Practical Prospecting

In this episode we are talking about top sales reps, specifically their mindsets. We start with breaking down the two main traits found in top sales reps. You will learn exactly how you can replicate these traits within yourself. Listen to level-up your sales game and your career.

Timestamps:

[0:01] Intro 

[0:40] Two traits found in successful sales reps 

[1:36] Overcoming the fear of cold calling 

[2:37] Why you should call before sending an email 

[6:13] The balance between preparation and action 

[9:05] The number one prospecting rule 

[14:27] The formula you need to achieve insane results

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

Jed's Newsletter: https://jed.substack.com/p/63-the-mindset-of-top-sales-reps

Today we are talking all about warm leads. It's important to know when to go for warm leads over cold leads and how to find the warmest leads. So listen to learn how to find the low-hanging fruit to boost your confidence and momentum in your outbound sales strategy. The three tips from this episode will have you closing some sales today. 

Timestamps: 

[0:01] Intro

[0:34] When to go after warm leads vs sourcing cold leads

[2:33] Three tips for sourcing warm leads

[2:49] Using the LinkedIn keyword search to find leads

[5:10] Creating personalized emails

[7:21] Identifying low-hanging fruit in your CRM

[14:51] Structuring your days for optimal outreach success

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

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

Jed and Maggie answer questions that have been sent in by listeners. This episode is packed with tips on tightening your outbound sales strategy, improving cadence, and increasing prospect engagement. Listen to hear the answers to questions that have likely crossed your mind about sales and prospecting. 

Timestamps: 

[0:01] Intro

[1:13] Optimal touchpoints for an outbound sales strategy

[2:55] When to be persistent and when to give prospects a break

[5:08] Customizing your cadence to the prospect’s industry

[6:53] Telling prospects that you see their engagement

[9:25] Quality over quantity when reaching out to prospects

Video version here: https://youtu.be/lRume05-Fhc

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

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

Today we are focusing on breaking down a cold email that Jed received. We discuss why this email got his attention and how this email can be replicated and applied to your business. Listen for an email template that requires minimal personalization, but stands out in all of the right ways. 

Timestamps: 

[0:01] Intro

[0:46] Why this particular email caught Jed’s attention

[2:02] Using the prospect’s name in the subject line

[3:44] Crafting the first line of copy to stand out

[5:05] Ending the email on a strong note

[9:57] What we can replicate what worked in this email

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

Jed's Newsletter: https://jed.substack.com/p/62-cold-email-breakdown

This past November, Jed was able to book meetings using 3 different strategies. In the conversation today, we will break down these three methods, and we discuss how often Jed likes to switch his outreach methods. Listen to this episode for fresh ideas to help you uplevel your outreach game! 

Timestamps: 

[0:01] Intro

[0:43] How often to switch up and test outbound methods

[2:13] Determining which methods work/don’t work

[4:50] Case study: booking a call with an outbound strategy

[7:25] Why typos aren’t the end of the world

[9:40] Finding the “3 percent” with automation

[12:01] Booking meetings with LinkedIn voice notes

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

Jed's Newsletter: https://jed.substack.com/p/61-how-i-booked-my-last-3-meetings

Studies find that only 1% of cold calls actually lead to an appointment. So in the episode today, we are talking about the 5 stages of a cold call and the dos and don'ts for each stage. Listen to learn the tips and tricks that will bring results to your cold call game. 

Timestamps: 

[0:01] Intro

[0:56] Why connect rates are so low with cold calls

[3:17] The dos and don’ts of cold calling

[4:22] The importance of a solid opener

[7:43] Maintaining confidence and calm during a cold call

[8:08] Transitioning to the pitch

[11:32] Common mistakes made during the discovery stage

[14:00] The best closing strategies

[18:06] How to measure success

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

Jed's Newsletter: https://jed.substack.com/p/38-the-5-stages-of-a-cold-call

Today's episode is short and sweet because you will have a lot to implement after learning how to use these high-converting sales email templates. Sometimes keeping things simpler is how you will achieve the best results. So Jed is sharing email templates for some specific sales situations that will help you get more prospects and more sales. 

Timestamps: 

[0:01] Intro

[0:58] Template to follow up with an unanswered cold call

[2:36] Words of caution and best-case scenario

[4:03] A template to request a referral

[7:07] Why no news is actually bad news

[7:52] Keeping your sales emails simple

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

Jed's Newsletter: https://jed.substack.com/p/39-3-more-email-templates-i-use

What if instead of reaching out to major decision-makers, you started your sales efforts by reaching out to individual contributors? In the episode today, we talk about how a bottom-up sales strategy has more advantages than disadvantages. Individual contributors can be a source of valuable information about the company's needs, and they can also serve as that foot in the door you need to close with the decision-makers. 

Timestamps:

[0:01] Intro

[0:38] Why reach out to individual contributors before decision-makers

[2:16] Positioning your messaging for individual contributors

[6:27] How to transition to talking to a decision-maker

[9:03] Potential pitfalls to the bottom-up strategy

[12:58] Incentivizing individual contributors to respond to you

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

Jed's Newsletter: https://jed.substack.com/p/40-my-bottom-up-strategy

It's often said that the best sales rep doesn't always make a good sales manager. That's because the two different roles have vastly different day-to-day requirements. So on the show today, Jed shares what it was like for him to move from a sales rep role to a manager role. He talks about shifts he had to make to how he prioritized his time and how he thought about his work. 

Timestamps: 

[0:01] Intro

[0:48] Moving from a team member role to a manager role

[4:06] Defining a successful day as a manager

[9:18] Managing priorities with a busy todo list

[13:26] Being reactive vs proactive as a manager

[17:55] The mindset shift required when moving to a management role

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

Jed's Newsletter: https://jed.substack.com/p/my-experience-going-from-rep-to-manager

On the show today, we are talking about cadence strategy for outreach emails. Thinking about this big picture is so critical to getting the most responses possible. Listen to learn about how to structure your overall cadence strategy, so you can grab and keep the attention of your prospects. 

Timestamps

[0:01] Intro

[1:03] Why it’s important to look at cadence in a marketing sequence

[3:37] Structuring an effective email sequence

[6:20] Modifying language for different buyer personas

[9:00] Leveraging multiple contact points to increase open rates

[11:44] Organizing emails into clusters

[14:01] Measuring results and adjusting the strategy

[15:18] The process for A and B testing

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

Jed's Newsletter: https://jed.substack.com/p/42-my-cadence-strategy

Cold Email Subject Lines: https://mailshake.com/blog/cold-email-subject-line-sales/