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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.

Sales Glossary: What Is Social Selling?

Jun 8, 2016 2:17:22 PM - By Julia Manoukian

Here at Sales for Life, we talk a lot about social selling. It's at the core of our business, processes and philosophy. That being said, we recognize there’s a ...

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How The Power Of Social Proof Can Help Drive New Revenue

Jun 8, 2015 6:38:51 AM - By Jamie Shanks

There’s no doubt that Social Selling training has many benefits. But when you’re connecting with new clients, even if you have a great product and are saying ...

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So What? Who Cares? It’s About Your Buyers, Not You [Video]

May 20, 2015 8:21:16 AM - By Brian Lipp

How are you challenging yourself to learn about your buyer’s needs – are you asking yourself, “so what, who cares?” before every market interaction? You decide ...

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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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4 Simple Reasons Why Sales Reps Should be Chief Listening Officers [Video]

Feb 11, 2015 11:05:38 AM - By Amar Sheth

Here’s a novel concept: let’s listen to our buyers! From the day we contemplated joining the sales profession right down to today, our Managers, Directors and ...

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The ONE Asset That Matters MOST To Our Buyers [Video]

Feb 6, 2015 1:20:15 PM - By Amar Sheth

You’ve read the headline, it makes a bold claim. And I’m here to back it up. Our time is the only asset that matters most. We want more of it, but most of us ...

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How to Write LinkedIn Publishing Posts That Supercharge Your Pipeline

Jan 19, 2015 2:45:35 PM - By Jamie Shanks

Sales and marketing teams are well aware of the power of LinkedIn for engaging customers and building lasting relationships, but not many businesses are using ...

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The Catch-Up: WORST Position for Sales [Video]

Jan 15, 2015 12:31:38 PM - By Amar Sheth

Remember when you were in school and instead of studying for the big test, you went out with the friends? Days usually slipped away because you thought you had ...

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The Importance Of Authenticity For Social Sellers [Video]

Jan 12, 2015 9:58:58 AM - By Amar Sheth

What should be your # 1 new year’s resolution in sales? Be authentic. That’s the resolution. I’ve written about this topic before and it cannot be ...

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Getting In Shape: Why Social Selling Works Like Fitness [Video]

Jan 5, 2015 10:37:53 AM - By Amar Sheth

You can go the gym or you can get results. Which do you prefer? The challenge is that most of us are so busy that it’s incredibly hard to focus. I know, if we ...

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One Killer Sales Tip: Help Buyers Always, In All Ways

Dec 11, 2014 12:48:29 PM - By Amar Sheth

By far, one of the questions I’m asked most frequently is “what is your social selling philosophy?” And although the answer is so simple to me, it baffles ...

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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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From Sales Rep To Thought Leader: Standing Out From The Rest

Nov 19, 2014 1:13:23 PM - By Amar Sheth

Thought leader. There, I said it. The term has caught a BEATING lately by self-styled gurus. But what they fail to see, I hope you understand here from a sales ...

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No Tarot Cards Needed: Uncover Your Network's Trends With Nuzzel

Nov 17, 2014 5:11:28 PM - By Jamie Shanks

I’m a lover of Newsle. This was the most “no-brainer” tool that was purchased by LinkedIn. Newsle provides you with PR information on any of your 1st degree ...

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The Road to 4,000 LinkedIn Connections

Nov 13, 2014 12:32:44 PM - By Jamie Shanks

I remember when I started training B2B companies on leveraging LinkedIn for lead generation. At that time, in 2011, I had 500 or so LinkedIn connections. I was ...

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3 Reasons Why Sales Shouldn’t Wait For Marketing! (Video)

Nov 12, 2014 12:12:31 PM - By Amar Sheth

The one thing we hear consistently from the sales pros we train is that they want to share content but want it delivered to them on a silver platter. Below are ...

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What’s The Secret To TOP Sales Success? Hint: It Starts With Overcoming Your Fears! (Video)

Nov 5, 2014 11:03:37 AM - By Amar Sheth

Don’t worry, be happy. Let me give you some background. Us wonderful sales professionals are constantly worried. Worried about quota/targets, meetings, ...

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The Ideal LinkedIn Profile: 3 Elements You Can't Ignore

Oct 27, 2014 5:52:06 PM - By Jamie Shanks

I always get this question: What does an ideal LinkedIn profile look like? Check out Mario Martinez Jr.'s profile, VP of Sales at PGI. What makes his LinkedIn ...

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3 Ways Not To “Pitch” When Social Selling

Oct 22, 2014 1:43:21 PM - By Amar Sheth

I read this great blog the other day by Barbara Giamanco and she mentioned a term that I instantly loved, the feature dump. It got me thinking about how sales ...

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Losing your Gen Y sales talent? YOU WILL!

Oct 20, 2014 7:26:35 PM - By Jamie Shanks

Gen Y = any sales professional on your team born after 1980. That makes your oldest Gen Y 34 years old. Do you know what’s different about them (I’m 36 years ...

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Relationship Builders vs. Connection Collectors (Video)

Oct 15, 2014 1:35:06 PM - By Amar Sheth

As a sales professional in this day and age, are you interested in building relationships or collecting connections? Sounds like a rhetorical question and one ...

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Who’s Prospecting Who? Buyers are Prospecting You!

Oct 8, 2014 1:15:03 PM - By Amar Sheth

You read that right! Your buyers are prospecting you now. As much as you’re prospecting them, they’re also prospecting you. Whereas you had access to ...

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Unleash Your Inner Steven Spielberg: Engage Clients With Video For Only $600! (Video)

Sep 29, 2014 2:32:18 PM - By Jamie Shanks

You don’t need to have a top-of-the-line video kit to make amazing videos. It would obviously be ideal to have the Lord of the Rings' production company at ...

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Social Selling In 60 Seconds: How Long Does It Take To Monetize A LinkedIn Connection?

Sep 12, 2014 5:30:37 PM - By Jamie Shanks

It can be longer than you think! But that’s also a great thing… and that can translate into “Blue Bird” deals flying into the window when you least expect it. ...

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Social Selling Myths Busted: No Talking Required (Video)

Aug 6, 2014 6:35:25 AM - By Amar Sheth

Social selling myth #1: You'll get purchase orders in 140 characters because talking isn't necessary anymore. In this series of off-and-on posts, I’m going to ...

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Fighting with 2 Hands Tied Behind Your Back! (Video)

Jul 20, 2014 5:00:33 AM - By Amar Sheth

If someone offered you a huge sum of money to get into a boxing ring with two hands tied behind your back, hopping on one foot and having a blind fold on, ...

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Attention CMO’s – Here’s Why Your Sales Reps AREN’T Sharing Your Content!

Jul 19, 2014 5:00:01 AM - By Jamie Shanks

Do you know why 75% of your sales reps aren't sharing your content??? I'll bet that if you really drilled down to the problem, it's that your content is too ...

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How Grow Plumbing is Bringing Social Selling to the B2C World

Jul 18, 2014 5:00:55 AM - By Jamie Shanks

I want you to check out Grow Plumbing by Gregg Thomas Towsley, who's changing the Social game in the Plumbing industry. Yes, I'll bet you didn't expect to see ...

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Is Sharing Content a WASTE of Time? (Video)

Jul 9, 2014 1:19:07 AM - By Amar Sheth

It’s troubling to hear when senior sales executives think sharing content is a waste of time. Is it though? Are Sales Conversations a Waste of Time? If you’re ...

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“I’m Tired… of Waiting” (Video)

Jul 8, 2014 2:21:54 AM - By Amar Sheth

Does your company's management understand the value of social selling or are you tired of waiting for them? Social selling: what are your thoughts on it? Check ...

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Buyers Respond to Great Content, Not Sales Pitches (Video)

Jul 7, 2014 5:40:56 AM - By Amar Sheth

“The guy who hustles the most is the guy who just catches that loose ball.” -Will Smith I really like that quote from Will Smith because it reminds us that ...

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Context Matters with Social Selling (Video)

Jul 4, 2014 1:08:03 AM - By Amar Sheth

Everything we do as sales professionals is about context. There has to be a right place and a right time for everything. Do you agree with this? I don’t think ...

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BYOS: Bring Your Own Self (Video)

Jul 3, 2014 1:42:27 AM - By Amar Sheth

It’s interesting to see how we all crave the comfort of social groups. However, in that quest for comfort, are you willing to let go and shed your own ...

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Branding: Your New Extra-Curricular Activity (Video)

Jul 2, 2014 6:58:50 AM - By Amar Sheth

Cultivating relationships with colleagues is important, but don't forget about investing in personal branding and buyer relationships. All hail the Happy Hour! ...

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Are Sales People In The Game Business? (Video)

Jun 26, 2014 11:14:42 AM - By Amar Sheth

Buyers perceive sales people as untrustworthy. Fortunately, with the internet and social media, you can create a blank slate for yourself. If you’re in sales, ...

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Aggressive Cold Calling Job Posts (Video)

Jun 25, 2014 7:10:03 AM - By Amar Sheth

Why do companies emphasize cold calling in job posts? It's time to modernize and reconsider other sales tools. In the age of the modern day buyer, the sales ...

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Is a Picture Worth 1000 Words? (Video)

Jun 23, 2014 9:38:22 AM - By Amar Sheth

How many times have we all heard the saying that a picture is worth 1000 words? It’s meant to reinforce the idea that more than words, pictures can help to ...

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Best of Sales for Life: Top 10 Videos on Using LinkedIn

Jun 22, 2014 2:16:41 AM - By Jamie Shanks

Here are some of the top LinkedIn tips for social selling we've shared on video. Over the past year, we've shared a number of LinkedIn tips through our weekly ...

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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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Are You a Suck Up? (Video)

Jun 20, 2014 1:45:15 AM - By Amar Sheth

Do you add value to buyers by challenging them to think differently, or do you just agree with everything they say? Blog post ideas come from everywhere, ...

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The By-Product of Sharing Content is Unforeseen Opportunities (Video)

Jun 11, 2014 12:40:28 PM - By Jamie Shanks

Your website content is like an army of soldiers going around the globe, educating people and letting them find your company. As we went through our sales ...

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Social Sellers Are Makers, Not Takers (Video)

May 29, 2014 1:10:06 AM - By Amar Sheth

Whether we believe it or not, sales people are viewed with a suspicious eye by buyers. If you disagree with this viewpoint, you need only look around you in ...

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How to Track Your Sales Emails for FREE (Video)

May 28, 2014 1:19:51 AM - By Dave Howe

As a sales professional, it is very important to receive insights on the emails that you send to prospects. Often, we send an important email to a prospect ...

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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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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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Keep Your Sales Reps: Go Social! (Video)

May 25, 2014 12:53:49 AM - By Amar Sheth

Not allowing sales reps to use social tools will have negative impacts on attracting and retaining talent. If you believe that change is a good thing and has a ...

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CanSpam is About to Punch You in the Face (Video)

May 24, 2014 12:31:45 AM - By Jamie Shanks

Do you understand how CanSpam is going to dramatically affect your lead generation efforts on July 1, 2014? Do you know how this new law will impact social ...

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I Like Cookies – Not Cookie Cutters (Video)

May 23, 2014 12:58:28 AM - By Amar Sheth

Cookie cutter approaches don’t work in sales. If they’re working for you, you’re probably leaving money on the table. As sales people, we’re constantly trying ...

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3X Your Web Traffic and Leads By Optimizing Social Content Sharing (Video)

May 22, 2014 5:55:16 AM - By Jamie Shanks

Amplify the reach of your content by increasing the frequency of your social content sharing. Social selling growth stems from content. Now picture ...

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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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Do You Have Permission to Pitch? (Video)

May 20, 2014 12:11:06 AM - By Amar Sheth

Do we wait around for permission slips to pitch? Of course not! Whatever you do in life, you do it largely because it’ll help and benefit you. When we cold ...

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Are You Waiting to be Picked, Or Will You Pick Yourself? (Video)

May 16, 2014 12:17:38 AM - By Amar Sheth

When it comes to sales, one of the greatest moves we can make is to stop waiting for permission and to pick yourself to get things done ourselves. This blog is ...

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The Social Selling Full Monty (Video)

May 15, 2014 12:49:03 AM - By Amar Sheth

Lights, camera, action! All eyes are on you. It’s time to go full monty! Welcome to living the sales life on the razor’s edge. Now that you’re on social media, ...

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A Few Bad Apples in Sales (Video)

May 13, 2014 8:57:14 AM - By Amar Sheth

A few bad apples spoil the bunch. Have you heard that saying before? Here’s the problem. We’re the rotten apples that this saying is talking about! In the ...

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Don’t Ask Me What I Think! (Video)

May 11, 2014 12:49:49 AM - By Amar Sheth

Don't ask the buyer what they think. Add value to the conversation by providing relevant content that will help their buying decision instead. Put yourself in ...

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Use Topsy to Identify Prospects (Video)

May 9, 2014 4:53:20 AM - By Amar Sheth

In today’s video I’m going to teach you one simple tip to start identifying prospects. Sounds crazy, but it’s true. Think about what you do when you cold call: ...

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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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