When it comes to building a social selling culture, most companies fall into one of two camps: they either think it’s going to be way harder or way easier than it actually is. Because many sales leaders don’t fully understand this relatively new form of selling, they often dedicate inadequate time and resources to it…

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Buyers are becoming more social, so sellers should become more social, too. Liz Gelb-O’Connor, VP of Inside Sales Strategy and Growth at ADP, shared some of ADP’s success stories and social selling tactics in her presentation at the Inside Sales Virtual Summit. She started by highlighting a few key stats that show the importance of…

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Does cold calling still work? It depends how you define it. The original definition of cold calling was reaching out to people you don’t know anything about and trying to sell them something. “Anybody who does that these days is an idiot,” says Ken Krogue, founder and president of XANT. Earlier this month, Krogue teamed…

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Do you ever wonder why your sales reps lose deals to your competitors? Jamie Shanks, managing partner at Sales for Life, says you can use social selling tools to capitalize on the goldmine of competitive intelligence that is available online. He shared some actionable advice during his presentation at the Inside Sales Virtual Summit. “If…

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