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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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4 Tips to Prepare Your Sellers for the BIG Q4 Push

May 28, 2018 9:00:00 AM - By Sales for Life

After the slower summer months, many companies experience a big push through Q4. In fact, companies may do more than half of their sales during the last three ...

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The Slower Months of the Year Are the Perfect Time for Skills Development

May 14, 2018 9:00:00 AM - By Sales for Life

Many sales leaders are familiar with the so-called summer slump. Generally speaking, business slows down when the warmer weather arrives. Decision-makers are ...

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How to Measure Sales Training ROI

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

Improving sales performance and driving growth in the sales department are important objectives, and sales leaders must spend wisely to maximize any sales ...

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How to Close the Skill Gap among Sales Reps

Apr 17, 2018 9:00:00 AM - By Sales for Life

Market leaders hire the top sales talent. It’s a strategy that often works well, and many try to imitate it. Sales leaders know they can’t necessarily hire the ...

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5 Proven Ways to Elevate Core Performers

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

Core performers make up approximately 70 percent of the sales team. Since they’re the majority, your core performers are responsible for the bulk of sales ...

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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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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 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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What 300 Enterprise Clients Taught Us About Sales Skill Adoption

Jan 1, 2018 9:00:00 AM - By Ron De Appolonia

Every year we analyze our client performance data to determine any new trends or derive patterns that accurately predict how successfully a program will aid in ...

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The Direct Correlation Between Learning Behavior And Sales Results

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

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

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Sales Training Adoption Leads To Higher Quota Attainment [Roundup]

Dec 1, 2017 11:31:49 AM - By Daniel Ku

Whether you or your organization is thinking about implementing a new sales methodology, technology or training, one key driver for success will be adoption. ...

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Social Selling: There's No App For That

Oct 19, 2017 11:44:47 AM - By Amar Sheth

As social becomes a more dominant form in the prospecting process, sales leaders must remember that without the proper mindset, these tools are going to get ...

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Making Learning Stick: How Xerox Designs Unforgettable Sales Training

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

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

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Several Industries See More Than 50% of Revenue By Social Selling [Roundup]

Sep 29, 2017 9:35:37 AM - By Julia Manoukian

Welcome to your weekly roundup for September 22-29. This week we’re summing up empirical data from LinkedIn that proves social selling lifts revenue across a ...

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

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

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

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How To Plan The Perfect Sales Kickoff [Checklist]

Aug 29, 2017 1:03:59 PM - By Julia Manoukian

From planning to execution, your sales kickoff is one of the most critical events for starting new initiatives. 

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3 Pillars For Rolling Out Skill-Based Training For New Sales Hires

Aug 23, 2017 2:19:36 PM - By Jamie Shanks

I’d like you to picture that you coach a sports team. You’ve been hired after the annual draft, and need to start assembling your final roster during training ...

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7 Pieces of Sales Training Advice That Will Change (Or Save) Your Career

May 1, 2017 11:48:20 AM - By Jamie Shanks

If a training effort is siloed without accountability, measurement and buy-in from senior leaders, it’s bound to crash, burn and often take a hefty sum of ...

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Top Strategies For Sales Enablement Success in 2017 [Infographic]

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

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

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New (LinkedIn) Interface, Old Lessons: Why Top Sales Teams Manage Change

Dec 13, 2016 9:50:08 AM - By Amar Sheth

There have been stirrings in the market about changes to the LinkedIn UX (user experience). I’ll be the first to admit these changes are inevitable. Just like ...

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Mindset, Skillset, Toolset: A Proven Path For Scaling Sales Success

Dec 12, 2016 11:18:03 AM - By Sales for Life

Technology is constantly evolving and companies are now realizing the benefits it can bring to every level of their organization. 

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Beyond The Classroom: Why Sales Training Is Close to A Tipping Point

Dec 9, 2016 12:47:55 PM - By Sales for Life

Sales training is nearing a tipping point: Investment in scheduled, classroom-based training is expected to stay flat in the years ahead, while investment in ...

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Show Me The Money: Measuring Social Selling ROI for Sales Leaders

Nov 21, 2016 12:33:35 PM - By Amar Sheth

While much has been written about how to calculate the ROI of social selling, virtually nothing has been published on overall frameworks that can be used from ...

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Sales Weekly Roundup: B2B Sales Tactics, Training & Hashtagging

Nov 11, 2016 10:09:07 AM - By Sales for Life

Welcome to the sales weekly roundup for November 6-12. This week we’ve got new research on the benefits of social selling in the B2B space, what leaders need ...

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What Can Millennials Learn From Old Schoolers About Digital Selling?

Nov 10, 2016 1:30:54 PM - By Jamie Shanks

There was a great statistic that Justin Shriber, the Head of Marketing for LinkedIn Sales Solutions, presented at our digital growth conference in 2016. This ...

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Persistency & Consistency: Scaling Social Selling Within Your Team

Sep 29, 2016 1:19:43 PM - By Gaurav Dharmshaktu

Well Dreamforce’ 16 is here folks. Who is excited? I sure am. So are you guys ready for the biggest sales event of the year?  It’s going to be huge. I won’t be ...

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Social Selling Without Training Biggest Barrier To Success [New Research]

Sep 27, 2016 8:45:04 AM - By Jamie Shanks

The top three most influential trends in the world of sales today are social selling, account-based marketing and sales development technologies.

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Ebook: A Step-By-Step Guide To Successful Social Selling Implementation

Sep 21, 2016 10:00:00 AM - By Julia Manoukian

Learn the steps to successful social selling implementation.

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Why Social Selling Is Like Losing Weight

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

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

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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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Social Selling Training in 2017: A Predictive Approach

Aug 19, 2016 11:53:16 AM - By Jamie Shanks

The next year in social selling training is going to see some huge jumps. Companies and individuals are going to be able to track their progress like never ...

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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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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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20 Quotes On What It Takes To Build A High-Performance Sales Team

Jul 19, 2016 1:36:19 PM - By Julia Manoukian

Building a high-performance sales team isn't easy. Especially in the digital age, sales leaders and professionals are bombarded with content, information and ...

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To Crush Quota, You Have To Understand Your Buyer

Jun 14, 2016 12:06:08 PM - By Ron De Appolonia

Today’s sales teams have evolved. No longer are sophisticated sales pros taught to pressure buyers or use questionable selling tactics — instead they’ve ...

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

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

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

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Should Your Social Media Team Own Social Selling?

Jun 1, 2016 1:45:40 PM - By Amar Sheth

One of the biggest opportunities in the world of sales right now is the ability to use social media as a channel to find, educate and engage buyers. With the ...

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

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

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

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3 Key Pillars To Consider Before Launching A Social Selling Program

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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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 Social Selling Integrates With Your Existing Sales Training

Jan 5, 2016 9:17:51 AM - By Jamie Shanks

No matter what sales methodology has been adopted by your organization, Social Selling can be easily integrated. Thanks to Xerox in 1967, and David Sandler in ...

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The Real Opportunity For Socially Connected Millennials In Sales

Nov 1, 2015 1:58:08 PM - By Jamie Shanks

There’s a misconception that social and digital selling is ideal for the millennial. After all, they already use social media in their personal lives and are ...

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Why Product Training For Sales Is Ineffective

Oct 7, 2015 8:01:22 AM - By Jamie Shanks

There’s a huge problem that I’ve noticed time and time again with most sales kickoffs. At these events, the sales leadership and sales enablement teams are ...

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How Continuous Training Can Boost Your Sales Employees' Performance By 50% [Infographic]

Sep 30, 2015 8:50:45 AM - By Jose Sanchez

Training that is up to date, continuous and addresses your sales team's challenges gives you a competitive advantage. The benefits have been proven. When sales ...

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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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Beyond LinkedIn: The Elements Of A Successful Social Selling Program [Free ebook]

Aug 5, 2015 9:00:43 PM - By Jamie Shanks

Many start Social Selling with LinkedIn tips and features, such as Advanced Search, Job Change Alerts, and LinkedIn Groups. However that only scratches the ...

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The 20-Day Sales Diet: Transforming How You Sell

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

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

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LinkedIn Training: The Good, The Bad And The Ugly

Jul 1, 2015 5:21:28 AM - By Amar Sheth

With the rise, curiosity and gaining popularity of social media in the B2B sales process, LinkedIn has become the behemoth of the new “Social Selling” ...

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The #1 Mistake Companies Make With Social Selling

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

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

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

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

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

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One Strategy To Keep Building Pipeline This Summer [Video]

Jun 3, 2015 8:52:06 AM - By Jamie Shanks

If you’re like many sales leaders, you probably think that the best time to enrol your team in a sales training program is at the beginning of the calendar ...

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Is It Possible To Create 50% of Pipeline With Social Selling?

May 14, 2015 7:59:54 AM - By Amar Sheth

In March of this year, Jorge Ober contacted me to see if I’d be interested in learning more about his story. He told me how he’s been an avid reader of our ...

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Is It Worth Paying For LinkedIn’s Premium Features?

May 11, 2015 7:43:40 AM - By Amar Sheth

The sales professional community is finally starting to see the value of LinkedIn for Social Selling. For those that get it, it’s been mega-successful! But the ...

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Why You Can’t Teach Yourself Social Selling

Apr 22, 2015 7:35:37 AM - By Liz Vanderburg

Online learning has been around for decades yet many misconceptions and misunderstandings still remain around it. As popular as it is, the online model still ...

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Why Mentorship Is Key To Social Selling Success [Video]

Apr 6, 2015 9:56:16 AM - By Jamie Shanks

I was recently part of a LinkedIn discussion that questioned whether mentorship training was important to an overall sales training program. My answer? ...

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4 Traits of a Successful Social Selling Program [Video]

Apr 3, 2015 11:08:08 AM - By Amar Sheth

Whether it’s Management, Sales, Enablement or Marketing, one of the most frequently asked questions we get is: what does a successful Social Selling program ...

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Why e-Learning Isn’t Enough To Succeed At Social Selling

Mar 16, 2015 9:44:57 AM - By Jamie Shanks

As a sales professional, continuous training is probably a regular part of your professional life. But when it comes to social selling learning, most sales ...

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What Has Your Sales Training Done For You Lately?

Mar 10, 2015 9:32:50 AM - By Liz Vanderburg

We all have enrolled or been forced to take sales training sessions or seminars that we weren’t particularly excited about. So you arrive on the day of the ...

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8 Things to Consider Before Implementing Social Selling In Your Company

Mar 5, 2015 8:42:02 AM - By Amar Sheth

So, you’re thinking about social selling and wondering “where do I start?” or “where do I navigate?” Fear not, you’ve come to the right place. How you drive ...

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Why Blended Learning Gets You Social Selling Harder, Better, Faster, Stronger

Feb 25, 2015 10:41:58 AM - By Jamie Shanks

Continuous training is a regular part of a sales professional’s life. But when it comes to social selling training, most sales teams have either educated their ...

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You Better Watch Out: Have You Made Santa’s Social Selling List?

Dec 22, 2014 8:07:54 AM - By Kevin Thomas Tully

When the calendar turns towards December, the thoughts of sales and marketing professionals turn to… more business. The new year, and a new start, is just ...

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LinkedIn’s Forgotten Rule: If You Want to Connect, Just Connect

Dec 19, 2014 1:05:23 PM - By Kevin Thomas Tully

Before the advent of social media, conversation was easy. And by easy, I mean unencumbered. I’m certain that accomplished sales and marketing professionals ...

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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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Certifying Your Team In Social Selling [Online Panel Discussion]

Sep 19, 2014 12:29:18 PM - By Jose Sanchez

Sales enablement leaders know their sales professionals need to embrace Social Selling. The problem -- “Where do we begin?” “How long will this take to ...

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The Big Spenders Are On Social Media (And They’re Looking To Buy) [SlideShare]

Aug 28, 2014 2:42:55 PM - By Jamie Shanks

A whitepaper released by IDC Research and LinkedIn focuses on the value of social networks for increasing trust between buyers and salespeople. According to ...

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Social Selling Training Is Now Available on Lynda.com!

Aug 13, 2014 6:16:10 AM - By Jamie Shanks

Learn to supercharge your LinkedIn profile with this online video course from Lynda.com We're excited to announce that we've worked with Lynda.com, a leading ...

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3 Webinar Creation Tips From InsideSales.com To Skyrocket Leads

Aug 7, 2014 7:03:05 AM - By Jamie Shanks

Follow these 3 webinar tips and your webinars will start generating leads in no time. Since embarking into Social Selling full-time in 2011, I’ve had some ...

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5 Free Social Selling eBooks You Shouldn't Miss

Aug 1, 2014 1:49:40 AM - By Jamie Shanks

Getting started with social selling can be challenging if you've only been exposed to traditional sales methods, such as cold calling. Luckily, there are many ...

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One Simple Step to Help Sell Social Selling to Management (Video)

Jul 28, 2014 11:38:40 AM - By Jamie Shanks

Are you trying to sell Social Selling to your manager or CEO? While there is empirical evidence of Social Selling success all over the internet, do you have ...

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How to Track Your Social Selling in Salesforce.com (Video)

Jun 21, 2014 1:41:02 AM - By Jamie Shanks

As a sales manager, it’s imperative you understand the ROI of different sales activities. Do you know how which type of sales activities generate the most ...

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Does Your Sales Training Have a “Learning Loop”?

Jun 4, 2014 1:29:59 AM - By Jamie Shanks

A Learning Loop is a process in which a sales rep is embarked in continuously education, and the loop helps sales rep move from one sales tip to the next. Why ...

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The Biggest Sales Training Problem: Curriculum Stagnation

Jun 3, 2014 1:25:29 AM - By Jamie Shanks

Look at your sales training content. When was the last time it got a face lift? Not only are PowerPoint slides old, but how about the application of the ...

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Sales Fat Camp: You Give Me 12 Months, I’ll Give You Sales Success

Jun 2, 2014 6:47:18 AM - By Jamie Shanks

When did you last exercise your sales brain? If you can't remember, it's time for sales fat camp. There are articles circulating around that “social selling” ...

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Record Your Internal Sales Training - Watch Retention Skyrocket!

May 26, 2014 12:30:11 AM - By Jamie Shanks

I can't believe how many sales training companies refuse to allow their sales training sessions to be recorded! Really, do they ACTUALLY think their ideas ...

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Social Selling Success Story: How Keith Gill Has Become an SEO Machine in Telecom

May 15, 2014 10:00:26 PM - By Jamie Shanks

A few weeks ago, we wrote a blog about a sales rep getting onto the 1st page of Google in 30 days, all by using LinkedIn. I’ve had the pleasure of interviewing ...

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Social Selling Workshops Suck (Video)

May 6, 2014 12:27:41 AM - By Jamie Shanks

Have you been training your sales reps in face-to-face 1/2 day or full-day LinkedIn workshops? STOP! FAIL! There will be NO retention after 2 weeks. You need ...

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Power Up Your Millennials With Social, Or Watch The Lights Go Out

Apr 24, 2014 2:33:31 AM - By Jamie Shanks

I’ve been doing a lot of thinking about Millennials lately. Sales leaders and business owners are pissed off about Millennials’ approach to career progression, ...

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Sales Training: “Overcoming the Deadzone” with Content

Apr 20, 2014 1:14:13 AM - By Jamie Shanks

If there is one idea you take from social selling to pass for sales training to your sales reps in 2014 – MAKE IT THIS ONE! The problem your reps are having: ...

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Death to 3rd Party LinkedIn Workshops. Hail eLearning and Crowdsourcing

Apr 8, 2014 6:14:44 AM - By Jamie Shanks

Traditional LinkedIn training workshops don't cut it anymore. For social selling, you need to adopt an eLearning and crowdsourced system. I want you to think ...

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No One Ever Got Fired for Buying IBM

Mar 26, 2014 12:58:54 PM - By Amar Sheth

Have you heard the saying 'No one ever got fired for buying IBM'? It was a popular one in the business world, used to describe how IBM was always considered ...

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Sales Training: We Need Social Selling and They're Giving It Away For Free!

Feb 18, 2014 5:33:42 AM - By Jamie Shanks

You know the world has changed and that your sales reps have changed right along with it. Social selling doesn't have to be scary. With the right sales ...

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Ensuring Social Selling Adoption: Sales Management Edition

Feb 10, 2014 10:59:30 AM - By Amar Sheth

In a previous post, I’ve written about how sales professionals can ensure Social Selling adoption through practical efforts. I examined some core principles in ...

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DANGER FOR SALES ENABLEMENT – Your training system is R.I.P

Jan 9, 2014 12:20:17 PM - By Jamie Shanks

Google

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Why you need to "Crowdsource" your Social success stories?

Nov 5, 2013 4:47:32 AM - By Jamie Shanks

Google

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Do You Need a Different Sales Training?

Aug 17, 2013 1:41:58 PM - By Amar Sheth

Before we hit the panic button here, let me allay your fears. I’m not recommending or advocating that you abandon your traditional sales training, cold ...

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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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Sales Development: Information Fire Hose

Jun 24, 2013 6:26:00 AM - By Robert Kavanagh

Quick Recap of my experience at #salesummit. Inside Sales Summit - 62 Sales Experts, Featuring 11 Sales Authors. One Amazing Day (June 20th, 2013) Best Selling ...

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How Can I Track Prospects on LinkedIn?

Jun 6, 2013 11:29:01 AM - By Jamie Shanks

Using the new LinkedIn Contacts section below each prospective profile, you have the ability to track your business development progress. You are now able to ...

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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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