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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.

To jump, or not jump – off the “digital sales cliff” without a parachute?

Nov 2, 2018 10:00:00 AM - By Jamie Shanks

Today I was with a Global 50 conglomerate’s learning and development (L&D) team talking about making the big plunge into digital sales. The sales team has been ...

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Why you Need Account Based Marketing for Your Organization?

Oct 17, 2018 4:00:00 PM - By Jamie Shanks

Are you implementing Account Based Marketing? If not! It’s time you started applying it in your organization! Studies have shown that the most effective ...

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

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

 

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Why You Need to Train Sales Reps to Engage Modern Buyers

Jun 5, 2018 9:00:00 AM - By Sales for Life

Sales professionals are keenly aware that the modern buyer has evolved in recent years. As technology continues to change the way people connect, it also ...

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Proving the Business Value of Sales Enablement with Metrics

Mar 1, 2018 9:00:00 AM - By Sales for Life

While sales enablement is a relatively new concept in the history of sales, it's quickly become a critical component to many SaaS and enterprise businesses. ...

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The Keys to Quality Sales Calls: Structure and Similarity

Feb 21, 2018 9:00:00 AM - By Sales for Life

The best sales reps know sales isn't about luck. Quite the opposite, sales results come from thoughtful strategic planning. That planning happens at a high ...

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How To Accelerate The Mindset and Skillset Of Your Sales Team with Toolset

Jan 24, 2018 9:00:00 AM - By Sales for Life

With thousands of sales enhancement tools available to layer on top of a CRM, many sales managers see a more robust tech stack as the path to increased sales. ...

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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 Build A Social Selling Pilot Program That Drives Business Results

Jan 9, 2017 12:13:09 PM - By Jamie Shanks

When it comes time to choose a group of salespeople for a successful social selling pilot group, there are many variables to consider. Does age matter? What ...

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Low-Risk Approach To Launching Social Selling In Your Organization

Nov 28, 2016 12:53:45 PM - By Jamie Shanks

Social selling has been in the market for at least four years now. And in those four years we’ve trained 300 customers. I recently pulled data from our CRM and ...

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True Social Selling Programs Start From The Inside-Out

Nov 11, 2016 10:19:05 AM - By Amar Sheth

Expertise can’t be gained overnight. If you’re a believer in big data and how stories can be used to identify trends, you’ll agree with Malcolm Gladwell’s ...

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7 Steps To Ensure Your Sales Team Is Using Social Selling Everyday

Oct 13, 2016 12:11:56 PM - By Amar Sheth

As the old adage teaches, starting matters but staying the course counts.

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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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The Unsung Heroes Of Social Selling Programs

Aug 8, 2016 1:05:32 PM - By Jamie Shanks

An unsung hero that social selling and digital selling has been having on sales organizations a lot of people haven’t been talking about is recruiting and ...

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Why Your Social Selling Efforts Aren’t Where They Should Be

Jul 25, 2016 1:14:59 PM - By Jamie Shanks

Sales repetition is the mother of all learning.

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Wake Up Salespeople: You’re Pushy And Have Poor Listening Skills [New Research]

Jun 17, 2016 11:13:13 AM - By Ron De Appolonia

No one can doubt that today’s technology has changed the buyer-seller dynamic. Some would even say that selling is getting harder because of it. Traditional ...

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The 5 Personality Traits You Need to Evaluate When Hiring Salespeople

Jun 12, 2016 7:30:00 PM - By Somen Mondal

No one wants the greasy car salesperson on their payroll. This article takes a look at the research behind personality in the workplace and particularly, on ...

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Millennials vs. Old Schoolers: The Generational Gap in Social Selling

Jun 6, 2016 1:02:24 PM - By Jamie Shanks

When developing a social selling pilot program, age is one of the primary ways sales enablement and sales operations leaders decide who they think is most ...

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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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What Top Social Sellers Are Doing That You Most Likely Aren’t

May 9, 2016 2:57:50 PM - By Amar Sheth

 Being in sales is amazing. Aside from the massive adrenaline, there’s always the the opportunity to meet new people and learn. I think this is the core driver ...

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3 Key Ways To Measure Your Social Selling Efforts

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

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

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7 Reasons Why Your Social Selling Program Is Bound To Fail

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

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

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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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Rolling Out A Corporate Social Selling Program: To Build Or Buy?

Feb 5, 2016 7:16:05 AM - By Amar Sheth

Expertise can’t be gained overnight. If you’re a believer in big data and how stories can be used to identify trends, you’ll agree with Malcolm Gladwell’s ...

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Why Reinforcement For Social Selling Leads To Sales Outcomes

Jan 12, 2016 7:59:14 AM - By Jamie Shanks

If you’ve read the book The Tipping Point: How Little Things Can Make a Big Difference by Malcolm Gladwell, you know the story of Wayne Gretzky, and how he ...

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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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Shifting Core Performers To High Flyers For Better Quota Attainment

Dec 10, 2015 9:11:19 AM - By Jamie Shanks

When you look at your sales force, do you have some sales professionals that are rock stars, while the rest of your sales team lags behind? The best sales ...

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The 5-Step Guide To Increasing Your LinkedIn SSI Score By 20%

Nov 30, 2015 10:25:36 AM - By Neale Martin

It’s almost 2016 and interruptive techniques like cold calling are as dead as disco. Sales leaders need to be looking for effective ways of enabling their team ...

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Implementing Social Selling: 4 Things Nobody Dares To Speak About

Nov 24, 2015 9:41:29 AM - By Amar Sheth

While Social Selling gains steam and mindshare with company leaders, very few of them are approaching the subject in a strategic way. Peter O'Neill of ...

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Implementing A Successful Social Selling Program: Overcoming 3 Major Challenges

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

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

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Does Having LinkedIn Sales Navigator Make You A Social Seller?

Nov 16, 2015 8:33:35 AM - By Amar Sheth

We in the sales community need to learn how to separate skills and tools. Does having a phone make you a great cold caller? Does having CRM make you a better ...

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Before And After: The Transformation Of Two Social Sellers

Nov 10, 2015 8:07:06 AM - By Amar Sheth

If you’ve been following this blog or just following Social Selling in the market overall, you’ll know that it has caused a lot of buzz, energy and excitement. ...

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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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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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Why Your DIY Social Selling Program Is A Ticking Time Bomb

May 12, 2015 8:22:59 AM - By Jamie Shanks

PeopleLinx is dead right when they report that 60% of companies are stuck with sales reps performing just “Random Acts Of Social”, as opposed to consistent ...

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5 Ways To Make Sure Your Sales Training Is Effective

May 1, 2015 9:02:02 AM - By Liz Vanderburg

How many times have you or your team completed sales training without knowing its real outcome? You’ve asked yourself, “Will I be able to turn all this content ...

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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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Success Story: How Meru Networks Optimized Their Pipeline With Social Selling

Mar 25, 2015 9:54:17 AM - By Jamie Shanks

I hope you’re already aware of the benefits of Social Selling training. But if you still have any lingering doubts, I’d like you to meet Kevin Coppins, former ...

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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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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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Ensuring Social Selling Success: The Power of Triple Alignment

Mar 9, 2015 12:17:21 PM - By Jamie Shanks

When you’re adopting social selling into your organization, you need approval from the executive team. But once you get the executive buy-in, then what? For ...

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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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76% Of Sales Reps Find Social Selling Valuable, Only 31% Use It [Infographic]

Feb 19, 2015 10:00:37 AM - By Jose Sanchez

According to a recent survey by PeopleLinx, only 31% of sales reps have incorporated Social Selling into their daily routine. The problem isn't that they don't ...

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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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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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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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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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What Is The ROI Of Social Selling? 5X Your Investment!

Nov 3, 2014 5:26:46 PM - By Jamie Shanks

This is pretty simple. We’ve worked with 45,000 sales reps in over 200 companies. We measure (using their CRM) the effectiveness that sales education, ...

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