Sales Transformation

In this episode of The Sales Transformation with Collin Mitchell podcast, Collin talks to Jamie Shanks, CEO and co-founder of Pipeline Signals and Sales for Life. Jamie talks about his sales journey, and how his first business failure served as his eureka moment by leading him to pioneer social selling. Jamie explains that beneath the fancy tools, the process of social selling is the same with traditional methods, just adapted to the specifics of platforms.

As for his companies, Jamie shares how they are combining excellent search intelligence with the best execution to help businesses achieve their sales goals. In this episode, Jamie gives us an overview of how they track and mine customer signals to create sales plays that can help sales teams make the best of their time and resources.

Show Notes

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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:

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.

What is Sales Transformation?

Welcome to the Sales Transformation Podcast, the definitive stop for leaders driving change in the sales world. Hosted by Kevin Warner, we dive deep into the minds of Founders, CEOs, VPs of Sales, and Sales Development Leaders from trailblazing startups to industry-leading public companies.

Our mission is simple: to illuminate the path to extraordinary sales leadership. We explore a broad spectrum of sales territories, from the intricacies of Founder Led Sales and Outbound Sales to the transformative potential of Technology in Sales and Social Selling. Whether it's mastering your CRM, optimizing conversions, scaling sales teams, or engineering a complete Sales Transformation, our conversations are set to challenge the status quo and redefine sales success.

With a new content every day of the week, we bring you unfiltered interviews with the luminaries of sales, people who have not just succeeded but transformed the way we think about sales. Kevin Warner also shares sharp, tactical sales tips every week, packing decades of sales wisdom into bite-sized insights.

So, if you're ready to rewrite the sales rulebook and learn from the best in the business, the Sales Transformation Podcast is your ticket. Write us a review, share the show, and join us on this journey of sales evolution. Let's transform the way we sell, together!