The Rainmaking Podcast TRP 103: Relationship Signals for Business Development with Jamie Shanks
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In this episode of The Rainmaking Podcast, host Scott Love speaks with Jamie Shanks, CEO of Pipeline Signals and pioneer in relationship signal intelligence monitoring. Jamie discusses how tracking human capital migration—such as employees being hired, promoted, or leaving organizations—can unlock valuable opportunities for business development. He highlights the importance of leveraging these “relationship signals” to focus on warm leads and existing connections rather than cold outreach, maximizing the likelihood of winning new business.
Key topics include identifying and tracking changes within client organizations, using tools like LinkedIn or services like Pipeline Signals to monitor relationship shifts, and understanding the concept of asymmetric competitive advantage—where existing relationships offer a disproportionate chance of success when a key contact moves to a new role or organization. Jamie also emphasizes the importance of time management and prioritizing accounts using objective data points, enabling rainmakers to focus on high-probability opportunities and avoid wasted efforts. Whether you're a professional service provider or a sales executive, this episode provides actionable strategies to refine your business development approach and capitalize on relationship-driven insights.
Visit: https://therainmakingpodcast.com/
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Jamie Shanks is the CEO of Pipeline Signals. Pipeline Signals is a pioneer in Relationship Signal Intelligence Monitoring, where they monitor and mine your TAM / List of Accounts for Relationship connections, Competitive Intelligence and Compelling Events like job changes.
For 10 years prior, Jamie ran Sales for Life - the world’s largest Social 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 & Intel.
Links:
https://www.linkedin.com/in/jamestshanks/
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