Practical Prospecting

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 Follow us on social: https://www.linkedin.com/company/mailshake/ Jed's Newsletter: https://jed.substack.com/p/43-how-to-get-easy-referrals

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 Follow us on social: https://www.linkedin.com/company/mailshake/ Jed's Newsletter: https://jed.substack.com/p/44-unaware-vs-aware-messaging

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 Follow us on social: https://www.linkedin.com/company/mailshake/ Jed's Newsletter: https://jed.substack.com/p/45-how-i-structure-cold-emails 

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 Follow us on social: https://www.linkedin.com/company/mailshake/ Jed's Newsletter: https://jed.substack.com/p/47-how-to-beat-the-goliath-in-your

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 Follow us on social: https://www.linkedin.com/company/mailshake/ Jed's Newsletter: https://jed.substack.com/p/45-what-the-best-reps-do-that-most

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 Follow us on social: https://www.linkedin.com/company/mailshake/ Jed's Newsletter: https://jed.substack.com/p/49-3-linkedin-content-ideas

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 Follow us on social: https://www.linkedin.com/company/mailshake/ Jed's Newsletter: https://jed.substack.com/p/48-intentional-prospecting

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 Follow us on social: https://www.linkedin.com/company/mailshake/ Jed's Newsletter: https://jed.substack.com/p/51-simple-messaging-is-best

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 Follow us on social: https://www.linkedin.com/company/mailshake/ Jed's Newsletter: https://jed.substack.com/p/50-this-question-got-me-3-demos-in