Spear Selling

The science of sales pipeline creation and account growth.

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Get the first 22 pages of SPEAR Selling. Includes: Preface, Introduction, and Chapter 1.

What Is SPEAR Selling?

SPEAR Selling is the battle-tested process for both sales leaders and sales professionals to leverage in their pursuit for greater account-based sales results. Author Jamie Shanks has trained and advised 100’s of companies on SPEAR Selling to increase sales pipeline in all types of sales functions (inside sales, field sales, customer success, channel sales). The key to account-based sales results is the focus on upfront planning that leverage key competitive differentiators, used to significantly improve account activation and opportunity creation. Combine this focus on account planning, with a relentless accountability to structured sales activity, and this account-based motion will:
Increase the volume of opportunities in a territory
Shorten the timeline to opportunity creation in key accounts
Increase the conversion of prospective accounts into customers
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Part 1:

SELECT your accounts with a social proximity mindset

Part 2:

PLAN your sales plays with storyboards

Part 3:

RUN OR REPLACE your accounts

Part 4:

ENGAGE your accounts with your prescriptive sales plays

Part 5:

ACTIVATE your engaged accounts with tailored learning

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The ultimate account-based sales guide for the modern digital sales professional

About The Author

Jamie Shanks

Jamie Shanks is one of the world’s leading Social Selling experts. He has personally built Social Selling solutions in nearly every industry, ranging from start-ups to Fortune 500 corporations, such as Xerox, Sprint, Thomson Reuters, ServiceNow, Oracle, and SAS. Before starting his first sales agency, Jamie was the Director of Sales at two SaaS software companies – Captive Channel Corp. and Firmex Inc., building their businesses from infancy to profitability. Sales for Life is now the world’s definitive Social Selling training and coaching company.

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