Jamie Shanks (CEO) and Amar Sheth (COO) from Pipeline Signals take the stage as they go all out with their very first episode of the Get More At Bats Podcast. They kick off the episode by introducing the show and how it goes, then open a discussion on the importance of relationship signals in professional services.
Relationship signals are vital for professional service companies (ProServ), as they are in the people business and selling a people-to-people relationship. Jamie and Amar share their thoughts and will be sharing some real-life examples so stay tuned until the end of this kick-off episode of Get More At Bats Podcast with Jamie Shanks and Amar Sheth.
INSIGHTS OF THE DAY
JAMIE: COMPANIES ADAPTING TO RELATIONSHIP SIGNALS
“Hundreds and hundreds of tech companies love social selling, professional services companies didn't gravitate to it, but now we're seeing, all of a sudden we see Lionbridge, Celestica, all these ProServs are starting to look at relationship signals. Now I have a theory. My theory is, guess what? When you’re in ProServ you're in the people business, and that's really the only thing you sell is a people-to-people relationship.”
AMAR: RE-MONETIZE THE RELATIONSHIP
“Former customers are buying from us three to five times more likely than just a random cold outreach. It's not that the random cold outreach doesn't work, they work of course, but the former customers, they know you, you can re-monetize the relationship.”
Connect with Jamie and Amar
- Jamie Shanks: https://www.linkedin.com/in/jamestshanks/
- Amar Sheth: https://www.linkedin.com/in/amarsheth/
Build Pipeline Fast with Former Customers & New Decision Makers!
https://pipelinesignals.com/
