially Sell As An Account Manager

May 5, 2016 11:23:56 AM - By Amar Sheth

Social selling – so many misconceptions about it exist! One popular myth that many are espousing is that social selling is for sales functions like SDRs, BDRs, ...

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How To Use A Multi-Touch Strategy To Engage Buyers On LinkedIn

Apr 19, 2016 2:04:13 PM - By Jamie Shanks

Using social media to reach out to buyers is extremely effective. But most sales professionals aren’t leveraging social properly. In fact, I’m seeing a huge ...

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How To Avoid The Pitfalls Of A Single-Threaded Sales Approach

Apr 13, 2016 1:07:56 PM - By Dave Howe

Are you losing valuable deals because your account relationships are single-threaded? This happened to one of our clients, a large publishing company. The ...

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The Inconvenient Truth: Why Your Cold Calls Go Unanswered

Apr 5, 2016 2:25:55 PM - By Amar Sheth

With all of the data around the near Wall Street-type collapse of cold calling effectiveness, why is it that our sales industry still sings its praises? That’s ...

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How To Send LinkedIn InMails That Lead To Sales Opportunities

Apr 1, 2016 2:11:30 PM - By Neale Martin

It’s a Friday morning and you’re sitting at your desk drinking a coffee, when all of a sudden you notice you just received the following InMail:

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Only 8.5% Of Sales Teams Have An Integrated Social Selling Strategy

Mar 31, 2016 2:57:50 PM - By Jamie Shanks

We interviewed and gathered insight from 300 of the best sales professionals who consistently exceeded quota to get an insider’s look into the state of Social ...

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Starting Your Day Right: A Daily Sales Routine For Success

Mar 28, 2016 10:30:00 AM - By Dave Howe

Do your days start with the best intentions but quickly get derailed? Are you often distracted by responding to emails and feel scattered throughout your day?

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What Sales Needs From Marketing To Execute Social Selling

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

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

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16 Stats That Prove The Demise Of Cold Calling

Mar 23, 2016 3:33:19 PM - By Jose Sanchez

Come in from the cold. All you are going to catch out there is a chill. Cold calling, cold emails, email blasts, door-to-door sales, etc., are going away for ...

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A Daily LinkedIn Sales Navigator Routine For Your Sales Team

Mar 18, 2016 3:03:47 PM - By Neale Martin

As an Outbound Enterprise SDR trying to break into target accounts, I am using LinkedIn Navigator on a daily basis for identifying prospects and engaging them ...

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To Write Or Not To Write: Should Sales Take Part In Creating Content?

Feb 25, 2016 3:04:06 PM - By Neale Martin

Short answer: it depends. First of all, your sales professionals should be sharing content with the market at the bare minimum. Buyers are already 57% through ...

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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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How Content Marketing Helps Sales Teams Build More Pipeline [Infographic]

Feb 19, 2016 1:24:02 PM - By Daniel Ku

It's undeniable that content marketing is effective for your sales team's objectives. From establishing expertise and credibility to generating new leads and ...

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How To Use Twitter For Finding New Prospects

Feb 18, 2016 3:39:51 PM - By Neale Martin

There’s a lot of hype around LinkedIn & Sales Navigator, although they're great tools, I think we all forget that there’s another equally amazing platform for ...

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

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

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

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4 Sales Problems You Need To Fix In 2016 [Infographic]

Feb 3, 2016 10:06:20 AM - By Daniel Ku

Attention sales professionals, which one of you enjoys putting accurate and timely data into your CRM? Most likely just a minority of you all because 53.85% of ...

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How To Warm Up Your Cold Calls With Content Notifications

Jan 26, 2016 10:04:12 AM - By Neale Martin

In order to fuel demand generation, many organizations are investing in automated marketing platforms like Hubspot, Pardot, and Marketo. All of these ...

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5 Key Tips On How To Prospect In LinkedIn Groups

Jan 19, 2016 10:30:31 AM - By Neale Martin

Social Selling is a hot topic, and many sales & marketing leaders are considering it, but often don’t know where to start. Alignment between sales & marketing ...

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5 Cold Calling Fails And How To Fix Them With Social Selling

Jan 4, 2016 8:46:47 AM - By Jamie Shanks

Have you heard that cold calling is back from the dead? It turns out that cold calling is a bit like Mark Twain: Reports of its death have been greatly ...

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There Are 24 Hours In A Day, And You’re Only Selling For 2 Of Them?

Dec 16, 2015 9:04:25 AM - By Jamie Shanks

I would never profess to be the greatest sales professional nor the greatest coach. But in all my years as a sales professional—from starting my career at Bank ...

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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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The Effective Sales Process: A Data Driven Approach [Infographic]

Dec 4, 2015 7:56:30 AM - By Daniel Ku

A great sales process is like a well-oiled machine with excellent mileage, maximum performance and effective in getting you from lead to closed deal. But many ...

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Implementing A Successful Social Selling Program: Overcoming 3 Major Challenges

Nov 17, 2015 9:19:26 AM - By Amar Sheth

In a recent webinar with The American Marketing Association (AMA), marketers from around the country were asked about their organizations were doing around ...

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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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Overcoming This Common Sales Objection: No Budget

Nov 3, 2015 8:50:28 AM - By Jamie Shanks

Do your prospects often tell you “I don’t have budget?” This is one of the most common objections sales professionals hear. But as a business owner and CEO of ...

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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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Survival Of The Fittest: 8 Stats About The Future Of Sales

Oct 27, 2015 9:44:32 AM - By Daniel Ku

When things get better, change is easy. Nobody with a smartphone longs for the days of desk phones. You don't hear people complaining that they can't find ...

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Numbers Don’t Lie: If Your Buyers Are Online Then So Should You

Oct 18, 2015 2:51:36 PM - By Amar Sheth

Many of us in the Social Selling circles talk about a stat that CEB has researched that reveals that 57% of a B2B buyer’s journey is now done online without a ...

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The Only Thing Standing Between You And Your Social Selling Success

Oct 16, 2015 6:25:59 AM - By Amar Sheth

It’s not you, it’s me. That’s the typical TV line we all know. Anytime we want to try and let someone down in a sensitive way, we find ourselves repeating ...

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7 Email Mistakes Salespeople Should Avoid When Pitching

Oct 12, 2015 7:35:55 AM - By Jamie Shanks

In today's competitive business environment, it is critical that salespeople leverage all available channels to connect with prospects. One often overlooked ...

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How To Overcome The Top 4 Sales Objections With Social Selling

Oct 9, 2015 7:34:47 AM - By Jamie Shanks

As a sales professional, you’re probably used to hearing objections from clients about why they can’t or don’t want to use your solutions. But did you know ...

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I Hope My Wife Doesn't Read This... Why Salespeople Should Romance Prospects

Sep 29, 2015 12:27:13 PM - By Amar Sheth

Prospects. We all have them. Romance. We all want it. One of the most frequent complaints and pet peeves prospects have about sales professionals is that we ...

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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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How To Get Informed About Your Prospect Without Spying

Sep 23, 2015 12:47:35 PM - By Amar Sheth

I call it “socially surrounding” the buyer but many people, in jest, call it spying. Call it what you will but the advantages are obvious: listening to what ...

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12 Stats That Prove You Need To Start Social Selling [Infographic]

Sep 10, 2015 8:39:23 AM - By Daniel Ku

Numbers don't lie. Your buyers have changed and so must you. In fact, 57% of the buying decision is completed before they are willing to talk to a sales rep. ...

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12 Sure-Fire Ways To Find New Prospects On LinkedIn

Aug 20, 2015 8:49:49 AM - By Dave Howe

Is your pipeline full? It should be. There are 255 people born every minute, so you could have over 1,275 new leads by the time you finish this blog. The ...

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Top 5 Must-Read Blog Posts About Lead Generation and Prospecting

Jul 31, 2015 8:18:29 AM - By Jose Sanchez

One of the questions we receive most often – in tweets, InMails, emails, phone, conversation – is, “How do I generate leads with Social Selling? How to I go ...

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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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10 Things That Sales Teams Will Need In 2015

Sep 30, 2014 4:12:39 AM - By Jamie Shanks

As 2014 winds down, salespeople and managers should look at the current environment to figure out what elements will be most important and useful in the months ...

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The New and Ancient Art of Data Visualization

Aug 16, 2014 2:33:10 AM - By Guest Author

Applying data visualization to the sales process can yield actionable insights that make sales teams become more productive. This is a guest post from Nikolaus ...

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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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Social Selling Equals Sales & Marketing Alignment

Jul 31, 2014 8:50:50 AM - By Dave Howe

Getting the sales and marketing departments of any business to work together seamlessly is almost always a tug of war. Marketing creates tons of high-value ...

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Best of Sales for Life: Our 5 Most Inspiring Blog Posts

Jul 30, 2014 11:45:41 AM - By Jamie Shanks

Sometimes, the first step to achieving success is believing in yourself. The majority of the content on this Sales for Life blog is about the sales industry ...

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Don’t Worry, Be Happy as a Social Seller

Jul 24, 2014 6:01:10 AM - By Dave Howe

Social selling is your new secret weapon for reaching your sales targets. If you currently hold a quota-carrying sales position or had one in the past, then ...

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How LinkedIn Helps Combat CEB’s Truth About Increased Sales Cycle Timelines

Jun 19, 2014 5:50:00 AM - By Jamie Shanks

Sales cycle timelines have increased. Here's how you can use LinkedIn and social selling to stay in touch during the buying process. I’m sitting in the ...

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SHUT UP and Listen to Your Prospects

Jun 17, 2014 9:34:42 AM - By Dave Howe

As sales professionals, one of the hardest skills for us to learn is LISTENING. Our managers and mentors teach us hundreds of things: how to cold call, how to ...

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Socedo & The Swag Factor (Video)

Jun 1, 2014 1:48:30 AM - By Amar Sheth

Got swag? If not, get Socedo (pronounced soh-see-doe)! Socedo is one of the most ingenious tools to hit the sales and marketing street in a long time. It ...

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Attention Sales Reps: Buyers are Going Social! (Video)

May 27, 2014 12:19:51 AM - By Amar Sheth

Listen up sales reps! Our buyers are going social. There is now emerging evidence of the power of social media in the buying world. Buyers that use social ...

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Qualify Hard and Sell Soft (Video)

May 21, 2014 10:40:52 AM - By Amar Sheth

Increase the odds of finding qualified prospects by using social selling tools to listen to potential buyers. Have you heard that saying before? I heard it ...

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The Sacred Cows of Sales

Apr 13, 2014 2:23:22 AM - By Amar Sheth

Sales leadership is busy keeping the status quo alive because it’s proven to be effective in the past. However, times have changed and our sales approaches ...

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Giving Just Enough To Get Everything?

Dec 11, 2013 4:56:10 AM - By Robert Kavanagh

Google Sales is a dynamically changing game. Not all sales advice and helpful quotations are created equal. Much like you'll be looking to roll the bottom 5% ...

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