In building his sales career, Jamie Shanks found he could make more genuine connections on LinkedIn than trying to "shake hands and kiss babies" at in-person networking events. Eventually, people were more impressed by his "social selling" skills than his products, and a career in training was born. The CEO of Pipeline Signals sales intelligence company shares how savvy account executives can "reverse engineer somebody's LinkedIn social network to look for referrals." He adds that LinkedIn can provide a trove of data as well as connections to its 60 million active U.S. users.

Hear Jamie tell John that because they forged an "authentic relationship" as competitors more than a decade ago, "good things will come out of each of our lives and businesses because of that."