#15 Jamie Shanks CEO @PipelineSignals | Using relationship signals in sales | Why the first 100 days is key to closing | Your CRM is an iceberg
(00:55) First business in Toronto(03:12) Building a zero-emissions landscaping business(06:35) Value of door-to-door sales experience(08:32) Prospecting with LinkedIn, selling to CRO of Shopify(10:41) Using the Sphere of Influence in sales(14:05) Why the first 100 days of a new hire is so valuable in sales(18:05) Think of your CRM as an iceberg(22:51) The biggest problem in sales quota attainment(27:21) How relationship signals can give you insight into your customer success strategy(33:12) Top recommendations for SDRs(36:46) How to spot job changes, where Pipeline Signals gets its data(40:31) How data is insufficient. You need sales enablement to get the full value of relationship signals(43:22) Value of outsourced labor. Building multiple businesses at once(50:13) Why picking a lane in your career is important(52:54) Rapid fire questions - favorite books and advice that is wrongJamie Shanks’ LinkedInPipeline SignalsSales for LifeGet LevrgBooksUnbroken: A World War II Story of Survival, Resilience, and RedemptionBuy Back Your Time: Get Unstuck, Reclaim Your Freedom, and Build Your EmpireSocial Selling Mastery: Scaling Up Your Sales and Marketing Machine for the Digital BuyerSPEAR Selling: The ultimate Account-Based Sales guide for the modern digital sales professionalThe Search For Growth PodcastAlfie Marsh B2B Go-To-Market AdvisoryAlfie Marsh's Newsletter "Rocket GTM"Chris Gibson's Newsletter "Content I Consumed"Alfie's LinkedInChris' LinkedIn Get full access to Learn AI with Alfie at alfiemarsh.substack.com/subscribe