August 29, 2022

Pipeline Signals with Jamie Shanks

29 minutes

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Jamie Shanks, CEO of Pipeline Signals. Jamie talks about CRM lead production and the things you can do to integrate your process.

Episode Highlights :

Jamie shares how 10 years ago he invented a sales category called “social selling”. (2:17)

Jamie explains the concept and the whole process of a situation challenge resolution. (5:23)

Jamie shares what a total addressable market is and how it is related to an ideal CRM situation. (9:00)

Jamie discusses three different integration models: CRM integration, Zapier integration, and CSV file organization. (14:52)

Jamie shares that Pipeline Signals has recently entered the insurance world and are currently pioneering this space called relationship signals. (17:27)

Jamie explains social selling, which is broken into two avenues, reputation management or brand management and account based sales development, both of which are very important. (20:18)

Jamie shares that for individual producers, you have to have the relationship signals. (26:59)

Tweetable Quotes:

"CRM, you know, globally still only has something like a 10% or 20%, penalty penetration rate of businesses over a million dollars around the world. So there is still a vast majority of companies that do not use CRM." - Jamie Shanks

"What I say to people is, specifically in professional services, in insurance, you know, what are you selling? You're not selling a product or solution, you are first selling yourself, you are in the relationship space." - Jamie Shanks

"The fastest way to scale your business is to reverse engineer your happy customers, called the sphere of influence, and identify those that leave your happy customers in a sphere of influence and go to other businesses." - Jamie Shanks

Resources Mentioned:

Jamie Shanks LinkedIn

Pipeline Signals

David Carothers

Kyle Houck

Florida Risk Partners

The Extra 2 Minutes

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By David Carothers

4.9

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