Lately, sales leaders have been asking me how to overcome social selling objections from EMEA leadership teams. There’s no question that there’s a tremendous growth opportunity for social selling, or modern digital prospecting in EMEA because of the General Data Protection Regulation (GDPR) – a relatively new European privacy law, which has dramatically restricted the ability of companies to market to net new prospects in Europe. It creates an opt-in scenario where if a prospect isn’t already doing
business with you and in your database, you can’t market to them – completely limiting email and calling campaigns.
Continue reading “Overcoming Social Selling Objections From Your EMEA Leadership Team”
For years, the above has been a recurring question that I’ve received from sales executives, business owners, and sales leaders. They often misunderstand the word ‘social’ in ‘social selling’ by connecting social media with what their children do on Facebook, Snapchat, and Instagram, instead of correlating ‘social’ as a mechanism to do two important things:
Continue reading “Social Media for Sales vs. Social Selling: What’s the Difference? [Infographic]”
After seven years of working with 350-400 customers, it recently dawned on me that there’s a fundamental flaw in the sales training industry. For context, consultants like us typically go into market and provide sales leaders with basic training on how to be a coach of modern, digital sales skills. We then train the sellers so they can execute on these plans.
Continue reading “Train The Trainer: What Most Sales Enablement Strategies Are Missing”
This Podcast is about the inspirational journey of Jamie Shanks, the CEO of Sales for life who has trained over 100 thousand personnel across various verticals in sales. He provided training in six continents in organizations such as Microsoft, Oracle, American Airlines, and many more! He has also authored highly acclaimed books such as Spear Selling-Account Based Selling for Modern Digital Professional.
Continue reading “Let’s Talk Sales!”
I’ve just returned from a successful business trip to Dubai, and while I was there I met up with one of our customers, Arzoo Edroos. Arzoo is an account-based seller for Refinitiv and Thomson Reuters, and we’ve been working with her for the last seven years.
Continue reading “70% of Your Pipeline from Social Selling? Arzoo’s Story”
Over the last two weeks, two prospective customers have approached me with different ideas they had for their businesses. Continue reading “Frontline Sales Managers Are The Key To Your Social Selling Success”
Over the last couple of weeks, we’ve been working with customers whose projects were large in scope—and a big investment for these companies. A Chief Revenue Officer and Vice President of Field Operations at these companies were wondering how they could acquire funds from the CFO.
Continue reading “How Top Sales Leaders Acquire CFO Approval For Sales Performance Projects”
On March 15, 2019, Matt Heinz, President of Heinz Marketing and the host of Sales Pipeline Radio, had an exciting conversation with the CEO of Sales for Life, Jamie Shanks. Jamie is one of the masters of B2B sales, the leading voice of digital selling, and one of the world’s leading social selling experts.
Continue reading “Selling with Spears: Account-Based Sales Development Best Practices with Jamie Shanks”
Turning potential prospects into customers is no longer easy for salespeople. Why? The modern buyer has transformed. Today’s modern buyer is drastically different than buyers of the past, and the buying cycle has also changed significantly. What can salespeople do to adapt to these changing times?
Continue reading “Today’s Challenging State of Selling”