Practical Prospecting

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

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

Crafting a compelling offer in outbound messaging, what NOT to do on a cold call, asking a crucial question about demos, validating your offer, and tips for outbound messaging and scaling.

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

Jan van Musscher, founder of coldagency.io, reveals his expertise in crafting cold emails that actually get replies. He discusses how to transition B2C strategies into B2B prospecting and shares the best practices for ensuring email deliverability in 2023. Jan emphasizes the importance of segmentation and personalized messaging to enhance response rates and offers insights into effective list-building techniques. Plus, he outlines a four-step approach to cold emailing that minimizes annoyance while boosting client engagement.

Learn about the importance of nurture sequences and their ROI. Discover tips for finding helpful content and creating effective templates. Find out how to personalize nurture sequences to engage new sales leaders and build trust with prospects.

Zach Wright, co-founder of Syft AI, is dedicated to modernizing B2B sales by emphasizing value over volume. He discusses the evolution from generic outreach to personalized selling strategies powered by AI. The conversation dives into the challenges junior sellers face and how collaborative discovery can enhance results. Zach also explores the innovative use of AI in prospecting, advocating for a cultural shift towards value-based selling. His insights aim to inspire the next generation of sellers to thrive in a competitive landscape.

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

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

Kris Rudeegraap, CEO of Sendoso, discusses the do's and don'ts of gifting, lessons learned as a founder, building a recruiting strategy, creating new norms in the industry, and useful prospecting tools.