It's Time to Sell Podcast: Strategies for 21st Century Selling

In 2013, Alex McClafferty co-founded WP Curve, when it was doing less than $500 per month in revenue. By 2015, Alex and his team had grown the business to a 7-figure run rate. In 2016, Alex ran the sell-side of their acquisition to GoDaddy. Finally, Alex left GoDaddy to pursue his passion as a CEO Coach in 2018.

Sam Harris is a scientist, entrepreneur and nomad. He is curious about everything and always open to experimenting, with hobbies ranging from breakdance to investing, biohacking to writing. There is an endless list of interesting things to investigate.

Steven Norman is a seasoned B2B sales leader and general manager, with over twenty-five years' experience in consumer, small business and enterprise sales. Throughout his career, he has worked for leading technology brands including Dell, NEC and Targus and has been responsible for over US$4 billion in sales. He is the founder of Growth Acumen, which helps companies implement world-class sales practices and leadership development.

Ryan Gottfredson, Ph.D. is a mental success coach and cutting-edge leadership consultant, author, trainer, and researcher. He helps improve organizations, leaders, teams, and employees by improving their mindsets and mindfulness.

Brian W. Robinson has worked in sales and marketing with some of the best-known companies in the world, including Coca-Cola USA and Johnson & Johnson. Upon leaving his corporate career, he helped launch a successful start-up where he was the first person in the history of the industry to sell more than one million dollars in business in twelve months—entirely by phone.

His more than two decades' worth of in-the-trenches, battle-tested, face-to-face and phone-presentation knowledge can benefit virtually anyone, from Fortune 500 companies to entrepreneurial ventures.

Harry Maziar is the consummate sales professional. He was the CEO of a sales organization with more than 2,000 representatives. He is the first Executive in Residence at Kennesaw State University and was instrumental in developing their Center for Professional Selling.

Jason Bay is the co-founder and Chief Revenue Officer at Blissful Prospecting. He's worked with hundreds of sales reps and personally closed millions of dollars in revenue during his career. At Blissful Prospecting, he's in charge of growing company revenue through marketing and sales efforts.

In this episode, we talk about:

how Blissful Prospecting was born

how to make prospecting 'fun'

prospecting formulas that work

practical tips on how to use videos for prospecting

building cadence, and a lot more.

Check out the full episode!

Prospecting Formulas That Work

You definitely need to be targeted and purposeful with what you're doing. It starts with your ideal client profile - you need to know exactly who you're reaching out to and it needs to be segmented.

Prospects want specialists, so the big thing that you need to do is to create that segmentation. The ideal client profile, it can't just be "we work with SaaS companies"; it has to be "we help B2B SaaS companies, under 1000 employees, that use this type of…" - that's how specific it needs to be.

That segmentation is going to allow you to really present a case that's very specific for the person you're reaching out to, without you having to do a lot of personalization.

Not All Prospects Are Created Equal

We send a couple of emails to someone, and we only send personalized videos to people that actually open the emails.

And this is a good prospecting hack: you really need to prioritize your prospects. Don't treat everyone equally.

Don't spend a lot of extra time calling or recording a video for someone if they're not even opening half the emails that you're sending.

How to Use Video for Prospecting (Practical Tips)

1. When recording a video, make sure to look into the camera so the person on the other end feels like you're talking to them.
2. Invest in a good webcam.
3. Keep it under 60 seconds. Ideal length is 30 seconds.
4. Follow this format: Who you are, why you're reaching out, and why you should talk (call to action).
5. Create an eye-catching video thumbnail. Show your personality and don't be too serious.

Mentions

Blissful Prospecting

Jason Bay (LinkedIn)

Apollo.io

Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale by William Miller

Free Guide from Blissful Prospecting

Michael Roderick is a founder, speaker, and connector with an insatiable level of curiosity about the world. He works with clients to curate, extend, and leverage their existing networks for the purpose of getting higher paid engagements, speaking opportunities, and becoming thought leaders in their industry.

Michael Zipursky is the CEO of Consulting Success. He's advised organizations like Financial Times, Dow Jones, RBC, Omron, Sumitomo and helped Panasonic launch new products into global markets, but more importantly, he's helped over 300 consultants from around the world in over 50 industries add six and seven figures to their annual revenues. He is one of the world's top authorities on growing a consulting business.

Karen McGregor is a bestselling author, international speaker, coach, trainer and the founder/ CEO of the Speaker Success Formula. Her company helps entrepreneurs create, structure and deliver compelling presentations to monetize their expertise and launch successful speaking businesses. Using her Speaker Success Formula, Karen attracts a wide range of clients from Olympic athletes, health experts, elite artists, and musicians to coaches, financial advisors, real estate experts, bestselling and aspiring authors.