The Evolution of Sales for Life

Jamie Shanks
Jamie Shanks

Before Sales for Life became a global sales training powerhouse, we used to be a local B2B sales recruitment and staffing agency. Even back then, we have observed that salespeople were struggling with cold calls and emails—and I struggled with this, too.

Prior to joining Sales for Life, I was running a consulting company that, at one point, was on the verge of failing. I was trying to create sales pipeline for my business, but all my attempts to do so had failed.

How Social Selling Started

Desperate for a solution, I went on LinkedIn. Back then, my activity on the platform was limited to the occasional post every few weeks or so. But that night, I spent hours looking at the updates within my network, checking who’s connecting with whom, who’s joining which company.

This was when I realized that I can connect with my ideal customers by leveraging my LinkedIn network. In my mind, I’ve found a way to solve my pipeline problems. I dove right into it and in a few weeks, I saw my pipeline growing AND converting. After a few months, I had created a process for it.

Jamie Shanks

So when I joined Sales for Life in 2012, I started conducting social selling training to companies in Toronto, Canada. And when social media really took off and companies started paying more attention to their social networks, we developed Social Selling Mastery: A training program that teaches sellers how to use content as a magnet for attracting leads, complemented by the use of social selling methods as a “spear” for targeting specific prospects that have a higher chance of converting into customers.

Social Selling Mastery became our flagship product for several years: A B2B sales training program that generated billions of dollars in pipeline & revenue for our customers, including well-known global Fortune 100 brands. 

But being an enterprise solution has its challenges. While social selling can accelerate growth, a number of our customers have already reached the point where they need to scale in a bigger way. For these customers, inbound demand generation was no longer sufficient to maintain growth. In order to keep scaling, they had to switch to an account-based sales motion. 

Pipeline Creation at Scale

So we adapted our training curriculum, embedding the foundations of social selling into an account-based everything sales model and continuously evolving to cater to our customers’ needs. By 2019, we have recognized that, while solely teaching sales prospecting methodology delivered impressive results, we can still improve the way companies generate pipeline at scale. 

You see, despite the proliferation of digital sales tools, a lot of salespeople—as much as 50+ percent—are still failing to make quota. Of those who fail to hit their targets, 83 percent cite poor time management as the top reason for their failure. Salespeople are spending too much time on leads that lead to nowhere.

Our focus had to shift from only teaching social selling, to also equipping revenue teams with the ability to create pipeline at scale.

By monitoring sales intelligence within your accounts, we could minimize the risk of your sellers spending too much time on accounts that have a slim chance of converting into actual sales opportunities. 

Leveraging Data for Intelligence

That’s why we created the ScalePipeline System: To help you open doors prescriptively through data, intelligence, and evidence, and in an objective, systematic method that leads to predictable success.

The ScalePipeline System brings together intelligence and workflows, driven by sales training and coaching to enable revenue teams to predictably and continuously scale pipeline. 

In other words, we’ll monitor your accounts for sales intelligence and teach you how to convert it. This helps find missed opportunities and reduces risk.

With this process, we can get your whole team to grow pipeline by upwards of 25 percent in about a quarter, without having to spend on additional hires. And since the ScalePipeline System is 100 percent based on data, you can achieve results even during an uncertain time like a global pandemic, when investments into sales teams are low to none.

Continuous Learning, Always Evolving

In the nine years that I’ve been with Sales for Life, the only thing that remained constant is growth. The last decade saw a massive shift from traditional to digital selling, shaking the foundations of most B2B revenue teams. We’ve made it our mission to continuously adapt to the latest technology and methods and pass on what we’ve learned to the community, giving them a soft place to land in the complicated world of modern sales.

Our unwavering commitment towards pipeline growth is not our legacy, but our heritage. It’s our north star, guiding us to the future of sales.

Join us, we’re ready for you.

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