On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jamie Shanks, CEO of Toronto-based social selling management and consulting firm Sales For Life.
Jamie – echoing the very name of his company – has been a lifelong sales professional. He’s led successful sales teams, started sales consultancies with international clients, and written a book on sales. Oh, and he’s also widely considered a leading expert on Social Selling.
Throughout the pod, Collin and Jamie discuss the building blocks of account-based sales: designing an ICP, compiling an account list, and (of course) turning those accounts into meaningful meetings. Highlights include: building an effective sales roadmap (1:35), attacking your account list (6:56), using microsites to connect with, and educate, clients (9:10), building the storytelling journey (13:47), account-based mistakes (25:48).