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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.

Why do Sellers Lose Key Accounts?

Oct 9, 2018 5:00:00 PM - By Jamie Shanks

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How to Plan, Execute and Drive Results?

Oct 5, 2018 2:58:12 PM - By George Albert

  2019 is just around the corner and it is time that businesses pulled up their socks to prepare for the sales kick-off meeting in the New Year to improve ...

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Competitive Intelligence Hack: Unlock Your Competitors’ Social Connections with 3 Steps

May 25, 2018 9:00:00 AM - By Jamie Shanks

Warning—if you’re in an ultra-competitive industry and/or sell enterprise deals, you need to lock down your social connections. These connections are basically ...

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How to Increase the Percentage of Quota Attainment

May 11, 2018 9:00:00 AM - By Sales for Life

Social selling has been celebrated as the solution to poor quota attainment among sales representatives. As older sales methodologies have become increasingly ...

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Social Selling Mastery: Improve Performance of Sales Professionals

Apr 26, 2018 9:00:00 AM - By Sales for Life

There’s little doubt among sales leaders that social selling can transform the sales department. Most sales teams that adopt social selling boost their ...

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The Beginner’s Guide to Social Media Selling

Apr 20, 2018 9:00:00 AM - By Sales for Life

Sales leaders know there is much more to being successful with social media selling, or social selling, than merely using social media in the sales process.

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LinkedIn Basics Too Many Sales Reps Mess Up

Apr 3, 2018 9:00:00 AM - By Sales for Life

LinkedIn is a critical tool in any social seller's toolbox. While a great social selling strategy leverages many more tools than LinkedIn alone, the platform ...

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5 Reasons to Invest in Social Selling Training

Apr 2, 2018 9:00:00 AM - By Sales for Life

Social selling tactics have taken over the world of sales. In fact, 98 percent of companies say they plan to implement social selling tactics in the near ...

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4 Smart Strategies for Leading a Social Selling Team

Mar 30, 2018 9:00:00 AM - By Peter Banerjea

Many organizations trying to initiate social selling initiatives face several challenges—sales people don’t consistently implement social selling techniques, ...

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The Personalization Engine for Busy Sales Teams

Mar 27, 2018 9:00:00 AM - By Sales for Life

As the demand for personalized products increases, efforts to deliver a well-tailored experience on the first take have quickly become an industry standard.

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Mastering Social Selling in Two Steps

Mar 26, 2018 9:00:00 AM - By Sales for Life

Like we breathe, social media and digital technologies surround us, invisible but essential.

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5 Common Mistakes That Can Derail Digital/Social Strategies

Mar 23, 2018 9:00:00 AM - By Sales for Life

Technology has drastically changed the way we think about communication. Instant connections across great distances and entirely digital social networks are ...

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Sales Teams Unlock Productivity and Increase Sales With the Power of Social

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

Companies still struggle with formalizing their approach to social selling. The sales process itself doesn’t change with the addition of social selling, but ...

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Creating A Sales Ecosystem Where Social Selling Can Drive Results

Mar 13, 2018 9:00:00 AM - By Jamie Shanks

Innovations come in clusters. The mobile revolution couldn’t take off until it was supported by a vibrant app ecosystem, more powerful processors in phones and ...

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How To Use WhatsApp As Your Vehicle For Sharing Insights With Buyers

Mar 8, 2018 9:00:00 AM - By Jamie Shanks

If you have a global sales force, at some point, you’ll encounter WhatsApp in your sales conversations. It’s absolutely the #1 communication platform in ...

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If You Believe Cold Calling Is Dead, You’ve Already Lost. Here’s Why.

Mar 7, 2018 9:00:00 AM - By Amy Volas

Let’s get right to it. I’m sick and tired of big, obnoxious platitudes like “cold calling is dead!” They are dangerous, and quite frankly if you’re spouting ...

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7 Strategies to See Better Results And Win More Business with Social Selling

Mar 6, 2018 9:00:00 AM - By Sales for Life

Social selling has changed the modern sales landscape and is empowering sales organizations to leverage automation and technological efficiencies to sell ...

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Essential Tools for Tracking the ROI of Social Selling

Feb 28, 2018 9:00:00 AM - By Jamie Shanks

Show, don't tell. In business, that translates as, “Where are the metrics?” Sales reps can clearly observe that social selling works, but their bosses want ...

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Back To The Basics—Why Social Selling? Unlock Productivity, Increase Sales

Feb 26, 2018 9:00:00 AM - By Sales for Life

Social selling is so much more than a simple prospect mining tool for salespeople to use in their spare time. While companies may feel squeamish about ...

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Digital Selling Excellence: Process-Centric Not Platform-Centric

Feb 23, 2018 9:00:00 AM - By Jamie Shanks

I can always tell which phase a company is when it comes to their social selling tool maturity by asking a simple question. This question tells me if a company ...

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The State of Social Selling Tools [Insights from Forrester Study]

Feb 22, 2018 9:00:00 AM - By Jamie Shanks

Forrester continues to lead market research on the topic of social selling. With incredible past insights on WHY execute a digital sales transformation, Mary ...

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Effective Sales Enablement Requires Tighter Alignment Around Value Messaging

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

Sales reps ask for more content, yet the content already created by product teams, marketing and sales enablement groups seems to sit there taking up server ...

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

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

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

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Sales Leadership Series: Do Your Front-Line Sales Managers Know Your Business Outcomes?

Jan 31, 2018 9:00:00 AM - By Jamie Shanks

The vast majority of the front-line sales leaders I met cannot accurately articulate the corporate goal for their company or departments' fiscal year. Most of ...

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The Best Sales Teams Know When To Stop Selling

Jan 29, 2018 9:00:00 AM - By Jamie Shanks

Can sales pros hurt revenues by over selling?

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How to Overcome 3 Common Prospecting Conversation Challenges

Jan 26, 2018 9:00:00 AM - By Jamie Shanks

Prospecting conversations are some of the hardest conversations in the sales process, even for the most experienced sellers. Though difficult, they're also the ...

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5 Ways LinkedIn PointDrive Is A Massive Competitive Advantage for Time Management

Jan 23, 2018 9:00:00 AM - By Jamie Shanks

Research by TOPO indicates that the reason 83.4% sellers fail to hit quota (their number) is because of their improper time management skills. Why is this? ...

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8 Social Selling Tactics That Hurt Rather Than Help

Jan 22, 2018 9:00:00 AM - By Amy Volas

I really love the power that social media contains regarding the sales process. It’s such an impactful way to engage your prospects and clients. But there’s ...

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Benchmark Study: The State of Social Selling in Sales Force Enablement

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

Over the past year, software for sales force enablement has emerged from the margins to take center stage in the evolution of the sales function. That’s one of ...

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What Are My Social Selling Options in MENA + APAC/APAJ?

Jan 15, 2018 9:00:00 AM - By Jamie Shanks

This is a common question for US-based organizations deploying learning globally, and for sales leaders thinking about how to digitize their sales teams.

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Back To Basics: What Social Selling Is and Isn't

Dec 13, 2017 1:39:44 PM - By Miriam Auer

Unless you’ve been living under a rock for the past five years, you’ve certainly heard about social selling by now. Although social selling has become table ...

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The Direct Correlation Between Learning Behavior And Sales Results

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

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

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3 Ways To Easily Understand Your Buyer’s World Through Research

Dec 4, 2017 1:29:09 PM - By Daniel Ku

Most sales professionals are not contextualizing their outreach enough—they only have basic information about the company and buyer they wish to connect ...

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Sales Training Adoption Leads To Higher Quota Attainment [Roundup]

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

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

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Choosing The Right People For A Social Selling Pilot Is Critical For Success

Nov 29, 2017 3:45:24 PM - By Jamie Shanks

Pilots, proof of concepts and phase one’s = we all need to develop business cases to empirically prove a return on investment which allows for greater funding ...

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Why Formal Alignment Is The Clearest Path To High Performance [Roundup]

Nov 24, 2017 12:27:23 PM - By Daniel Ku

With the new year coming up, chances are you’re focused on ensuring your sales organization ends the year strong and is well prepared strategically for the ...

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The Role Of Sales Leadership In Driving Change With Social Selling

Nov 23, 2017 11:04:58 AM - By Daniel Ku

Sales leadership, you are the voice of accountability.   We’ve seen Marketers, Sales Operations and/or Sales Enablement leaders champion a social selling ...

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Rethink How You Select The Right Target Accounts With Social Proximity

Nov 20, 2017 11:10:47 AM - By Daniel Ku

When selecting the right accounts to go after, remember to choose wisely. How you and your sales organization identify which accounts to target will dictate ...

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Identifying Decision Makers and Preparing For A Skills Transformation [Roundup]

Nov 17, 2017 10:41:57 AM - By Daniel Ku

In this week’s roundup, we’re sharing articles from both the LinkedIn Sales Blog and SiriusDecisions. The first blog by Alex Hisaka covers how to leverage ...

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Why These Emerging Industries Are Starting To Adopt Social Selling

Nov 16, 2017 12:10:45 PM - By Daniel Ku

Within the past five years, we’ve seen the emergence of social selling from a buzzword to now table stakes within many sales organizations. Just like any ...

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Is There Insurance For Your LinkedIn Sales Navigator Investment?

Nov 13, 2017 12:27:10 PM - By Jamie Shanks

Without fail, each week I get a call or email from a company somewhere in the world that falls in one of these categories:

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How Millennials In Sales Are Shifting Current Leadership Methods

Nov 8, 2017 11:07:20 AM - By Daniel Ku

What are we going to do with those Millennials emerging within the workplace? Especially those taking on sales roles such as sales development reps, account ...

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Sales Enablement Spotlight: Best-In-Class Social Selling Vs. Status Quo

Nov 6, 2017 1:33:23 PM - By Jamie Shanks

Enablement teams are being pressured to produce frameworks, courses, programs at a dizzying pace, and many times without the adequate resources (people, ...

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Today’s B2B Buyer Demands A Frictionless Buying Experience

Nov 2, 2017 11:51:21 AM - By Daniel Ku

I think we all know that the customer has changed. I don’t think anyone needs to be reminded of that but how has enterprise sales been affected by this and ...

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Create Your W.I.L.L. To Identify Your Highest Potential Customers

Nov 1, 2017 10:43:23 AM - By Jamie Shanks

90 days ago, I was frustrated with our sales production. I had a call with Chad Nuss at InsideOut Sourcing, and I just vented. I explained our current sales ...

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5 Real-World Lessons On How To Start a Social Selling Program

Oct 31, 2017 10:44:44 AM - By Simon Grant

The LanguageLine leadership team made a decision nine months ago to embrace social selling. Very quickly, we understood that social selling is a permanent ...

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Effectiveness Vs. Efficiency: How Sales Leadership Can Optimize Team Performance [Roundup]

Oct 27, 2017 11:10:07 AM - By Daniel Ku

Welcome to your weekly roundup for Oct -27. In this week's roundup, we've gathered insights from several different articles around one topic: optimizing your ...

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Why Relationships Are Key To Success in Sales (And How To Build Them Using Social Media)

Oct 26, 2017 10:48:00 AM - By Amy Volas

Serious question: how well do you think you could function in sales today without the technology and automation that is available? According to a study done by ...

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Using Social Selling To Connect the Dots with Job Hops

Oct 24, 2017 10:26:24 AM - By Samantha McKenna

One of the traits that I pride myself on is the ability to use social media as my own personal game of Sherlock Holmes. Who knows who, where did they work, ...

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“Smile and Dial” Sales Reps Will Soon Be Replaced By Search Engines [Roundup]

Oct 20, 2017 11:28:00 AM - By Julia Manoukian

Welcome to your weekly roundup for Oct 13-20. This week we’re summing up insights why it's becoming urgent that salespeople take on more autenthic terms of ...

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5 Ways To Engage The B2B Buyer's Changing Preferences [Roundup]

Oct 13, 2017 10:09:27 AM - By Julia Manoukian

Welcome to your weekly roundup for Oct 6 - 13. This week we’re summing up insights from Forrester’s B2B Marketing & Sales Enablement summit, why the help ...

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Americas Vs. EMEA vs. APAC: 4 Global Differences In Social Selling

Oct 12, 2017 12:18:35 PM - By Julia Manoukian

Most salespeople and sales leaders understand that today’s buyer has changed, but how does this change reflect in respective buyers’ behaviors across the globe?

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Social Selling Ranked Training Service With The ‘Greatest Need for Redesign’ [Roundup]

Oct 6, 2017 11:02:40 AM - By Julia Manoukian

Welcome to your weekly roundup for September 29-Oct6. This week we’re summing up top strategies to improve your social selling program, the best cold call ...

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'Try It And Believe In It': Getting Over The Fear Of Starting A New Sales Strategy

Oct 3, 2017 10:05:29 AM - By Julia Manoukian

What does it take to be successful in modern sales today? Channels are noisier than ever, buyers’ attention is withering and salespeople are often swimming in ...

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

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

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

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Why Social Selling, Why Now?

Sep 28, 2017 11:30:06 AM - By Jamie Shanks

The average buyer in business is just like you and me at night, on our couch, surfing the Internet. Buyers purchase clothes, televisions and build their future ...

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Why Social Selling Must Be A Priority for Your Next Sales Hire

Sep 19, 2017 10:38:46 AM - By Amy Volas

The B2B sales landscape is changing. Drastically. Outbound techniques like calling and emailing are in decline, and these days 84% of all B2B companies are ...

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Fitting Social Selling Into Your Daily Routine: My First 60 Days

Sep 14, 2017 10:45:31 AM - By Julia Manoukian

If you’re working in sales today, chances are you’ve heard of social selling. In fact, chances are you haven’t just heard of social selling, but you’re also ...

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How To Measure The ROI of Social Selling [eBook]

Sep 13, 2017 12:40:39 PM - By Julia Manoukian

Measuring the ROI of your social selling efforts is imperative. However, many companies are still unsure about what the best practices are for tracking and ...

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The ROI of Social Selling: 5 Data-Driven Outcomes in 2017 [Infographic]

Sep 7, 2017 10:26:06 AM - By Julia Manoukian

The number of companies who see the value in social selling has grown dramatically. In fact, 98% of companies say they plan to implement social selling in the ...

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Content to Connections: 6 Steps To Setting Up Your Social Selling Strategy

Sep 5, 2017 11:35:55 AM - By Wendy Van Gilst

Social selling is no longer only something sales professionals do. Today, every professional can benefit from this sales methodology to land their dream job, a ...

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If You Want To Be World-Class, Do Social Selling Everyday

Sep 4, 2017 10:30:00 AM - By Jamie Shanks

One of the hardest business routines for me to break was checking my email when I first got up in the morning. Email is such a time suck! But I couldn’t help ...

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15 Alternate Prospecting Strategies to Cold Calling [Roundup]

Aug 25, 2017 10:11:17 AM - By Sales for Life

Welcome to your weekly roundup for Aug 18 - 25. This week we’ve got 15 innovative prospecting strategies that don’t involve picking up the phone, 7 ways to ...

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How To “Knowledge-Bomb” Your Buyer Off The Status Quo

Aug 21, 2017 1:42:30 PM - By Jamie Shanks

Insight selling never stops.

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How To Turn Social Comments Into Leads

Aug 17, 2017 12:50:19 PM - By Samantha McKenna

In my role, I have a chance to talk to sales reps at every level, and across a wide variety of companies, daily. One of the common themes that always presents ...

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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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Why These Four Roles Are The Key To Social Selling Success

Jul 20, 2017 1:39:32 PM - By Jamie Shanks

What does it take to succeed with a social selling initiative? I get asked this question all the time from companies big and small all around the world.

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After 20 Years In Sales, These Are The 3 Best Pieces of Social Selling Advice I've Ever Received

Jul 11, 2017 11:07:35 AM - By Amy Volas

I’ve dedicated the last 20 years of my professional life to sales. Through the years (man, time flies when you’re having fun), I’ve navigated the ...

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Why The Battle Between Social Selling And Cold Calling Is Dead

Jul 6, 2017 12:09:46 PM - By Julia Manoukian

What do you do get when you throw three esteemed sales experts with varying views of modern selling in the same room? A heated debate—but nonetheless one worth ...

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The Only Metrics That Matter In A Social Selling Program

Jul 3, 2017 10:30:00 AM - By Amar Sheth

As Social Selling grows and enters the sales process of organizations, the most natural questions that emerge pertain to metrics. Sales is used to measuring ...

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1 Hour, 9 Meetings: How To Structure Executive Social Selling Power Hours

Jun 27, 2017 10:24:37 AM - By Samantha McKenna

I recently sent out a new set of invites for our social selling executive power hours. One of my reps, we’ll her call Meg, asked me what they were about and I ...

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The 7-Step Plan To Convince Your Boss You Need Social Selling

Jun 22, 2017 11:00:00 AM - By Amar Sheth

Getting a social selling program started is turning out to be a tough sell for many “change agents” within companies. While size and vertical of the company ...

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Social Selling Is Bigger Than LinkedIn

Jun 15, 2017 11:00:00 AM - By Amar Sheth

Is social selling just LinkedIn? We hear this in the market all the time. As your company builds a social selling program, consider the following points as a ...

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Three Ways To Reduce Opportunity Cost With Social Selling

Jun 12, 2017 11:00:00 AM - By Amar Sheth

In the days of one-to-one communication channels, like phone and email, it’s been easy to organize your sales teams by geography or by named accounts, or any ...

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LinkedIn At 100%: How To Maximize Engagement With Target Accounts

Jun 5, 2017 12:30:16 PM - By Amar Sheth

There’s a simple reality that’s going to help you dominate on LinkedIn, and it’s this: You need to engage with people. The reason social networking works so ...

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How One AE Scored A 10X Average Deal Size With Social Selling

May 30, 2017 11:30:15 AM - By Samantha McKenna

Over the course of my career, I’ve switched gears from being an individual contributor to a leader of individual sales reps. In my early rep days, there was ...

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Why Do You Need Social Selling If You’re Already Hitting Quota?

May 29, 2017 11:10:43 AM - By Jamie Shanks

This article is for those lucky sales leaders who are already hitting quota and are thinking, why do I need to change?

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How Do You Compare With Your Peers On LinkedIn? [New Data]

May 24, 2017 9:41:56 AM - By Ron De Appolonia

LinkedIn recently announced that they reached the 500 million member mark, and as the largest professional network in the world continues to pick up speed, ...

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Social Selling Isn’t A Replacement For Your Sales Process [Roundup]

May 12, 2017 9:12:04 AM - By Sales for Life

Welcome to your sales weekly roundup for April 18-May 5. This week we’re reiterating why social selling is so effective, the top 3 coaching mistakes sales ...

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The Essential Elements To Get Leadership Buy-In for Social Selling

May 11, 2017 1:56:51 PM - By Jamie Shanks

Do you believe in social selling, but the rest of your team doesn't? You see your kids using their mobile devices every day, your customers interacting on ...

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3 Ways To Unlock Your LinkedIn Sales Navigator Investment

May 8, 2017 1:00:07 PM - By Amar Sheth

Congratulations. You've just purchased LinkedIn Sales Navigator. This is a great investment, but are you sure you know how to properly use the tool you've just ...

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How To Measure Social Selling At Every Stage of The Sales Process

Apr 10, 2017 12:18:00 PM - By Jamie Shanks

At Sales for Life, we field thousands of discovery calls every year about social selling. And you might be surprised to learn that the most common question we ...

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The Perfect Social + Account-Based Cadence [Checklist]

Apr 5, 2017 11:22:12 AM - By Julia Manoukian

Our latest research shows 66% of B2B sales leaders say social strategies are "absolutely crucial" to account-based sales development (ABSD).  

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Top 4 Misconceptions You Have About Social Selling

Apr 4, 2017 12:26:26 PM - By Julia Manoukian

One of the biggest barriers to investing in social selling is convincing yourself it's truly worth it. Despite the overwhelming evidence that social sellers ...

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When Aiming To Be At The Top In Social Selling, Start At The Bottom

Mar 28, 2017 11:32:58 AM - By Laurence Minsky

In “How B2B Sales Can Benefit from Social Selling,” an article I wrote with Keith Quesenberry for the Harvard Business Review, we cited a LinkedIn survey that ...

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The Definitive Guide to Social Selling for Sales Leaders [eBook]

Mar 15, 2017 2:17:56 PM - By Julia Manoukian

Here's the concrete framework we've tested with over 75,000 sales professionals to drive sales outcomes with social selling. 

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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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Could Social Selling Be Your Biggest Opportunity This Year? [Roundup]

Mar 10, 2017 12:17:33 PM - By Sales for Life

Welcome to your sales weekly roundup for March 3-10. This week we’ve got social selling secrets from a LinkedIn power user, 3 great things sales managers do ...

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The Value of Social: No One Ever Asked “What’s The ROI of The Phone?”

Mar 8, 2017 11:18:12 AM - By Amar Sheth

When it comes to deploying social selling – programs, tools or both – we all want to see the ROI.

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3 Ways Increasing Yield Per Rep Is Like The Olympic 100 Meter Dash

Feb 27, 2017 1:55:12 PM - By Jamie Shanks

I was recently on a conference call with Sauro Lamberti, Managing Director of Nuovamacut in Italy. We were talking about the digital transformation that ...

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Horrible Sales Emails II And How Social Selling Can Help

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

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

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How Does Social Selling Help Lower Customer Acquisition Cost?

Feb 20, 2017 10:00:00 AM - By Jamie Shanks

From a granular point of view, how does social selling help actually lower customer acquisition cost? This is something I think a lot of VPs are wondering ...

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Top 3 Sales Kickoff Challenges

Feb 16, 2017 2:21:03 PM - By Jamie Shanks

The single biggest reason that social selling adoption is failing in organizations is because of the frontline sales managers. There's a host of other ...

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The Perfect Social Selling Routine [Checklist]

Feb 14, 2017 11:53:25 AM - By Julia Manoukian

What is the perfect social selling routine? We crowdsourced from 75,000 sales professionals to find out. 

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If Iron Man Was In Sales, He’d Be A Social Seller—Here’s Why

Feb 13, 2017 11:35:44 AM - By Amar Sheth

This blog is for all you inner geeks, superhero and Hollywood movie watchers.

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How One Company Used Social Selling To Close Deals 42% to 185% larger

Feb 7, 2017 10:12:43 AM - By Cameron Brain

Social selling is past its buzzword days. For the most part, sales leaders now recognize it as a legitimate sales methodology. It works. They see how properly ...

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Less Reps, More Revenue: 4 Ways Social Increases Baseline Performance

Jan 19, 2017 11:22:27 AM - By Amar Sheth

Are you being tasked with doing more with less? Increasingly, more sales leaders are. This is the new world that we're living in.

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How To Meet Business Outcomes Using Social Selling

Jan 16, 2017 1:07:43 PM - By Jamie Shanks

So many companies we’ve been working with for years have attempted to start their own social selling program, which I like to call ‘spits and farts’.

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Social Sellers Vs. Non-Social Sellers [Videographic + Research]

Dec 22, 2016 12:26:24 PM - By Julia Manoukian

What do hundreds of sales, marketing and sales enablement leaders and professionals think about social selling? Our latest research set to find out. 

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

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

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

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The Tugboat Vs The Lighthouse: Beating Barriers To Quota Attainment

Dec 5, 2016 2:21:53 PM - By Jamie Shanks

As a sales professional and more importantly an entrepreneur for most of my professional career, I have had a number of times where I wasn’t going to hit ...

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The Rise Of The Modern Sales Pro, What It Takes To Survive In 2020

Dec 1, 2016 10:28:32 AM - By Julia Manoukian

What is the future of sales? How do businesses and sales professionals get ready for the coming artificial intelligence wave? What is the importance of ...

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New Research: Social Sellers Vs. Non-Social Sellers [Infographic]

Nov 30, 2016 9:42:24 AM - By Julia Manoukian

We asked over 500 sales, marketing and sales enablement professionals: who gets the better ROI when it comes to volume of new customers and hitting revenue ...

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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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Sales Weekly Roundup: B2B Sales Tactics, Training & Hashtagging

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

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

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Old Metrics, New Metrics or Both?

Nov 4, 2016 10:00:00 AM - By Amar Sheth

Peter Drucker, the often-cited management consultant guru, bestows his sage advice to corporate leaders when he says “You can’t manage what you don’t measure.”

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Build Relationships, Drive Revenue: A Checklist for Social Selling Success

Nov 3, 2016 11:26:33 AM - By Amar Sheth

I present this diagram to you to visually illustrate what social selling is and what it isn’t. If social selling can be broken down to its most logical ...

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Reaching The Modern Buyer [Videographic]

Oct 27, 2016 10:09:36 AM - By Julia Manoukian

The modern B2B buyer has changed — what can your organization do about it? 

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Stop Selling Like It’s 1900, Start Selling How The World Is Buying

Oct 26, 2016 11:05:35 AM - By Amar Sheth

The reality is that someday, over time, most companies are going to embrace social selling. We’re still very much in the early adopter phase of the maturity ...

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Beyond Net Promoter Score: How To Secure The Qualified Introduction

Oct 25, 2016 10:02:31 AM - By Jamie Shanks

Listen, I’m a new logo acquisition guy. I’m always laser-focused on opening new doors, and winning new accounts. But as we scaled Sales for Life, we recognized ...

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Are You Using LinkedIn Incorrectly?

Oct 21, 2016 10:19:44 AM - By Amar Sheth

The title may offend some while provoking others, but it’s with all seriousness that I share with you the risks of stopping too early.

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How To Get Sales Leaders To Eat Their Own Dogfood

Oct 20, 2016 1:23:20 PM - By Jamie Shanks

Getting leadership buy-in for a social selling program requires a two-pronged approach using data and behaviour. But before we dive into those two areas, there ...

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The Rise Of The Modern Salesperson [Infographic]

Oct 19, 2016 11:39:15 AM - By Julia Manoukian

Say you wanted to make a major purchase such as your first home. Would you immediately start attending showings, asking realtors their thoughts on the market, ...

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How To Scale Sales Success With The Ideal Tech Stack

Oct 18, 2016 12:36:00 PM - By Nicholas Reilly

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

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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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Worst Sales Emails And How Social Selling Can Help

Oct 14, 2016 1:59:50 PM - By Julia Manoukian

Most salespeople have probably sent one or two not-so-great email in their lives. It’s natural. They’re pressed for time, distracted, or simply at the time ...

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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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The Reality of The Modern Buyer [Infographic Kit]

Oct 12, 2016 3:37:50 PM - By Jamie Shanks

The modern buyer has changed — what can you do about it?

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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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6 Podcasts For Top Sales Leaders

Oct 9, 2016 11:00:00 AM - By Julia Manoukian

It's no secret salespeople spend a ton of time in transit. Whether commuting to work or to a meeting, they need constant food for thought in order to keep ...

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Is Social Selling Just Spying?

Oct 7, 2016 11:51:06 AM - By Amar Sheth

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

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The Retention Game: Social Selling For Customer Success

Oct 6, 2016 12:06:03 PM - By Paulina Lizewski

There is a common misconception in the sales industry that social selling is a useful tactic for just inbound and/or outbound sales positions. People often ...

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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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The Viral Formula: Secrets of LinkedIn Publisher

Oct 3, 2016 10:33:40 AM - By Dave Howe

Getting your LinkedIn Publisher posts to go viral is no easy feat. In my humble experience, it requires a careful combination of knowing your audience, proper ...

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Why The Majority Of Social Selling Programs Are A Complete Disaster

Sep 30, 2016 11:13:25 AM - By Amar Sheth

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

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Persistency & Consistency: Scaling Social Selling Within Your Team

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

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

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

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

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

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Social Selling Really Isn’t About Selling

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

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

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Case Study: Is Your Sector Falling Behind?

Sep 23, 2016 10:00:00 AM - By Ron De Appolonia

Early on in my career an extremely wealthy entrepreneur gave me advice in the form of a story that I still remember to this day. He told me of two men who were ...

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Social Selling Doesn’t Only Belong To Sales — Here’s Why

Sep 22, 2016 10:00:00 AM - By Jamie Shanks

Social selling programs that haven't been informed, built and scaled in collaboration with all members of team revenue — sales, marketing and sales enablement ...

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

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

Learn the steps to successful social selling implementation.

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Why Social Selling Is Like Losing Weight

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

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

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Why Social Selling Is More Than Just A BuzzWord

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

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

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Finding The Love of My Life Is Easier Than Buying From You (And It Shouldn't Be!)

Sep 16, 2016 10:00:00 AM - By Jose Sanchez

Why would anyone talk about B2B and B2C buyers like they are different species?

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The Sales Battle: 3 Data-Backed Risks Of Not Social Selling [Infographic]

Sep 14, 2016 10:59:12 AM - By Julia Manoukian

The sales battle is ripe with competition. In the today's disruptive landscape, sellers are scrambling to step ahead and be the first ally in their buyers' ...

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Sales & Marketing Tunnel Vision Is Destroying Social Selling

Sep 13, 2016 9:48:22 AM - By Amar Sheth

Social selling is a term that is still entering the sales vernacular, but the definition of what defines a social seller is hasn’t been fully yet determined.

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Why Hitting The Phones Doesn't Work

Sep 7, 2016 9:39:59 AM - By Jason Whyte

If I think back to my recent past in software sales, many of those organizations are still doing things, for the most part, the old-fashioned way. Upper ...

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A Framework For Scaling Your Sales And Marketing Machine

Sep 6, 2016 9:48:57 AM - By Julia Manoukian

The CEO of Sales for Life Jamie Shanks recently sat down with content lead Julia Manoukian to talk about his new book, Social Selling Mastery, a framework ...

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What Is Your Social Selling Routine Missing?

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

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

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Social Selling 101: 3 Resources For Sales Leaders

Sep 1, 2016 3:40:34 PM - By Julia Manoukian

Want to jumpstart your social selling efforts? 

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World-Class Sales Professionals Use Social Selling [New Research]

Aug 31, 2016 11:26:21 AM - By Jamie Shanks

Fast forward to 2018: How do you jump two years ahead of the competition? Productivity is all about doing more in less time. If a sales team found a way to ...

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The Social Selling Trick Most Companies Miss

Aug 29, 2016 12:45:56 PM - By Amar Sheth

Social selling isn’t rocket science — but in many ways it’s treated like it is. There is definitely a right way and a wrong way of doing it. There are places ...

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Why Are Sales Teams Having Less Conversations?

Aug 26, 2016 2:01:17 PM - By Amar Sheth

Does this title surprise you as a sales leader or sales professional? It shouldn’t.

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Through The Ringer: Cold Calling Vs. Social Selling [Infographic]

Aug 24, 2016 10:46:03 AM - By Julia Manoukian

It's all the heat in the marketplace right now: social selling vs. cold calling. What strategy yields better results? Which one is obsolete? How to best use ...

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

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

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

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A Proven Path To Success: Your Guidebook For Social Selling Mastery

Aug 22, 2016 1:14:30 PM - By Jamie Shanks

Social Selling Mastery by Sales for Life CEO Jamie Shanks is the first strategic guide on how to implement a social selling program at scale. It is the key ...

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What Do Social Sellers And Pokémon Have In Common?

Aug 21, 2016 5:44:06 PM - By Julia Manoukian

The CEO of Sales for Life Jamie Shanks recently sat down with content lead Julia Manoukian to talk about why social sellers are here to stay. At a time where ...

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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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A Multi-Pronged Strategy To Win Impenetrable Accounts

Aug 17, 2016 11:30:02 AM - By Ron De Appolonia

Every sales professional can recount a story from experience about a target company or account that despite their best efforts, was impossible to penetrate. ...

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No Chill: The Ultimate Way To Warm Your Cold Call

Aug 16, 2016 11:26:02 AM - By Julia Manoukian

There's a time for chill and this is not it. When people say “no chill,” they are often talking about flailing around with undirected energy when you should be ...

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Lead By Example: Igniting Behavioural Change With Executive Buy-In

Aug 15, 2016 11:46:50 AM - By Jamie Shanks

When it comes to implementing a social selling program, getting executive buy-in plays an essential role in a program’s success. How can leadership expect ...

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How To Craft Messaging That Resonates With Your Buyer On LinkedIn

Aug 9, 2016 10:11:37 AM - By Neale Martin

I find the bulk of my success as an Enterprise SDR is predicated on my ability to craft insights-based messages that convert into offline conversations.

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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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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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Selling In Reverse: How To Socially Ambush Like A Pro

Aug 3, 2016 1:46:48 PM - By Dave Howe

Social Selling is our specialty here at Sales for Life, so it’s a big part of everyone’s daily routine (if you're looking for a daily social selling routine ...

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Want Higher Profits And Faster Growth? Time To Align Sales And Marketing

Aug 1, 2016 12:00:00 PM - By Jeff Day

For most of business history, sales and marketing have worked independently with some disdain for each other. Marketing created ads and printed sales ...

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4 Key Traits Championship Baseball & Top Sales Teams Have In Common

Jul 31, 2016 12:00:00 PM - By Daniel Ku

Baseball, the good ol’ American pastime. A game where kids flock to the field during the summer and when stadiums come alive during every game. The experience ...

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The Channels With The Highest Conversion Rates Are… [New Research]

Jul 28, 2016 11:50:54 AM - By Ron De Appolonia

Implisit, an Information Technology and Services company acquired this year by Salesforce, analyzed the pipeline of hundreds of companies across the globe to ...

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Call Less, Close More: Smarter Selling Beyond 2020

Jul 27, 2016 11:07:27 AM - By Julia Manoukian

The CEO of Sales for Life Jamie Shanks recently sat down with Salesforce’s new Global Customer Growth and Innovation Evangelist, Tiffani Bova, to talk building ...

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The Ultimate Social Selling Routine For The Modern Sales Pro [Infographic]

Jul 26, 2016 12:11:22 PM - By Julia Manoukian

What is the perfect social selling routine? We crowdsourced from over 75,000 sales professionals to find out. The results are listed below.

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

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

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

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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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Sales Glossary: Social Media Marketing Vs. Social Selling

Jul 20, 2016 11:47:55 AM - By Julia Manoukian

Social media marketing and social selling operate as parts of a single mechanism for driving revenue, but only when sales and marketing work together ...

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Insights That Incite: Creating Action Ft. Tim Riesterer

Jul 18, 2016 1:29:08 PM - By Julia Manoukian

"Identify and amplify something that's important to the prospect that maybe they didn't even realize is as important as they thought — and you know it is." 

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Relax, And Let A Millennial Do Your Job Ft. Jill Rowley

Jul 14, 2016 11:00:00 AM - By Julia Manoukian

Jill Rowley wants you to relax and let a millennial do your job. The reason? You’re not adapting fast enough.

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Sales Glossary: What Is An SSI Score?

Jul 13, 2016 11:00:00 AM - By Julia Manoukian

If you’re in sales, you’ve heard the term tossed around: SSI. Maybe you’ve heard your colleagues get upset when their SSI score drops. Maybe you’ve heard them ...

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

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

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

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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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4 Major Objections Every Sales Leader Has About Social Selling

Jul 5, 2016 11:04:30 AM - By Julia Manoukian

One of the biggest barriers to launching a successful social selling program is securing executive buy-in from upper management. Especially as Jill Rowley ...

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Dear Competitor: This Is How I Poach Your Clients

Jul 1, 2016 1:00:00 PM - By Ron De Appolonia

Each month thousands of organizations stop doing business with one company and start giving business to another. It’s commonplace, and in many cases the ...

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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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Successful Social Selling: What’s Your Archetype? [New Data]

Jun 28, 2016 11:55:41 AM - By Julia Manoukian

What kind of social seller are you? Do you understand the value of social selling? Do you create your own content, or share pre-curated posts? How do you use ...

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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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Sharpen The Saw: Top Leaders' Unusual Hobbies

Jun 26, 2016 7:00:00 PM - By Daniel Ku

Remember when you were young and the time for hobbies were endless? Your parents most likely signed you up for swimming, painting or sports. You also most ...

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5 Books For Sales Leaders With High Performing Teams

Jun 24, 2016 10:17:27 AM - By Jamie Shanks

As the title of this blog states, I’ll provide a list of top books sales leaders should read for high performing teams. But let me preface this post by saying ...

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Relationship Goals: 6 Tactics To Align Sales And Marketing

Jun 23, 2016 2:02:46 PM - By Julia Manoukian

If your sales and marketing teams are living in different rooms of the same house, it’s time for a redesign. It’s 2016, after all, and open concepts are all ...

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No You Can't Be a Thought Leader: Should Sales Create Content?

Jun 22, 2016 12:13:40 PM - By Amar Sheth

While this is a question that was asked in the past by sales and marketing leaders, it’s now a hot topic when it comes to social selling implementation.

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Is Social Selling Actually Generating Revenue?

Jun 21, 2016 11:59:00 AM - By Jamie Shanks

At Sales for Life, we field thousands of discovery calls every year about social selling. And you might be surprised to learn that the most common question we ...

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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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A Photo Is Worth 1000 Leads — Instagram For Social Selling

Jun 16, 2016 2:49:23 PM - By Julia Manoukian

When sales pros start their social selling routine, Instagram probably isn’t the first tool that comes to mind. But for a platform that boasts over 400 million ...

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Here’s Why You’re Wasting $18 Million On Content

Jun 15, 2016 1:52:37 PM - By Amar Sheth

SiriusDecisions research reveals that 65% of all content B2B organizations create has magic powers: the ability to disappear into thin air! That’s to say that ...

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To Crush Quota, You Have To Understand Your Buyer

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

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

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

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

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

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

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

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

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

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

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

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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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Dear Sales And Marketing Leaders: You’re Doing Social Selling Wrong

Jun 8, 2016 1:10:02 PM - By Amar Sheth

Dear Sales, Marketing & Enablement Leadership, When it comes to social selling, we’re not doing a good job and we’re not moving fast enough.  

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Beyond Likes And Shares: 3 Key Metrics For Social Selling Success

Jun 7, 2016 2:34:29 PM - By Amar Sheth

It’s often said that what you can’t measure, you can’t manage and govern. It couldn’t be more true for social selling programs.

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LinkedIn Launches New Premium Insights Tab for Businesses [Video]

Jun 7, 2016 1:00:52 PM - By Julia Manoukian

LinkedIn recently announced new features on the Premium Insights tab for LinkedIn Company profiles. The features provide a wealth of new data, useful for ...

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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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Should Your Social Media Team Own Social Selling?

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

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

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The Evolution Of The Modern B2B Buyer [Infographic]

May 31, 2016 1:07:01 PM - By Daniel Ku

It's no secret the B2B buyer has changed more in the past 10 years than 100. The modern consumer is digitally driven, socially connected and mobile empowered. ...

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Why The Size Of Your Linkedin Network Isn’t Everything

May 30, 2016 11:55:49 AM - By Amar Sheth

With the growing importance and prevalence of social networks in our daily lives, all of us at some point have wondered if the size of our social networks ...

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Ideas That Stick: Why Buyers Like Some Content And Hate Others [INFOGRAPHIC]

May 27, 2016 1:31:10 PM - By Julia Manoukian

As a sales pro, how do I know the most effective content to share? According to Fractyl, it has to be visual, credible and appeal to buyer's emotion. These are ...

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Think Like A Journalist, Act Like A Social Seller

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

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

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3 Key Pillars To Consider Before Launching A Social Selling Program

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

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

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Is Your Company Ready For Social Selling? [Free Assessment]

May 24, 2016 10:08:46 AM - By Jose Sanchez

At Sales for Life, our mission is to help companies engage the modern buyer and accelerate revenue. That's why we're offering this free sales assessment — to ...

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12 Hard-Hitting Quotes To Pump Up Your Sales Team

May 23, 2016 10:24:54 AM - By Julia Manoukian

Motivation is a key component of driving success. Especially in sales or marketing, motivation often leads to increased pipeline and revenue. That’s why it’s ...

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How Global Leaders Drive Digital Transformation Across Their Organization [Video]

May 19, 2016 1:09:50 PM - By Daniel Ku

When implementing digital transformation and social selling across your organization, there are many benefits that result from it, however, there are also many ...

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4 Ways To Create Content That Buyers Find Helpful

May 19, 2016 12:28:56 PM - By Neale Martin

In general, most content stinks. According to SiriusDecisions, 60-70% of content in B2B organizations goes unused. For argument’s sake let’s round that off to ...

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Implementing A Social Selling Program: 8 Lessons From The Trailblazers [EBOOK]

May 18, 2016 12:42:00 PM - By Julia Manoukian

Learn what it takes to launch a successful social selling program from the industry’s most forward thinkers. Social selling is growing in the mindshare of many ...

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4 Simple Ways To Revive Cold Calling From The Dead

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

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

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From Instagram to Craft Beer: Turning A Common Interest Into A Sales Outcome

May 12, 2016 2:58:44 PM - By Amar Sheth

Usually we celebrate with a glass of wine after a deal is won. In this story, you’ll learn how a sales pro used wine with a dash of social selling to win a ...

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

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

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

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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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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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Why Social Selling Is Simply Not Worth Your Time

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

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

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3 Simple Steps to Socially Sell As An Account Manager

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

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

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Why Sales Pros Just Don't See The Value Of Educating Their Buyers

May 4, 2016 12:36:34 PM - By Jamie Shanks

When we’re training sales pros at various organizations, we always ask them the same question: Why aren’t you sharing content? After all, the marketing ...

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What Is The ROI Of Employee Advocacy And Should I Invest In It?

May 3, 2016 2:09:17 PM - By Jamie Shanks

If you’ve thought about purchasing an employee advocacy tool for your sales and marketing teams to share your organization’s content on social media, you’re ...

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4 Types of Content Your Sales Team Can Share To Engage Prospects

May 2, 2016 1:25:23 PM - By Neale Martin

Salespeople are governed and driven by dollars and cents. If you want a piece of their attention span then it better be about something that is going to help ...

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Is Social Selling Just LinkedIn?

Apr 29, 2016 4:03:55 PM - By Amar Sheth

This question comes in many flavors and forms and is raised often. As your company builds a social selling program, consider the following points as a pressure ...

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A Proven Path To Global Digital Transformation In Sales And Marketing [Video]

Apr 28, 2016 1:25:20 PM - By Daniel Ku

Commercial leaders from some of the fastest-growing companies such as SAS, Thomson Reuters, Adobe and CA Technologies teamed up to talk about how they’re ...

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Top 5 Infographics On How To Create The Perfect LinkedIn Profile For Social Selling

Apr 26, 2016 1:23:39 PM - By Daniel Ku

Does your LinkedIn profile stand out from the rest? There are over 380 million members on LinkedIn so you need to ensure your profile sets you apart from the ...

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I Didn't Know Social Selling Would Help Me With This

Apr 22, 2016 1:55:57 PM - By Jamie Shanks

As we know, social selling can help salespeople build pipeline and revenue, however, from personal experience I've learned that social can help with hiring ...

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Social Selling Key Trends: The Year Of Massive Adoption [New Research & ViDEO]

Apr 21, 2016 1:35:45 PM - By Daniel Ku

As sales and marketing evolve, more teams are recognizing the importance of social selling. Where are we in this evolution and what trends have emerged? What ...

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Social Selling Programs Are Doomed To Fail Without Executive Buy-In

Apr 18, 2016 1:37:38 PM - By Jamie Shanks

After rolling out 250 client engagements, there’s no question in my mind that leaders are facing a fundamental problem with adopting a Social Selling program. ...

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Only 20% Of Salespeople Engage Buyers With Content [New Data]

Apr 14, 2016 1:53:26 PM - By Amar Sheth

How often does your sales team share content? We wanted to find out the answer to this so we decided to conduct research that tests the assumption many content ...

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Executive Panel: How To Turn Your Core Performers Into Top Performers

Apr 13, 2016 1:49:07 PM - By Nicholas Reilly

The main thing that keeps sales leaders up at night is quota attainment which is one of the biggest challenges for them. The TAS Group has found that a ...

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

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

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

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The 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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Why Social Selling Should Be A Top Priority For Leaders

Apr 8, 2016 1:18:18 PM - By Amar Sheth

Another post about social selling, really? Not quite. I wanted to outline some of the strategic reasons why social selling should be one of your top priorities ...

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

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

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

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How To Search For Prospects On Facebook, LinkedIn And Twitter [INFOGRAPHIC]

Mar 30, 2016 4:37:43 PM - By Jose Sanchez

Believe or not, prospecting on social goes beyond just LinkedIn. The following infographic by Salesforce describes very easy ways to multiply your prospecting ...

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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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Why 67% of Sales Pros Don't Hit Quota (And How Social Selling Can Help)

Mar 22, 2016 4:39:41 PM - By Amar Sheth

In a recent study conducted by the TAS Group, it was revealed that 67% of sales professionals don’t meet their quotas. This is a scary proposition for sales ...

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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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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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12 Hacks To Increase Your LinkedIn SSI Score

Mar 9, 2016 1:54:15 PM - By Neale Martin

Since I began my social selling journey at Sales for Life, my SSI has gone from 63 all the way to 96! While there are opinions around the validity of ...

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The Insights Committee: How To Align Sales And Marketing With Content

Mar 7, 2016 2:27:55 PM - By Jamie Shanks

Sales and marketing alignment is necessary for organizations to achieve Social Selling success. But it’s not going to happen overnight. However, it’s important ...

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Social Selling In 2016: The Year of Massive Adoption

Mar 4, 2016 2:27:40 PM - By Jamie Shanks

2016 is the year of Social Selling adoption. And if your organization hasn’t adopted it yet, now is the time! Social Selling is critical for organizations. ...

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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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The ROI Of Social Selling: 5 Data-Driven Outcomes [Infographic]

Feb 26, 2016 2:22:38 PM - By Daniel Ku

The number of companies adopting Social Selling tactics is growing at a rapid rate. In fact, 62.9% of sales professionals report that Social Selling has become ...

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The 7-Step Gameplan To Get Leadership Buy-In For Social Selling

Feb 10, 2016 5:23:00 PM - By Amar Sheth

Getting a social selling program started is turning out to be a tough sell for many “change agents” within companies. While size and vertical of the company ...

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5 Fundamentals Every Sales Leader Should Master

Jan 25, 2016 10:49:33 AM - By Jamie Shanks

Do you know what your sales team should be doing on a daily basis to be successful? As our buyers become more in-depth with social media for business, you need ...

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The One Element You’re Missing In Social Selling (Hint: A LinkedIn Profile Isn't Enough)

Dec 14, 2015 9:55:40 AM - By Amar Sheth

If you’re a sales leader or professional, you’ve likely been made aware of the growing importance of social networking. You may have a LinkedIn profile and a ...

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How To Book A Meeting With A Fortune 50 Company With Strictly Social Selling

Dec 11, 2015 6:59:33 AM - By Neale Martin

Cold calling can be difficult, nobody said it was easy. You’ve been there, I’ve been there, but there’s a way to provide better value to your prospects without ...

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9 Reasons Misalignment Is Detrimental To Your Social Selling Efforts

Dec 8, 2015 9:31:36 AM - By Jamie Shanks

Attention both departments on the revenue-generating team. Can you identify the single biggest problem in your department? The correct answer: sales and ...

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How Social Selling Impacts 3 Major Stages In Your Sales Process

Dec 2, 2015 8:42:42 AM - By Amar Sheth

As Social Selling begins to penetrate the sales leader’s mindset, questions around applicability remain unanswered. Most Social Selling chatter is highly ...

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Winning Sales In The Age Of The Modern Buyer [Infographic]

Nov 26, 2015 8:24:36 AM - By Daniel Ku

Your buyers are calling the shots now. They're tired of the pushy traditional sales techniques which offer zero value to them. They're smart, they're empowered ...

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How To Write And Receive Relevant LinkedIn Recommendations In 3 Steps [Video]

Nov 20, 2015 8:17:11 AM - By Dave Howe

How are you or your sales team validating your past successes for your future buyers? We all know that due diligence is an important part of every buyer’s ...

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7 Forgotten Features That Impress Prospects On LinkedIn

Nov 5, 2015 8:47:20 AM - By Jamie Shanks

The buyer doesn't want to be sold; the buyer wants to be wowed. Have some sympathy for your prospects – the Internet is constantly waving all kinds of things ...

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

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

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

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The Death Of The B2B Salesperson [Infographic]

Oct 23, 2015 9:08:32 AM - By Daniel Ku

Attention salespeople, prepare to lose your job in five years. That's a big statement to make but recent research by Forrester predicts that by 2020, over a ...

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[eBook] A Scientific Study: The DNA Of A Successful Social Seller

Oct 8, 2015 9:45:14 AM - By Jamie Shanks

Social Selling is having a massive impact in the way world-class sales team’s operate and grow revenue. According to Aberdeen, 73% of salespeople using Social ...

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Digital Selling vs. Social Selling: What’s the Difference?

Aug 25, 2015 9:48:58 AM - By Jamie Shanks

If you’ve been following our blog, you already know that Social Selling is hot right now. Since its inception in 2012, it has exploded in the marketplace. ...

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100+ Social Selling Lessons And 30+ Influencers At The Social Selling Summit 2015

Aug 13, 2015 10:55:51 AM - By Jose Sanchez

The top experts on the topic of Social Selling will share dozens of tips, tactics and actionable strategies in a very insightful series of online presentations ...

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[Webinar] Enabling Social Selling – How To Integrate Social Selling With Your Existing Sales Process

Aug 10, 2015 9:55:41 AM - By Jamie Shanks

Social Selling can help accelerate every stage of your existing sales process. However, many companies struggle to see exactly how these tactics can be applied ...

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One Unexpected Benefit Of Social Selling: Customer Success

Aug 7, 2015 7:59:58 AM - By Jamie Shanks

When it comes to Social Selling, I’ve seen it all. So I’m not easily surprised. But on a recent call I had with Renee Ducre, Director of Digital Marketing, IBM ...

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Digital Transformation: A Peek Into The Future Of Social Selling

Aug 5, 2015 6:43:35 AM - By Jamie Shanks

I’ve been thinking a lot about the future of Social Selling lately—and there’s no question that it’s evolving. I’m reminded of Social Selling evangelist Jill ...

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Social Selling Haters Gonna Hate (And Why They’re Wrong)

Jul 24, 2015 8:31:41 AM - By Amar Sheth

In 1995, Clifford Stoll made a promise about how the internet was just all hype in an article. He argued that telecommuting, better learning in schools, ...

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Beyond LinkedIn: The Absolute Social Selling Ecosystem [Infographic]

Jul 16, 2015 8:31:21 AM - By Jamie Shanks

The term Social Selling usually drums up the thoughts of just LinkedIn tips and features (e.g. LinkedIn Sales Navigator, Trigger Selling, InMails, groups, ...

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Jill Rowley: "If You Suck Offline, You're Going To Suck More Online" [Video Interview]

Jul 7, 2015 10:01:58 AM - By Jamie Shanks

"If you suck offline, you're going to suck more online, so don't suck." Biting words from Social Selling Evangelist Jill Rowley. The days of old school sales ...

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Is Social Selling Creepy? [Infographic]

Jul 3, 2015 9:43:16 AM - By Jose Sanchez

Have you ever received a LinkedIn request from someone you don’t know? How about a cold call from a sales person that knows everything about you? Maybe you ...

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April Fools Joke: Cold Calling More Effective, Social Selling Not Worth It

Apr 1, 2015 5:36:37 AM - By Amar Sheth

It was with the most positive of expectations that I invited Dr. Elijah Wong of the Sales Management Executive Council to my show, The Social Influencer ...

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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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How I Blew Up My Retirement Plan, Or The Road To Social Selling Success

Mar 24, 2015 12:22:28 PM - By Jamie Shanks

  Spring is a time of new beginnings. It’s a time to take stock and gauge how you’re meeting your goals, and if you’re on track to creating a successful ...

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Twitter 101: Social Selling In 140 Characters

Mar 23, 2015 1:34:06 PM - By Jamie Shanks

Social Selling keeps on expanding in importance and proving to be essential for increasing revenue in 2015. And Twitter has become an effective but often ...

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6 Good Reasons Why Prospects Just Aren't Loving Your Content

Mar 20, 2015 10:12:04 AM - By Jose Sanchez

Sharing, comments, and social media conversations are the three biggest indications that your prospects are really engaged with the content you are publishing. ...

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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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Social Selling On LinkedIn: 10 Resources To Get You Started

Mar 17, 2015 7:35:12 AM - By Jamie Shanks

Just about everybody is on LinkedIn today. Actually, that's not an exaggeration. From a sales statistics report by Zachary Lukasiewicz at Lean-Launch: 96% of ...

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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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One Sales Rep Proving That Social Selling Is A Marathon, Not A Short Race

Mar 12, 2015 2:36:42 PM - By Amar Sheth

The one thing that I have a personal passion for is learning from sales professionals that are doing extraordinary things with social selling. Garrett Graston ...

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Creating Legendary Content That Converts Prospects Into Sales

Mar 11, 2015 8:22:46 AM - By Dave Howe

So often in sales we end up sharing content with our buyers that they simply don't find relevant or valuable. This is because to really connect with our ...

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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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The Old Era Vs. The New Era of Social Selling [Infographic]

Mar 4, 2015 7:19:55 AM - By Jose Sanchez

In the strict sense of the word, sales have always been social. The following infographic describes the differences between "social selling" a few decades ago ...

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8 Easy-To-Use Multimedia Tools To Create Mouthwatering Sales Materials

Mar 3, 2015 6:24:38 AM - By Dave Howe

Do you have an in-house ​Marketing Guru that creates all of your sales & marketing collateral for you? If so than you are one of the lucky few. For most of us, ...

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The 7 Deadly Sins of Social Selling

Mar 2, 2015 9:55:59 AM - By Jamie Shanks

Freedom is nice. Rigid cold call scripts usually feel claustrophobic and fake, for both you and your prospects, which is one of the biggest reasons that 78 ...

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How Content Transforms Salespeople [Infographic]

Feb 26, 2015 7:42:35 AM - By Jose Sanchez

Cold calls, spam, sleazy sales pitches, poor quotas... Forget the old-school stereotype. Today’s most successful sales reps act as thought leaders and industry ...

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Becoming A Sales Ninja: 4 Ways To Track Your Competitors Without Them Knowing

Feb 20, 2015 12:18:23 PM - By Dave Howe

The social web today has an invaluable amount of information about our prospect and clients that we can use to our advantage during a sales cycle. As modern ...

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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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Blog Like a Pro: Ensuring That Your Posts Reach The Right Audience

Feb 18, 2015 9:52:21 PM - By Jose Sanchez

Congratulations! You have an amazing blog post with content that will make buyers excited enough to take action-- but you're not done yet. While there's no ...

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Creating a Buyer-Centric LinkedIn profile: 7 Key Questions

Feb 16, 2015 4:02:00 AM - By Jose Sanchez

Sales professionals know the importance of branding, but not all of them think of themselves as a brand. However, your online presence does represent you as a ...

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10 Social Selling Truths You Can't Ignore

Feb 12, 2015 12:16:30 PM - By Jose Sanchez

Selling's always been a social pursuit, but social selling has taken the place of old-fashioned backslapping in today's business. Social selling involves ...

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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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5 Ways to Generate Content Ideas For Your Social Selling Strategy

Feb 10, 2015 4:46:55 PM - By Jose Sanchez

Your job as a sales rep in the age of social selling begins with publishing great content. Customers want to buy from reputable businesses that provide value ...

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What Does A Top Marketing Executive Say About Being Socially Engaged?

Feb 9, 2015 12:55:27 PM - By Jamie Shanks

Meet Magdalena Kotek, Global Marketing Leader at Global Financial Solutions @ GE Capital. Magdalena, Jill Rowley, and I were having a beer at a fabulous ...

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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 Prospect On LinkedIn In 20 Minutes A Day [Infographic]

Feb 5, 2015 11:59:43 AM - By Jose Sanchez

Your LinkedIn success does not depend on the exact amount of time you spend on the platform. The key is how you spend your time and the quality of your network ...

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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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Content Curation For Sales: How To Find Content That Buyers Love

Feb 3, 2015 12:55:40 PM - By Jose Sanchez

As a sales rep or sales manager, you know that finding relevant content is essential to enable your Social Selling process. Without it, your activity as a ...

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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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Attention Managers: 7 Skills And Traits Of Modern Sales Teams

Jan 28, 2015 2:28:41 PM - By Jamie Shanks

Most businesses have realized that in order to continue on successfully, they have to employ modern sales tactics that have been adapted to the current ...

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LinkedIn Success: The Anatomy Of An Engaging Status Update

Jan 26, 2015 6:35:41 AM - By Jamie Shanks

How healthy is your lead generation strategy on LinkedIn? A strong, robust series of status updates will inspire confidence in you and engage your prospects' ...

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Social Selling Hacks: Content Sharing Tactics You Should Be Using Today

Jan 23, 2015 10:54:55 AM - By Dave Howe

The word “hack” gets thrown around a lot these days. Funny enough, I was actually asked by my mother recently about it’s meaning. She said “isn’t hack a bad ...

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The Largest Online Social Selling Event On The Planet Kicks Off Next Week

Jan 21, 2015 6:32:48 AM - By Jose Sanchez

The top experts on the topic of Social Selling will share their secrets in a very insightful series of online presentations at The Social Selling Summit, ...

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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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Social Selling in 2015: A Look Into The Next 12 Months [Infographic]

Jan 16, 2015 8:51:03 AM - By Jose Sanchez

Social selling has proven to be both popular and effective. According to a 2014 study by DemandGen, 72% of B2B buyers used social media to research their ...

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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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SUCCESS STORY: Social Selling & 200% Over Quota!

Jan 15, 2015 12:52:24 AM - By Amar Sheth

Here is how one sales professional became a Top Account Executive by adding social selling into his mix of sales tools. Jelle den Dunnen may seem like an ...

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Optimizing Engagement: When To Share Content On Social Media

Jan 14, 2015 11:23:19 AM - By Jose Sanchez

As you might guess, there is no right or wrong answer when it comes to good timing for social media posts. Each media platform attracts different types of ...

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The Science of Social Selling: 5 Studies that Prove the Power of Social

Jan 13, 2015 1:45:07 PM - By Jamie Shanks

Social sales involves much more than just tweets and posts. It is a way of nurturing prospects into long term business partners for a potentially limitless ...

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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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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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The 1 Trend That Sales Enablement Isn’t Focused On…Yet [Video]

Jan 7, 2015 11:55:34 AM - By Amar Sheth

Markets, economies, company strategy are all highly influenced by trends. And one of the biggest driving factors in these decisions is demographics. While in ...

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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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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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Content Roundup: Top 10 Social Selling Blog Posts for Beginners

Dec 30, 2014 9:40:18 AM - By Kevin Thomas Tully

Sales and marketing professionals suffer from information overload more than other industry teams. Whether internal or external, from playing catch-up with ...

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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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Eleven Social Selling Lessons from 7 Inspiring SlideShares

Dec 23, 2014 11:43:19 AM - By Jose Sanchez

SlideShare has emerged as the “quiet giant” of marketing. The combination of short nuggets of wisdom alongside motivational images draws 60 million visitors ...

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

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

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

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

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

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

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Top Business Intelligence Tools For Sales Pros

Dec 18, 2014 12:46:31 PM - By Dave Howe

Welcome to the Social Selling Tool Kit Series. This is a bi-weekly blog series that focuses on a specific segment of Social Selling tools in each post. This ...

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How Does An Ideal LinkedIn Profile Look Like? [Infographic]

Dec 17, 2014 6:50:04 AM - By Jose Sanchez

Having a strong LinkedIn profile is the corner stone of any Social Seller’s activity. Our LinkedIn profile illustrates who we are, what we do and, most ...

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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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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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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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15 Tweets By Ridiculously Successful Social Sellers

Dec 4, 2014 7:48:15 PM - By Jamie Shanks

Seriously, how do they do it? They use the same social tools: LinkedIn, HootSuite, Twitter, etc. They have the same pressures and aspirations as the rest of ...

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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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6 Sure-Fire Social Selling Tips to Revitalize Your Existing LinkedIn Network

Dec 2, 2014 1:37:40 PM - By Kevin Thomas Tully

You get it. As sales and marketing professionals you understand the power and practical applications of social media. You’ve made inroads into accounts and ...

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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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Are Your Messages Being Read? 5 Social Selling Best Practices

Nov 27, 2014 5:27:18 PM - By Dave Howe

Being a Social Selling Trainer, one of the things that I‘m asked most about is messaging best practices; the whens, wheres and hows of messaging a prospect for ...

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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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How To Structure The Ideal LinkedIn Profile (Infographic)

Nov 25, 2014 9:36:43 AM - By Jose Sanchez

With 88% of B2B professionals in the US using LinkedIn, the network has become a go-to source for them to research vendors and products. Sales reps can't ...

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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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Supercharge Your Browser: 7 Extensions For Social Sellers

Nov 20, 2014 12:13:49 PM - By Dave Howe

Web browsers are the unsung heroes of the digital age. Since the days when AOL and Netscape Navigator ruled the Internet, web browsers have been providing us ...

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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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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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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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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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Your Phone On Steroids: 7 Essential Apps For Social Sellers

Nov 6, 2014 8:53:22 AM - By Dave Howe

Mobile phones have become like an appendage for most people today. Not only do they keep us connected with the modern world 24/7 via phone and email, with the ...

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2014: When Social Selling Became A Priority For Businesses

Nov 5, 2014 9:18:23 AM - By Jamie Shanks

Social Selling become an integral part of business strategy for companies both big and small in 2014, and it looks like the trend is going to continue into the ...

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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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6 Signs (And the Cure) to Unmask a Social Selling Charlatan

Oct 31, 2014 11:03:33 AM - By Kevin Thomas Tully

Halloween is the holiday traditionally reserved for costumes, illusion, and scary things. But October 31 isn't the only date for spotting Social Selling ...

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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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Getting Started with LinkedIn Sales Navigator

Oct 29, 2014 3:01:23 PM - By Jose Sanchez

LinkedIn first developed its reputation as a social networking site for professionals. However, today LinkedIn has expanded its reach and is offering a whole ...

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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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LinkedIn Success: 9 Expert Quotes For Social Selling Pros

Oct 24, 2014 1:14:45 PM - By Dave Howe

If you are a sales and/or marketing professional in today’s marketplace you have likely heard A LOT about LinkedIn. Regardless of your level of usage, most of ...

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12 Do's And Don'ts Of Social Selling [Infographic]

Oct 23, 2014 5:10:53 PM - By Jose Sanchez

During a fire in a convent, a group of nuns were trapped on the third floor. Thinking quickly, they took off their habits, tied them together, and used them as ...

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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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The Key Elements Of A Successful Social Selling Routine

Oct 22, 2014 7:21:09 AM - By Kevin Thomas Tully

Whenever we hear the word routine, our thoughts immediately turn to something that is dull, monotonous, or tedious. Establishing a routine, or habit, for ...

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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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Social Selling Rockstar: Everybody Needs a Koka!

Oct 17, 2014 2:06:20 PM - By Jamie Shanks

Do you have a “Koka” in your business? Haha. This was a great quote from the LinkedIn SalesConnect event in San Francisco on Thursday, September 17th. I’m ...

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Social Selling Tool Kit: The Best Meeting & Conferencing Software

Oct 16, 2014 7:27:30 PM - By Dave Howe

Welcome to the Social Selling Tool Kit Series. This is a bi-weekly blog series that focuses on a specific segment of Social Selling tools in each post. The ...

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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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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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Dressed For Success: How To Optimize Your Content For LinkedIn's Publishing Tool

Oct 10, 2014 9:59:38 AM - By Jose Sanchez

At this point you already know that great content gives you the power to engage people and create meaningful connections with potential prospects. You also ...

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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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Twitter Success: How To Score More Sales In Less Than 140 Characters

Oct 7, 2014 11:18:21 AM - By Kevin Thomas Tully

With more than 500 million tweets sent each day from an average active monthly user base of 271 million people (and growing), Twitter can seem a bit daunting, ...

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Social Selling Success Story: Driving Home the Dollars! #ILoveCars

Oct 1, 2014 1:01:19 PM - By Amar Sheth

In this blog series, I usually blog about B2B sales professionals who are doing extremely well using social media. Today I’m going to swerve a little bit off ...

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Certifying Your Team In Social Selling [Online Panel Discussion]

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

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

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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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The State Of Social Selling In 2014 [Infographic]

Aug 22, 2014 2:18:14 PM - By Jose Sanchez

Social selling is having an important impact in the way buyers interact with companies. According to a study by Social Centered Selling, 54% of social ...

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11 Social Selling Resources You Should Be Checking Regularly

Aug 14, 2014 5:11:38 AM - By Dave Howe

Build your modern sales expertise by following these social selling influencers and experts. Here at Sales for Life, we live and breath Social Selling. As a ...

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Social Selling Training Is Now Available on Lynda.com!

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

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

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6 Social Selling Books On Our Amazon Wish List

Aug 11, 2014 11:49:34 AM - By Jamie Shanks

Whether you're a pro at social selling or you're new to the concept, it's always a good idea to explore new resources to continually grow. Here is a collection ...

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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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5 Free Social Selling eBooks You Shouldn't Miss

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

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

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

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

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

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Don’t Worry, Be Happy as a Social Seller

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

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

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Power to the People!

Jul 23, 2014 5:48:17 AM - By Amar Sheth

Sales people: this one is for you. Read on, for all is not lost! Buyers and sellers have always lived in a system of comfortable checks and balances. While one ...

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My First 3 Months as a Social Seller: $39,500 in New Business

Jul 22, 2014 8:50:11 AM - By Dave Howe

This post is a follow up to an early post I made at the start of my tenure at Sales for Life called My First 2 Weeks as a Social Seller: 500% More LinkedIn ...

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#S4LSocial: And Here’s the Pitch…

Jul 22, 2014 7:50:43 AM - By Kevin Thomas Tully

You’re invited to throw out the ceremonial first pitch at a Major League Baseball game. How do you prepare for the moment when a crowded stadium is watching ...

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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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How to Keyword Optimize Your LinkedIn Summary Section

Jul 17, 2014 4:00:29 AM - By Dave Howe

For several years now we have been teaching our students at Sales for Life to use their LinkedIn profile as a digital business card rather than a resume ...

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Make Some Room: Social Selling is Here to Stay

Jul 16, 2014 5:00:38 AM - By Amar Sheth

This post is not about the fact that people are slow to adopt social media in the sales process. It’s more about the correct mindset that’s needed when the ...

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LinkedIn Is YOUR Digital Business Card (Video)

Jul 15, 2014 7:59:25 AM - By Amar Sheth

How are you using LinkedIn today? Are you only connecting with people you know really well? Sure, that’s a good strategy. But do you hand out business cards to ...

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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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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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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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10 Resources to Get You Started With Social Selling

Jun 27, 2014 11:50:29 AM - By Jamie Shanks

Are you new to Social Selling? If so, here are some great resources to help get you started! Social Selling has become imperative to the business world. It's a ...

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Jamie Shanks Presenting at Sales Hacker Series Toronto on July 8, 2014

Jun 24, 2014 12:44:12 PM - By Dave Howe

Join Sales for Life at the 1st Sales Hacker Series event in Toronto on July 8, 2014 at 5:30pm. We are very pleased to announce that Sales for Life’s very own ...

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

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

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

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Your Client Is Not Online? Good! Here Are 7 Tips To Go Social Selling!

Jun 18, 2014 11:09:47 AM - By Jamie Shanks

What happens if your potential client is not online very much? Is it still possible to use social selling? The answer is, yes! A frequent question I get is “I ...

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Influencer Marketing & Klout: Propel Your LinkedIn Publishing

Jun 16, 2014 5:40:30 AM - By Jamie Shanks

If you need proof that we “crowdsource” our content from clients, their sales professionals and our channel partners, this is an amazing example! Most of the ...

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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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6 Steps to Content Creation for Salespeople

Jun 10, 2014 11:50:43 AM - By Dave Howe

Achieving success in the social selling world directly correlates to one thing above everything else: ENGAGEMENT. As social sellers, we constantly seek to ...

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What Can Mr. Olympia, Phil Heath, Teach Us About Sales Discipline?

Jun 8, 2014 4:47:53 AM - By Jamie Shanks

Here are 5 lessons I learned from Phil Heath, Mr. Olympia, on setting goals and building discipline. I’m waiting for my flight from Denver to Toronto, and Phil ...

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A Social Selling Tip for Account Management and Named Accounts

Jun 7, 2014 1:29:51 AM - By Jamie Shanks

Are you an Account Manager? Do you have a set of named accounts that you’re working? Here is a really simple tip that’s going to help you with Social Selling: ...

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Do You Sell in Canada? On July 1st Your Email Marketing is DEAD!

Jun 6, 2014 1:19:15 AM - By Jamie Shanks

If you run the sales or marketing department at a Canadian company, and you’re not terrified of CanSpam you should be. Email marketing going to be dead soon. ...

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Does Your Sales Training Have a “Learning Loop”?

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

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

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

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

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

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The Fastest and Easiest Way to Win New Business Using LinkedIn

May 31, 2014 12:56:16 AM - By Jamie Shanks

Find new business through LinkedIn by connecting with people who previously worked at your client's company. Remember Mimoun Khalloufi from Spotfire in France? ...

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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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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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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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Ignore & Avoid Social Selling at Your Peril!

May 15, 2014 8:01:42 PM - By Amar Sheth

Social selling is here to stay. If you ignore or avoid facing this reality, you'll ultimately be punished. We’re bombarded with so much information these days. ...

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Tony Hsieh of Zappos Would be the Ultimate Social Seller

May 14, 2014 8:15:15 AM - By Jamie Shanks

I’ve just finished listening to Tony Hsieh’s book Delivering Happiness: A Path to Profits, Passion and Purpose, and it’s been transformational. Our business is ...

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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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What Does Jack Bauer and Social Sellers Have in Common?

May 12, 2014 6:52:08 AM - By Dave Howe

How are social sellers like Jack Bauer of 24? They both have a diverse set of tools to get the job done. For those of you that have ever watched the show 24 ...

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The Inconvenient Truth & The 70% Piss-Off Factor

May 10, 2014 12:22:13 AM - By Amar Sheth

70% of people hate being called. Why aren't more people in the sales industry talking about this new reality? I was recently watching a video by Gary ...

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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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My First 2 Weeks as a Social Seller: 500% More LinkedIn Profile Views

May 8, 2014 12:45:18 AM - By Dave Howe

Within my first two weeks as a social seller, I've seen a 500% increase in the views of my LinkedIn profile and added 80+ new connections to my network. If ...

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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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Cold Calling and Its ULTIMATE Demise

May 5, 2014 12:47:49 AM - By Amar Sheth

Cold calling’s ultimate demise will be because of the universal law called the Law of Cause and Effect. In blunt terms, this means for every action there will ...

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Why Sales Team Need to Use Video In The Sales Recruiting Process!

May 3, 2014 1:08:28 AM - By Jamie Shanks

The world has changed. You don't have time to read 100's of resumes, and video communications with clients & prospects is going to be a reality. It's time your ...

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BYOC: Bring Your Own Content

May 2, 2014 8:52:33 AM - By Amar Sheth

The BYO (Bring Your Own) phenomenon is bombarding organizations from all directions. It’s interesting to see the solutions: some organizations stick to “tried ...

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Top 4 Social Selling Alerts for Sales Reps [Webinar]

May 1, 2014 1:10:34 PM - By Jamie Shanks

Watch this 20-minute webinar to learn about using different social selling alerts to identify business opportunities. This webinar from Sales for Life and Gabe ...

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4 Quota-Busting Social Selling Tips for LinkedIn [Webinar]

May 1, 2014 12:45:46 PM - By Jamie Shanks

Stop wasting time on LinkedIn. Listen to this fast paced, 30-minute webinar to learn how to turn it into a revenue-generating machine that sends you leads on a ...

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Social Selling Success Story: 15 Appointments and a $150,000+ Opportunity in 3 Weeks

May 1, 2014 5:56:18 AM - By Amar Sheth

John Livett at Signifyd has a solid grasp of using social media channels to boost his contact rate with potential buyers. He’s also converting those ...

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The Social Influencer Series: Steve Richard Brings Balance to The Force

Apr 30, 2014 1:05:11 AM - By Amar Sheth

In this episode of the Social Influencer Series, Steve Richard of VorsightBP/Vorsight talks about finding a balance between traditional cold calling and modern ...

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The Social Influencer Series: Nick Foster Discusses the Future of Sales & Marketing

Apr 29, 2014 12:55:24 AM - By Amar Sheth

Nick Foster, the former CMO of Softchoice, shares his insights about the future of sales and marketing, and how social selling fits in. Welcome to The Social ...

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Do Phone Calls Have a Place In Social Selling?

Apr 28, 2014 12:56:22 AM - By Amar Sheth

Social selling isn't replacing the telephone, but it is replacing cold calling. “Baby please forget me not, I want you to remember.” - Patrice Rushen For those ...

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The Social Influencer Series: Julio Viskovich

Apr 26, 2014 1:27:14 AM - By Amar Sheth

As social selling started to creep up on the sales community, we found out that we were all really late to the party. While buyers were already researching ...

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Sales and Marketing: The Ultimate Tag Team

Apr 25, 2014 1:40:31 AM - By Amar Sheth

When your sales and marketing teams works together, fantastic business results can be realized. Sales professionals are pounding the pavement every day trying ...

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Buyers: Catch Me If You Can!

Apr 22, 2014 5:31:10 AM - By Amar Sheth

Every time a new and exciting type of technology is discovered, society adopts it as quickly as possible. Think about one of the biggest shifts, mobile ...

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Sales Training: “Overcoming the Deadzone” with Content

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

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

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FAIL: Sales Pollutes EVERY Medium (Part 2 of 2)

Apr 17, 2014 10:51:02 AM - By Amar Sheth

If you’re looking to make a huge difference in your communication approach as a sales professional, you’ll need to learn social selling. This post is a ...

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FAIL: Sales Pollutes EVERY Medium (Part 1 of 2)

Apr 13, 2014 5:21:37 AM - By Amar Sheth

In the early to mid-90’s, the internet was commercialized and brought to the masses. For the next 5-10 years, we saw companies like AOL and Netscape dominate ...

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The Sacred Cows of Sales

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

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

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Social Selling Tales: The Fastest TV Ever Sold!

Apr 12, 2014 4:21:38 AM - By Amar Sheth

The sales process often starts with people searching online. By the time the customer gets to the store, they have already been pre-sold by valuable content ...

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Social Selling in 60 Seconds: Twitter is a MUST for Content Curation!

Apr 11, 2014 3:01:21 AM - By Jamie Shanks

If you've been afraid to use Twitter, and you're still uncertain of its value... watch this video. Here is a simple way for you to start using Twitter for ...

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Social Selling Reduces the Cost Per Lead

Apr 10, 2014 5:49:15 AM - By Amar Sheth

Our data shows that it costs 75% less to generate leads on social media than on other channels. At the bare minimum, social selling is something that you ...

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3 Sales Nuisances to Make You GASP!

Apr 9, 2014 12:06:13 PM - By Amar Sheth

The sales industry has made little progress on updating sales best practices despite how technology has changed the way people interact with each other. If you ...

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

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

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

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What’s The Best Way to Learn Social Selling?

Apr 7, 2014 10:25:29 AM - By Amar Sheth

Sales training models work well for traditional forms of learning. However, social selling requires a different type of teaching. For those of you that know ...

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Social Selling in 60 Seconds: The Harry Houdini Effect

Apr 6, 2014 3:52:40 AM - By Amar Sheth

Using the "Tweets Near Here" function in Hootsuite, here's how to find tweets near a client or competitor's office location. Do you want to be a modern-day ...

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Top 4 Sales and Cold Calling Complaints from Sales Reps

Apr 3, 2014 11:36:55 AM - By Amar Sheth

When a rock star sales rep starts complaining, you know there's an issue with traditional cold calling. Yesterday I had a chance to connect with one of my ...

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'No Social Media at Work' Policies Are Paranoid, Not Practical

Apr 2, 2014 10:00:38 AM - By Amar Sheth

It’s 2014 and social media has become a bona fide and legitimate communications medium in society. Everything from sharing updates about family to organizing ...

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PUBLIC APOLOGY: Social Selling Doesn't Work

Apr 1, 2014 2:41:45 AM - By Amar Sheth

After much debate internally, Sales for Life and all its employees would like to issue a formal apology to our clients, partners, and the general public. ...

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How LinkedIn TeamLink™ + IKO System = Sales Opportunities!

Mar 31, 2014 12:34:15 PM - By Jamie Shanks

Yet again, our social selling champion from TIBCO – Spotfire, Mimoun Khalloufi, has brought us another example of great social selling best practices. If ...

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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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SUCCESS STORY: Sales Pro Uses Social Selling to BOOST Revenue!

Mar 24, 2014 11:22:15 AM - By Amar Sheth

Meet Marcus Garcia of inContact, he’s a seasoned Sales Professional with years of experience. Marcus comes from the school of hard knocks and traditional ...

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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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27 Top Social Selling Prize-Fighters

Mar 21, 2014 3:05:33 PM - By Jamie Shanks

These 'Heavyweight Champions', 'Emerging Contenders', and 'International Talent' represent some of the top social selling expertise in the world. We put ...

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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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Why You Must 10X Rule Your Social Selling Activity - Grant Cardone Style

Mar 19, 2014 12:28:29 PM - By Jamie Shanks

So you think you're doing yourself justice by posting an article on LinkedIn & Twitter each day. Do you think that's above average? Do you think that your ...

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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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How to Get 40,000 Views in 1 Week on Your LinkedIn Content

Mar 13, 2014 5:49:14 AM - By Jamie Shanks

Most sales reps don't realize the power of sharing LinkedIn content. In the last week, I've shared just a few articles each day on LinkedIn. The total ...

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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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Is Your Old School Sales Process Killing Your Recruiting?

Mar 11, 2014 7:25:38 AM - By Jamie Shanks

The next generation of sales reps will bounce from job to job until they find cultures and sales processes that align with the ways they work. I’m not ...

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Trusted Advisor? Keep the Advice!

Mar 10, 2014 6:36:43 AM - By Amar Sheth

It’s unfortunate when words that once meant something are now being used by anyone and everyone. Words have real power and meaning but only when backed up by ...

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4 Social Selling Fallacies

Mar 9, 2014 4:30:45 AM - By Amar Sheth

Social selling is such a new discipline that there are still a lot of misconceptions about it. There are certain things that social selling can and can’t do or ...

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4 Reasons to Connect With Your Linked Profile Viewers

Mar 8, 2014 3:30:26 AM - By Jamie Shanks

LinkedIn's "Who Viewed Your Profile?" feature can be a very effective and useful sales tool. But should you be connecting with all of your LinkedIn profile ...

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Twitter Lists for Newbies & Non-Users

Mar 7, 2014 3:30:12 AM - By Amar Sheth

Who doesn’t like lists? Staying organized is a huge part of our day (at least I hope it is for most of us). For social sellers, Twitter Lists are a must. We’re ...

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The Idiocy of the Second to Market Strategy

Mar 5, 2014 5:54:35 AM - By Amar Sheth

There are a mountain of blog posts and articles that cite the advantages of the second to market strategy. But is it really advantageous to hold off on changes ...

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Success Leaves Clues

Mar 4, 2014 5:33:28 AM - By Amar Sheth

I’m sure some of you have heard the saying success leaves clues before. I firmly believe this isn’t just a saying, but a universal truth. It impacts all areas ...

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How Can I Share Content From Any Site Without "Share" Buttons? AddThis.com

Mar 3, 2014 5:35:43 AM - By Jamie Shanks

Sharing content is an essential part of any social selling strategy, but sometimes websites don't make it easy. Luckily, AddThis makes it easy to share content ...

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5 Absolutely Must-Know Customer Patterns

Mar 2, 2014 3:00:29 AM - By Amar Sheth

If success leaves clues, then surely there must be clues hidden in lots of places you’re not yet thinking about. If that's on social media, spot the must-know ...

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How Should You Plan to Use LinkedIn Publishing?

Mar 1, 2014 3:00:09 AM - By Jamie Shanks

You've probably heard about a powerful new social selling tool: LinkedIn Publishing. How can you use LinkedIn Publishing to help your buyers? Over the last few ...

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How to Thrive in the New Connection Economy

Feb 28, 2014 7:55:31 AM - By Amar Sheth

As of late, I’ve been really fascinated with the new connection economy, a subject that makes complete sense to me because it’s all around us. If you take a ...

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Selling on Twitter: Can Sales Reps Create Opportunities in 140 Characters?

Feb 27, 2014 5:21:33 AM - By Jamie Shanks

Over 500 million tweets are sent every day on Twitter, but is selling on Twitter a possibility? Can sales reps really create and nurture their opportunities ...

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Buying Cycles vs. Sales Cycles

Feb 26, 2014 4:37:05 AM - By Amar Sheth

It's time for sales to grow up. It’s no longer about our sales cycle, it’s about our customers' buying cycle. I recently met with two passionate and smart ...

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Ascending K2: The 'New' Klout and It's Impact on Social Selling

Feb 25, 2014 4:39:44 AM - By Robert Kavanagh

Content aggregation tools like the 'new' Klout are helping social sellers serve their communities with relevant and timely information. Have you made them a ...

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It's About The Relationship, Not The Transaction

Feb 24, 2014 4:56:31 AM - By Amar Sheth

In the frantic world of sales that we live in, it's easy forget what’s really right for the customer. We’re so focused on transactions that we overlook the ...

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The Pareto Effect: The Social Selling Dominance of the 20%

Feb 23, 2014 3:30:59 AM - By Amar Sheth

The Pareto Effect tell us that 80% of results come from 20% of the causes. From a social selling perspective, striving to be part of the 20% will allow you to ...

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4 Social Selling Tips to Help You Get Started

Feb 22, 2014 3:30:12 AM - By Amar Sheth

Have you considered jumping into social selling but aren't sure where you should start? Today I’m going to talk about a few simple ways to get started. A good ...

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Stop Ignoring the Power of Persistence and Influence Selling

Feb 21, 2014 3:30:44 AM - By Amar Sheth

In high school, most of us were introduced to the concept of positive correlation. In case your math is a little rusty, a positive correlation is a ...

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

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

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

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The Rise of the Micromarketer

Feb 17, 2014 3:30:50 AM - By Amar Sheth

No one knows your customers more intimately than your sales team. The death of mass marketing has allowed marketers to turn their sales professionals into ...

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Blowback! Social Media and the Next Great Corporate Sales Challenge

Feb 15, 2014 3:30:38 AM - By Amar Sheth

Social media has created a new dynamic in the relationship between salespeople and customers. For organizations still living in the 90's, embracing this ...

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3 Ways That Social Selling is a Waste of Time

Feb 13, 2014 8:46:54 AM - By Amar Sheth

Is social selling a waste of time for sales professionals? No? Yes? Maybe? The right answer: It depends. Here are 3 ways social selling can be an utter waste ...

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The One-to-Many Sales Advantage: Cold Calling vs. Social Branding

Feb 11, 2014 10:02:18 AM - By Amar Sheth

If a tree falls in the forest, does anybody hear it? If a cold call is made to a prospect and no one answers the phone, does anybody hear it? No one can deny ...

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5 EASY Social Selling Steps Used in Europe!

Feb 11, 2014 9:18:59 AM - By Jamie Shanks

After working with the team at TIBCO – Spotfire, their sales team’s ROCKING with Social Selling. One sales champion – Mimoun Khalloufi has been CRUSHING it ...

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How can I track ROI with Social Selling?

Feb 11, 2014 8:29:35 AM - By Jamie Shanks

Google Easily the most common fear sales managers have with Social Selling is the ability to track and keep sales reps accountable. It’s not like tracking ...

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Ensuring Social Selling Adoption: Sales Management Edition

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

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

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Social Selling will help you hire & retain sales reps!

Feb 4, 2014 10:51:25 AM - By Jamie Shanks

I was on the phone with a Kevin Coppins @ Meru Networks last week talking about their Social Selling goals for 2014. Typically, I hear goals like:

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Go Social: Put Your Thoughts on Video

Feb 4, 2014 10:39:24 AM - By Amar Sheth

We’ve talked about why it’s necessary to create your own content in addition to sharing/curating it. From that perspective, I showed you how writing your own ...

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Go Social: Set up Your Own Blog

Feb 3, 2014 5:50:19 PM - By Amar Sheth

In a previous blog “Sharing Isn’t Caring” we covered the necessity for sales people to create their own content – releasing their thoughts and views into the ...

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How do I create a Social Selling culture inside an Enterprise company?

Feb 3, 2014 5:41:11 PM - By Jamie Shanks

Google

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Agitate & Disrupt Your Way to Success

Jan 29, 2014 3:33:04 AM - By Amar Sheth

The problem with society today is that we've all become comfortable with being confined to neat and well-defined boxes. Sales professionals are creatures of ...

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When Sharing Isn’t Caring

Jan 28, 2014 3:00:18 AM - By Amar Sheth

Is it just me or have you noticed that everyone is sharing content but no one is focused on creating it? Don’t get me wrong, sharing content is a great thing. ...

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How to Shape RFPs & Win More Deals

Jan 24, 2014 9:23:13 AM - By Amar Sheth

As some of you do daily, I religiously read the content shared on Twitter by some of the most influential minds in our industry. Back in November 2013, I saw a ...

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Holy Holacracy, Batman!

Jan 24, 2014 8:17:37 AM - By Amar Sheth

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Which Ocean Are You Swimming In?

Jan 22, 2014 3:37:48 PM - By Amar Sheth

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The 4-Minute Mile: Extreme Certainty

Jan 21, 2014 3:23:37 AM - By Amar Sheth

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Ensuring Social Selling Adoption: The Sales Professionals Edition

Jan 21, 2014 2:58:22 AM - By Amar Sheth

On top of all the work sales professionals have to do, now there’s this thing called Social Selling. You don’t know what it is but you do know that you don’t ...

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A must for 2014! - Social Proof in your LinkedIn Recommendations

Jan 20, 2014 7:11:15 AM - By Jamie Shanks

Google Last week I heard a new term for Melonie Dodaro, a partner of ours from Top Dog Social Media - the term was Social Proof. The context of Melanie’s ...

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KiteDesk - A Fantastic Tool For Mid-Market And Enterprise Clients

Jan 10, 2014 8:04:47 AM - By Jamie Shanks

Google http://www.youtube.com/watch?v=VQzV__Qw3PI&feature=youtu.be

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

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

Google

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12 Step Social Selling Routine [Infographic]

Jan 7, 2014 12:18:56 PM - By Jamie Shanks

Google

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There's no BS in Social Selling

Dec 12, 2013 7:46:38 AM - By Amar Sheth

If I’m not wrong, the empirical data and evidence for social selling is now undeniable. Studies from the big research houses, anecdotal evidence and success ...

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What’s the ROI (Risk of Ignorance)?

Dec 12, 2013 7:20:08 AM - By Amar Sheth

I recently read a great interview from my friend Jeff Simmons (B2B Marketing Portal) who was asking Jill Rowley (of Oracle) about her social selling ...

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Top 5 Social Selling “At-a-boys”

Dec 11, 2013 5:59:23 AM - By Robert Kavanagh

Google As I had I taken the time a few weeks back to compile and share the top blunders I’ve made while adopting my social selling program over the better half ...

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TOP 5 Mistakes I Made in Social Selling

Dec 2, 2013 11:58:33 AM - By Robert Kavanagh

Google Ever hear the expression “DO AS I SAY, NOT AS I DO"? Humans make mistakes. It’s in our nature. Granted some are bigger than others, some people make ...

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Today’s Buyer: The Good, Bad & Ugly

Dec 2, 2013 11:35:28 AM - By Amar Sheth

Today`s Buyer - who knew the simple act of trading money for products/services would be so complicated. Economic history is littered with countless ways of ...

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If It Ain’t Broke…

Nov 18, 2013 7:44:57 PM - By Amar Sheth

We all know how to finish off that statement, don’t we? How many times have we heard that if it ain’t broke, don’t fix it. When it comes to the world of sales ...

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KPI – Keep Your President Interested

Nov 18, 2013 6:41:00 PM - By Robert Kavanagh

Google KPI – Keep Your President Interested

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The Times They Are A-Changin’

Nov 18, 2013 6:21:26 PM - By Amar Sheth

“You better start swimmin’ or you’ll sink like a stone; For the times, they are a-changin’” -Bob Dylan Quoting Bob Dylan is amazing and yet very somber. His ...

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

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

Google

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What is "Influencer Marketing"? Capture its HORSEPOWER!

Nov 1, 2013 11:01:01 AM - By Jamie Shanks

Google Have you ever heard of "Influencer Marketing"? If you haven't pay attention over the next 60 seconds because this will change the way that you promote ...

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What metrics should I measure in LinkedIn?

Nov 1, 2013 10:42:44 AM - By George Albert

Google

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Why should I measure Social Network Growth & Reach?

Nov 1, 2013 10:27:10 AM - By Jamie Shanks

Google One of the main questions that both managers and sales reps have is ... "How do I understand any sort of measurement,as to the success of my social ...

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The Social Selling Bandwagon. Are We There Yet?

Nov 1, 2013 7:22:04 AM - By Robert Kavanagh

Google A comparative analysis of Social Selling adoption between 2012 and 2013.

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It’s Official, Sales People are Insane

Oct 22, 2013 12:11:54 PM - By Amar Sheth

Tell me if this sounds familiar: you call, you get voice mail, you leave voice mail, you don’t get calls back. “It’s okay!” your Manager tells you, “just pound ...

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7 Deadly Sins Sales Leaders are Making with Social Selling

Oct 16, 2013 8:47:20 PM - By Jamie Shanks

Google FIRED!!! That’s my prediction. Not today, not even next year. But within 3-5 years, if you’re a sales leader (or aspiring sales leader) that isn’t ...

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Does my LinkedIn Profile Make Me Look Phat?

Oct 16, 2013 8:15:11 PM - By Robert Kavanagh

Google

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Are you Social Selling Ready?

Oct 16, 2013 8:01:37 PM - By Jamie Shanks

Google

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Why Social Selling with The Sharks was Important

Oct 15, 2013 8:30:21 AM - By Amar Sheth

Social Selling is on the mind of many companies today. It is an ever-growing buzz that is getting louder by the day. With companies like Oracle and IBM on ...

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Dr. Oz or Dr. No-Name: Social Selling Branding Perspectives

Oct 12, 2013 7:32:40 AM - By Amar Sheth

Imagine for a moment you were living in Chicago and looking for a family Doctor. You see that there is a Doctor close by accepting new patients and, as luck ...

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Your sales team's crazy to not use Salesloft

Oct 3, 2013 5:38:59 AM - By Jamie Shanks

Every day, your top accounts and hot prospects are all…. CHANGING JOBS! Decision-makers are only staying in their current roles a few years. We all know how ...

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The Explainer Video & The Social Sale

Oct 2, 2013 9:00:10 AM - By Robert Kavanagh

With the onset on Neurocinematics and the ability to gauge a brain’s reaction to video content, gone are the days when a company (or even the individual) can ...

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Prediction for 2014 & beyond – emergence of the Micromarketer

Oct 2, 2013 7:26:33 AM - By Jamie Shanks

Jill Rowley had really helped shape our Social Selling training program. She’s mentioned a few times to me “you’re not just a sales rep; you really need to ...

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“Trust your sellers” and build “Rep Pages” for your sales team – IBM @ #SocialShakeUp

Oct 1, 2013 5:52:26 AM - By Jamie Shanks

You might think this blog is crazy. You may still be stuck at “why should we do Social Selling?” If you feel this is you, well I’m sorry to tell you that the ...

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No Thanks, We’ve Got Social Selling Nailed

Sep 23, 2013 8:47:03 PM - By Robert Kavanagh

No question that Social Selling is to the Digital Age what Solution Selling was to Y2K (remember that one). Field organizations are flocking to tools like ...

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How do you communicate?

Sep 23, 2013 8:22:27 PM - By Robert Kavanagh

Do you drag on and on and rarely make a solid point? Do you talk too much and ask too few questions? How do you communicate? Perhaps an unfortunate truth, as ...

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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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The 5 No’s of Social Selling

Aug 20, 2013 8:46:57 PM - By Robert Kavanagh

We’ll agree it takes an average of 5 “No’s” to get to yes in sales, I’m assuming you’re all familiar with the old adage. I can’t recall who actually coined it. ...

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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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The 10 D's of Social Selling

Aug 15, 2013 8:43:45 AM - By Robert Kavanagh

DEMAND

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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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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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An Open Sales Letter to Sales Executives & Leaders

Jul 23, 2013 7:57:56 AM - By Amar Sheth

Dear Director of Sales and VP of Sales,

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Your Biggest Competitor? Your Own Status Quo

Jul 22, 2013 12:47:55 PM - By Amar Sheth

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Go Where the Puck Will Be - Future of Selling

Jul 19, 2013 5:23:31 AM - By Amar Sheth

"A good hockey player plays where the puck is. A great hockey player plays where the puck is going to be." -Wayne Gretzky

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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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6 Months, 14 New Clients, Social Selling - No Excuses!

Jul 16, 2013 8:24:24 PM - By George Albert

If I had a nickel for every time I heard the below excuses.... I'd love to read that book but I just don't have any time. I wish I knew product X the same way ...

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STOP the Auto LinkedIn Connection Responses

Jul 13, 2013 5:43:26 AM - By Jamie Shanks

Q&A - Social Selling in 60 Seconds

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Baby Steps for Social Proximity

Jul 13, 2013 5:36:04 AM - By Jamie Shanks

Q & A - Social Selling in 60 Seconds

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Video a Must for Communications and Marketing

Jul 13, 2013 4:33:17 AM - By Jamie Shanks

When we started working with Tata Communications, I was a little nervous. They only like to do one type of communication – VIDEO. I don’t mean Skype; no, they ...

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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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Get Inside Your Buyer's Mind

Jul 9, 2013 10:31:04 AM - By George Albert

If you’ve done any research on how to sell in today’s world, you must have come across the fact that 90% of your buyers are starting the buying journey online. ...

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Why I Owe Seth Godin $100's

Jul 8, 2013 10:57:14 AM - By Robert Kavanagh

Since public school I’ve told people that I don’t read. Not that I can’t read, but that I simply don’t enjoy it and prefer not to do it. It’s a bit of a ...

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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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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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LinkedIn Training is Not Social Selling

Jun 12, 2013 6:20:06 AM - By Amar Sheth

LinkedIn has become the place to network with professionals online. There is no doubt about this, and over 200 million profiles later, we all agree that ...

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Constant Content Curation – A New Moniker For Sales?

Jun 11, 2013 11:38:46 AM - By Robert Kavanagh

As the sales profession continues to evolve, ever present is the fact that sales professionals must now play an active role in the development of marketing ...

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How Can I Track Prospects on LinkedIn?

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

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

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“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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Frustrated With Sales Training Results – the Fail Might be You!

May 21, 2013 4:25:36 AM - By Jamie Shanks

If you’re a sales manager, or a VP Sales… and you’re frustrated by sales training, you need to take a hard look at how YOU are helping your sales team. Don’t ...

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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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You Are Who Your Profile Says You Are!

May 16, 2013 11:55:47 AM - By Robert Kavanagh

So Why on Earth is it Still Incomplete? With over 200 million users on LinkedIn it never ceases to amaze me when I need to convince someone of its viability as ...

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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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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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Q1 is Done and I’m Not Hitting My Numbers!

Mar 27, 2013 6:54:53 AM - By Jamie Shanks

You’re sales reps are in panic mode right now. As the sales manager, you’re looking at not hitting bonus as 30-50% of your team is dragging you down.

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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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Why Aren't You Using Hootsuite For Competitive & Prospect Intelligence?

Mar 5, 2013 5:52:02 AM - By Jamie Shanks

If you're a sales professional NOT using Twitter, you're missing out on amazing intelligence. Using Hootsuite, you can monitor your competitors trade shows for ...

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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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Without Social Selling, You Don’t Have “Social BreadCrumbs”?

Feb 19, 2013 8:41:48 AM - By Jamie Shanks

Here is the #1 Challenge you’re most likely having with your current sales process. You have to dig, dig and dig to have your prospects return your calls. ...

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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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Your Knowledge & Insight = Sales Horsepower

Feb 19, 2013 3:50:45 AM - By Jamie Shanks

I have to thank Kevin Gaither for my discovery of AudioBooks this week. Last year at AA-ISP Leadership Summit, Kevin and I were talking about the difficulty of ...

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Sales Leads Are All Around! Are You Listening?

Feb 18, 2013 8:22:29 AM - By Jamie Shanks

If you’re a VP of Sales, I want you to walk into Marketing’s office and ask them one simple question “With what & how are you monitoring opportunities for us?” ...

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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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LinkedIn – Resume or Sales Tool?

Nov 19, 2012 8:08:12 PM - By George Albert

Having been in Recruiting for the past 8 years, I must say that LinkedIn is one of the most powerful “Social Recruiting” tools in the market. At the very ...

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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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Earth to Sales Leaders - Your Sales Reps Want TRAINING

Oct 17, 2012 7:46:08 PM - By Jamie Shanks

Sales reps are constantly looking to improve themselves, but are waiting for management to bring forth new training. Why are sales leaders not initiating these ...

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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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LinkedIn Signal - Your Source For Gathering Trigger Events

Aug 28, 2012 7:08:29 AM - By Jamie Shanks

In this video learn how to use LinkedIn to help you identify prospect trigger events that will help you connect with your target audience when they are ready ...

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Sales War - Email Marketing is a Shotgun, LinkedIn is the Sniper Rifle

Aug 28, 2012 6:50:33 AM - By Jamie Shanks

One of the biggest challenges as a sales rep is having your message heard. When you fire your “sales gun” in the woods, does anyone hear it? Unfortunately for ...

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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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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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Why You Need to Pay Attention to “Social Selling”

Jul 9, 2012 11:36:42 PM - By George Albert

Social Selling Before reading this article, you must come to terms with the cold hard truth – Social Selling is NOT a trend, it IS a sales evolution. That ...

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HOT Sales Trend – Social Selling with your Micro Marketers

Jul 9, 2012 10:08:50 PM - By George Albert

At the 2012 American Association of Inside Sales Professionals (AA-ISP) Leadership Summit in Dallas, the top minds of inside sales have seen the power shift. ...

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Reduce Cost-Per-Lead & Increase ROI – Linkedin InMail

Jul 1, 2012 6:16:05 AM - By Amar Sheth

I’ll put this as politely as possible – any company interested in driving new business, that is NOT using Linkedin, is marketing from the Stone Age! Linkedin ...

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