Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.



WHAT YOU WILL LEARN IN THIS EPISODE:

The meaning of Social Selling revolution How Jamie built his firm from a laptop, a stack of business cards and a tank of gas Top 10 Do's and Dont's for Social Selling How to incorporate social media triggers, insights, referrals and competitive intelligence into the daily sales cycle

SHOW NOTES

[00:15] Introduction

[01:26] Business stories that inspire Jamie

[01:38] Building his firm from scratch

[03:06] How he got into sales

[05:31] Business development engine

[06:16] Favorite Sales failure

[06:30] Commercial real estate Lesson

[08:18] The Importance of Social selling

[08:40] Business to Business companies

[09:14] Triggers, referrals, insight and competitive intelligence

[10:48] Why some companies are yet to embrace social selling

[11:00] Fear of change

[13:15] The Role of LinkedIn

[15:49] Do’s and Don’ts

[17:32] The emerging power of video in SM space

[19:56] The Art of Storytelling

[20:08] Building a storyboard

[21:26] The STAR process

[22:52] About Jamie’s book, Spirit Selling

[23:40] Contact info

[24:35] Outro

SHOW TRANSCRIPT

Ed Bilat:



Jamie Shanks. Welcome to the show.



Jamie Shanks:



Thank you so much for having me.



Ed Bilat:

I'm delighted. Jamie, I’ve been watching your videos from all over the World, exotic places, airports,

helicopter, castles. I've been following you for quite some time so it's an honor to have you on the show

and congratulations on your new book, Spear Selling. So that's wonderful and would love to hear your story.

But before we do this, let me ask you our traditional question, which is, what business success story inspires

you and why?



Jamie Shanks:

The business success story that inspires me is any entrepreneur that has built something from scratch. For me, as somebody who built his company from an idea and a failed consulting practice at that in my first couple years, I am inspired by anyone who is a founder, owner, operator who took a business from zero to millions of dollars. In fact, you know, you can read books about those that have built billions of dollar businesses, I'm less inspired by those that take over businesses more about those that started from scratch.

Ed Bilat:

Wonderful. Yeah, I watched the video where you described the experience, I believe you were getting married at the same time. Right. And starting the company. So just a total start from nothing. Correct?

Jamie Shanks:

I mean all I had was a laptop, a stack of business cards and, you know, a tank of gas in my car and that was it. I really didn't understand and it took me years to really understand the financial and operational rigor and acumen necessary to run a professional services company. I had to learn it the hard way.

Ed Bilat:

Hmm. Wow. That's very interesting. You came to the consulting practice from the sales world, right? So like, you’ve been the director of business development, however, this is different. Right. So how did you even get into sales originally?

Jamie Shanks:

Well, it was by accident. I didn't want to be a sales professional. So when I was at university, I went to the University of Ottawa. I volunteered at the bank of Montreal, Nesbitt Burns in Canada, Ontario. And then I would spend my time as a volunteer, that gave me a summer job that turned into a full-time job and at the same time finishing my undergrad degree. So what I didn't realize, my dream as a kid was to be a stockbroker. I mean I did job shadow days at the stock brokerage firms. This is all I ever wanted it to be. And then in 2000 when the market collapsed and I was an investment representative, I didn't know that a stockbroker is actually a self-professional that advises on, you know stocks that are out in the market but also advises on stocks that the bank has underwritten and their job is to sell the inventory that the bank owns. Nobody told me this. So what I didn't realize is I was already a sales professional, just, I was like a wolf in sheep's clothing or whatever that saying is. Anyways, I left the bank and went on to do my master's degree and when I came back, the only company that would hire me or the only role that people would hire me for was a sales role because they said, well that's your previous experience. What are you talking about? I'm not a seller. And anyway, so I felt …

Ed Bilat:

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