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How Your Sellers Should Leverage Relationship Signals & Close Faster!

Jamie Shanks
CEO of Pipeline Signals

You’ve got to tell me something I don’t already know.

Episode Summary

Jamie Shanks — CEO of Sales for Life and Pipeline Sales — joins Connor to discuss the power of social selling for creating and scaling your sales pipeline, mining sales intelligence signals, and road mapping customer relationships to inform successful sales activity. Learn how digital technology has changed the sales landscape, what sales intelligence signals can do to improve your approach, and why a social selling presence is critical to sales success.

Key Takeaways

  • Digital technology enables intelligence collection and new forms of customer engagement. Social selling got a huge boost from the pandemic and is now essential to the ongoing success of any sales focused organization.
  • Sales intelligence signals come in three categories: buying intent, workload consumption (i.e., product usage), and relationship management. If you manage sales intelligence correctly, you can dramatically change your approach to sales, prioritize your time efficiently, and enjoy greater success.
  • 83% of the customer journey is completed without any sales team activity. Digital technology allows customers to engage in asynchronous learning, in which they engage with their peers, conduct online research, review applicable content, and engage with social media channels to decide which company to do business with for a certain product or service. You need a sustained presence in the online communities they will land in as a result of their research.

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Watch the full interview below:

About Jamie:

Jamie Shanks is the CEO of Pipeline Signals and Sales for Life, the world’s largest Digital Selling training program for mid-market and enterprise companies. Sales 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.

Follow Jamie on LinkedIn here:

About Connor Dube:

Connor Dube is Sales & Marketing Director at Active Blogs, an industry leader in B2B social selling and content strategy, Co-Founder of the Mile High Mentors Podcast, and Founder of B2B Mentors. Building his first business at seven, he’s gone on to create multiple companies and supporting his clients approaches to adding multiple 8-figures to their sales pipeline with his innovative approach to Social Selling. As a current leader in sales and marketing strategy for complex industries, Connor’s been featured in top podcasts, resources, and stages, including MSU Denver’s current sales and marketing curriculum.

Connect with Connor on LinkedIn: or email him at

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