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How Jamie Shanks is blending Learning and Sales Intelligence at Pipeline Signals
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In this episode of The Venture-Scale SaaS Operator, Jamie Shanks talks about Pipeline Signals, a sales intelligence and training company that helps account-based sellers close the pipeline gap by providing real-time insights, training, and a community for sellers. He shares the significance of a customer-centric approach, including monthly business case reviews and feedback-driven product development.
Tune in to learn more about:
~ The versatile blend of software and services offered by Pipeline Signals
~ Maintaining control over your company's destiny and profitability through offshore talent
~ Scaling customer success teams and the economics of serving larger clients
Timestamps:
- (00:00) - Intro
- (00:27) - Pipeline Signals' Purpose
- (01:23) - Target Customers
- (02:15) - Account-Based Selling Process (SPEAR)
- (04:29) - Typical Deal Size for Account-Based Selling
- (05:45) - Founding Story of Pipeline Signals
- (07:39) - Different Product Offerings
- (10:05) - Customer-Centric Approach
- (13:04) - Economics of Managing a Customer Success Team
- (14:28) - Scaling Customer Success Team
- (15:05) - Software Team Structure
- (15:35) - Decision to go Offshore
- (16:39) - Offshore Talent Advice
- (17:51) - Outro
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On LinkedIn: https://www.linkedin.com/in/jamestshanks
Mentioned In The Episode
Pipeline Signals - Signal Intelligence Monitoring Firm
ReactSquad.io - React.js Agency for Startups
EarlyNode
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Nikolas Chapoupis
On Twitter: https://twitter.com/nikolas_chap
On LinkedIn: https://de.linkedin.com/in/nikolas-chapoupis
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