Practical Prospecting

Learn from the creators of 9 cold email frameworks as they share their best tips. Explore the REPLY Method and discover why ugly emails can convert. Plus, find out about more frameworks to improve your prospecting game.

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

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

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

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

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

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

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

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 Follow us on social: https://www.linkedin.com/company/mailshake/ Jed's Newsletter: https://jed.substack.com/ Youtube Video: https://youtu.be/X_IGGbPd1-E

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 Follow us on social: https://www.linkedin.com/company/mailshake/ Jed's Newsletter: https://jed.substack.com/p/65-3-tips-to-boost-reply-rates