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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.

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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Taking the Terror Out of Cold Calling [Roundup]

Sep 1, 2017 9:33:11 AM - By Sales for Life

Welcome to your weekly roundup for Aug 25 - September 1. This week we’ve got 3 battle-tested strategies to make the necessary evil of cold calling easier, ...

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4 Benefits of Social Selling You’re Missing Out On

Aug 14, 2017 11:14:30 AM - By Amar Sheth

The biggest challenge to small businesses today is obscurity. If people don’t know you exist, you don’t exist.

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5 Skills For The Modern B2B Sales Leader [Infographic]

Jun 7, 2017 11:45:42 AM - By Julia Manoukian

Since the change in buyer behavior has become more commonly known, there has been a lot of talk about what skills are required of modern sales professionals. ...

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Six Steps To Social Selling Readiness—Where Do You Fall?

Mar 13, 2017 1:10:00 PM - By Jamie Shanks

No matter how effective an organization is at traditional selling principles, it will start its digital transformation from simple beginnings. For hundreds of ...

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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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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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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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The One Salesperson Who Will Never Be Replaced By AI

Jan 3, 2017 10:24:45 AM - By Amar Sheth

If you believe that this is truly the age of the customer, as Forrester says it is, then customers are firmly in the seat of control. Customers are driving a ...

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Inbound, The Art Of & Sales 3.0: Events for Sales Leaders Around The World

Nov 7, 2016 2:11:42 PM - By Julia Manoukian

Change happens fast. In the past 20 years we have seen more technological innovation than in the 80 years prior. Mobile is overtaking desktop, social is ...

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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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Sales Weekly Roundup

Oct 28, 2016 11:25:58 AM - By Julia Manoukian

Every day there are hundreds of blog posts published about what’s hot in sales. Problem is: most salespeople are too busy to mine the best insights in the ...

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Is Outbound The New Inbound?

Oct 18, 2016 11:03:33 AM - By Paul Teshima

I want to start by differentiating automated outbound sales activities vs. outbound activities manually done by a salesperson. This article focuses on the ...

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No Emojis, No Problem: The Do’s And Dont's Of Texting Prospects

Oct 11, 2016 2:48:41 PM - By Jason Whyte

Think using the phone as a sales tactic is dead? We’ve certainly written a lot about the demise of cold calling, but recent data points out the phone isn’t as ...

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The Building Blocks Of Social Selling [Slideshare]

Oct 5, 2016 6:18:59 PM - By Jamie Shanks

B2B buyers have changed. Not surprisingly, they now look for answers online. Unfortunately, most sales people haven't yet picked up on this.

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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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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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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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Digital Sales Camp Live Today

Jul 21, 2016 4:00:00 AM - By Julia Manoukian

Open the floodgates: Digital Sales Camp, the largest online learning event in the history of sales, is upon us!

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How An SDR Books Meetings Without Picking Up The Phone

Jul 12, 2016 11:00:00 AM - By Neale Martin

As an SDR assigned to target accounts, it is my goal to connect with VP & C level decision makers at enterprise organizations on a daily basis.

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How To Build An Inside Sales Powerhouse [Infographic]

Jul 7, 2016 1:47:35 PM - By Julia Manoukian

The modern buyer has revolutionized the way sales teams and leader operate. Buyers no longer rely on salespeople for information about their purchase, and ...

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Sales Glossary: What Are Buyer Personas for Sales?

Jul 6, 2016 11:49:19 AM - By Julia Manoukian

Know your buyer. Whether you’re in marketing or sales, we all know how important this statement is when targeting customers and crafting messages. Emails, ...

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Broken Telephone: Why Buyers Won’t Call You Back

Jun 30, 2016 9:06:56 AM - By Dave Howe

There’s no doubt that as a sales pro, one of the biggest challenges of your job is when buyers don’t answer or return your calls. But why the radio silence ...

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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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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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The Death Of Cold Calling: 16 Stats That Prove It [Infographic]

Apr 12, 2016 12:59:08 PM - By Daniel Ku

Cold calling, you hate making them and buyers hate receiving them. So why do many sales professionals still consistently perform cold outreaches? Only a ...

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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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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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No More Cold Calls: Are They Effective For Sales? [Infographic]

Mar 16, 2016 4:01:13 PM - By Daniel Ku

"I love it when I receive cold calls." - said nobody. The numbers don't lie, less than 2% of cold calls actually result in a meeting. As buyers continue to go ...

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Challenging The Status Quo: Cold Calling And Sales Quotas

Mar 11, 2016 2:31:52 PM - By Amar Sheth

“Brace yourself. This will upset a lot of people.” That’s what one of my colleagues said after they read this. And then a few other colleagues basically ...

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Cold Calling Alone Comes at a Price

Mar 3, 2016 3:07:10 PM - By Amar Sheth

It’s 2016 and there’s one thing that won’t change this year: with technology comes disruption. While this statement doesn’t come as a shocking surprise, it ...

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How To Leave Effective Voicemails Using Social Selling

Mar 2, 2016 3:14:53 PM - By Dave Howe

Voicemail: you either love it or hate it. But there’s no mistaking that sales professionals are still relying heavily on the phone to make connections, create ...

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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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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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Why Social Selling Tips Are Just The Tip Of The Iceberg

Jun 26, 2015 10:27:56 AM - By Amar Sheth

As we finish the first half of 2015, I’m delighted to see the number of companies starting to look at, understand and evaluate Social Selling. This just wasn’t ...

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3 Harsh Realities Of Cold Calling And How To Avoid Them [Video]

Jun 4, 2015 7:15:06 AM - By Amar Sheth

Here we go, another “bash cold calling” blog post, right? Far from it! Cold calling still works (in various degrees for all of us) but should it be the only ...

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What You Can Learn From Hillary Clinton’s LinkedIn Profile [Video]

Jun 1, 2015 8:34:33 AM - By Amar Sheth

Social media is the ultimate level playing field. Instead of dominant voices, the evolution of social media proliferation has democratized the communications ...

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Cold Calling And Social Selling: Friends or Foes? [Video]

May 27, 2015 7:52:20 AM - By Amar Sheth

“Social sellers are telling everyone to stop picking up the phone.” And “cold calling is the only thing that works…don’t bother with anything else!” These are ...

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eBook: Where Does Social Selling Fit In The Buyer’s Journey?

Apr 29, 2015 9:35:26 AM - By Jamie Shanks

How do current sales methodologies fit within the current buyer’s journey? How do companies educate buyers before their competitors do? How do sales reps and ...

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10 Habits of Highly Effective Social Sellers

Apr 9, 2015 9:30:08 AM - By Jamie Shanks

Just a little over a quarter of a century ago, a little pamphlet called The 7 Habits of Highly Effective People sold 25 million copies and introduced the world ...

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How One Sales Manager Is Getting Over 33% of His Pipeline from Social Selling! [Video]

Apr 2, 2015 7:02:36 AM - By Amar Sheth

It took me about 6 months to get my act together, but I was finally able to interview Dale Zwizinski for this episode of The Social Success Factor. Have you ...

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Why Social Selling Must Be Part Of Your Daily Routine

Mar 18, 2015 8:29:54 AM - By Dave Howe

I'm a social seller. It's who I am when I go to bed at night. Social Selling is a part of my DNA, but I understand that others may not find it so intuitive. ...

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Offline vs. Online Leads [Infographic]

Mar 12, 2015 8:37:31 PM - By Jose Sanchez

Today, leads are typically originated from two main sources: online or offline. Each of these leads comes with a very different background based on the tactics ...

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The One Factor That Helps You Close Deals [Video]

Feb 24, 2015 7:31:17 AM - By Amar Sheth

Grant Cardone is one of my favorite sales leaders and while watching one of his videos, I learned his perspective on how a sale is earned. What makes the buyer ...

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Remember: It’s a Buyer’s Journey, Not a Sales Cycle

Feb 17, 2015 12:33:20 PM - By Jamie Shanks

As a sales professional, you’re no doubt familiar with the sales cycle. Your sales manager has probably used the term many times when talking about the sales ...

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What Is The Double Whammy Of Sales? [Video]

Feb 4, 2015 11:19:13 AM - By Amar Sheth

I’ve called this post the “Double Whammy” but it can also be called a paradox or dichotomy. So what’s the double whammy? It’s that customers are sick and tired ...

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10 Practical Tips to Kick Start Your Social Selling Efforts In 2015 [Video]

Feb 2, 2015 11:50:50 AM - By Amar Sheth

With 2015 firmly upon us, an increasing number of sales professionals around the world will start to study social selling as a way to find, educate and engage ...

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5 Sales Tasks You Should Already Be Automating

Jan 29, 2015 1:59:20 PM - By Jose Sanchez

Sales teams can save themselves a lot of time by automating common tasks they do each day. Fortunately, there is now plenty of software that makes sales task ...

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FAQ Series: Social Messaging Best Practices For Sales Pros

Jan 8, 2015 6:20:05 PM - By Dave Howe

In the modern age of sales we as reps have had to adapt to new ways of attracting customers. To do this, many reps and Social Sellers have begun sharing ...

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How To Be An Influencer: The 6 Principles Of Persuasion [Infographic]

Jan 6, 2015 6:35:20 AM - By Jose Sanchez

Understanding what motivates people helps us to better tailor our content and overall messaging to speak to their needs. The following infographic by Dr. ...

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5 Big Mistakes People Make On Their LinkedIn Profiles

Jan 2, 2015 7:16:40 AM - By Jose Sanchez

“I have not failed. I've just found 10,000 ways that won't work.” ― Thomas A. Edison True, that may be inspiring, but it's terrible advice when it comes to ...

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Attention Sales Pros & Marketers: New Year's Resolutions For Social Selling Success

Dec 29, 2014 7:17:29 AM - By Jamie Shanks

The beginning of a new year is the perfect time to look back, look ahead and reflect on lessons learned during the past year. It's also a good time to make ...

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Social Selling Success: The Importance Of Visibility

Dec 16, 2014 11:48:43 AM - By Amar Sheth

We’ve known this for years. That’s why our sales managers hammer ask us to stay in front of prospects by constantly calling them. They know something that we ...

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The Three Way Lovefest: Ensuring Revenue With Training

Dec 15, 2014 11:45:29 AM - By Jamie Shanks

Listen, I’m going to give you a really important piece of advice. DON’T DO TRAINING. Honestly, you’re not ready! That’s what we’re forced to tell companies ...

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10 Must-Read Sales Books for Your Holiday Gift List

Dec 10, 2014 6:07:54 AM - By Kevin Thomas Tully

Ahh, holidays. The traditional time to spread joy and good cheer. Many companies promote a culture of gift giving (and, of course, receiving). For some sales ...

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Why Experts Forecast Rapid Adoption Of Social Selling In 2015

Dec 8, 2014 8:29:39 PM - By Jose Sanchez

Years ending with the number five have a special significance. It's time to look back at what we've learned since 2010 and what we want to achieve by 2020. The ...

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Who Do People Buy From? [Infographic]

Dec 5, 2014 8:43:22 AM - By Jose Sanchez

There's a lot of talk around the changing sales and marketing landscape. But this evolution is driven by one important factor: the buyer. The way people ...

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Creating and Organizing Your Sales Content Library in 5 Easy Steps

Dec 3, 2014 7:52:13 PM - By Jose Sanchez

How much time are you wasting trying to sell to a client that isn't ready? Studies say that up to half of qualified leads just aren't ready to buy yet. They ...

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Does Your Company Have What It Needs For Social Selling Success?

Dec 1, 2014 1:41:01 PM - By Jamie Shanks

Welcome to the Social Hierarchy of Organizational Needs. This is a reverse-engineering of Maslow’s Hierarchy to represent the order of importance of different ...

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7 Turkey Leg Dropping Reasons To Be Thankful For Social Selling

Nov 26, 2014 6:14:26 AM - By Kevin Thomas Tully

It’s that time of year when our thoughts turn to reflection and self-analysis, especially when the makings of a tryptophan-fueled reverie begin to develop. ...

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6 Ways Social Selling Has Helped Companies Supercharge Their Pipeline

Nov 24, 2014 12:48:58 PM - By Jamie Shanks

It's that time of year when we take a step back and appreciate what has made a big difference in our lives and our business for the year. At the top of both ...

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Why You Should Consider Adding Twitter to Your Prospecting Mix

Nov 21, 2014 1:23:39 PM - By Guest Author

When it comes to social selling and social media prospecting, LinkedIn seems to be most people’s go-to platform. LinkedIn is obviously a powerful professional ...

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Even Your Grandma Knows It: 5 Reasons To Invest In Social Selling

Nov 18, 2014 1:54:24 PM - By Jose Sanchez

A winning smile, a little know-how, and letting the client win a round of golf or two was once all it took for a salesperson to stay top dog in the world of ...

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Checklist: The Anatomy Of A Perfect Sales Pitch

Nov 14, 2014 4:36:01 PM - By Jose Sanchez

How does the perfect sales pitch look like? What makes a good subject line? Is there a prescriptive process I can follow to write sales pitches? Most people ...

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LinkedIn Best Practices Your Competitors Don't Want You To Know

Nov 11, 2014 11:02:47 AM - By Kevin Thomas Tully

Both business-to-business (B2B) and business-to-customer (B2C) sales previously involved cold calling and uncomfortable rejection from strangers. With the ...

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8 Social Selling Trends and Predictions for 2015

Nov 10, 2014 12:57:06 PM - By Kevin Thomas Tully

As the 2014 holiday season goes into overdrive, it's time to take a step back and see where we'll be at the other end of it, when 2015 arrives. Productivity ...

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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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How Sales Reps and Marketers Use LinkedIn's Sales Navigator

Oct 30, 2014 12:41:37 PM - By Jose Sanchez

Social Selling has reshaped the online marketplace. When LinkedIn released Sales Navigator, it noted that that 75 percent of B2B buyers use social media to ...

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4 Popular Objections And How To Overcome Them Using Social Selling

Oct 21, 2014 2:11:23 PM - By Kevin Thomas Tully

Nobody likes to say no. People come up with lots of creative ways to stall or put off making a decision, even when it is in their best interest to solve the ...

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Blogging for Sales: How To Write (And Monetize Your Content)

Oct 15, 2014 7:29:51 AM - By Kevin Thomas Tully

Want to know the worst-kept secret in academia? University professors must either “publish or perish.” It’s called brand building. In academic circles, it’s ...

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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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Ensuring Account Engagement With LinkedIn's 'Relationship Flows'

Oct 13, 2014 7:26:35 PM - By Jamie Shanks

In Version 2.0, Module #7 (Create Action in your Account) of our Social Selling training curriculum, we had been training sales professionals with named ...

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5 Ways To Make Sales Training More Effective

Oct 8, 2014 6:38:25 AM - By Jose Sanchez

Out of all the components of sales training, where should you focus your attention to achieve greater effectiveness? There are five areas that have the ...

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Attention CMOs – 4 Ways To Organize Your Content Library For Sales [Video]

Sep 22, 2014 5:07:22 PM - By Jamie Shanks

There's no denying that content marketing has become a key tactic for marketing teams. With so many assets being created on a consistent basis, CMOs need to ...

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8 Shockingly Inspirational Quotes for Sales & Marketing Professionals

Sep 18, 2014 7:08:15 PM - By Dave Howe

Everyone in the sales & marketing industry hits motivational lows from time to time. It unfortunately comes with the territory. Perhaps no one has been ...

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4 Expert Tips That Will Make You A Better Social Seller

Sep 8, 2014 1:19:56 PM - By Leo Dirr

To stay ahead in today’s competitive market, you have to be creative. We’ve found that virtual events, which assemble a group of industry experts to share ...

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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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10 Timeless Quotes That Will Make You A Better Social Seller

Aug 25, 2014 1:27:28 PM - By Dave Howe

Over the past 5 months in the Social Selling training industry I’ve read a HUGE amount of quotes thrown around about the power of Social Selling tactics. From ...

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But Wait, There's More! (Video)

Jul 12, 2014 4:00:02 AM - By Amar Sheth

You use it, don’t even deny it. It’s second nature to you, me and everyone in our community. It’s the lingua franca of our time. Call it our very own terms of ...

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Radio Shack & Prospecting

Mar 30, 2014 4:30:14 AM - By Amar Sheth

This image of an old Radio Shack circular from 1991 is shared and talked about quite heavily online these days. Take a look at some of the items for sale; it ...

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No More Prospects, Only Future Advocates!

Mar 28, 2014 11:48:35 AM - By Amar Sheth

Jill Rowley is a superhero. She doesn’t wear a mask or cape but she does capture bad guys. Who are these 'bad guys', you wonder? They’re the unquestioned and ...

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It’s Your Business to Know Their Business

Mar 22, 2014 6:45:26 AM - By Amar Sheth

Don’t be a businessman, be a business…man. I’m ticking the box for another blogging milestone: improvising famous lyrics by hip-hop impresario Jay-Z on a blog ...

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My Friend Bruce: A Real-Life Social Selling Story

Mar 20, 2014 10:48:34 AM - By Amar Sheth

It sounds like BS doesn’t it? All these so-called gurus going on about social media; they’re probably just looking to hawk their wares with scare tactics. All ...

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Sales: Become Social Media Natives

Mar 18, 2014 11:18:48 AM - By Amar Sheth

Sales people are versatile creatures. They’ll adapt to any situation, location and venue quite well with ease and poise. While a sales person over the phone ...

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My Al Pacino-Style Rant Against Ignorant Sales Leaders

Mar 15, 2014 7:34:24 AM - By Amar Sheth

If you ask sales leaders what matters most, they’ll likely tell you that it’s the numbers. Hitting targets, exceeding quota and overachieving budget are all ...

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Social Selling: Embracing the New Psychology of Sales

Mar 12, 2014 5:27:57 AM - By Amar Sheth

Do you like making lists? There are a lot of benefits to making lists when you feel unorganized. Let’s talk about making a list of all the things in life we ...

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Why Are Canadian Sales Teams So Far Behind the Rest of the World?

Feb 14, 2014 5:01:44 AM - By Jamie Shanks

This story is a great representation of the approach Canadian sales leaders are approaching sales today. I was recently pitching a major telecom company in ...

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The Pros & Cons For Social Selling And Cold Calling

Sep 11, 2013 6:49:57 AM - By Jamie Shanks

You might be wondering what the differences are between Cold Calling & Social Selling so I took the time to list some pros and cons for you to consider. I’m ...

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A Sales Training Common Misunderstanding

Sep 9, 2013 1:42:38 PM - By Amar Sheth

Since the modern era dawn of the sales training industry, we’ve always been taught about the best practices on how to sell. Every decade or so, we’ve witnessed ...

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Are Sales Leaders Disconnected from Reality?

Aug 28, 2013 7:56:57 AM - By Amar Sheth

In our day to day schedules, we talk to dozens of sales professionals. The way they find us and the conversations that happen all have an underlying theme: the ...

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Do You Understand Today’s Buyer?

Aug 28, 2013 7:52:35 AM - By Amar Sheth

In every generation there seems to be a shift in buyers and how they are able to gather and analyze information. In today’s world, technology is a major driver ...

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Social Selling Success Story: inContact

Aug 26, 2013 4:34:26 AM - By Jamie Shanks

Here's an incredible success story for social selling from inContact. This is why you can no longer ignore this new way of selling:

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How to Book New Meetings With LinkedIn Before Your Next City Visit

Aug 23, 2013 6:08:11 AM - By Jamie Shanks

When I was in corporate real estate in 2004, LinkedIn wasn't really that popular. We used one specific trigger event OVER and OVER that worked to book new ...

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Social Selling Reduces the Sales Cycle

Aug 21, 2013 5:05:41 AM - By Amar Sheth

One of the most common pet peeves of sales professionals is how long it takes to “close the deal”. I’m sure we’ve all heard stories about how potential buyers ...

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What’s your Close Rate? A Simple Exercise in Optimism

Aug 21, 2013 4:28:30 AM - By Amar Sheth

What would you do if you could get 2, 3 or 4 extra meetings per month? The better way to pose the question is how would this benefit you? I’m sure if you ...

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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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Part 2 Hootsuite’s Guide on Social Selling

Aug 13, 2013 9:03:40 AM - By Amar Sheth

Today, I continue to share thoughts about Hootsuite’s A Definitive Guide on Social Selling . Haven’t heard about it? Stop what you’re doing and go download it ...

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Part 1 Hootsuite’s Guide on Social Selling

Aug 13, 2013 8:21:21 AM - By Amar Sheth

The impact of Social Selling was brilliantly assessed in Hootsuite’s A Definitive Guide on Social Selling. Haven’t heard about it? Stop what you’re doing and ...

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Your Sales Kickoff Sucks!

Aug 13, 2013 5:06:33 AM - By Robert Kavanagh

The annual sales kickoff at SAP is a spectacle like no other. In fact, many people will live their entire lives without an opportunity to participate in such ...

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DANGER: if 50% of Your LinkedIn Connections Are Internal

Jul 26, 2013 7:09:16 AM - By Jamie Shanks

Do you know what “Selling in a Vacuum” is? This means that your sales message spins and spins around a core group of people, but never really reaches your ...

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Fail: Sales Reps Told to Figure Out Social Media on Their Own?

Jul 26, 2013 6:33:43 AM - By Jamie Shanks

I read an article last week that I can’t seem to find, but the statistics were disturbing! 73% of Sales Reps are told to figure out Social Media on their own.

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Field Sales’ New Best Friend – LinkedIn Calendar Sync For Mobile

Jul 26, 2013 5:04:19 AM - By Jamie Shanks

I’ll admit I used to find the old LinkedIn mobile app inferior. So much of my day to day Social Selling routine was not available on the app.

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Roadmap to When You Should Connect on LinkedIn

Jul 26, 2013 4:42:41 AM - By Jamie Shanks

Most clients have asked, “When should I connect with someone on LinkedIn”? Everyone has varying opinions, but I’m in full consensus that blind connection ...

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The Value Conversation & Social Selling

Jul 23, 2013 9:31:28 AM - By Amar Sheth

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You Can Take That To The Bank

Jul 23, 2013 9:15:47 AM - By Robert Kavanagh

It's no surprise that he’s gone on to build a successful Leadership Development company; Tim Cork is one of the most inspiring sales leaders I’ve ever had the ...

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Help Us Save The Bluebirds!!!

Jul 19, 2013 9:18:46 AM - By Robert Kavanagh

When I took over Tracey’s territory at Xerox I literally had it made. She was one of those individuals that had her customer base so finely tuned that her ...

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Are Marketing People Academic, Paper-Pushers, and Irrelevant?

Jul 18, 2013 2:09:00 PM - By Amar Sheth

I hope this got the attention of marketing professionals. If not, please send this to them. In case you’re wondering, those are not my words but quoted from a ...

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The Four Somethings of Social Selling

Jul 18, 2013 1:58:02 PM - By Robert Kavanagh

The Keys to Securing Your Customers’ Hearts, Time, and Attention With its origins rooted deep in English folklore, the “four somethings” of marriage is an ...

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Lessons From Obama on Social Selling

Jul 18, 2013 7:12:05 AM - By Amar Sheth

Whether you like President Obama is your opinion. But like him or not, the man is a social media powerhouse. Companies, sales and marketing professionals can ...

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3 Tips on Becoming a Sales Hacker

Jul 10, 2013 10:20:50 AM - By Amar Sheth

Seriously, it pays to become a sales hacker. Think I’m joking? Tim Ferriss is known to most as a serious and committed life hacker. He has deconstructed the ...

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Top 10 Customer Centric Calls to Action

Jul 10, 2013 10:20:46 AM - By Robert Kavanagh

Within the mechanics of marketing communication, we have proven time and time again that a good Call to Action can often be exactly what is needed to sway an ...

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5 Ways That Twitter Can Help Your Business

Jun 24, 2013 1:19:14 PM - By Robert Kavanagh

This video quickly highlights 5 ways that using Twitter can help your business.

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Sharing Content? Follow These 3 Rules

Jun 24, 2013 12:21:19 PM - By Amar Sheth

As you wade into the waters of Social Selling, you will be sharing content about your company’s products and services. Sharing information is liberating, ...

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It’s All About ABC ABE (Always be Enhancing)

Jun 24, 2013 12:18:58 PM - By Amar Sheth

Every sales professional wants to do one thing. That’s pretty darn obvious. But when the goal of the sales professional and the prospect do not meet, massive ...

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The Only Constant is Change

Jun 24, 2013 11:52:54 AM - By Amar Sheth

It’s 9:00 AM and you are just starting work. It’s time to start your day. What is the first thing you will do today? If you are like most sales professionals, ...

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Mention Influencers to Grow your Network in LinkedIn

Jun 24, 2013 7:41:38 AM - By Jamie Shanks

One of the best ways to increase social engagement and grow your LinkedIn Connections is leveraging Influencers. Influencers are the trusted voices (i.e. my ...

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"A Picture Speaks a Thousand Clicks" - Google Authorship

Jun 12, 2013 9:13:03 AM - By Robert Kavanagh

Google authorship - what is it, and why do I need to know about it? After investing hours upon hours creating catchy, insightful blog posts and otherwise ...

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How Can I Use Competitive Intelligence to My Advantage?

Jun 12, 2013 7:48:02 AM - By Amar Sheth

Attention sales professionals! If you expect to dial everyone in your prospect list to discover new opportunities, chances are you are still likely missing ...

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Social Selling: More Meetings & More Sales

Jun 12, 2013 6:52:41 AM - By Amar Sheth

As sales professionals, one of the biggest challenges we have is to find and nurture new prospects that are interested in our products and services. Every ...

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“We’re Proficient on LinkedIn - Thanks?!” - Are you BOOKING Meetings With LinkedIn?

Jun 5, 2013 11:10:56 AM - By Jamie Shanks

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The Unfair Advantage – Nurturing Prospects on a Subconscious Level

Jun 3, 2013 8:54:32 AM - By Robert Kavanagh

University of Virginia Psychology Professor Timothy Wilson’s new book Redirect provides an important view into psychological behavior change and highlights ...

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What's Your Klout Score?

May 16, 2013 1:32:43 PM - By Robert Kavanagh

For those Social Salespeople wishing to gauge their influence online in any given domain, Klout has quickly become a recognized standard for doing so. It ...

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The Evolution of Sphere of Influence Selling

May 14, 2013 7:04:03 AM - By Robert Kavanagh

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Paragon Relocation Sees a 20% Response Rate on LinkedIn InMail’s

May 14, 2013 5:52:00 AM - By Jamie Shanks

Absolutely one of my favorite things to hear from a client is “I just got into 4 massive accounts that I’d been working for quite some time, via the phone & ...

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How Trexin Consulting Books Meetings on LinkedIn With Introductions

May 7, 2013 9:50:56 PM - By Jamie Shanks

Are you a professional services firm? If you are, you’ve been in the same place Mark Davidson was in his prospecting cycle before Social Selling… curious if ...

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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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5 LinkedIn Mobile App Sales Tips You Didn't Know

Apr 30, 2013 5:47:20 AM - By Jamie Shanks

The new LinkedIn Mobile App is a high-octane business development tool. Unfortunately, most sales professionals have no idea how to leverage the tool. Watch ...

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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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How Lauren Winer at uSamp Booked 2 Meetings Using Feedly

Apr 8, 2013 7:20:29 PM - By Jamie Shanks

Lauren Winer is a typical sales rep carrying a large quota. She’s focused on driving business in the mid-market & enterprise space. Her particular clients & ...

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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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Hot Off the Press – 80% of Social Sellers Have Won a Deal Using LinkedIn & Twitter

Apr 2, 2013 5:58:52 AM - By Jamie Shanks

Barbara Giamanco & Jim Keenan just finished an intensive survey of sales professionals – seeking to understand their ROI with Social Selling. The ROI is so ...

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Top Reasons Why Social Sellers are Best-of-Breed

Apr 1, 2013 5:13:45 AM - By Jamie Shanks

Kicking off Q2, it’s time to be direct! If you’ve been reluctant to adopt social selling into your organization, you’re missing a massive opportunity train. ...

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Competitive Intelligence Using the LinkedIn Mobile App

Mar 27, 2013 5:54:13 AM - By Jamie Shanks

LinkedIn Signal is a world-class tool for gathering competitive intelligence. Unfortunately, you can't effectively search an individual sales rep at your ...

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Jon Ferrara’s 5 E’s of Driving More Sales With Social Selling

Mar 27, 2013 5:49:43 AM - By Jamie Shanks

A local ice cream shop owner told me a story about a conversation she had in line at the grocery store. She was commiserating with a college student about how ...

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Create World-Class Content with Klout and Kred

Mar 27, 2013 5:34:10 AM - By Jamie Shanks

Is your sales & marketing department struggling to develop a great blog? Wondering what are the really, really juicy stories that your buyer cares about? Watch ...

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Looking For New Prospects - Check Out Social123!

Mar 7, 2013 9:02:39 AM - By Jamie Shanks

If you a struggling to grow your email marketing database, look no further. Social123 is a monster, a rock star for marketers! You need to identify your buyer ...

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What is the Best Way to Nurture a Client or Prospect Using Social Selling?

Mar 5, 2013 5:57:05 AM - By Jamie Shanks

One of the largest challenges for sales reps is nurturing a hot prospect and-or client effectively. Instead of calling every week, nurture a prospect with a ...

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The Power of the Digital Postcard

Feb 27, 2013 9:15:29 AM - By Jamie Shanks

The Digital Postcard - a rarely used sales tool of differentiation. The challenge we were seeing with our own sales process was post demo. After a great ...

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Why is Your Lead Generation Model BROKEN?

Feb 19, 2013 7:11:38 AM - By Jamie Shanks

You may immediately feel defensive when you think about your lead generation process. You're probably saying to yourself "we have tons of leads, what are you ...

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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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Top 10 Tips From AA-ISP Social in Phoenix

Feb 6, 2013 4:01:21 PM - By Jamie Shanks

AA-ISP couldn't have chosen a better location - hot and sunny Phoenix. When you fly from Toronto, all you hope for is an outdoor venue. No such luck.

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There is no Such Thing as LinkedIn InMail Saturation

Feb 4, 2013 10:02:07 AM - By Jamie Shanks

So many times when we'll train a company, someone on their sales team will ask the question "don't you think decision-makers will get bombarded with InMails ...

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How Comfortable Are You With Your Sales Pipeline on February 1st?

Feb 1, 2013 7:12:37 AM - By Jamie Shanks

How comfortable are you with your sales pipeline? Are you starting every month from scratch - clawing your way to making quota? Or have you developed a Social ...

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Demolish the Chinese Wall: Build a Revenue Generation TEAM

Jan 30, 2013 11:49:15 AM - By Jamie Shanks

One of the largest factors contributing to a dysfunctional lead generation program is the separation of sales and marketing. In so many B2B companies, these ...

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Are Your Sales Reps PESTS or INFLUENCERS???

Jan 30, 2013 10:49:57 AM - By Jamie Shanks

Walk out onto your sales floor after reading this article. Worry if you’re hearing anything like this: “Hi John, just checking in to see what you thought of ...

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WTF – Way Too Many Social Media Tools?!?

Jan 25, 2013 6:30:41 AM - By Jamie Shanks

Gadgets & Widgets – people can’t get enough of them. Just look at the Consumer Electronics Show in Las Vegas or the very populate webinar in December, 32 Must ...

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2 Social Selling Strategies - “Sphere of Influence” & “Priority Shifting”

Jan 24, 2013 8:39:31 AM - By Jamie Shanks

I love using the fork in the Yellow Brick Road as an analogy for opportunity cost or major decisions. We’ve all seen The Wizard of Oz, and can relate to ...

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The Future Sales Rep – Sharing Skills With Edgar Allan Poe?

Jan 22, 2013 10:01:18 AM - By Jamie Shanks

I look back at my high school years and I laugh. If there was one class that I bombed, it was English class. I thought that learning to be a strong writer was ...

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Is Social Selling the "Soup Du Jour" or a Sales Evolution?

Jan 18, 2013 11:57:51 AM - By Jamie Shanks

I’ve been in sales for the last decade (since the dot com bubble of 2000). I’ve seen the inside of at least 500+ sales organizations. There are so many sales ...

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Webinar Horsepower: “Co-op”etition & Panels to Skyrocket Your Attendees

Jan 18, 2013 11:24:21 AM - By Jamie Shanks

Webinars are supposed to be an amazing tool to help buyers evaluate solutions to their problems. Depending on the subject of your webinar, the attendees could ...

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Your Prospects LinkedIn Profile Has Changed. What Does That Mean For Your Prospecting Efforts?

Jan 15, 2013 6:54:05 AM - By Jamie Shanks

The new LinkedIn profile has a wealth of information you can take advantage of to drive business opportunities. Watch this video to see how.

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Sales Kick-off Research – What Does Your Sales Team Want?

Jan 15, 2013 6:50:43 AM - By Jamie Shanks

During the holiday season, Vorsight had completed a survey to analyze the importance of sales kick-offs. Before we dive into what these means for sales ...

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Why Aren't Prospects Returning My Calls?

Jan 15, 2013 6:24:47 AM - By Jamie Shanks

So you've been trying to track down that dream "future client" - you call, email, voicemail, call, email, voicemail... nothing? What is going on? Are all the ...

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Stop Your Excuses - Meet a New Sales Rep "Social Selling Rockstar"

Jan 15, 2013 6:09:26 AM - By Jamie Shanks

You're a new sales rep. Ok, I understand you have a lot on your plate, and I realize you’re not a “subject matter expert”… YET. Don't give me the excuse that ...

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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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Jamie Shanks' - Top 10 Social Selling Influencers

Dec 29, 2012 4:16:35 AM - By Jamie Shanks

The sales leaders that have influenced our Social Selling success are not all Social Selling "subject matter experts" themselves. I've found I'm less inspired ...

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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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So You Hate Cold Calling – Then STOP! Social Selling is Here!

Dec 6, 2012 11:10:52 AM - By Jamie Shanks

I just don’t get it. Why do sales reps that hate cold calling still do it? I came from the sales era where all I had was a phone and a printed list of ...

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Marketing Won't Hold Your Hand in 2013!

Dec 5, 2012 12:33:43 PM - By Jamie Shanks

In 2013, the sales rep can't rely on anyone other than themselves. Making quota is the only option, even when cold call response rates & email response rates ...

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Non-Profits – Stop Asking For Donations, And Build Value With Social Selling

Nov 19, 2012 8:00:45 PM - By Jamie Shanks

Sales for Life had the privilege to train CannedWater4Kids on Social Selling, a great non-profit helping ensure everyone has clean drinking water. When you ...

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Are You a Business Services Sales Rep? Meet Tony Chandler – Social Seller

Nov 13, 2012 8:05:13 PM - By Jamie Shanks

A month ago, we had the pleasure to travel to Plainville, CT (just outside Hartford) to work with Health Consultants Group on Social Selling. Every insurance ...

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1 Hour a day = Social Selling Success!

Nov 13, 2012 7:46:57 PM - By Jamie Shanks

Last week we wrote a blog $350,000 In New Opportunities in 6 Months – Cost $600, which outlined my success using Social Selling to drive new business. The ...

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$350,000 in New Opportunities in 6 Months – Cost $600

Nov 5, 2012 4:33:51 AM - By Jamie Shanks

Sales leaders are always asking what’s the ROI and cost-per-lead of LinkedIn. To answer the question simply, my personal business development ROI with LinkedIn ...

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How a Social Seller Can Increase LinkedIn Views & Appearances Each Week

Nov 5, 2012 3:19:12 AM - By Jamie Shanks

A true Social Seller will look to increase the number of LinkedIn views and appearances in searches by taking simple steps. These steps are content marketing ...

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How Social Selling Changed the Landscape of SAP TechEd 2012

Oct 25, 2012 8:07:48 PM - By Jamie Shanks

A few weeks ago, we blogged about “1 Beer, LinkedIn, 12 Meetings”, demonstrating the success of using Social Selling to drive prospective meetings. SAP TechEd ...

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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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Guerrilla Marketing – 4-Pillars of Marketing For Under $1,000/month

Oct 11, 2012 4:18:55 AM - By Jamie Shanks

Our client Terry Foster, President of Cision Canada (world’s largest PR & Communications software) taught me about “Paid, Earned and Owned Media”. This is the ...

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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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1 Beer, LinkedIn, 12 Sales Meetings Booked, PRICELESS!

Oct 9, 2012 6:32:16 AM - By Jamie Shanks

Almost a year ago, a client of ours was preparing to attend SXSW (South by Southwest) in Austin, TX. They had a great product to offer, and wanted attendees at ...

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When Are the Best Times of the Week for LinkedIn InMail Messages?

Oct 4, 2012 1:33:47 PM - By Jamie Shanks

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Maximize Your Prospect Search in LinkedIn - Look Up Companies in People?

Sep 27, 2012 11:20:38 AM - By Jamie Shanks

This is a simple, but very effective tip we were given by a client of ours. Search in the PEOPLE section of LinkedIn, for COMPANIES. This will provide you with ...

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Why Sales Reps Suck at Business Development?

Sep 24, 2012 6:25:37 AM - By George Albert

By now everyone’s noticed that the sales process has changed, it's no longer about the sales profession but instead, it's focused on the buyer's journey. It’s ...

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Where Do You Want to be in 12-24 Months? Start Building Social Klout TODAY!

Sep 19, 2012 8:37:52 PM - By Jamie Shanks

We have helped 100’s of sales reps drive business using Social Selling. These sales reps understood the value of preparing themselves for the next sales ...

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Use Social Selling for Competitive Intelligence

Sep 19, 2012 8:11:17 PM - By Jamie Shanks

Social Selling Social Selling is the most powerful sales methodology since the advent of email. Sales reps across North America are learning to blog, make ...

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Vision Critical = 31 booked meetings in 60 days – ALL LINKEDIN

Sep 11, 2012 8:24:15 PM - By Jamie Shanks

We met with Vision Critical today, 2 months after finalizing our last Social Selling Training module. The goal was to take the SUMMER (yes I said summer, they ...

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How to Solve the Confusion of LinkedIn Answers

Sep 10, 2012 5:10:24 AM - By Jamie Shanks

LinkedIn Answers is very difficult for sales reps to navigate and find useful topics. Sales for Life has created a short video to give sales reps instant ...

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2013 and Beyond – Macro and Micro Marketing Combined

Aug 28, 2012 11:44:40 AM - By Jamie Shanks

For the last few years, sales and marketing have invested heavily into marketing automation tools that help attract, nurture and influence prospects. This ...

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Saturday Nights Alright for Writing

Aug 28, 2012 11:29:59 AM - By Jamie Shanks

Ok, who's kidding who - I don't write on a Saturday night, but I do write the majority of my content on Saturday mornings. This is the window of my week from ...

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Timetrade Interviews Sales for Life - Social Selling

Aug 19, 2012 8:15:42 PM - By George Albert

You may remember our earlier blog, "Hot Sales 2.0 Tool Timetrade" by Jamie Shanks, that describes a hot new sales tool called Timetrade. Since that blog ...

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Are 20% of Your Emails Turning Into Next steps? LinkedIn Does!

Aug 7, 2012 12:40:22 PM - By Jamie Shanks

Open your Outlook and count all the emails you sent to new prospects this week.Let me guess, you didn’t receive 1 of 5 emails returned back to you with next ...

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Hot New Sales 2.0 Tools - TimeTrade

Aug 7, 2012 8:19:20 AM - By Jamie Shanks

We at Sales for Life enjoy coming across new Sales 2.0 Tools, and have recently fallen in love with TimeTrade.This tool absolutely SHORTENS the sales cycle. ...

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3 Takeaways From 2012 Sales 2.0 Conference - Boston

Jul 27, 2012 6:21:13 AM - By Jamie Shanks

The Sales 2.0 Conference in Boston was fantastic. If you were unable to attend, here are the 3 items that are most prevalent right now.

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Adapt Before 2013 or Die a Slow Financial Embarrassment

Jul 23, 2012 8:29:22 PM - By Jamie Shanks

2000 – 2007 “Smile & Dial” I feel privileged to have joined the sales community at (what I believe) is the trifecta of sales styles. I started working during ...

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Forget Do's and Don’ts of Social Selling - It’s All Fair Game!

Jul 22, 2012 7:11:57 PM - By Jamie Shanks

Social Media “experts” love to retweet blog articles about the “5 must do’s” or the “No-No’s of social connecting” in hopes to create etiquette, order and ...

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Linkedin Profile Tips - Drag & Drop Information to the Top

Jul 18, 2012 12:02:56 AM - By Jamie Shanks

Sales professionals forget to look at their LinkedIn profile as the expensive real estate on a newspaper. The information at the top of page #1, is where most ...

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Essential Tools for Sales 2.0 Professionals

Jul 17, 2012 11:55:29 PM - By Jamie Shanks

We at Sales for Life are constantly asked - what tools do you use and recommend-? Here is a video showing the essential tools that we use to be successful ...

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Top 10 – Sales Tools You Need For Your Growing Business

Jul 17, 2012 10:37:16 PM - By Jamie Shanks

You keep hearing the term Sales 2.0, and wonder “am I one of those companies?” Simply put, if you are investing in technology to help create greater ROI in ...

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Linkedin Tip – Your Success Starts With LinkekdIn Groups!

Jul 10, 2012 9:43:33 AM - By George Albert

LinkedIn Groups I know, you’ve heard about LinkedIn Groups before, and this blog seems redundant. Trust me when I tell you, if you read this blog – you will ...

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