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TV Expert Interviews / For Sales Pros / Jun 18, 2023 / Posted by Jamie Shanks / 37

Revolutionize Your Sales Pipeline with Relationship Signals (video)


As a sales professional, it’s easy to get caught up in the daily grind of prospecting. You might find yourself making countless calls, sending out numerous emails, and attending networking events, all in the hopes of generating new leads and filling up your pipeline. But have you ever stopped to think about whether your prospecting efforts are truly effective?

It’s important to take a step back and reflect on your prospecting strategy. Are you being strategic and objective in your approach? Are you focusing on the right accounts and prioritizing your pipeline effectively? If not, it’s time to incorporate a three-step process suggested by Pipeline Signals and focus on the window of change.

The first step is to identify your ideal customer profile. This means taking a deep dive into your existing customer base and analyzing the characteristics of your most successful clients. Once you have a clear understanding of your ideal customer, you can use this information to target similar accounts and prospects.

The second step is to focus on the window of change. This refers to the period of time when a prospect is most likely to be receptive to your message. For example, if a company has just received funding or is going through a merger, they may be more open to exploring new solutions. By targeting prospects during this window of change, you can increase your chances of success.

The third and final step is to personalize your outreach. This means tailoring your message to each individual prospect and demonstrating a clear understanding of their pain points and challenges. By doing so, you can establish a deeper connection and build trust with your prospects.

By incorporating these three steps into your prospecting efforts, you can improve your strategy and generate pipeline at scale. As Jamie, the founder of Pipeline Signals, says, “It’s about being accountable and being willing to adapt to changes in the market. That’s the key to success.” So, let’s take a leaf out of Pipeline Signals’ book and start prospecting smarter, not harder.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

About Author

Jamie is the Founder and CEO at Pipeline Signals, which aims to support companies in growing their sales pipeline at scale through Relationship Signals and Signal Intelligence. A decade before founding Pipeline Signals, Jamie founded Sales for Life, the world's most extensive Social Selling training program for mid-market and enterprise companies. He has also authored two books: Social Selling Mastery, an essential resource for sales and marketing professionals looking for a better way to connect with today's customers; and SPEAR Selling, the ultimate Account-based Sales guide for the modern, digital seller.

Author's Publications on Amazon

A concrete framework for engaging today's buyer and building relationships Social Selling Mastery provides a key resource for sales and marketing professionals seeking a better way to connect with today's customer. Author Jamie Shanks has personally built Social Selling solutions in nearly every industry, and…
Buy on Amazon
The ultimate Account-based Sales guide for the modern, digital seller. 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…
Buy on Amazon

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