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Episode summary
Social selling is not social media marketing. It’s a completely different approach. While both strategies aim to connect better with customers through personal relationships that build revenue, social selling is more one-to-one rather than one-to-many.
So what exactly sets social selling apart from social media marketing?
Jamie Shanks is the author of two books: Social Selling Mastery, an essential resource for sales and marketing professionals looking for a better way to connect with today’s customers; and SPEAR Selling, the ultimate account-based sales guide for the modern digital seller.
Joining host, Jennifer Gutman, on Radically Transparent, he distinguishes and discusses the modern-day buyer and why 74% of deals won go to the sales professional who was the first to engage with the customer and provide meaningful insight.
According to Jamie, social selling is all about capturing the mind share of business leaders and turning relationships into sales.
In this episode, Jamie reveals that the key to successful social selling happens when a balance is struck between decision makers conducting due diligence online and the sales professional being seen as a helpful resource that can guide the buyer towards their ideal solution.
He also dives into how easy it is for sales professionals to get trapped in “random acts of social” instead of using social as a means of engagement to drive revenue.
Hot topics of this episode include:
- The key differences between social selling and social media marketing
- Selling as a means of engagement and how not to get stuck in “random acts of social”
- Bridging the gap between sales and marketing with essential guidance on selling to the modern-day buyer
Meet Jamie
Jamie Shanks is the Founder and CEO of Pipeline Signals, which aims to support companies in growing their sales pipeline at scale through Relationship Signals and Signal Intelligence. A decade before founding Pipeline Signals, Jamie founded Sales for Life, the world’s most extensive Social Selling training program for mid-market and enterprise companies.
He has also authored two books: Social Selling Mastery, an essential resource for sales and marketing professionals looking for a better way to connect with today’s customers; and SPEAR Selling, the ultimate Account-based Sales guide for the modern, digital seller. Jamie’s speaking engagements & workshops have been delivered across 6 continents, for brands such as Microsoft, Thomson Reuters, Oracle, American Airlines & Intel.
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