Have you heard of social selling and sales intelligence? How does sales intelligence transform your revenue? What is the best way to form connections with current buyers online?
In this podcast episode, Sam Carvalho speaks about why social selling is important with Jamie Shanks.
Podcast Sponsor: Heard
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Meet Jamie Shanks
Jamie Shanks is the CEO of Pipeline Signals, a startup SaaS firm that helps businesses scale their pipeline through Relationship Signal Intelligence Monitoring by addressing the most common yet unanswered challenges that most sellers have. It is a pioneer in monitoring and mining your total available market (TAM), list of accounts for relationship connections, competitive intelligence, and compelling events such as job changes.
For the past ten years, Jamie ran Sales for Life, the world’s most extensive Social Selling training program for mid-market and enterprise companies. Sales for Life has trained over 250,000 sales and marketing professionals in dozens of industries. Jamie has delivered workshops across six continents for Microsoft, Thomson Reuters, Oracle, American Airlines & Intel.
In This Podcast
- How sales intelligence increases your revenue
- Use social selling mastery to boost the customer relationship
- How to build relationships with current buyers
- Jamie’s advice to private practitioners
How sales intelligence increases your revenue
1 – Buying intent: when a company goes online, Google’s your company’s name, downloads an e-book, and shows through digital breadcrumbs that they are interested in learning about a topic.
[This] is a compelling event that your team would love to know, “Oh my gosh, somebody is interested in what we talk about, I can give them a call”. (Jamie Shanks)
2 – Product usage/workload consumption: for example, if you sell software that connects well with other software, you would want to know which companies use these software types, and then focus your prospects on the companies that use yours.
Anyone that uses something or uses or consumes a certain type of product, you can use technology to determine who those people [are], how often they use [the product], when they use it, [and] if they need more or less of it. (Jamie Shanks)
3 – Human relationships: companies do not make decisions, people do. No matter how brilliant the technology is, it is people that ultimately make the decisions.
Use social selling mastery to boost the customer relationship
It all begins with the law of reciprocity; if you want to develop authentic relationships online then you first have to be a giver, not a taker. (Jamie Shanks)
Create and share insights with your client base first, before you ask them for anything. You must give first before you can get.
How to build relationships with current buyers
There are only three things that you can control in creating relationships:
1 – the story you tell people
2 – the mediums through which you tell these stories
3 – the sequence in which you tell them
You have to think through [the fact that] the world is consuming intelligence differently [than how] it used to, and that it’s not just about email. (Jamie Shanks)
If you want to build better relationships with your customers, you have to use mediums that they themselves use and spend time on.
Jamie’s advice to private practitioners
You are in the business of building relationships. Remember that the decision-makers in any business are the true movers and shakers, so be in business with the person, not the company itself.
Books mentioned in this episode:
Useful links mentioned in this episode:
Check out these additional resources:
- Why Video is a Potent Marketing Tool for your private practice with Nathan Labenz | MP 98
- Email Sam at firstname.lastname@example.org
- Design Services With Sam
- Check out the Practice of the Practice Network
- For more branding advice, click here
- Apply to work with us
Meet Sam Carvalho
Sam Carvalho is a graphic designer living in Cape Town, South Africa, with over five years of experience in both design and marketing, with a special interest and experience in the start-up environment.
She has been working with Practice of the Practice since 2016 and has helped over 70 therapist entrepreneurs take their practices to the next level by enhancing their visual branding. She loves working with a variety of clients on design-intensive tasks and is always up for a challenge!
Thanks For Listening!
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