Sales Transformation #250 S2 Episode 119 - How To Look For The Right Sales Signals with Jamie Shanks
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HIGHLIGHTS
- Tragedy turned opportunity by pioneering social selling
- What is social selling?
- Sellers need to learn how to do account prioritization
- Introducing the Spheres of Influence
- Teaching people to fish in the exact spot where fishes go
- Sales intelligence and execution have to go hand-in-hand
QUOTES
Jamie: "[Social selling] is not filled with tools. I'm a huge believer in Process Before Platform. Meaning, you are applying a set of principles and processes before you care that this is LinkedIn, Twitter, or Facebook. The easiest way to think about it is from the customer's perspective. All you're doing is applying what you have done in a traditional sales process or customer journey. You're just digitizing the very process and actions that you take along that journey to meet the customer where they're learning, which is online."
Jamie: "Human capitalism is a showcase of where a priority is about to go, either in a business or out of a business. And if you track the people, you track the change. And if you follow the change, you'll have a much greater probability of being able to open a door and start a conversation and focus on where things are about to happen in a business."
Jamie: "We as people, we're connected to the stories that are closest to us. And so if you reverse-engineer your customers, you will realize that there are people who no longer work there, who are advocates, who go to other places who know your product and solutions. They will compete against that company and so forth. That's where doors get opened. That particular relationship map we call spheres of influence, is one of the fastest ways to connect company to company. That's why we do it."
Jamie: "Even if you have the greatest sales intelligence in the world, if your message sucks, it's going nowhere."
Learn more about Jamie in the links below:
- Website - https://pipelinesignals.com
- Website - https://salesforlife.com
- LinkedIn - https://www.linkedin.com/in/jamestshanks/
Learn more about Collin in the link below:
Also, you can join our community by checking out
@salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.