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.

The topic of this particular SalesPipelineRadio.com episode was to help organizations and individuals understand the importance of digital selling. Matt Heinz began the program by congratulating Jamie Shanks on becoming the leading voice in digital sales.

The program centered on these five topics:

• Where does Jamie see social selling at the beginning of 2019?
• What is the reason behind shifting from social selling to digital selling?
• What is the difference between social selling and digital selling?
• What is Jamie’s perspective on integrating traditional and modern ways of selling?
• About Jamie Shanks’ new book Spear Selling along with the reason to target account-based sales.
• How can a social proximity mindset help find the right accounts that are most likely to engage buyers?

Jamie provided examples and groundbreaking statistics to illustrate his points. He also explained how he got into social selling and created his own business development strategy. Instead of teaching people about what he is doing, his goal was to create business development mechanisms among tools and techniques such as emails and face-to-face meetings, to help sellers align with buyers.

Jamie also explained that social media is only one mechanism that is helping sellers connect with buyers. He believes that the digital tools and fingerprints that customers leave behind can be harnessed to help sellers. Companies like LinkedIn have taken this beyond digital and are calling it modern.

It’s just infusing the 21st century into your sales practice.

If you’d like to learn more about account-based selling, check out Jamie Shanks’ latest book, SPEAR SELLING: The Ultimate Account-Based Sales guide for the modern digital sales professional.

Ultimate Guide for the Modern Digital Seller

Jamie Shanks

Author: Jamie Shanks

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

Leave a Reply

Login First!

Related Blogs

Dec 10, 2019 8:00 am
Overcoming Social Selling Objections From Your EMEA Leadership Team

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 … Continue reading “Overcoming Social Selling Objections From Your EMEA Leadership Team”

Nov 20, 2019 4:10 pm
Rethink How You Select The Right Target Accounts With Social Proximity

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 your time, effort and deal velocity.

Sep 20, 2019 1:04 pm
Social Media for Sales vs. Social Selling: What’s the Difference? [Infographic]

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:

Aug 30, 2019 1:00 pm
Train The Trainer: What Most Sales Enablement Strategies Are Missing

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 … Continue reading “Train The Trainer: What Most Sales Enablement Strategies Are Missing”