Ep 038 Modern Selling Practices: Using a Spear, Not a Net

Mental Selling: The Sales Performance Podcast

If you’ve been in sales for awhile, you’ve seen all of the methods for sealing the deal. In a modern sales environment, the sales strategies of the past (throwing a net and seeing what you can catch) can still have their place. However, with the influx of sales tools, throwing a spear to catch exactly what you need is the modern approach. Hear our conversation with Jamie Shanks, author of Social Selling Mastery and Spear Selling, where we discuss: ● The interconnection of modern, social and account-based selling ● What scares sales people from performing at their best ● Preparing for the possible economic downturn As a sales professional, you only control two things: the decisions you make and the actions you take. Building intention and focus through these actions is essential to overall growth and success, both professionally and personally for salespeople. With the huge influx of sales enablement tools, it is possible and preferable to catch exactly what you want without sorting through the extra noise. Jamie explains the intricacies of learning to fish with a spear in sales. In addition, he offers invaluable expertise in aligning core values, creating intention in relationships in sales, and preparing for the future. “You have to believe that you are either making people money, saving them money, or mitigating risk: the three core value creators in a business.” — Jamie Shanks More information about Jamie and today’s topics: ● Follow Jamie on LinkedIn: https://www.linkedin.com/in/jamestshanks/ ● Pipeline Signals: https://pipelinesignals.com/ and Sales for Life: https://salesforlife.com/ FeedSpot has recently included us as one of their top 30 best sales podcasts: https://blog.feedspot.com/sales_podcasts/