Practical Prospecting

Jed has built an awesome SDR team at Mailshake and has done it many times before. He has a great leadership style, and he has some great things to share on this topic. So tune in if you are looking to become an SDR leader, or if you are already in that position.

Timestamps:

[0:01] Intro 

[0:39] How to keep your reps motivated 

[1:35] Block off an hour per day to do this activity 

[2:49] Morning meetings and how to run them 

[7:02] Daily life of an SDR leader

Follow us on social: https://www.linkedin.com/company/mailshake/

Jed's Newsletter: https://jed.substack.com/

Justin Chi helps recruiting agencies use AI to find new clients. And he has a lot of knowledge to share about cold emails, how to improve deliverability, best practices for targeting and designing campaigns, and how to use AI to do all of this better. So listen to the show today to uplevel your cold email game.

Timestamps:

[0:01] Intro 

[0:47] Justin Chi on starting his own agency 

[1:58] Getting out of spam and improving deliverability 

[4:12] Using AI and other tools to improve deliverability 

[5:51] How Justin designs his email campaigns 

[9:55] Best practices for targeting 

[10:39] Justin’s cold email hot takes

Youtube Video: https://youtu.be/U8IOUTN-6Xc

Follow us on social: https://www.linkedin.com/company/mailshake/ Jed's Newsletter: https://jed.substack.com/

The title might sound sketchy, but this is something that has been working well on Mailshake. We will essentially be teaching you how to turn your LinkedIn into a sales page to book demos for the product you sell. So listen today to uplevel your prospecting game by exponentially increasing the number of demos you book.

Timestamps:

[0:01] Intro 

[0:49] How Jed books his demos on autopilot 

[1:45] Leveraging your expertise to sell at scale 

[2:39] Content Strategy 101 

[4:00] Case study 

[5:54] Turn your LinkedIn profile into a lead magnet

Follow us on social: https://www.linkedin.com/company/mailshake/

Jed's Newsletter: https://jed.substack.com/

Most cold emails have one thing in common: they come with an ask. So if you can change this one thing about your cold emails, then you will stand out among 99 percent of your competition.

Timestamps:

[0:01] Intro 

[0:43] The one thing every cold email has in common 

[1:10] Make these changes to your cold emails to stand out 

[2:38] The value of third-party resources in your cold emails 

[4:32] Giving value before asking for anything

Follow us on social: https://www.linkedin.com/company/mailshake/

Jed's Newsletter: https://jed.substack.com/

Jordan takes automating your cold email strategy to a whole other level. Jordan's agency uses automation, not just to create generic messages to send to any lead, but he uses it to test your company against the market. AI can be leveraged to find the absolute ideal prospect, and Jordan teaches us how to do that in this episode.

Timestamps

[0:01] Intro 

[2:19] An example of Jordan’s prospecting process 

[3:39] Automating your cold email process 

[5:55] Why good targeting is the most important part of the prospecting process 

[7:20] Some of the tools Jordan uses to prospect for his clients 

[11:25] What you need to do before you start using AI 

[14:24] The dos and don’ts of ChatGPT

Youtube Video: https://www.youtube.com/watch?v=tYfTgFpZNIQ

Follow us on social: https://www.linkedin.com/company/mailshake/

One of the most important things you can do as a seller is understand your buyers, how they think, what their problems are, and how they will respond to you. After many years of being sold to, Jed and Sujan have 7 tips to help you better understand your buyers.

Timestamps:

[0:01] Intro 

[1:04] What your buyers want the most from you 

[2:08] Remember that outbound is a long game 

[3:30] Leveraging FOMO in your outbound strategy 

[6:04] Getting to the point in your pitches 

[9:09] Don’t give up too soon!

Follow us on social: https://www.linkedin.com/company/mailshake/

Jed's Newsletter: https://jed.substack.com/

Narrowing your ICP is one small strategy change that can make a world of difference to your direct outreach strategy. So in the show today, we are talking about how to narrow your ICP and sharing some success stories of when this has been done right.

Timestamps:

[0:01] Intro 

[1:01] Why it’s important to narrow your ICP 

[2:57] Targeting multiple specific pain points 

[5:19] Success stories that come from narrowing the ICP 

[7:10] How to narrow your ICP - specific questions to ask yourself

Follow us on social: https://www.linkedin.com/company/mailshake/

Jed's Newsletter: https://jed.substack.com/

AI tools can be instrumental to your success as a sales rep. But there are a lot of potential pitfalls if AI isn't properly integrated into your workflow. So on the show today, we are talking about the best uses of AI in sales and how to use these new and exciting tools properly.

Timestamps:

[0:01] Intro 

[1:07] The best way to use AI in your sales process 

[2:13] AI as a supplement for VAs 

[2:45] Integrating AI into your sales team 

[3:53] Identifying where you can use AI in your own workflow 

[7:13] Tips and hacks for ChatGPT in sales 

[8:40] Common pitfalls when using AI in sales

Follow us on social: https://www.linkedin.com/company/mailshake/

Jed's Newsletter: https://jed.substack.com/

There won't be a podcast this week, but we will be back with a bang next Tuesday. Thanks for listening to the first 30 episodes of the podcast! We recently crossed 20,000 listens on the podcast and we're only getting started!

We're shaking things up for season 2 of the podcast. Sujan Patel, Mailshake co-founder will be joining Jed next week and moving forward. Big thanks to Maggie Bloom for everything she did with getting the podcast off the ground. She will be missed!

In the meantime, here's the 5 most played episodes to date:

1️⃣ Getting Practical with @Julia Carter: Jed sat down with Julia to find out how she quadrupled her sales quota without cold calling.

2️⃣ Structuring Cold Emails: Jed & Maggie broke down the best tips for creating cold emails that get responses.

3️⃣ What the Best Sales Reps Do: This episode talks about how to perform like an expert sales rep, including best practices and the pitfalls to avoid.

4️⃣ How to Get the C-Level’s Attention: Ever experience anxiety when reaching out to C-level employees? Check out this episode to get the low-down on the “Three Is” of C-level prospecting.

5️⃣ Getting Practical with Kevin Hopp: If you hate cold calling, this is the episode for you. Here, our guest Kevin Hopp breaks down his Call First Strategy that landed $100 million in the pipeline.

Please reach out to either Jed or Sujan on LinkedIn if you have any recommendations or topics you'd like us to discuss on the podcast going forward.

Chat next week!

Juston Warthen was able to book 530 meetings in 6 months and he got promoted to account executive at his tech sales job within 4 months. How did he do it? With some grit, hard work, and some winning strategies that he shares in the podcast today.

Timestamps

[1:01] Intro 

[0:39] Booking 530 meetings in 6 months! 

[2:41] Should you read from a script? 

[3:22] The importance of tonality and how to improve tone 

[6:25] Getting promoted to account executive in 4 months 

[10:04] Preparing for a career in tech sales 

[12:19] The biggest challenges that come with an account executive role

Follow us on social: https://www.linkedin.com/company/mailshake/

Jed's Newsletter: https://jed.substack.com/