Practical Prospecting

By Mailshake

Welcome to the Practical Prospecting Podcast! In this podcast we will share practical tips on how to improve your outbound sales methods.

Our host Jed Mahrle will be sharing his years of experience in sales, and will provide you with actionable steps that you can use to boost your outbound productivity and success. He will be joined on the podcast with our co-founder Sujan Patel, who has over 15+ years experience in SaaS.

With a new episode released every Tuesday be sure to subscribe.

Listen on Spotify

Available on

Report content on Spotify

48. Future of Sales

Practical ProspectingOct 31, 2023

00:00

12:36

48. Future of Sales

This episode is about the future of sales (non-AI edition). It’s difficult to talk about the future of sales without mentioning AI, but there is a lot of stuff in the future that has nothing to do with AI. So we are going to end this season of the Practical Prospecting Podcast by talking about some of the trends we see in the coming years that sales reps need to be aware of and follow.

Timestamps

[0:01] Intro

[0:52] It’s easier than ever to build SaaS platforms leading to more competitors

[4:32] How to grow a SaaS company in a crowded industry

[6:12] Selling against your competitors

[7:10] The future of sales is still based on emails and calls

[9:19] Leaning into referrals

Oct 31, 202312:36

47. Pre-Selling

Today we are talking about how to pre-sell offers before they launch. Sujan looks at pre-selling as validation that you should actually do what you intend to do. This episode will be really helpful to any new sales reps or early-stage founders.

Timestamps

[0:01] Intro

[1:43] How we pre-sold before the launch of Mailshake

[2:43] This practice is great for companies of any stage (even if you haven’t launched yet)

[3:38] What to do if nobody wants what you are pre-selling

[5:11] You should be doing this at your SaaS company every quarter

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

Oct 24, 202308:18

46. Offer for Outbound Messaging

Mastering the offer for outbound messaging is a topic that often gets pushed to the side. But most of us have stories about terrible pitches we have gotten from cold calls or emails. And this can be fixed by simply spending an extra 30 seconds on someone’s LinkedIn profile. So on the show today, we are going to spend 15 minutes helping you create a better cold outreach offer.

Timestamps:

[0:01] Intro

[1:26] What NOT to do on a cold call

[2:52] Crafting an offer for cold outreach

[4:03] Ask this one question about your demos

[6:42] Validating your offer

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

Oct 17, 202312:36

45. How to Win Customers Away from your Competitors

The SaaS market is crowded these days. It’s easier than ever to build software, but that makes it harder to sell and market. Some of your customers may already be using a different software to solve their problems, so how do you steal those customers away from that competitor?

Timestamps:

[0:01] Intro

[1:59] Finding if someone is using your competitor

[3:02] Narrowing down to your top competitors to target

[4:40] Centering your message on how you are different from the competitor

[7:20] Your customer success team is a goldmine of information

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

Oct 10, 202309:30

44. Write Cold Emails that Get Replies with Jan van Musscher

Jan is the founder of coldagency.io, and he has a lot of amazing insights into creating cold email campaigns that have a high reply rate. On the show today, he shares everything he knows about cold emailing and prospecting. Listen if you want to boost the replies to your cold emails!

Timestamps:

[0:01] Intro

[1:06] Building a cold email agency

[2:40] Transferring B2C experience into B2B prospecting

[4:00] Best deliverability practices in 2023

[6:23] List building tools and practices

[8:30] The secret to high reply rates

[11:48] Designing a cold email sequence

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

Oct 03, 202319:47

43. How to Build a Nurture Sequence

A nurture sequence is not a common practice, but it should be. A nurture sequence is the act of reaching out to the prospect at a certain cadence, which allows you to take advantage of any prospects that might not become customers right now but could buy later.

Timestamps:

[0:01] Intro

[1:32] A nurture sequence is different than an outbound campaign

[2:09] Finding helpful content for a nurture sequence

[3:14] How long your nurture sequence should be

[5:13] The importance of being specific

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

Sep 26, 202307:45

42. All About Value Selling with Zach Wright

Zach Wright co-founded a SaaS startup (Syft AI) that modernizes the selling process to lead with value. The founding team saw a fundamental shift in B2B sales. Most sellers don't adopt sales tools due to the overwhelming amounts of data across many siloed applications and many manual processes. Zach is passionate about networking and helping the next generation of B2B sellers maximize their careers and development.

Timestamps: [0:01] Intro

[0:56] What inspired Zach to build Syft

[2:20] Value selling 101

[5:34] Where to look to find a lot of leads

[11:01] Will SDRs be replaced by AI?

[16:36] Creative prospecting plays

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

Sep 19, 202319:52

41. Time Management for Sales Reps

Time management is one of the most important skills for SDRs. And it’s not about doing the most activities, it’s about doing the right activities. The ones who focus their time on the most impactful activities are the ones who earn the most revenue. So on the show today we are talking about the best way to block your time through the day as a sales rep.

Timestamps:

[0:01] Intro

[1:24] How to time block your day

[2:24] Blocking time vs. creating habits

[3:30] What to do every day to close your pipeline

[5:12] Knowing what to work on when

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

Sep 12, 202312:09

40. Closing Inbound Sales Prospects

Outbound folks are super aggressive. You have to be in order to get outbound prospects to the next step. But inbound requires less energy and it can be easily forgotten. And if you neglect your inbound close game, you could be leaving money on the table.

Timestamps:

[0:01] Intro

[1:38] What you can do to help your inbound sales team improve closing

[2:21] More effective follow-ups on inbound prospects

[4:08] Double your close rate just by following up

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

Sep 05, 202306:44

39. Sending Gifts to Prospects with Kris Rudeegraap

Kris Rudeegraap is the Founder and CEO of Sendoso, the leading Sending Platform, which helps companies stand out by giving them new ways to engage with customers throughout the buyer’s journey. By integrating digital and physical sending strategies, companies can increase the effectiveness of their existing go-to-market programs and improve their relationships with customers.

Timestamps:

[0:01] Intro

[2:45] The do’s and don’ts of gifting

[4:35] Lessons learned being a founder of a company

[6:06] Why founders should build a recruiting strategy from day one

[9:33] Creating new norms in an industry

[11:33] Some new top-of-funnel things Kris is trying in his company

[14:57] Some prospecting tools Kris is finding useful

Aug 29, 202318:23

38. How to Lead An SDR Team

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

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

Aug 22, 202308:39

37. Cold Email Hot Takes with Justin Chi

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

Aug 15, 202316:45

36. How To Book Demos on Autopilot

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

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

Aug 08, 202309:41

35. Change This One Thing in Your Emails

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

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

Aug 01, 202307:43

34. How Jordan Crawford uses ChatGPT to automate cold emails

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

Jul 25, 202318:15

33. 7 Tips to Help You Understand How Buyers Think

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!

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

Jul 18, 202312:47

32. Narrow Down Your ICP

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

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

Jul 11, 202309:59

31: How to use AI In Your Sales Process

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

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

Jul 04, 202311:58

Back next week!

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!

Jun 27, 202301:38

30. How Juston Warthen booked 530+ meetings in 6 months

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

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

Jun 20, 202315:11

29. Steal These 9 Cold Email Frameworks

We have 9 cold email frameworks that will help you improve your prospecting game. In the episode, Maggie and Jed each call out their favorite ones, and below you will be able to find the rest of the strategies. Thank you to the creators who we reference in this episode: Anthony Natoli, Justin Michael’s Spear, Julia Carter, Steve Schmidt, Josh Braun, Kevin Dorsey, Jason Bay REPLY Method, and Will Allred’s Above the Line Framework.

Timestamps:

[0:01] Intro

[1:41] The REPLY Method

[4:05] When to use the REPLY Method

[4:38] Jed’s favorite email framework

[6:57] Why an email might convert even if it looks ugly

Jed's Newsletter: https://jed.substack.com/
How to troubleshoot & optimize your cold emails with Ethan Parker
Understand the WHY and Unsell Early with Kevin "KD" Dorsey

37: 3 Ways I Use Sales Navigator Pt. 2

Jun 13, 202308:18

28. Subject Lines 101

Today's episode is all about writing a great subject line. There is no silver bullet for writing subject lines, but there are some golden rules that can help inform your success. Listen to gain a few simple strategies that will grab prospect's attention and boost your open rates.

Timestamps:

[0:01] Intro

[1:01] There is no silver bullet for subject lines

[1:34] The golden rule for writing great subject lines

[2:31] What to do when it’s hard to find information about someone on LinkedIn

[3:22] Optimizing research so you can write more outreach emails

[5:03] What comes first - the email or the subject line?

[6:44] Some subject lines that have been working well lately

[12:05] Don’t forget about the preview line

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

Jun 06, 202314:02

27. 3 Ways I Use Sales Navigator pt 2

You may be wondering if Sales Navigator is worth the money. We certainly believe it's a vital tool for any sales rep in 2023. In the episode today, we are going to be talking about some unique ways we have discovered we can use Sales Navigator to book more meetings and close more sales.

Timestamps:

[0:01] Intro

[0:43] Is Sales Navigator worth the money?

[2:12] Three searches to find the best leads

[5:06] Finding prospects through past employees and customers

[7:56] Reaching out to people who used to work for competitors

[10:44] Potential problems or pitfalls and how to respond

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

May 30, 202313:49

26. The Permission Slap

We all know about the cringy "pitch slap" that we have been taught to avoid as sales reps. But what if there was a softer version of that strategy? A version that doesn't annoy people and provides a quick path to a "yes" or a "no". Today we are talking about the "permission slap", and some of the best strategies we have found for asking permission to pitch someone.

Timestamps:

[0:01] Intro

[0:38] What is a permission slap?

[1:58] How to ask permission to pitch

[3:55] Two tested and proven ways to use the permission slap

[6:25] Why the permission slap works

[7:13] How you can try this out yourself

[10:01] Some additional resources and ideas for implementing this tactic

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

May 23, 202313:04

25. Getting Practical w/ Kevin Hopp

For episode 25 of the podcast, we have Kevin Hopp on the show. In this episode, we will learn how Kevin generated over +$100 Million in the Pipeline from a Call First Strategy.

Timestamps:

[0:01] Intro

[0:51] About Kevin and the “call first” mentality

[2:55] Kevin’s winning cold calling framework

[4:52] Selling as a science and an art

[7:07] Do you need fancy tools to be successful?

[10:00] Should you prioritize quality or quantity?

[13:48] Is research really productive?

[16:07] Biggest cold calling pitfalls

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

May 16, 202319:54

24. How to Get the C-Level's Attention

Reaching out to C-Level employees can be intimidating for a lot of SDRs. So in the episode today, we are going to break down the Three I's that you can use as a roadmap to success when prospecting C-Level employees of organizations. Listen to build the strategy and confidence needed to have sales conversations with executives and upper-level management.

Timestamps:

[0:01] Intro

[1:02] Using the Three I’s to get upper-level management’s attention

[3:37] Getting info from individual contributors

[6:00] What insight do you need before reaching out to an upper-level manager

[7:19] Booking the meeting with a busy executive

[8:52] Are the Three I’s worth your time?

[11:05] Messaging tips for implementing the Three I’s

[14:25] Tips for keeping all the information organized

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

May 09, 202316:40

23. Use Your Product to Book More Meetings

Giving out demos is an old trick for sales reps selling software solutions (or any other product or service). But there is a right and wrong way to use this sales strategy. Listen to this episode to learn how to use your product to book high-quality sales meetings that actually lead to sales and how to avoid attracting the wrong type of prospect.

Timestamps:

[0:01] Intro

[0:36] Can every team use their product to book more meetings?

[1:40] Current trends that change the demo-booking process

[3:52] Real-life examples of how this translates into sales

[6:13] Conversations people want to have with sales reps

[8:38] Things to avoid as a sales rep in 2023

[13:07] Why is this Jed’s favorite method for outbound

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

May 02, 202315:39

22. 2 Resources to Be More Efficient

Efficiency is one of the skills that can skyrocket your career as a sales rep. So in the episode today, we are breaking down two tools that will help you structure your days more efficiently. We are taking the wild west out of sales and helping you predictably hit your quotas, so you are not going to want to miss this episode!

Timestamps:

[0:01] Intro

[0:54] The quota calculator and how it can make you more efficient

[2:58] Why paying attention to numbers is crucial as a sales rep

[3:44] How to calculate the activities it takes you to book a meeting

[4:51] Taking the wild west out of sales and consistently hitting your quotas

[6:57] Getting more efficient with personalization

[10:41] Managing your time when personalizing cold emails

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

Apr 24, 202313:03

21. Getting Practical w/ Julia Carter

We have our first guest on the podcast - Julia Carter. Julia is an Account Executive at Marpipe and did 400% of her quota without cold calling, so we are having her on the show today to talk about how she pulled that off. Listen to the episode today for some sales tips and some hot takes that will help you find the same level of success as Julia. Don't worry Maggie will be back next week :)

Timestamps:

[0:01] Intro

[0:56] How Julia hit quota every quarter without cold calling

[3:07] Adding the right people to your cadences

[5:37] What Julia’s cadence looks like

[9:30] LinkedIn prospecting and how that fits into the cadence

[13:11] Being a founding SDR and hitting quota right away

[16:38] Julia’s top hot take on sales cadence

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

Youtube Video: https://youtu.be/X_IGGbPd1-E

Apr 18, 202319:30

20. 3 Tips to Boost Reply Rates

Reply rates measure the ultimate success of a sales email. We send emails in order to get replies, so it's crucial that we are measuring those numbers and constantly working to improve the number of replies each email gets. In this value-packed episode, we are breaking down three strategies that will boost your reply rates.

Timestamps:

[0:01] Intro

[0:34] Measuring reply rate metrics

[2:02] Alternative CTAs

[5:00] Using the offer-based CTA to boost replies

[8:05] Giving away free things to get conversations started

[8:55] Third party bumps

[12:13] Why sharing resources from competitors might be good

[13:45] Using p.s. to boost reply rates

[17:00] Identifying when a strategy has gone stale

Jed's Newsletter: https://jed.substack.com/p/65-3-tips-to-boost-reply-rates

Apr 11, 202318:53

19. Mindset of Top Sales Reps

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

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

Apr 04, 202315:51

18. 3 Tips to Find Warm Leads

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

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

Mar 28, 202316:08

17. Q & A Episode

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

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

Mar 21, 202316:23

16. Cold Email Breakdown

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

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

Mar 14, 202314:04

15. 3 Ways to Book Meetings

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

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

Mar 07, 202318:59

14. Stages of a Cold Call

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

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

Feb 28, 202320:06

13. Email Templates for Higher Conversion Rates

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

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

Feb 21, 202311:55

12. Bottom Up Sales Strategies

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

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

Feb 14, 202315:51

11. Moving from Sales Rep to Manager

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

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

Feb 07, 202320:16

10. Cadence Strategy

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

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/

Jan 31, 202319:33

9. Getting Referrals from Your Customers

Only 1% of sales reps ask for referrals, but 99% of customers report that they would be happy to refer new businesses to services when they are satisfied. This is a huge missed opportunity for almost every business out there. In the episode today, we are talking about how you can set up a referral structure in your business and make it easy and painless to ask for referrals. A lot of sales reps get nervous about making the ask, but having the right strategy behind it will help boost your confidence and your business prospects.

Timestamps:

[0:01] Intro

[1:00] A huge missed opportunity in most businesses

[2:54] Why you shouldn’t be nervous about asking for referrals

[6:02] Setting up a referral structure in your business

[9:05] Increasing chances of customers making the referral

[12:31] Referral success stories

[15:27] What the top 1 percent of sales reps always do

Jed's Newsletter: https://jed.substack.com/p/43-how-to-get-easy-referrals

Jan 24, 202316:04

8. Messaging Strategies To Engage Prospects

In this episode, we talk about how to craft your messaging for the different stages of the buyer's journey. Each of your potential buyers are in a different phase of their own decision-making process, and the marketing messages you create should reflect that. Listen to this episode to learn about aware vs unaware prospects and how to target your marketing messages directly to their thought process.

Timestamps:

[0:01] Intro

[1:19] The stages of the buyer’s journey

[4:04] Messaging for unaware and aware prospects

[9:44] The challenges of unaware messaging

[11:45] Getting into the head of your buyer

[14:24] Using bump emails to increase visibility

Jed's Newsletter: https://jed.substack.com/p/44-unaware-vs-aware-messaging

Jan 17, 202318:16

7. Structuring Cold Emails

In this episode we're going to dive into structuring your cold emails. When focusing on the structure of cold emails, find out where most reps get the structure wrong. Jed shares his most successful trigger play and where people fail with their value propositions. Let's go!

Timestamps:

(0:00) Intro

(0:58) Where reps get the structure wrong

(3:59) The structure/framework explained

(10:15) Where do people fail the value proposition

(12:45) One pain point per email

(14:08) Don't get fancy with your CTAs

(17:25) How PS gives you higher reply rates

Jed's Newsletter: https://jed.substack.com/p/45-how-i-structure-cold-emails

Jan 10, 202320:32

6. How To Beat the Goliath in Your Space

In this podcast we take a look at how to beat the Goliath as a sales rep in your space. Don't try to hide the fact that there are bigger competitors out there and use G2 crowd to your advantage. Jed outlines the advice he would give a rep moving from a industry leader to a smaller player in the market. Let's go!

(00:00) Intro

(02:08) Differentiating yourself from the Goliaths

(05:40) How can you use G2 to your advantage

(8:59) Roleplay: Calling out the elephant in the room

(10:55) Assuming your prospect is using a competitor

(14:07) Being afraid to bring up a competitor

(15:36) Reps moving from a Goliath to an underdog

Jed's Newsletter: https://jed.substack.com/p/47-how-to-beat-the-goliath-in-your

Jan 03, 202317:45

5. What the Best Sales Reps Do

In this week's podcast we look at what the best sales reps do that the majority of reps don't do. The SDR game is ever evolving but some of the same principles still remain. Having worked with tons of sales reps, Jed shares his knowledge on the factors that sets the best ones apart. Let's go!

Timestamps:

(00:00) Intro

(01:10) What sets the best sales reps apart

(04:08) How to tell good advice from bad advice

(06:24) How to find the best person to follow in Linkedin

(08:20) Why should I follow one specific person?

(09:17) Testing a process

(12:58) Getting more and more efficient over time

(14:44) Managing SDRs

Jed's Newsletter: https://jed.substack.com/p/45-what-the-best-reps-do-that-most

Dec 27, 202217:56

4. LinkedIn Content Ideas

LinkedIn is a long game but it all starts with consistency. You don’t need to be a top performer to create valuable LinkedIn content. You just need to know who your audience is. A lot of sales professionals struggle knowing what to post. In this episode we'll share content ideas to use for your next LinkedIn posts. Let's go!

(00:00) Intro

(00:46) Three content ideas to use on LinkedIn

(03:35) Sharing your expertise in something

(05:33) Experimentation posts

(07:34) How these LinkedIn posts turn into booked meetings

(08:31) How to build your brand on Linkedin

(10:04) Putting potential leads data into a cadence

(11:54) Advice on building your brand

Jed's Newsletter: https://jed.substack.com/p/49-3-linkedin-content-ideas

Dec 20, 202215:18

3. Intentional Prospecting

Welcome to the third episode of the Practical Prospecting Podcast. This episode is all about how to work smarter not harder when it comes to prospecting. There can be some patterns to outbound sales if we are being intentional about our outreach. Jed outlines what patterns SDRs should look for. Let's go!

Timestamps:

(00:00) Intro

(00:32) Intentional prospecting

(02:52)Identifying patterns that work

(05:41) Coming up with strategies to get your numbers up

(09:33) The importance of list building

(14:29)Time blocking

(17:10) Recap

Jed's Newsletter: https://jed.substack.com/p/48-intentional-prospecting

Dec 13, 202218:33

2. Simple Messaging is Best

Welcome to the second episode of the Practical Prospecting Podcast. No prospect is going to ask for clarity if they don’t understand something, they’ll ignore it. So make sure sure your messaging is simple. Let's jump into it.

Timestamps:

(00:00) Intro

(00:54) Keeping your messages simple

(03:26) Why pitch slapping is actually a good thing

(07:17) The Mouse Trap email

(10:43) Be creative with your emails

(11:59) Talking to your manager about creative freedom

(13:51) What helped Maggie as an SDR

(16:15) Final Thoughts

Jed's Newsletter: https://jed.substack.com/p/51-simple-messaging-is-best

Dec 13, 202217:10

1. This Question Got Me 3 Demos in 1 Day

Welcome to the first episode of the Practical Prospecting Podcast. In this episode Jed shares a question he asked prospects that landed him 3 demos in 1 day. Let's jump into it.

Timestamps:

(00:00) Intro

(01:16) Asking the question: What would it take?

(03:18) Customers vs non-customers feedback

(05:23) How to reach out to non-customers and get their feedback.

(07:16) Is the question more important if you are selling SaaS

(08:33) The results of getting feedback

(13:13) Conclusion

Jed's Newsletter: https://jed.substack.com/p/50-this-question-got-me-3-demos-in

Dec 13, 202214:49