25 Burst results for "Jason Bay"

Best intros for cold calls

Daily Sales Tips

03:49 min | 5 d ago

Best intros for cold calls

"Hey, this is Jason with possible prospecting I hope you're doing safe and great. have. You been during this covid nineteen thing terrible way to open up your cold calls. Now. I'm GonNA talk about intr- alliance and things that you can use here. But the reason why those lines are so bad is one you're talking about Cova D- thousand in Corona virus in your opening line you're automatically getting the call off to a negative start. You're talking about something that people probably aren't superstock about. But to it's really insincere. When you say I, hope you're doing safe in great. I'm assuming this person you're calling you don't know. So you actually hope that they are doing safe in great when you don't even know who this person is in. Lastly it's what everyone's saying right now. So the big thing with a cold call is you want to create a pattern interruption. You WanNa say something different at the beginning of that call that will grab their attention right you want them to focus on. What you're saying and really grabbed their attention that I ten seconds, right so your job is to be different. So I wanNA share just real quick a couple lines. There's five of them that a combination of our clients are using and people on our podcast of shared in I'm personally using all of these and we're coaching our clients to use these lines as well. So the first one is from cerebral over at Gong. Did an interview with and she's also been interviewed on Scott's podcast. She says two Freakin. You know Rockstar I don't know if I'm allowed to use profanity on this podcast I'm going to save rockstar. But. She's super awesome and here's what she says. So after she does the you know, hey, this is Jason Bay with full prospecting. These are lines that are gonNA come right after you introduce yourself and she hey I know it's kind of weird to be making calls when there's a pandemic going on but then she goes into in upfront contracts right? So she does talk about the pandemic but she Acknowledges that Hey, it might be kind of weird and that's a variation of a line that you can use. It's really effective like you might be kind of weird to be giving you a cold call right now it's a really really great when you're acknowledging the elephant in the room. The second one is someone that Jonathan may hand over a bomb bomb who I'm coaching key prefers this line. That's. Very very up front about the fact that it's a cold call and he uses a sandler style upfront contract and his sounds like this. Some cold calling right now, it should take me about thirty seconds to tell you why I called and about thirty seconds for you to tell me if you WANNA keep talking. Sound Fair. So it's got that upfront contract with some huge fan of but he says, Hey, I'm cold calling you right now in the response he gets to as really good. So a couple of these other ones are are ones that I don't even know I. Think I've heard of or just have figured out how to do myself but my favorite one to us is, Hey, this is Jason with boastful prospecting. Probably cut you at home in the middle of something. But the reason for my call and then go into the call. That's my favorite one. I know I probably caught you at home in the middle of something. So a great way to kind of acknowledge the situation that people are working from home without having to talk about corona or covert or any of that other BS number four. This is a really cool onto hey, Jason was blissful prospecting. I'm sure the last thing you're expecting right now is to get a cold call. But the reason for my call is this and then you can either go into an upfront contract are going to your pitch or whatever might be okay. There's another one that works really. Well in this last one is more of a getting straight to business. You're kind of approach so you could say something like Hey Jason with full prospecting. Calls probably expected saw get right to it. I always used this line when I can hear the other person like inpatients on the line from the other person's or I get a sense that they're just extremely busy and I can hear it in their tone of voice. Hey, I know this call is probably unexpected sell kit right to it. You're acknowledging the elephant in the room you're letting them know that this was not a call from someone that they know in your also letting them know that you're GonNa get right to

Jason Bay Jonathan Corona Cova Scott Jason
"jason bay" Discussed on Daily Sales Tips

Daily Sales Tips

05:06 min | 4 months ago

"jason bay" Discussed on Daily Sales Tips

"You're listening to the daily sales, tips podcast, and I'm your host Scott Ingram today Jason Bay is back. Jason is the chief prospecting officer at blissful prospecting, and he's also hosting the think outside the script summer virtual tour, which you'll hear more about in just a couple of minutes. Here's Jason. Creativity is really interesting thing I think about it a lot actually if you think about what it means to be creative, you've probably describe someone as an outside the box thinker or that person's really like. They think so far outside the box, right? You've probably heard someone say there may be describe someone like that before. And what do you think about what that really means I? Don't think it's because that person put any extra level of effort into things. And I don't really think it's like something that you're born with either I. Think what that person has intentionally done is said well how things being done right now. And how can they just do it different or just the opposite way, and I'll give you an example in most of you if you're listening to. Probably you're probably using the scheduling link of some sort like a calendar link calendar link, you can send a prospect or or a client where they can book meeting when someone books in meeting. What usually happens? Usually a confirmation page pops up and says hey. Do you WanNa add this to your calendar? That's great nothing wrong with that or the other variation I've seen is it'll redirect to the company website or the persons linked in profile again. Nothing wrong with that, but that's what I see ninety nine percent of the time, but some of the time I get surprised, and this is what we do with prospects. When schedule a meeting with us, it'll redirect to a page that says hey. I'm super excited about talking with you and it's got a Gif of like little Asian Baby I can do because. It's got a little Asia. Baby Dancing, and it's like super cute and people comment on it. So we do that. We different. That didn't take a lot of creative energy for me to do that. I just said Hey, what is the normal explain? How can I just surprise someone and do something different might brighten their day up a little bit. So what I'm getting with this is. This concept of thinking outside the box applied to sales. What I think that really is, it's thinking outside the script. Write the script in the literal sense of what you say in a cold call, and saying the word for word stuff that you hear a lot, but also scripted the sense that hey, when i. Have a prospect I want to reach out to you. I read an email. Email sounds exactly like this and I start with WHO I am. Introduce myself while Wa wa. It's these normal things. He's canned approaches. What if instead of that? You thought outside the script. And what I did is I came up with some rules of engagement. There's ten of them. I only have a some time here sherby three to five of them, but what if we were able to think outside the script and be more creative in how we prospect somebody to share a couple of my favorites with number one is start with empathy, and now you're hearing empathy lot right now, but what if instead of introducing yourself in an email and talking about what your company does? You talked about the prospect in what you saw that they were feeling based on the other prospects like them that you talk about. and. It was hey. I talked to a lot of people like you. And what they tell me they're focused on right now. Is this or what they tell me? They're having challenges on. Is this so what if you started more with empathy and what's going on in their world? Instead of what's going on in your world number to teach, don't take. What if instead of the call to action to hop on a fifteen to thirty minute demo with you so that you can introduce yourselves and talk about your product or service? What if instead of that? The promises that you were going to teach them something. And a promise could be I work with a lot of people like you and here's how they accomplish for us. It's always a promise of learning how other companies prospecting and getting meetings right now? So what if that was the call to action instead of hopping on a call to do a demo? Number three make the prospect the hero. What, if instead of talking about how great you are you talking about how great your clients are! Not Great, are you make them the hero you make them Batman in the story. And you become Liam Neeson from the shadows, the person that teaches batman all those Ninja skills, and you haven't seen it or heard of the story you have to go. Check it out for that to make sense mature one more. Asked for permission and do it often so what if instead of being a so.. And telling the prospect to do you ask them? If you could ask them a question or you ask them if you could tell them something. And those are called up contracts and sand Laurel Right. Is it cool? If I share some feedback with you, haze, it cool a really. It might sound like a personal question but I really want to dig into this. Is that cool? Ask questions around it right? Give the prospect, very todd. These are just a few of the ways that you can start thinking outside the script and being different than every other sales interaction that they have. That's all I got today before I take off I wanted share one quick announcement. I'm putting. Advance called think outside the script. It's a summer virtual tour so instead of a virtual summit with like twenty events. Events packed down into like two or three days, and it being all prerecorded. There's forty events spread out across the entire summer and one hundred percent of the focuses on prospecting Scott Ingram's GonNa be one of the gas. We're GONNA be talking about personal branding.

Jason Bay Scott Ingram batman officer Liam Neeson Wa Asia
"jason bay" Discussed on Daily Sales Tips

Daily Sales Tips

04:35 min | 4 months ago

"jason bay" Discussed on Daily Sales Tips

"You're listening to the daily sales, tips podcast and I'm your host Scott Ingram today. Jason Bay is Back Jason is the chief prospecting. blissful prospecting and he's also hosting the think outside the script summer virtual tour, which will hear more about in just a couple of minutes. Here's Jason. Be Honest with me. Ever ever said that to someone in felt like they weren't being honest with you. It's Kinda funny how that works, and it's something I've said to my wife a lot over the last couple years. You Know Hey I'm open to feedback. Tell me what you need. And the only problem with how it was going about that was that she didn't actually feel comfortable. Giving me candid feedback, and this is the first year of our marriage the couple years ago, but I just couldn't figure out why because I'm like I'm telling you that you can be honest with me. Tell me what you need. I'm open to feedback, so I was saying all the right things, but then. It helps to have a therapist with us over the last couple of years, but I figured out what the issue us in. It had nothing to do with telling her that I was open to feedback. It had more to do with how I responded to her feedback, and because of my own insecurities I often responded with inpatient sarcasm, so she reminded me to do something for example and I forgot to do it. I would take this because I was insecure about myself as well. Hey, you can't be trusted, Jason. And, my response was impatient. Sarcasm like well okay getting angry kind of thing, right my classic response, when I feel inadequate, and when I asked her to be more honest with me. I was actually making it harder for her to do so because when she did up, I didn't respond in a very good way. The reason why I bring this up is that we can do the same thing through prospects. I was just coaching one of our clients the other day on cold calling and I was. Giving him some objections at the beginning and he'd be like. Hey, this so and so with ABC Company, have been and I said not interested in his immediate stance. There was one of defensiveness he's. He responded like this, he said. Will you don't even know like what I have to say? Because how could you possibly if you're not interested in? And it turned into this battle back and forth, instead of like really thinking about like what is this other person feeling? Right like what are they feeling? That would make them respond in this way, and this is really really important to do when someone gives you feedback on something, so if someone says your price is too high, or they're giving you an objection, and they're just being honest about. Hey, I. Don't like your product or I think your competitor's product is better what we need to do. When they give feedback is really lean and be curious instead of getting defensive so really Leeann and think about where are they coming from instead of focusing on how we feel because prospects really don't want to hurt your feelings I I really believe that that most people don't want to hurt you as a salesperson. Your feelings, so you have to show them that you won't take things too personally, so here's something that you can try. When someone starts to give you feedback and you could tell like. Maybe it was something that was very hard for them to say. Oh, they had to say no to you. What you can say is you know hey. Thanks for that I imagine that wasn't the easiest thing to share I. really appreciate it. It if you're comfortable with it, would you mind sharing more about that and what you're doing there by thanking them is you're acknowledging that they give you feedback and they didn't have to by saying I. Imagine. That wasn't the easiest thing to say. That's empathy, right? You're thinking about what it was like for them to give you that feedback and I love this line here I. Use this line all the time if you're comfortable. So anytime you're asking feedback or asking someone to do something or asking someone even for an intro or your champion. You're working within. You want them to bring more people into the decision making process. If you're comfortable with it, would you mind doing this? Or is that something? You'd be comfortable with try that line and see how it goes, but again acknowledge. Thank them. Let them know that. That probably wasn't easy for them to say a little bit empathy and ask them if they wouldn't mind sharing more about that lesson here. A tiny bit empathy goes a long ways, so that's my tip for today. I have one quick invite for you were throwing a summer virtual tour called. Think outside the script and the concept here is instead of a virtual summit where you have. Or Twenty speakers condensed down into get two or three days. You just get bombarded with content, and it becomes really hard to keep up and it's all prerecorded. We're spreading something out over the entire summer. We have forty speaker, says some of the big names in sales that you've probably heard of your mark, hunters or deb Calvert through John Barrows Morgan Ingram. People like that are going to be participating in. It's all focused on prospecting..

Jason Bay Scott Ingram ABC Company Leeann John Barrows Morgan Ingram deb Calvert
Be honest with me - Jason Bay

Daily Sales Tips

03:54 min | 4 months ago

Be honest with me - Jason Bay

"Today. Jason Bay is Back Jason is the chief prospecting. blissful prospecting and he's also hosting the think outside the script summer virtual tour, which will hear more about in just a couple of minutes. Here's Jason. Be Honest with me. Ever ever said that to someone in felt like they weren't being honest with you. It's Kinda funny how that works, and it's something I've said to my wife a lot over the last couple years. You Know Hey I'm open to feedback. Tell me what you need. And the only problem with how it was going about that was that she didn't actually feel comfortable. Giving me candid feedback, and this is the first year of our marriage the couple years ago, but I just couldn't figure out why because I'm like I'm telling you that you can be honest with me. Tell me what you need. I'm open to feedback, so I was saying all the right things, but then. It helps to have a therapist with us over the last couple of years, but I figured out what the issue us in. It had nothing to do with telling her that I was open to feedback. It had more to do with how I responded to her feedback, and because of my own insecurities I often responded with inpatient sarcasm, so she reminded me to do something for example and I forgot to do it. I would take this because I was insecure about myself as well. Hey, you can't be trusted, Jason. And, my response was impatient. Sarcasm like well okay getting angry kind of thing, right my classic response, when I feel inadequate, and when I asked her to be more honest with me. I was actually making it harder for her to do so because when she did up, I didn't respond in a very good way. The reason why I bring this up is that we can do the same thing through prospects. I was just coaching one of our clients the other day on cold calling and I was. Giving him some objections at the beginning and he'd be like. Hey, this so and so with ABC Company, have been and I said not interested in his immediate stance. There was one of defensiveness he's. He responded like this, he said. Will you don't even know like what I have to say? Because how could you possibly if you're not interested in? And it turned into this battle back and forth, instead of like really thinking about like what is this other person feeling? Right like what are they feeling? That would make them respond in this way, and this is really really important to do when someone gives you feedback on something, so if someone says your price is too high, or they're giving you an objection, and they're just being honest about. Hey, I. Don't like your product or I think your competitor's product is better what we need to do. When they give feedback is really lean and be curious instead of getting defensive so really Leeann and think about where are they coming from instead of focusing on how we feel because prospects really don't want to hurt your feelings I I really believe that that most people don't want to hurt you as a salesperson. Your feelings, so you have to show them that you won't take things too personally, so here's something that you can try. When someone starts to give you feedback and you could tell like. Maybe it was something that was very hard for them to say. Oh, they had to say no to you. What you can say is you know hey. Thanks for that I imagine that wasn't the easiest thing to share I. really appreciate it. It if you're comfortable with it, would you mind sharing more about that and what you're doing there by thanking them is you're acknowledging that they give you feedback and they didn't have to by saying I. Imagine. That wasn't the easiest thing to say. That's empathy, right? You're thinking about what it was like for them to give you that feedback and I love this line here I. Use this line all the time if you're comfortable. So anytime you're asking feedback or asking someone to do something or asking someone even for an intro or your champion. You're working within. You want them to bring more people into the decision making process. If you're comfortable with it, would you mind doing this? Or is that something? You'd be comfortable with try that line and see how it goes, but again acknowledge. Thank them. Let them know that. That probably wasn't easy for them to say a little bit empathy and ask them if they wouldn't mind sharing more about that lesson here. A tiny bit empathy goes a long

Jason Bay Abc Company Leeann
"jason bay" Discussed on Daily Sales Tips

Daily Sales Tips

04:53 min | 9 months ago

"jason bay" Discussed on Daily Sales Tips

"You're listening to daily sales tips. PODCAST I'm your host Scott. Ingram this is going to be the last time that we get to hear a great prospecting tip from Jason Bay at blissful prospecting for awhile because he's getting ready to launch his own podcast here. He is with his final tip for now cadences or sequences. As they're called with outreach. I Os Platform is essentially a series of touches. That you can use to get a hold of a prospect so there's outbound sequences and Keynes's inbound sequences in cadences. I want to talk to you about outbound. And the reason why this is a really relevant thing is that it typically when we work with companies. I tell them that you need to reach out to the prospect ten to fifteen times over the period of thirty forty five days and usually get a lot of concerns and and number one concern hail rented it things to say. Number two is all. Aren't we GONNA be bugging the prospect and number three is. I don't want to be a spinner and these are all legitimate concerns concerns but the reality is that most sales people might call once or twice send one or two emails and then they give up an avid theory on why this happens and I want to share why. It's really important to not quit after three or four times. Even if you're doing it outbound sequence where the person did not sign up to hear from you. The first theory I have of it is fear of persistence in the best way that I could describe. This is through ad campaigns. And if you think about really popular companies like Nike and whatnot. A lot of the studies that with ad campaigns is that we need to see an ad seven to ten plus times. The rule of seven is a really good one to us but we need to see get seven to ten plus times before acting in. It doesn't matter if it's a well known brand like ninety or bringing that you've never heard of so the takeaway there is that most of us don't have the brand recognition. Shen of accompany length. Thank you for listening to this. So it's not normal for a prospect to respond to your first few touches if you think of your outbound sequence like a highly targeted personalized ad campaign you approach it a lot. Different so now it becomes. How can create enough intrigue for this person to respond to this email ordering answer the phone own. So just keep in mind that if someone doesn't respond they don't respond to ad campaigns from really well known companies. Either see gotta be persistent the secondary theory. I have and this is a lot of what people have shared with me is. Hey I have nothing left to say. What do I say if I got to reach out to the person ten fifteen times so the action and hear that you can focus on is not blowing all of your talking points in bullet point form in your first email. The big mistake I see. Sales teams make is that I.. E Mail has three to five points. And it's all their value props all the challenges they fix. It's this huge long winded email and leaves them with nothing else to say when they follow out. So what you can do is come up with two to three. A strong value. Props are talking points that address. What your prospect wants to accomplish and then challenges. That might get in the way of them doing that and then you're going to spread read it out throughout the sequence sequences and Kane is. There's no magic formula but a way that you can approach. This is if I have three talking points so talking point it is something around saving time and you want it to obviously be more specific than that. But I'm just be something very generic we could talk about saving money and then for us we might use. WHO's the third one might be increasing response rates. Let's say by doing something with your cold emails. So that I talking point that I e mail is only going to talk about the value props associated with saving saving money and then any challenges associated with that. And then you're gonNA call the person and your value prop that you're gonNA lead within the challenge that you're going to talk about is around saving. Money can help people do that. The second email. Let's say the person doesn't pick up or respond to the first couple of outreaches that third touch. So you've already done a phone touch in an email. Touch is at third touch is going to be an email with a really short follow up might say any thoughts or might say hey forgotten which we have a case study with a company. That's very similar two years and I wanted to share for this reason. So That's three touches right there and then you can add a fourth tach connecting with someone on Lincoln and just sending a connection request. So there's four touches this with two emails one phone call in Lincoln a message. All centered around that I talking point sets four touches for for one talking point. Multiply that by three twelve touches with three talking points. So don't blow all your talking points in that. First he most of you have something else to say when you follow up and make sure to spread it out through the cadence and you won't run out of things to talk about. What's ironic is that the title of this tip is I run out of things to say. That's really not Jason's problem at all. and not why. He's moving on from his regular spot on the show instead. He's really got more to say. And we've talked talked about the podcast that he's planning to launch in March.

Jason Bay Nike Ingram Keynes Scott Jason Shen Lincoln Kane
I Run Out of Things to Say - Jason Bay

Daily Sales Tips

04:33 min | 9 months ago

I Run Out of Things to Say - Jason Bay

"You're listening to daily sales tips. PODCAST I'm your host Scott. Ingram this is going to be the last time that we get to hear a great prospecting tip from Jason Bay at blissful prospecting for awhile because he's getting ready to launch his own podcast here. He is with his final tip for now cadences or sequences. As they're called with outreach. I Os Platform is essentially a series of touches. That you can use to get a hold of a prospect so there's outbound sequences and Keynes's inbound sequences in cadences. I want to talk to you about outbound. And the reason why this is a really relevant thing is that it typically when we work with companies. I tell them that you need to reach out to the prospect ten to fifteen times over the period of thirty forty five days and usually get a lot of concerns and and number one concern hail rented it things to say. Number two is all. Aren't we GONNA be bugging the prospect and number three is. I don't want to be a spinner and these are all legitimate concerns concerns but the reality is that most sales people might call once or twice send one or two emails and then they give up an avid theory on why this happens and I want to share why. It's really important to not quit after three or four times. Even if you're doing it outbound sequence where the person did not sign up to hear from you. The first theory I have of it is fear of persistence in the best way that I could describe. This is through ad campaigns. And if you think about really popular companies like Nike and whatnot. A lot of the studies that with ad campaigns is that we need to see an ad seven to ten plus times. The rule of seven is a really good one to us but we need to see get seven to ten plus times before acting in. It doesn't matter if it's a well known brand like ninety or bringing that you've never heard of so the takeaway there is that most of us don't have the brand recognition. Shen of accompany length. Thank you for listening to this. So it's not normal for a prospect to respond to your first few touches if you think of your outbound sequence like a highly targeted personalized ad campaign you approach it a lot. Different so now it becomes. How can create enough intrigue for this person to respond to this email ordering answer the phone own. So just keep in mind that if someone doesn't respond they don't respond to ad campaigns from really well known companies. Either see gotta be persistent the secondary theory. I have and this is a lot of what people have shared with me is. Hey I have nothing left to say. What do I say if I got to reach out to the person ten fifteen times so the action and hear that you can focus on is not blowing all of your talking points in bullet point form in your first email. The big mistake I see. Sales teams make is that I.. E Mail has three to five points. And it's all their value props all the challenges they fix. It's this huge long winded email and leaves them with nothing else to say when they follow out. So what you can do is come up with two to three. A strong value. Props are talking points that address. What your prospect wants to accomplish and then challenges. That might get in the way of them doing that and then you're going to spread read it out throughout the sequence sequences and Kane is. There's no magic formula but a way that you can approach. This is if I have three talking points so talking point it is something around saving time and you want it to obviously be more specific than that. But I'm just be something very generic we could talk about saving money and then for us we might use. WHO's the third one might be increasing response rates. Let's say by doing something with your cold emails. So that I talking point that I e mail is only going to talk about the value props associated with saving saving money and then any challenges associated with that. And then you're gonNA call the person and your value prop that you're gonNA lead within the challenge that you're going to talk about is around saving. Money can help people do that. The second email. Let's say the person doesn't pick up or respond to the first couple of outreaches that third touch. So you've already done a phone touch in an email. Touch is at third touch is going to be an email with a really short follow up might say any thoughts or might say hey forgotten which we have a case study with a company. That's very similar two years and I wanted to share for this reason. So That's three touches right there and then you can add a fourth tach connecting with someone on Lincoln and just sending a connection request. So there's four touches this with two emails one phone call in Lincoln a message. All centered around that I talking point sets four touches for for one talking point. Multiply that by three twelve touches with three talking points. So don't blow all your talking points in that. First he most of you have something else to say when you follow up and make sure to spread it out through the cadence and you won't run out of things to talk about.

Ingram Lincoln Nike Scott Jason Bay Keynes Shen Kane
"jason bay" Discussed on Daily Sales Tips

Daily Sales Tips

05:45 min | 9 months ago

"jason bay" Discussed on Daily Sales Tips

"You're listening to the daily sales tips. PODCAST I'm your host Scott Ingram. Today's tip comes from Jason Bay of blissful prospecting acting at it is solid stuff as always. Here he is one thing that's changed quite a bit since outbound as we know it today in its current form at least. I became a thing. And it's something I've been talking a lot about lately and it's outbound three point. Now what's changed is I mean there's been the advent of social media And Lincoln's become a really hot thing for kind of moving into this area of thought leadership. So I kind of want to walk you through what this means and what you need to start doing. If you're not what doing this senior outreach right now so outbound one point I was very much a push type of marketing or prospecting activity so this is in the nineties in the two thousands sends and this is where mass email blasts work really well through familiar with predictable revenue in the referral. Cold email sending a one liner email asking who the right right person is to chat with about their company. That used to work really well. And you didn't have to use a multichannel approach. Either you could just cold email in a worked really well and then outbound up on two point. Oh came around. And this is the late two thousands to probably around two thousand sixteen to an seventeen as this before. Linton really started blowing up as a place to publish content tent and this is where we started to notice. That prospects were in people in general. Were getting really desensitized to mass email blast and they stop working and what people are doing with channel so instead of just sending an email campaign you gotta mix that together with phone in social and maybe direct mail in but the bottom line is that it's multi channel on those things work together instead of independent marketing or prospecting channels and then pre call research became a really big thing too and sales navigator came out pardon amid lease research less labor intensive and the personalization. It was good enough. You've you just pointed out something about the person to show that you were human. And and that brings us to outbound. Three point zero in this started happening around two thousand seventeen and were in full swing right now and it's really worth he. The next five to ten years of prospect in going is that contact rates have decreased significantly because everyone is using sales engagement tolls. Now so it's really easy to use a tool like meal. Shake pay twenty five bucks a month and you can start just murdering people with emails. So multi-channel prospecting is definitely here to stay. That's what we've learned last couple years and now we're adding video into the mix but the new thing right now that I alluded to earlier is thought leadership so the strategy now is more of a push and a pole strategy. You were the sales reps that are really killing it on the appointment. Setting side are using a pulse strategy. So places like Lincoln getting featured on podcasts. And they're getting in front of their customers or potential customers and they're looking for people that are interacting with their staff are getting online and looking where they can start conversations prior to reaching out with their outbound cadence in what that looks like right now on what you can start taking advantage of as a couple of different things so one one. If you're not posting any content Lincoln what you could start looking for is I would make it on your actions. Spend thirty minutes a day connecting with ten people bull that you wanNA prospect to and just start liking and commenting their content. And sooner or later what you're gonNA find is they start popping up in your news feed in you can would have a reason for reaching out to them. Based on what. They comment on what they're posting about it. Cetera if your prospects are really not on linked in much another thing that you could do to in terms of posting hosting content. Another thing that you could do as you're building up your followers is you can start engaging with people that visit your profile but for whatever reason don't connect with you or message did you so. There's a way that you can do that by going to your homepage and linked in and just looking at people that have looked at your profile. See if in your ideal client profile and you could start prospect into them. And then lastly what you can do is start putting up a poster to each week and as you're building up your followers. This is the way that I normally prospect. And you can look at people are liking and commenting on your pose and if again if they fit your ideal client profile. That's a pretty warm lead that showing a lot of intent in engaging with your content that's relative the two. I'm assuming you're posting about stuff that you can help with challenges that your prospects have in that becomes the reason you can reach out to them so outbound. Three Plano is all about thought leadership. Yup and my action for you is thinking more about how you can create more thought leadership and really simple ways by liking staff engaging with people that are posting content. That's related to how you can help them. And then posting content yourself and using that as a way to start conversations with people. Let's talk about thought leadership for just one one more minute. I though this is going to be Jason. Second to last weekly tip here on daily sales tips. Because he's getting ready to launch his own podcast so make sure you're on his mailing lists. You can get the announcement about that. As soon as it happens you'll find that link at daily sales dot tips forward slash three eighty one. That also means I'm going to be in need of more really amazing prospecting tips and that's your opportunity to build your own thought leadership. This show is currently the number one sales podcast on spotify in the US. And the other thing that we've started doing more consistently is producing using transcribed video versions of these tips. So if you contribute your own sales tip we'll send you that video file which you can vent share on Lincoln to grow your own visibility and thought leadership the details on submitting a tip..

Lincoln Jason Bay Scott Ingram spotify Plano US Linton
"jason bay" Discussed on Daily Sales Tips

Daily Sales Tips

02:46 min | 9 months ago

"jason bay" Discussed on Daily Sales Tips

"You're listening to the daily sales tips podcast and I'm your host Scott Ingram. Today's tip comes from the chief. Revenue Officer of blissful this full prospecting Jason Bay. Here he is. There's something that's really concerning me right now. Just being on the receiving end of cold emails in Lincoln messages. And it's that Cernan feel a lot like when someone invites you on facebook to like their company page right if you go into facebook a lot of my notification CCC. I don't really spent a Lotta time on. FACEBOOK is people that don't really know that well inviting me to like their company that I don't really know anything about in the problem with these mass invites this is there really impersonal. So they don't really make me feel anything which if you're prospecting that's really bad. You don't want your prospects to not feel anything but I ignore these because I know that it doesn't take much effort to send them out and there's literally no context so when I was running a company called dinner dialogues. What we would do is we would host these dinners for groups of fifty to seventy five people and it was a networking event for people that are growth oriented? So when I would invite people people I would send them a private message on facebook to invite them to the event. I didn't just invite mass. Invite them to the event. I said something like. Hey Oh hey. Bali don't know if you've seen it on facebook or not but we're throwing this event event once a month called dinner dialogues. I thought that you would really like it for this reason. And you seem to be really into this kind of thing is a cool if I send send over the event details to you so doing a couple of different things there right. I am showing the person that my outreach to them was intentional. I'm MM showing them that. I was thinking about them that I sent this to them on purpose in. That's the lesson for today is be hard to ignore. When you're prospecting prospecting make it intentional? Show the prospect that you were thinking of them another way of thinking of this prospect respect the way that you expect to be prospect to. You probably don't respond. Mass blast. Emails are linked in messages in. Your prospects aren't any different from you. So show them that. You're outrage was intentional. Do them the very first sentence of your cold email do that in the first couple lines in your call call and when you're sending out Lincoln messages do that in the very first sentence sentence of the message in they'll have a hard time ignoring you now more than ever. You'RE GONNA WANNA make sure that you're both following Jason on linked in and and are subscribed to his fantastic email newsletter. I'll probably tell you why next week but you may as well do it now. And I've got links free to do both at daily sales dot tips forward slash. Three seventy four. Then be sure to come back tomorrow for another great sales tip..

facebook Lincoln Jason Bay Scott Ingram Officer Jason Cernan
"jason bay" Discussed on Daily Sales Tips

Daily Sales Tips

02:55 min | 9 months ago

"jason bay" Discussed on Daily Sales Tips

"You're listening to daily sales tips. PODCAST I'm your host Scott Ingram. Today Jason Bay. The chief Revenue Officer of blissful wistful prospecting is back with yet another solid tip so one of the big things that I see one of the big trends that I really don't like right now is how easy it is to spot when someone is sending you a sequence whether that be through Lincoln inside admitted or through email. It's becoming very easy to spot the sequence. The reason why that is a problem is people start to get really desensitize your sequences and even if the content is good if it feels like a sequence people don't matter it makes it makes us feel like hey. This wasn't really for me. This wasn't really that intentional. I don't think this person actually spent the time to do the personalization or add the relevance that they say that they're adding in this email so what we need to do is figure out how to because I'm not against sequences. I'm not against automating. The follow up. What we need to do is make it feel more personable and want to talk about how to do that so in my experience writing hundreds of emails sequences for clients over the last a couple of years in ourselves? Is that when I create a sequence and let's say it has six emails in it. I hit send. There's no accountability for me in the follow ups in what I mean by that. Is that email number two. If it's not great I don't ever see it. It's out of sight out of mind it'll get sent and and I don't even have to think twice about it what I've done in the past and what I currently do that works really well when we're first testing a sequences we push out the emails manually. Really so every single one of the emails we push manually and it doesn't mean that we don't create a sequence in outreach or sales loft or whatever you're using what we do is we create the sequence that we make all of them manual tasks to push through. You don't need to do this forever. Just do this the first couple dozen maybe two or three dozen emails that you send until you start getting some responses in what you're GonNa find find a guarantee you is that second third fourth fifth sixth email that you send you're GonNa Change it up because you're gonna go to send that email and it's GonNa feel out of context it's GonNa feel like this doesn't feel good to send right now because I don't think this is enough value in it. You're gonNA find all kinds of stuff like this when you avoid automating the entire sequence right away in making it an out of sight out of mind so the action what I want you to try. If you're if you're sequences are struggling in by struggling. I mean if less than three to six percent of the total amount of prospects you reach out to a weekly basis or scheduling a meeting. You're sequence can improve. Turn the automation off during automation off for a day. Try It for a couple of dozen emails. Whatever it is tested use that to create a new sequence and force yourself to write stuff on the spot and be in the moment and then automate automate that? Now turn off your own automation right now. And before you mindlessly.

Lincoln Jason Bay Scott Ingram chief Revenue Officer
Turn Off the Automation - Jason Bay

Daily Sales Tips

02:43 min | 9 months ago

Turn Off the Automation - Jason Bay

"Today Jason Bay. The chief Revenue Officer of blissful wistful prospecting is back with yet another solid tip so one of the big things that I see one of the big trends that I really don't like right now is how easy it is to spot when someone is sending you a sequence whether that be through Lincoln inside admitted or through email. It's becoming very easy to spot the sequence. The reason why that is a problem is people start to get really desensitize your sequences and even if the content is good if it feels like a sequence people don't matter it makes it makes us feel like hey. This wasn't really for me. This wasn't really that intentional. I don't think this person actually spent the time to do the personalization or add the relevance that they say that they're adding in this email so what we need to do is figure out how to because I'm not against sequences. I'm not against automating. The follow up. What we need to do is make it feel more personable and want to talk about how to do that so in my experience writing hundreds of emails sequences for clients over the last a couple of years in ourselves? Is that when I create a sequence and let's say it has six emails in it. I hit send. There's no accountability for me in the follow ups in what I mean by that. Is that email number two. If it's not great I don't ever see it. It's out of sight out of mind it'll get sent and and I don't even have to think twice about it what I've done in the past and what I currently do that works really well when we're first testing a sequences we push out the emails manually. Really so every single one of the emails we push manually and it doesn't mean that we don't create a sequence in outreach or sales loft or whatever you're using what we do is we create the sequence that we make all of them manual tasks to push through. You don't need to do this forever. Just do this the first couple dozen maybe two or three dozen emails that you send until you start getting some responses in what you're GonNa find find a guarantee you is that second third fourth fifth sixth email that you send you're GonNa Change it up because you're gonna go to send that email and it's GonNa feel out of context it's GonNa feel like this doesn't feel good to send right now because I don't think this is enough value in it. You're gonNA find all kinds of stuff like this when you avoid automating the entire sequence right away in making it an out of sight out of mind so the action what I want you to try. If you're if you're sequences are struggling in by struggling. I mean if less than three to six percent of the total amount of prospects you reach out to a weekly basis or scheduling a meeting. You're sequence can improve. Turn the automation off during automation off for a day. Try It for a couple of dozen emails. Whatever it is tested use that to create a new sequence and force yourself to write stuff on the spot and be in the moment and then automate automate that?

Lincoln Chief Revenue Officer Jason Bay
"jason bay" Discussed on Daily Sales Tips

Daily Sales Tips

04:09 min | 10 months ago

"jason bay" Discussed on Daily Sales Tips

"You're listening to the daily sales tips. PODCAST I'm your host Scott Ingram today. Jason Bay from blissful. Prospecting is back doc with another of his killer prospecting tips. Here he is all right. Let's talk empathy. So this is a big topic in sales right. Now there's some confusion around what empathy he actually is. And this is inspired from a conversation to have a Scott Barker on the outreach sales engagement podcast in one of the big things that I believe is very important. Important is distinguishing between what empathy is in what it is not and this is inspired also by post that. I saw in Lincoln where someone basically police said. Empathy is not needed in sales. Because you shouldn't feel the same feeling as your prospect for example. If they're frustrated you shouldn't also be frustrated so that is not the definition of empathy. Empathy is actually the ability to understand. Insure the feelings of another that straight out of the dictionary. Either so it's not about feeling the same feeling. It's about being able to understand what someone else might be feeling in the ability to share that feeling. So why is this this important. The reason why it's important is prospects are people just like view in me and the big thing is in order to sell effectively. We have to have a good conversation with someone and the way that people become close is through having conversations where people are on the same page and they can empathize empathize with each other and they can understand what the other person's thinking what there might be feeling that kind of thing so in prospecting. This is extremely important. Because you've of a very short window to really build and establish empathy whether it'd be through a cold call or through an email and get that person open to just is listening to you even if that's for thirty seconds sixty seconds whatever it might be so i. WanNa give you two or three things that you can use right now to practice having a little bit more empathy in outreach. So that when you go to do this it's much more effective so one of the things you can do before you fire off that email or before you make that Cole call is rehearse. What what you're GONNA say and ask yourself and run this by people in your team as well. What am I going to say here. And how is that going to make the prospect feel and and you can even go a step further and ask yourself. How do I want the prospect of feel. Do I want them to feel excited. Hopefully right do I want them to feel a little bit intrigued. Maybe you probably don't want them to feel frustrated or mad or angry right so go through your messaging and pretend like you're on the receiving end talk to people on your team and ask them how this would make them feel. That's number one number. Two is something that you can practice on the phone or email when someone actually expresses a frustration so so for example if you open up a cold call in and hey have you been someone's like my day is not really going well. Don't just skip and go right to your thing don't end don't just say you know what. I Hear Carolina. Well no problem. And then you go straight into our pitch. That's a chance for you to be a little human there and you could say something as simple as a hey. It sounds like you're frustrated. uh-huh really sorry to hear that or hey sounds like it's been a long day. We're just getting back from the break. I'm sure that you've got a lot on your mind. Appreciate taking a couple of seconds here so so just acknowledge how. The person feeling that. They're frustrated and listen. That's okay so it's a really really simple thing that you can do there another thing that you can do. And this is a more advanced thing that takes a little bit more time in something I talked about. A lot is customer interviews so one way that you could get in the shoes of your prospect a little a bit more and understand what they might be going through where their challenges and frustrations lie in relation to your product or service is to interview them and ask them about their challenges algis in their frustrations prior to using your product or service and people are GonNa say all kinds of crazy things about their current solution and what they hate and what they like and what they don't blank and that kind of stuff and you can lead with that inner prospecting conversations. Alright so hopefully that helps us empathy. I left a link in here that you can check.

Scott Ingram Jason Bay Scott Barker Lincoln Cole Carolina
Empathy in Prospecting

Daily Sales Tips

03:57 min | 10 months ago

Empathy in Prospecting

"Jason Bay from blissful. Prospecting is back doc with another of his killer prospecting tips. Here he is all right. Let's talk empathy. So this is a big topic in sales right. Now there's some confusion around what empathy he actually is. And this is inspired from a conversation to have a Scott Barker on the outreach sales engagement podcast in one of the big things that I believe is very important. Important is distinguishing between what empathy is in what it is not and this is inspired also by post that. I saw in Lincoln where someone basically police said. Empathy is not needed in sales. Because you shouldn't feel the same feeling as your prospect for example. If they're frustrated you shouldn't also be frustrated so that is not the definition of empathy. Empathy is actually the ability to understand. Insure the feelings of another that straight out of the dictionary. Either so it's not about feeling the same feeling. It's about being able to understand what someone else might be feeling in the ability to share that feeling. So why is this this important. The reason why it's important is prospects are people just like view in me and the big thing is in order to sell effectively. We have to have a good conversation with someone and the way that people become close is through having conversations where people are on the same page and they can empathize empathize with each other and they can understand what the other person's thinking what there might be feeling that kind of thing so in prospecting. This is extremely important. Because you've of a very short window to really build and establish empathy whether it'd be through a cold call or through an email and get that person open to just is listening to you even if that's for thirty seconds sixty seconds whatever it might be so i. WanNa give you two or three things that you can use right now to practice having a little bit more empathy in outreach. So that when you go to do this it's much more effective so one of the things you can do before you fire off that email or before you make that Cole call is rehearse. What what you're GONNA say and ask yourself and run this by people in your team as well. What am I going to say here. And how is that going to make the prospect feel and and you can even go a step further and ask yourself. How do I want the prospect of feel. Do I want them to feel excited. Hopefully right do I want them to feel a little bit intrigued. Maybe you probably don't want them to feel frustrated or mad or angry right so go through your messaging and pretend like you're on the receiving end talk to people on your team and ask them how this would make them feel. That's number one number. Two is something that you can practice on the phone or email when someone actually expresses a frustration so so for example if you open up a cold call in and hey have you been someone's like my day is not really going well. Don't just skip and go right to your thing don't end don't just say you know what. I Hear Carolina. Well no problem. And then you go straight into our pitch. That's a chance for you to be a little human there and you could say something as simple as a hey. It sounds like you're frustrated. uh-huh really sorry to hear that or hey sounds like it's been a long day. We're just getting back from the break. I'm sure that you've got a lot on your mind. Appreciate taking a couple of seconds here so so just acknowledge how. The person feeling that. They're frustrated and listen. That's okay so it's a really really simple thing that you can do there another thing that you can do. And this is a more advanced thing that takes a little bit more time in something I talked about. A lot is customer interviews so one way that you could get in the shoes of your prospect a little a bit more and understand what they might be going through where their challenges and frustrations lie in relation to your product or service is to interview them and ask them about their challenges algis in their frustrations prior to using your product or service and people are GonNa say all kinds of crazy things about their current solution and what they hate and what they like and what they don't blank and that kind of stuff and you can lead with that inner prospecting

Jason Bay Scott Barker Lincoln Cole Carolina
"jason bay" Discussed on Daily Sales Tips

Daily Sales Tips

03:22 min | 11 months ago

"jason bay" Discussed on Daily Sales Tips

"You're listening to the daily sales tips. PODCAST I'm your host Scott Ingram today. Jason Bay from blissful prospecting is back act with another of his super inciteful tips. Check it out. One of the objections. That can happen a lot when you're prospecting especially for selling something where people typically sign annual contracts contracts or longer multi year contracts. Or if maybe what you're doing in commercial real estate in its lease driven and that kind of thing you're going to hear now is not a good time. Your contract is not up for another nine months so it's not up for another year and if you hear that you're not alone but something that's happens very common and what I want to focus on and today is instead of addressing that objection directly on a cold call or just moving on I want to I think from the prospects perspective and then I want to show you a way that you could you get a meeting out of it sooner rather than later because I want to meet with this person. If they're a good account I want to meet with them so they can build a relationship in the nurture that relationship until it's time for them to change and make a decision which oftentimes happens. You know a quarter to two quarters prior so three six months prior to their contract expiring. So let's I think about this from the prospects perspective getting them to hop on a call to discuss something. That's like six to twelve plus months away is a lot like convincing a college student to start dating dating early for mid-term if I was a tutor and I wanted to work with college students and help them with their midterms if I focused on helping them steady for the mid term. That's a month or two away that isn't nearly as compelling as focusing on something that could help them right now. Thirty two approaches. That someone like that could use so the first one if you said something like hey k.. If you meet I could share. What students that score the highest scores do to prepare for their midterms. That approach Pena doesn't create very much urgency. Again it's focused on the thing. That is a month or two away the other approach that you could take us something like this. Hey if we meet I can share techniques for taking better notes in class. She can score higher on. You're weekly quizzes and Dan what that could do to help you create a little bit of buffer. You don't have to score so high under midterm. That approach focuses on giving immediate value. So we need to find a way to do that. Same thing with our prospects share how we can add value now versus something. That's going to help them. Six to twelve months from now. That's not a relevant. C could do something like this so if I was selling our services that might sound found something like you. Hey if we meet I can share. Three strategies are and then insert. The niche industry clients are using right now to increase their response rates. They can close the gap between where the revenue is at rate now versus where they'd like to be so. You're getting the best return on your your reps time. So that's one way that you could approach is focusing on what that gap is and Keenan from gap selling actually commented on this linked post that I have linked up in the show notes so definitely check out his response. He had some some really good stuff there. But if you focus on where the gap is between where they are and where they want to be and you can share some information. That will help them right now. To close that gap the APP. That's a really compelling reason for meeting rate now and they're gonNA look at you as more of a value provider in that case and you can begin nurturing relationship. Some really curious curious. How do you handle it. When prospect says now is not a good time head to that Linton Post and let us know. How do you handle now is not a good time. We've got a link to that linked linked in post for you to check out and comment.

Linton Post Pena Jason Bay Scott Ingram Keenan Dan
"jason bay" Discussed on Daily Sales Tips

Daily Sales Tips

04:28 min | 11 months ago

"jason bay" Discussed on Daily Sales Tips

"You're listening to the daily sales tips podcast. And I'm your host Scott Ingram. Today Jason Bay from blissful prospecting is back with with another of his super insightful tips. Check it out for as long as inbound has been around especially with all the digital marketing and all the stuff that hub spot is doing around creating an inbound on engines and helping people do that. There's been controversy over whether you should do inbound versus outbound and. I believe that you should do both. We happen to specialize in the outbound process us. But I don't think that should be the only part of your marketing mix so to speak in where you get leads. Set Your appointments from now if you're an SDR you might not really have a choice. I'm doing doing outbound but there are also the ours that do inbound rate. So what I WANNA talk about. And we're having challenges is closing outbound abound versus closing inbound. There seems to be people. If you haven't had a lot of experience with outbound seemed to have some trouble closing at his high of a rate is easy with inbound and someone put up a Lincoln Post and they said the average close rate on outbound was like ten percent or something like that which I think is very very low so I want to talk about what those differences are so when you look at an inbound prospect that comes to you through our website reaches out you whatever it might be the big difference between that and outbound is that they're typically further along in their buyers journey journey and closer to making a decision so the buyer's journey that first stages is awareness. Vio- it's I know that I have a problem in them looking for a way to solve it. The interest part of that. That's the next stage in the buyer's journey in depending on the buyer's when you look at there could be multiple stages in between but interest typically as the next stage and that's it's like. Hey I'm starting to look into options. I've identified what those are in now. I'm starting to explore a product or solution or service to help me fix this problem that I'm mm aware of so. The sale is focused. More on why you're the best to help them. Typically in less on why they should make a decision sooner than later the second part with inbound this little different is the internal narrative around their problem in the best way to fix it as usually already been established right. They already know that they have a problem. They've defined it already and already defined what they think is the best way to fix it so with outbound very different in these areas so the first part that's different is outbound prospects when you reach out to them unless you get lucky which you will a two or three percent of the time is you're typically catching people that are not very far along the buyer's journey and they might not be in the buyer's journey like at all so there are probably not so. Where did they have a problem in their probably not looking for ways to fix it so? The sale typically is focused more educating the prospect about a problem that they have half or a way of fixing it that they may not be aware of in a second part to this. That's different is the internal narrative around the problem in the best way to fix. It has not been established because they're usually not aware that they have a problem or they may not be aware of how to fix the problem that they have so where you want to focus your efforts little differently with an outbound on sale is instead of asking all of these questions during the discovery process. You really need something valuable to share. That's going to open the rise to a new possibility ability. So you need to have like the. Hey here's two or three strategies we see companies like yours using to close this gap in whatever they're doing so you need to educate the prospect on and the opportunity that exists between where they are and where they could be. Usually you need to come in with that information on a cold call or a cold email in order to get them to hop on on a call so you need to teach them something. The second part to that is again because the person in the company really hasn't gotten to the point to where they're you know in in that interest stage and decision stage where they're narrowing down solutions. You really need to sell them on the problem. Sell them why the problem is worth fixing first and then sell them on your solution. Second you really gotta get there consensus on what the problem is and why it's worth fixing because you caught them unexpectedly and they didn't come to you with a problem so this is a two things that you need to do differently. When you're signed with outbound that you need to really really focus on more than you might have to with inbound so I put up a Lincoln Post about this check it out in the show notes and I asked this question of how do you sell differently for an outbound versus inbound lead and a lot of people comments I recommend checking that out out and I would love to hear from you? How do you sell differently when doing outbound for inbound? We've got a link to that Lincoln Post for you to check out.

Jason Bay Scott Ingram
"jason bay" Discussed on Daily Sales Tips

Daily Sales Tips

05:27 min | 1 year ago

"jason bay" Discussed on Daily Sales Tips

"You're listening to the daily sales tips. PODCAST I'm your host Scott Ingram today. Jason Bay from blissful prospecting is back with another other prospecting tip and this is just super solid stuff. Check it out the dreaded not interested if you make cold calls you've definitely heard prospects say this before for and I got an email from one our email subscribers who wanted to know. How do I handle that interested? You when people say this and the and the route about it in in my thinking here are my approach has always been not to address necessarily objections which you do have to address them. Don't get me wrong but to learn from them and go back to well. What did I do that? Maybe made this person respond like this. How could I prevent this objection? And what am I doing in the call that is maybe making people would just write me off so think about it from the prospects perspective from a second For expect an excuse me they don't know you they're busy and if you sound like like every other salesperson they're gonNA WANNA hang up immediately as soon as you hear someone say hey. I'm Jason With blissful prospecting and I was calling because we have this special offer and we do this like you're immediately going to want to hang up. The tone is sounds extremely sales. -I I'm saying something that every salesperson says when they make a cold call and it's not a pattern interruption option so the goal here instead of objection handling is to do some things in to check these things that might be making the prospect sub consciously consciously think that you're just some sales person it's trying to be really pushing so the first thing that you can do instead of handling the objection and preventing not interested from coming up is is to check your tonality. I just recorded another episode about this but the big thing here with analogy is stand up when you're making calls and you need to really be upbeat. Be Positive in excited to talk with the prospect. Any need to do this in a genuine way. The way that I have found that works best is is around your mentality here so if you approach the call with. I don't need to sell to this person. Might goals not to sell something to them in this call because that comes later rate don't sell during cold calls cell during the sales process rate when you're actually doing sales calls in a demo caller or proposal that you're doing your sales process going with the mentality of helping helping the prospect so go in with. How can I help this person and you're gonNA find it? You're tonality changes a lot when it's you know. Hey Jason what's blissful prospecting here wanted to know how you guys handle outbound. Do you guys typically do that through ours. Do you have account executives. Join this really curious how you guys approach that that tonality there. There is much different than hey I was calling because we help people with prospecting and I was wanting to know how you handle that and if we could maybe help you with it. It's a completely politely. Different talent and approach number one. Check your analogy number to use a simple opener. You really want to get the person talking as soon as possible. And there's a ton of controversy diversey on this. I think it's hilarious but I in the show notes. There's a Lincoln Post that are on this topic and you'll get to see a ton of people that disagree with this approach but I love Gong. Gong Io's data. There's a link to this article as well with how to open the call and what they find most effective so the number one thing is you do not want to hide your name or your company talk to the prospect is if you already have a relationship with them that is different than pretending that you have a relationship with them when I say talking to them as if you already know them It means to talk to them casually like you would a friend or a CO worker not to pretend like you know them so the way that open up is really simple. Hey Adam Jason with blissful Prospecting how you been that question. Just try it do it a couple of dozen times see how it how it goes but the tonality of hey have you been talked to them like you said like they are someone that you already know. And we have a lot of success with our clients using that line and oftentimes people respond. We'll have been good. Have you been and you get right into its. So that's number three. Get Straight to the point so go straight to. Hey the reason for my call is or I'm calling because our the purpose of this call is go straight into IT PEOPLE WANNA. We know that you're going to get to the point right away in for still hearing not interested I really liked back. Holland's approach over a chorus. Ai So if someone says hey. I'm not interested but hey you I don't actually have been hearing that a lot lately and I'm thinking it's because I'm not doing a very good job of explaining the value of what we do. If you give me thirty seconds I'll do my best to let you know how we can help you out and then you can decide if you want to continue chatting. That's unfair in the reason why this works really well as you're giving the prospect a choice instead of ramming your pitch down their throat. You're giving them a choice of whether to hear you out and you're being open with them. You're showing a little bit of vulnerability actually in saying that. Hey this has been going really that well for me and I've been hearing this and thinking it's because I'm not doing a good job and you're taking ownership offering some curious. How do you handle nine interested? Let me know in that Lincoln Post in the comments you and love to hear from you for the link to that linked in post. Just click over to daily sales dot tips forward slash three or four. And it'd be great to get your perspective in there. I've already share mine so you can see that and feel free to tag me or mentioned the show in your comment so we can all continue the conversation together then come. I'm back tomorrow for another great sales tip and another big giveaway of a book that was just published today. Thanks for listening..

Lincoln Post Jason Bay Scott Ingram Adam Jason Holland
"jason bay" Discussed on Daily Sales Tips

Daily Sales Tips

04:42 min | 1 year ago

"jason bay" Discussed on Daily Sales Tips

"You're listening to the daily sales tips. PODCAST I'm your host Scott Ingram today Jason Bay from blissful prospecting is back with his regular weekly prospecting tip here's parents house making cold calls with one of our clients earlier this week in the work for one of the largest all is I noticed that you guys are hiring Sdr's right now and it looks like you guys have added three str's in the last three or four months and I was wondering we're looking for triggers that might indicate that they're expanding or mergers and acquisitions might be another trigger that they might need some help from a broker so let's say I'm cold calling for prospecting services which is what we saw prospecting services training that sort of thing you hey tom near the reason for my call on just looking for a different way of approaching this so I wanted to share a tactic this working really well for them and it's opening up with personalization so you're making cold calls and for whatever reason people are getting angry or they might not be interested or you you might just be looking for you might be doing this really well apples here so in the commercial real estate example a lot of times what we're seeing their when they're calling into what's referred to as multi market account with multiple locations hopefully you're already doing research on prospects and you have a reason for reaching out but oftentimes here is that people don't really mention what that reason is and really short dialogue there and then you WanNa go straight to the point the reason for my call is in this is where you want to actually answer the personalization so I'll give you a couple of weeks how do you guys typically handle you know prospecting between str's in as I know that for some companies they want their as prospecting US curious how how does us that you're focused on consolidating those locations right now so I opened up with something personal to that prospect and that's going to grab their attention right you're the second thing you WanNa do have engaging question that you can ask and this could be as simple as so how's the consolidation coming along so far Susan Hey the reason for my call is I noticed that you guys are closing down a few of your locations and you mentioned in one of your shareholder minds but I love that one you get them talking in the personal typically say good you know what's up how can I help you or they might ask you how you're doing in either case you're going to have a but make sure that personalization is connected to how you might build to help them and then you need to ask engage in question so I'm going to give you one more example soon enough in the call in get the prospect talking about that in a way that's going to engage them and get them more receptive to meeting with you later so the way that I like to open up cold calls in a lot of this is supported from Gong. AOL is you know. Hey this is Jason Bay with blissful prospecting how have you been hey are you guys having any challenges because sometimes what I hear when consolidating is people deal with this type of challenge is that something that you guys are running up against right now or something that's top of mind for you so personalization have your reason for the call have that personalization and I had another episode about this on daily sales tips that you should check out in you look the prospect talk that line how have you been lot of evidence in data around that like I said I'll link to the Gong article so you can see more about opening out that personalization open up with something that actually shows you did your research and then ask engage in question that will get them talking about it if you appreciate Jason's tip a lot of their own prospecting sometimes they don't etc in asking them a question related to that to get them talking so make sure when you're doing your call calls shearer 'cause we're we're training them on this right now and the energy a pretty good job of it already but there are some things that came up in the call that we've been working on that that'd be really good to share six after you've connected with Jason be sure to come back tomorrow for another great sales tip thanks for listening

Jason Bay AOL Scott Ingram shearer four months
Open your cold calls with personalization - Jason Bay

Daily Sales Tips

04:34 min | 1 year ago

Open your cold calls with personalization - Jason Bay

"I'm your host Scott Ingram today Jason Bay from blissful prospecting is back with his regular weekly prospecting tip here's parents house making cold calls with one of our clients earlier this week in the work for one of the largest shearer 'cause we're we're training them on this right now and the energy a pretty good job of it already but there are some things that came up in the call that we've been working on that that'd be really good to share you're making cold calls and for whatever reason people are getting angry or they might not be interested or you you might just be looking for you might be doing this really well on just looking for a different way of approaching this so I wanted to share a tactic this working really well for them and it's opening up with personalization so hopefully you're already doing research on prospects and you have a reason for reaching out but oftentimes here is that people don't really mention what that reason is and soon enough in the call in get the prospect talking about that in a way that's going to engage them and get them more receptive to meeting with you later so the way that I like to open up cold calls in a lot of this is supported from Gong. AOL is you know. Hey this is Jason Bay with blissful prospecting how have you been in you look the prospect talk that line how have you been lot of evidence in data around that like I said I'll link to the Gong article so you can see more about opening minds but I love that one you get them talking in the personal typically say good you know what's up how can I help you or they might ask you how you're doing in either case you're going to have a really short dialogue there and then you WanNa go straight to the point the reason for my call is in this is where you want to actually answer the personalization so I'll give you a couple of weeks apples here so in the commercial real estate example a lot of times what we're seeing their when they're calling into what's referred to as multi market account with multiple locations we're looking for triggers that might indicate that they're expanding or mergers and acquisitions might be another trigger that they might need some help from a broker Susan Hey the reason for my call is I noticed that you guys are closing down a few of your locations and you mentioned in one of your shareholder us that you're focused on consolidating those locations right now so I opened up with something personal to that prospect and that's going to grab their attention right you're the second thing you WanNa do have engaging question that you can ask and this could be as simple as so how's the consolidation coming along so far hey are you guys having any challenges because sometimes what I hear when consolidating is people deal with this type of challenge is that something that you guys are running up against right now or something that's top of mind for you so personalization have your reason for the call have that personalization and I had another episode about this on daily sales tips that you should check out but make sure that personalization is connected to how you might build to help them and then you need to ask engage in question so I'm going to give you one more example so let's say I'm cold calling for prospecting services which is what we saw prospecting services training that sort of thing you hey tom near the reason for my call all is I noticed that you guys are hiring Sdr's right now and it looks like you guys have added three str's in the last three or four months and I was wondering how do you guys typically handle you know prospecting between str's in as I know that for some companies they want their as prospecting US curious how how does a lot of their own prospecting sometimes they don't etc in asking them a question related to that to get them talking so make sure when you're doing your call calls out that personalization open up with something that actually shows you did your research and then ask engage in question that will get them talking about it if you appreciate Jason's tip six after you've connected with Jason be sure to come back tomorrow for another great sales tip thanks for listening

Jason Bay Scott Ingram Shearer AOL Four Months
"jason bay" Discussed on Daily Sales Tips

Daily Sales Tips

04:59 min | 1 year ago

"jason bay" Discussed on Daily Sales Tips

"You're listening to the daily sales tips podcast and I'm your host Scott Ingram today Jason Bay from blissful prospecting back a date earlier than usual because tomorrow I've got a clip from a brand new sales success stories episode for you that and this tip touches on a big topic another great prospecting tip from Vincent Montano thanks for listening

Scott Ingram Jason Bay Vincent Montano
"jason bay" Discussed on Daily Sales Tips

Daily Sales Tips

05:40 min | 1 year ago

"jason bay" Discussed on Daily Sales Tips

"You're listening to the daily sales tips podcast and I'm your host Scott Ingram. Today's tip comes from Jason Bay of blissful prospecting prospecting. You'll find appearing here on the podcast either Tuesday or Wednesday of almost every week now the very beginning of this tip got cut off and rather than asking Jason to rerecord the whole thing. I'm just going to pretend to be him for the first few words and let him take it from there. Here goes one of the things we've been doing. A lot of lately. Lee is interviewing our clients customers in if we're working with the nonprofit interviewing their partners and we learn a lot from these interviews and a highly suggest you the sippy haven't it's a great way to in your prospects language learn a little bit more about why they decided to come to you in the first place if they were seeking your help or why they decide address bond to your cold outreach in what we hear almost ninety percent of the time because at the end of the call we'll do a quick pitch and say hey you know if you've got an email that sounded something like like this or someone said something like this over the phone. Would you be receptive to it in ninety percent of the time what people really want to hear and are responsive to is is things that are relevant to to them so it's not necessarily having to do with how funny the email or outreach is how short it is how good the value prop is how good you get the challenge. It's really if it's something that they're dealing with right now. So the way that you can take advantage of this is to use what's called the sales trigger so sales trigger is essentially some sort of indication that a prospect likely will need your product or service and he's about many different forms so I wanna go through what some of those triggers look like and then you can use them so here are the the more simple ones so craig alias. I think is how you pronounce his name. He's a really big proponent of sales triggers in needed the law studies on this too and he said that thirty two percent of all new hires we'll make one million dollars of decisions in their first year in most of those will happen within the first ninety days so the first trigger that you can look at is someone. That's new to the job so you can find these is linked in sales navigator. If you do contact base searches you can actually search for people that have started a job within ninety days so it's a pretty cool filter. So the thing is is that you're not just gonNA reach out to them and say hey congrats on the recent job notice. You started sixty days ago. That's probably not a really great thing to reference in the personalization position where you might use that as connecting it into a challenge they might be having connecting it to your value proper some sort of call to action so one of the things that you might I do is I'll just use us as an example for helping someone. A sales team was prospecting. Let's say it's VP of sales we might see some sort of personalization about something we saw in their Lincoln and then we say hey. You're not sure if you're dealing with us or not but you know a lot of recently hired. Vp of sales tell us that one of their biggest challenges is getting you you know clear with how things are working getting up to speed in their job but also making sure that there's a seamless transition between training with their sales managers managers and making sure that everyone on their team is up to speed in in hitting their quota so something like that is what you would reference in the challenge or you might connected with the value probably hey we help sales teams especially leadership teams that are recently getting started in their position accomplish X. so I'm going to reference it not in the personalization because it might might be kind of weird and a lot of people already doing that in connected to some sort of way on how we can help them so finding people that are new to the job is one way to do it job. Changes are another big thing so if you have a lot of relationships make sure that you're following those people in your connected to them on Lincoln. You can also use another tool called Apollo. It's a you probably ended up having to spend one hundred bucks a month though to get this feature but just managing job changes so if you had a contact at one company and they get hired at another company they could also use your product or service. That's a really easy way obviously to get your foot in the door. You just gotTa make sure that you're tracking these job changes so go and find out all the decision makers you've talked to at the you know within your entire career really if you wanted to go back and just make sure keeping track of where they're at now and if you can still work with them the third one you can use this news so you can set up google alerts to figure out you know hey what's going on with a particular company or if you WanNa hear reference of a particular challenge or industry trend or whatever that may be you can also so follow particular accounts and prospects on Lincoln sales navigator just to get an idea of what's going on in their company working with a real estate company every now and they want to track you consolidation and relocation changes and that's something that we set up for them news and that's something you can reference in an email or cold call and then lastly just monitoring. Lincoln eighteen activity in general you know what companies are interacting with and the content what they're saying and particularly the the decision maker what they're posting on linked. Dan Those are also things that you can reference in cold outreach so the best way to use these again is either mentioned in the personalization if it's relevant or find some story that connected to the challenge value prop can call to action and you'll find a big increase in response rates for more great stuff from Jason Bay connect with him on Lincoln. You'll find more of his tips and ideas. They are her and as always we've got links for you to his linked in profile end to blissful prospecting at daily sales dot tips forward slash to forty eight once you've connected with Jason be sure to come back tomorrow for another great sale step. Thanks for listening.

Lincoln VP of sales Jason Jason Bay Scott Ingram Lee Dan Those craig google ninety percent ninety days one million dollars thirty two percent sixty days
"jason bay" Discussed on Daily Sales Tips

Daily Sales Tips

05:27 min | 1 year ago

"jason bay" Discussed on Daily Sales Tips

"You're listening to the daily sales tips podcast an I'm your host Scott Ingram today. Jason Bay from blissful prospecting is back with his weekly idea to help us improve our prospecting efforts here. He is so what have been hearing a lot of lately and if you're on Lincoln following any seals trainers and people like got a lot of people are saying the cold calling is dead and the truth matters that it isn't recalled. emailing isn't dead either social selling. They're not seeing that right now but at some point sure people will say that social selling is dead so the big thing right now is really need to be mixing these together to take advantage of the fact that you don't really know how the prospects are what their a preferred communication style. Some people like communicating over the phone. Some over email have a prospect. I've been working on lately. We only communicate through Lincoln so unless you're doing all three of those you're not really taking advantage of how they might like to communicate. So what is dying in my opinion with cold calls is just sitting at the phone in hammering the phones all day and not doing any sort of intelligence around you know information gathering to personalize the outreach no repurposing some of that messaging for emails and social and that sort of thing thing so a lot of the results and the studies. I'm going to recommend you check out our Gong. I O not be linked. In the show notes. They just have a really a lot of great data because they have call tracking analysis or you can sync up with your call recording software and they'll actually look for trends and what people are saying and how that relates it's in results into an appointment set or a deal closed and that sort of thing so what they said though is that there's a one point five eight success percent success rate with cold calling right now in the reason for that. Is You know it's a combination of what people are saying but it's really how they're helping the prospect connect the dots and really get to the point in show that they personalized allies and did some research so I want to give four strategies. You can use to warm up your calls so strategy number. One is is connecting those dots for the prospect so so an example of that is making sure that whatever you're doing to personalize the outreach actually connects to your value prop of how you can help them or challenge that they might might be dealing with so we're working with commercial real estate company right now and one of the big things that they look for is companies looking to consolidate their locations so if they have a lot of manufacturing plants. It's a lot of times when they're growing really quickly run into situations where it's more efficient to have fewer locations so we look for a personalization. We found something about this company and it said Hey one one of the big things we're working on right now. Do dealing with international tariffs is we're looking to consolidate our locations in North America so there that's the thing that we can say in our cold. Call L. Hey the reason for my call is that I noticed on your website. You guys mentioned you're making big a big focus right now to consolidate and one of the challenges that you're dealing with his international tariffs us and then you can go into your pitch and that sort of thing so connect the dots for the prospect. The second thing you can do is warm up the prospect so hopefully they've heard of you. Maybe are seeing in some of your stuff priority reaching out to them so really simple way to do that as follow them on Lincoln engage with some of their content essential connection or question what we liked to do is send them emails so we send them in a cold meal or two prior and then this goes into the third step following the engagement. We only actually call the people that are engaging really heavily heavily with the emails so if you have a fifty percent open rate. Let's save with your emails for example you can go back and look at hey who the fifty percent of people that are opening this and who's opening in multiple times times and then when you go to call them you can repurpose the same messaging so in that first email. You're going to have some sort of personalization a challenge that you can help them with your value. Prop the call to action. When you go to make the cold call or the warm call as recalling it you can actually reference the same exact personalization that you mentioned in the email and keep the messaging very consistent just using a different medium no different than how a podcast termite repurpose a podcast or that some of that content into a blog post where video radio in the lastly strategy and before you can use his calling when the prospect is most likely to pick up a generic rule of thumb that you can use and gung? Io's data will show this as well that Wednesday and Thursdays tend to be times where people are more receptive picking up a call from someone they don't know versus Mondays and Fridays so I'm not saying you shouldn't call all on Mondays and Fridays but just know that if you want if you had the ability to really stack your time I would probably pick Tuesdays Wednesdays and Thursdays. The other thing too is if you're doing you predetermined call blocks other data shows is from eleven to twelve PM. Levin aimed at twelve PM is really good time to people like picking up and from four PM to five appear on the prospects local time zone. That's another way that you can nature the hey if I'm only going to have two or three hours to make calls Sam GonNa make during times where they're most likely to pick up so you can read more about this. Actually wrote an article about it on lead accused blogs so that'll be linked in the show notes as well and make sure that your warming up those cold calls so you have a higher chance of getting through route to the prospect for more about Jason Bay blissful prospecting and the links that Jason mentioned in this tip just click over to daily sales dot tips forward slash to forty two. If you WANNA go even deeper definitely check out the article Jason Road on lead. IQ Then be sure to check in tomorrow for another great sales tip hip from Jeff Pejic. Thanks for listening.

Lincoln Jason Bay Scott Ingram Jason Road North America Jason Jeff Pejic Sam Levin fifty percent three hours
How I Cold Emailed My Way Onto 27 of the Top Sales Podcasts

Daily Sales Tips

03:53 min | 1 year ago

How I Cold Emailed My Way Onto 27 of the Top Sales Podcasts

"One of the big challenges we have sales people is really building social proof in utilizing correctly to either get a meeting with an important prospect or to close a deal in a lot of US including ourselves up until very recently because we've made a big push to get podcast and really increase increase social proof are in a position where maybe very few people in your industry no of you so into reaching out to a prospect that may have never heard of you before they may have heard of your company but they're not quite sure who you you are and hopping sales call with a prospect especially as it can be. Kinda tough if they've never heard of you prior to you sending a cold email to them Andy Mandarin. We're GONNA have any relevant case studies for their industry. One of the ways that we overcame this challenge was for prospecting was making a really big push to hop on on more podcasts specifically sales to podcasts and if you're wondering we'll hate jason run a business. How is this going to help me sales people you can hop on podcasts as well-made. Scott's podcast podcast where he interviews top one percent sales people is a really good example of that and if you're in sales getting on a podcast of being able to share that interview especially really if you're talking about something maybe not sales related and more about something in your industry can really bring in some credible industry expertise as well and it's a really great wave for prospects to learn about you that are proactive about finding solutions to the problems but also as something that you can share in a follow up after a sales call so that they can listen to you it again. It's social proof the here you WANNA platform so it's a really good way to offer extra value and get in front of people that may or may not have heard view before so let we tell you a quick story because we've read a big Lincoln Post on this. That's linked in the show notes. I definitely recommend you check out but we were able to get on twenty seven of the top sales podcast in in the last eight months and I got on all of these including Scott's for this this opportunity just through through emails so the big thing that we did when we got started and where where you want to start with this. Is You want some social proof to get on the PODCASTS. I'm GonNa talk a lot about social proof. In this episode. You want to get a couple podcasts under your belt so so that you have something to share when you reach out to these other ones so the way we started is I just asked around on our network and I knew a couple of podcasters and I said Hey can we hop up on your podcast and I'd like to talk about something. I think it'd be really valuable for your audience and I had a friend Bras and another friend list in they helped me get on their podcasts and I could been linked to those in other emails when reaching out to other ones so this is what really helped to get that initial social proof to share with bigger podcasts like you know seller dive on recently with Jeffrey Dahmer make. It Happen Mondays with John Barrows and a few other those if I didn't have social proof I wouldn't have been able to get on so step number one build that initial social proof get on some podcast uncast again. Check out that Lincoln Post. It's a really in depth guide to not only how we did it but how you can also do it as well. Step number. Two is finding podcasts so again. Scott has actually put together an awesome list on the site detailing enlisting on all the top sales podcasts. That's a great place to start and where and we'd take it. A step further other is going in and qualifying some of these. You're going to build an countless different than if you're prospecting for any other type of solution or offering is you're. GonNa come up with an account list of podcasts and you're gonNA come with qualifiers so what I recommend doing what we did was they had to have at least ten reviews on itunes a four star rating and they had to have released an episode within the last thirty days what I found out doing a lot of the sound reaches that a lot of people don't have active audiences because they don't post content consistently gently enough and if they don't have a lot of reviews that's usually an indication. There's not a lot of engagement on there. There's nothing wrong with getting on those podcasts to get started but I wouldn't make that it'd be part of your strategy. The next thing you're going to do is find the contact information and

United States Scott Lincoln Post Jason Andy Mandarin Jeffrey Dahmer John Barrows Eight Months One Percent Thirty Days
"jason bay" Discussed on Daily Sales Tips

Daily Sales Tips

04:33 min | 1 year ago

"jason bay" Discussed on Daily Sales Tips

"Today. I've got another killer tip for you. Really a whole set of micro tips from Jason bay of blissful prospecting. Let's get right into this writing cold Email copy from scratch is one of the most difficult things that we can do a sales, people oftentimes I get asked, what should the Email say? What should I include? How long should it be should I share testimonial or a case study in what I wanted to do is quickly share with you something. We came up with called the reply Methuen so that you can remove the mystery from writing ineffective, cold Email, in also have a process that you can use to make sure that the emails, you're sending are gonna get a response. So let's start with are the are stands for results. So the biggest thing you got to think about is the prospect needs to go from. How does this apply to me to these results like interesting? So where do you really need to make sure to focus on? This is in your value prop in you. Need to share a specific. Result that is related to a business goal that the prospect would care about. So helping people increase their productivity is not a business goal. Increasing revenue is increasing or decreasing excuse me ramp time with sales reps. That's a business call so make sure you're focused on the right result in one that the prospect, you reach out to care about number two is empathy. So the east dance for empathy and essentially, what you want to do here in what I see missing from most prospecting messaging, especially in emails is no commentary on what the challenges or fears that the prospect might be experiencing if you don't talk about the challenges somewhere in your Email sequence. The prospect is not going to know how exactly you can help them or what problem that you can help them overcome so you need the prospect to go from you don't understand Muir, or business to a you're really speaking, my language, the peace sands for personalization what you need to make sure of at the bare min. Is that the first two sentences of a cold Email sequence? And that very first Email, or personalized, and what you want to make sure is that this is something that's actually contextual. So don't make it completely unrelated to what you provide in your product or service. But you need to do enough there to make sure the prospect knows it's not clearly a mass Email. So sure that you did your homework. If you're not Personalizing beyond the first name and company name, the chances of getting a response go down dramatically. The L stands for laser focus. So couple little quick tips here. When you're writing an Email, you wanna make sure that it's less than three to five sentences in also less than one hundred twenty words. So there's a couple of things that are recommend here. There's two tools once called Gramm early and the other is called Hemingway up in their both free tools. You can use those two word, check spell check, and then also to help you write a more concise Email as well. So you can plug right into those tools. I highly recommend checking that out another little hack here is that. Send yourself in Email, and take a look at it on your phone. And if you have to scroll on your phone to read it, it's too long. Lastly, the wise stands for you. So quick rule of thumb here is in one of the big mistakes that I see people make when they prospect is they talk about ice, and we a lot, I'd like to meet with you. I'd love to meet with you. We can help you with this. You're going to have to use a certain amount of that. But I what I recommend is cutting out the word. I completely if you can and the you and your ratio to I and we ratio needs to be one to one or greater. So, in other words, you should be saying you and your more times than you're saying, I and we your challenges, your goals, your fears in this area, whatever it is make sure that you use you in your. All right. That's the reply method. This is a process like I said that you can use as a checklist for your cold emails, and that you can use a step by step process when you're writing you from scratch,

Jason bay Hemingway Scott Ingram Muir Gramm Jeff Graham George
Use the REPLY Method to Write Cold Emails

Daily Sales Tips

03:47 min | 1 year ago

Use the REPLY Method to Write Cold Emails

"Today. I've got another killer tip for you. Really a whole set of micro tips from Jason bay of blissful prospecting. Let's get right into this writing cold Email copy from scratch is one of the most difficult things that we can do a sales, people oftentimes I get asked, what should the Email say? What should I include? How long should it be should I share testimonial or a case study in what I wanted to do is quickly share with you something. We came up with called the reply Methuen so that you can remove the mystery from writing ineffective, cold Email, in also have a process that you can use to make sure that the emails, you're sending are gonna get a response. So let's start with are the are stands for results. So the biggest thing you got to think about is the prospect needs to go from. How does this apply to me to these results like interesting? So where do you really need to make sure to focus on? This is in your value prop in you. Need to share a specific. Result that is related to a business goal that the prospect would care about. So helping people increase their productivity is not a business goal. Increasing revenue is increasing or decreasing excuse me ramp time with sales reps. That's a business call so make sure you're focused on the right result in one that the prospect, you reach out to care about number two is empathy. So the east dance for empathy and essentially, what you want to do here in what I see missing from most prospecting messaging, especially in emails is no commentary on what the challenges or fears that the prospect might be experiencing if you don't talk about the challenges somewhere in your Email sequence. The prospect is not going to know how exactly you can help them or what problem that you can help them overcome so you need the prospect to go from you don't understand Muir, or business to a you're really speaking, my language, the peace sands for personalization what you need to make sure of at the bare min. Is that the first two sentences of a cold Email sequence? And that very first Email, or personalized, and what you want to make sure is that this is something that's actually contextual. So don't make it completely unrelated to what you provide in your product or service. But you need to do enough there to make sure the prospect knows it's not clearly a mass Email. So sure that you did your homework. If you're not Personalizing beyond the first name and company name, the chances of getting a response go down dramatically. The L stands for laser focus. So couple little quick tips here. When you're writing an Email, you wanna make sure that it's less than three to five sentences in also less than one hundred twenty words. So there's a couple of things that are recommend here. There's two tools once called Gramm early and the other is called Hemingway up in their both free tools. You can use those two word, check spell check, and then also to help you write a more concise Email as well. So you can plug right into those tools. I highly recommend checking that out another little hack here is that. Send yourself in Email, and take a look at it on your phone. And if you have to scroll on your phone to read it, it's too long. Lastly, the wise stands for you. So quick rule of thumb here is in one of the big mistakes that I see people make when they prospect is they talk about ice, and we a lot, I'd like to meet with you. I'd love to meet with you. We can help you with this. You're going to have to use a certain amount of that. But I what I recommend is cutting out the word. I completely if you can and the you and your ratio to I and we ratio needs to be one to one or greater. So, in other words, you should be saying you and your more times than you're saying, I and we your challenges, your goals, your fears in this area, whatever it is make sure that you use you in your. All right. That's the reply method. This is a process like I said that you can use as a checklist for your cold emails, and that you can use a step by step process when you're writing you from scratch,

Jason Bay Muir Gramm Hemingway
"jason bay" Discussed on KNBR The Sports Leader

KNBR The Sports Leader

03:27 min | 2 years ago

"jason bay" Discussed on KNBR The Sports Leader

"Any of the new thing that they're they wanna. Put out so in two thousand and six because of the, WBZ get launched they. They did the thing where they had a, home run hitter from like seven different countries are eight different countries or however, they did it they had. Bobby Brady from Panama I remember like God there was. A guy byung-ho park or something, like that he played for the cubs us a big first baseman a power hitter from from? South Korea was not didn't didn't hit well in the homerun derby Jason bay from Canada they didn't American so I, tried to get gimmicky with get creative but I think ultimately over the last. Three or four years they've really made this One of. The spectacular events in all of all. Star week I think the one issue with it is because we just get the week in the and the. The all-star weekend starts on Sunday and ends on Friday really before the players are Thursday really before the. Players get back at it on Friday night you get some of. The stuff happening while the players are still playing meaningful games like I don't know how many people watch the futures game and really if, you're watching the futures game you're a die hard you're a seem head you just want to. See what's going on with your prospects but if you're paying attention to that, means you're probably not. Paying attention to your team was playing on Sunday because that's happening, in, the all star park on Sunday I really just for the viewers there the other thing that goes on is that celebrity softball game on. The Sunday before before all star. Week starts so I, don't know if there's a way to move this back. Or way to do it any better you gotta give. The players the the right amount of days off you got to give them the travel day, on the Thursday to. Get to wherever. They're going for for whatever road series they've got. Next but I would love to see some more of this, stuff as as a A main. Spectacle of all star week I'm not suggesting we move the. All star game two Wednesday night I think, that would be kind. Of a hassle but. It would be cool if they added an aspect to the. Homerun derby it'd be cool if they added the alumni homerun derby I wanna see guys who were former big leaguer stepping I don't care if you got to move. The fence in you get them doing. A a softball home run championship between the the air force in the army and the marines inbetween rounds of. The homerun derby I think everybody in granted that's a whole different thing I think everybody would love to. See some veteran guys step back in the box and I think. You'd find some former hall of famers some former big league power hitters would love to step in and try to swing the bat think, it'd be great that'd be a lot of fun I think I haven't retired Thank, you that's the guy I'm talking about specific grab and throw. This idea out to, Marty by, the way because. All these other teams are a, handful of, other teams are starting to do this now the. Yankees have done one remember this another team that's. Done it they're doing alumni, game staff which I think would be pretty cool. And I think as you know we love to praise the giants. For being organization that keeps their alumni close I, mean Richard rarely is still around I mean Flannery is still around fleet Lewis, still hanging around you got all the guys who show. Up to spring training as roving instructors I find it hard to believe. That you couldn't get fifty former giants out there whether they were one year guys to your guys tenure guys I'd find it hard to believe you couldn't get guys out there from every single. Year I think we're probably, inching towards that you do. It on a Saturday do it a couple of hours before six o. five game, you make it a you know same admission ticket you show up and it's just you know maybe that's your your give away for that day you. Get to see a. Bunch of former players if you. Watch Barry Bonds take BP I just think that would be. A cool thing since the Yankees are doing it other teams are doing it. We know the Yankees like to be the the upper echelon of the league they, like to be the team that sets the trend I think..

Yankees cubs Bobby Brady byung-ho park Barry Bonds giants South Korea Jason bay Marty Canada Richard Flannery Lewis four years one year
"jason bay" Discussed on WFAN Sports Radio_FM

WFAN Sports Radio_FM

02:19 min | 2 years ago

"jason bay" Discussed on WFAN Sports Radio_FM

"The wrong move when they find him it's a great move 'cause power hitter and make things happen and now he's injured power hitter injured power hitters usually on on the field and when he comes back i mean he comes back was going to put the team on his back on his back who's he carrying the the one two punch was going to be him and says at him and bruce festivus and bruce and that's what it says in here and bruce isn't hitting so when what comes back because i mean brusca start hitting what assessment is struggling bruce is still struggling i mean it's it boggles the mind and when when you talk about pitchers and their era starts going up way up like aj ramos you knew something's wrong and that's why it's an injury that's why it's the only thing i could think about bruce because he's not a speed demon he's just he's a he's a power here you mentioned the planet fasciitis earlier in the year and they don't mention anymore but i'm wondering they just don't mess anymore because it just it hurts them in and he wants to compete but you want to compete and but you're not producing see better off sitting on the bench hey everybody says we're paying so much planes this guy why can't he play that's why i wonder you know do they not want to say what's going on if you're gonna tell me that there's nothing wrong with which abe roof nothing to do with his feet has nothing to do with with hospice danny just looks like every who comes here and becomes a bus i mean hey he did his thing he got his money he got his contract that's nice it's all guarantee that's what's wonderful but due to what happens in the off season you know he works out i mean if there's nothing wrong with them then he's he's jason bay if there's nothing wrong with it they just turn into move on is the father time finally catch up with him and touch them on the shoulder all over the off season and that was it.

bruce festivus jason bay