Speaker: Jamie Shanks, CEO @ Sales For Life

2. 3 ways marketing can support the
digital seller.
Jamie Shanks
CEO
Sales for Life Inc.

3. FAILURE
“Our greatest glory is not in never failing,
but in rising up every time we fail.”
-RalphWaldoEmerson

4. Did not build an
ONLINE PRESENCE
Did not build an
SUSTAINABLE PIPELINE

5. March 2011

7. Complete
BREAKDOWN!

8. RISING FROM THEASHES OF FAILURE
“It ain’t how hard you can hit, it’s about how
hard you can get hit and keep moving”
- Rocky Balboa

9. DIGITAL SELLING MATURITY
‘12-16 ‘17 ‘18-’19 ‘20-’21 ‘22+
Innovators and Early Adopters Early Majority Late Majority Laggards

10. DIGITAL SELLING SUCCESS IS EMPIRICAL
B2B Digital Sellers Outperform Their Peers
72%
of B2B social sellers
Outperform their peers

11. DIGITAL SELLING SUCCESS IS EMPIRICAL
deal conversion
increase
27%
higher quota than their
non-social selling peers
66%

12. 300+ CUSTOMER ENGAGEMENTS

13. CORRELATE DIGTIAL SELLING TO REVENUE
Completion of Social Selling Mastery®
CFY Won Total Open Pipe $
100%
80%
60%
40%
20%
0%>100% Completion
$1,524,457.56 / $5,338,974.23
>70% Completion
$1,300,383 / $4,678,675.00
>40% Completion
$981,603.89 / $3,846,141.86
$6,000,000.00
$5,000,000.00
$4,000,000.00
$3,000,000.00
$2,000,000.00
$1,000,000.00
$0.00

14. WHAT IS DIGITAL SELLING?
Trigger Selling
Referral
Selling
Digital Selling
Insights
Selling

15. How can marketing support the
modern, DIGITAL SELLER?

16. Trigger-based Selling
Arewemonitoring keyaccountsforriskvs.opportunity?

17. LISTEN FOR OPPORTUNITY VS. RISK

18. AVG EMPLOYEE CHANGES JOBS
Every 2.5 Years

19. Monitor job changes
in customers & key accounts

20. BUILD TWITTER LISTS OF YOUR IDEAL BUYERS

21. Insights-based Selling
Howareweshapingourbuyersjourney?

22. Develop “sales
plays” for the
sellers to
leverage as
TRUSTED
ADVISOR

23. Craft “deep insights”
for the sellers to
drive buyers through
“THE DEAD ZONE”

24. Build PointDrive
templates that
sellers use to track
buying intent &
buying committee

25. Referral-based Selling
Arewedigitallysurrounding ourcustomers?

26. 4.2x
greater chance of opportunity,
based on a personal relationship

27. Existing
Clients Competitors
Past Employees
Vendors / Partners
Alumni

28. Past Employees
Internal Champions
Competitors
Introductions

29. SPHERE OF INFLUENCE: YOUR CUSTOMERS

30. SPHERE OF INFLUENCE MAPPING
1st degree
connection
Companies in his
Sphere
Shared connections in your
Sphere

31. SPHERE OF INFLUENCE: ALUMNI

32. Jamie Shanks
CEO
Sales for Life Inc.
E: Jamie@salesforlife.com
M: +1 416-409-4999