In this podcast episode, John Golden interviews Jamie Shanks, founder and CEO of Pipeline Signals, about the importance of mining and researching active customer prospect and competitor accounts. Jamie suggests a three-step process to address the challenges of prospecting efforts and account selection and prioritization models. He also emphasizes the need for sales teams to be strategic and accountable in their prospecting efforts and to constantly adapt to changes in the market. Additionally, Jamie discusses the importance of understanding customer priorities and needs, using video to deliver a compelling message, and focusing on objective cleaning of the sales pipeline.
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