150 - Relationship Signals in Selling with Jamie Shanks

<p><span style="font-weight: 400;">Whether you are an entrepreneur, sales professional, or in sales leadership, this episode is jam packed with highly valuable tips and tricks from one of the best in the industry. Whatever your role, the most important thing in the growth of your business and income is selling. But how much of your time each day is spent actually building a relationship with clients to make these sales?</span></p> <p><span style="font-weight: 400;">Jamie Shanks is the CEO of Pipeline Signals. Pipeline Signals is a pioneer in Relationship Signal Intelligence Monitoring, where they monitor and mine your TAM / List of Accounts for Relationship connections, Competitive Intelligence and Compelling Events like job changes. For 10 years prior, Jamie ran Sales for Life - the world’s largest Social Selling training program for mid-market and enterprise companies. Sa;es for Life has trained over 250,000 sales and marketing professionals, in dozens of industries. Jamie’s workshops have been delivered across 6 continents, for brands such as Microsoft, Thomson Reuters, Oracle, American Airlines, and Intel.</span></p> <p><span style="font-weight: 400;">Today, Jamie walks us through a few activities, so you’ll want something to take notes with. You’ll learn about social selling, relationship signals, and the Law of Reciprocity that can help increase your sales productivity.</span></p> <p> </p> <h3><span style="font-weight: 400;">Show Notes:</span></h3> <p><span style="font-weight: 400;">[2:46] - Pipeline Signals is Jamie’s second business. He shares his inspiration to launch Pipeline Signals through his premise of social selling.</span></p> <p><span style="font-weight: 400;">[4:49] - Prior to Covid, Jamie was spending most of his time traveling to speak. He used his time when things shut down to begin working on Pipeline Signals.</span></p> <p><span style="font-weight: 400;">[6:35] - Jamie demonstrates what relationship signals are.</span></p> <p><span style="font-weight: 400;">[7:27] - The time spent on accoun