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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.

[Webinar]  ‘Accelerate Your Sales Process with a Modern Selling Approach’

Posted by George Albert on Mar 1, 2019 5:00:00 PM


A webinar titled, ‘Accelerate Your Sales Process with a Modern Selling Approach’ was held last week on Thursday, February 21, 2019, 11:00 AM PT - 12:00 PM PT.  It was a one-hour webinar in which Jamie Shanks, Author of SPEAR Selling and one of North America's leading Digital Selling experts, and Ray Makela, CEO at the Sales Readiness Group, delivered a virtual talk regarding the techniques and benefits of implementing a modern selling program.

If you’ve missed the webinar, you can still watch the full recorded session here-


The agenda of the Webinar was to help organizations understand the importance of digital selling. Throughout this session, Jamie and Ray discussed the relationship between modern, digital and social selling strategies within a sales process. After a quick introduction of their companies, both Jamie and Ray further continued to collaborate on how modernizing the sales process has been neglected and how it can be extremely valuable in achieving incremental gains in sales outcomes. The webinar was based on these four main points: 

  • To what extent selling is changing and how businesses should react to the changing buying behaviors of the buyers.
  • The need for the modern sales organization to align digital selling with the sales process.
  • Why sales organizations should implement and reinforce a successful modern selling program.
  • The importance of managing and coaching to boost behavior change.

Facts and figures were presented to showcase how companies are getting higher sales outcomes by making social and digital selling a habit. Jamie Shanks explained, how social selling (digital selling) training needs to be integrated within the sales process to benefit today's modern digital sellers communicate with today's modern buyers. 

If you'd like to learn more, please watch the above session. If you want to dive even deeper, check out SPEAR Selling - by Jamie Shanks. For modern and digital sellers, SPEAR Selling is a great way to win accounts faster using a digital selling framework for account-based selling.

Ultimate Guide for the Modern Digital Seller

George Albert

George Albert

About the Author

George brings over 20 years of Sales and Marketing Experience helping companies from start-ups to fortune 500 solve their complex revenue generation systems.

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