Practical Prospecting

Reaching out to C-Level employees can be intimidating for a lot of SDRs. So in the episode today, we are going to break down the Three I's that you can use as a roadmap to success when prospecting C-Level employees of organizations. Listen to build the strategy and confidence needed to have sales conversations with executives and upper-level management. Timestamps: [0:01] Intro  [1:02] Using t...

Giving out demos is an old trick for sales reps selling software solutions (or any other product or service). But there is a right and wrong way to use this sales strategy. Listen to this episode to learn how to use your product to book high-quality sales meetings that actually lead to sales and how to avoid attracting the wrong type of prospect. Timestamps: [0:01] Intro  [0:36] Can every team use...

Efficiency is one of the skills that can skyrocket your career as a sales rep. So in the episode today, we are breaking down two tools that will help you structure your days more efficiently. We are taking the wild west out of sales and helping you predictably hit your quotas, so you are not going to want to miss this episode! Timestamps: [0:01] Intro  [0:54] The quota calculator and how it can ma...

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

Reply rates measure the ultimate success of a sales email. We send emails in order to get replies, so it's crucial that we are measuring those numbers and constantly working to improve the number of replies each email gets. In this value-packed episode, we are breaking down three strategies that will boost your reply rates. Timestamps: [0:01] Intro  [0:34] Measuring reply rate metrics  [2:02]...

In this episode we are talking about top sales reps, specifically their mindsets. We start with breaking down the two main traits found in top sales reps. You will learn exactly how you can replicate these traits within yourself. Listen to level-up your sales game and your career. Timestamps: [0:01] Intro  [0:40] Two traits found in successful sales reps  [1:36] Overcoming the fear of cold calling...

Today we are talking all about warm leads. It's important to know when to go for warm leads over cold leads and how to find the warmest leads. So listen to learn how to find the low-hanging fruit to boost your confidence and momentum in your outbound sales strategy. The three tips from this episode will have you closing some sales today.  Timestamps:  [0:01] Intro [0:34] When to go after...

Jed and Maggie answer questions that have been sent in by listeners. This episode is packed with tips on tightening your outbound sales strategy, improving cadence, and increasing prospect engagement. Listen to hear the answers to questions that have likely crossed your mind about sales and prospecting.  Timestamps:  [0:01] Intro [1:13] Optimal touchpoints for an outbound sales strategy [2:55] Whe...

Today we are focusing on breaking down a cold email that Jed received. We discuss why this email got his attention and how this email can be replicated and applied to your business. Listen for an email template that requires minimal personalization, but stands out in all of the right ways.  Timestamps:  [0:01] Intro [0:46] Why this particular email caught Jed’s attention [2:02] Using the...

This past November, Jed was able to book meetings using 3 different strategies. In the conversation today, we will break down these three methods, and we discuss how often Jed likes to switch his outreach methods. Listen to this episode for fresh ideas to help you uplevel your outreach game!  Timestamps:  [0:01] Intro [0:43] How often to switch up and test outbound methods [2:13] Determi...

Studies find that only 1% of cold calls actually lead to an appointment. So in the episode today, we are talking about the 5 stages of a cold call and the dos and don'ts for each stage. Listen to learn the tips and tricks that will bring results to your cold call game.  Timestamps:  [0:01] Intro [0:56] Why connect rates are so low with cold calls [3:17] The dos and don’ts of cold calling...

Today's episode is short and sweet because you will have a lot to implement after learning how to use these high-converting sales email templates. Sometimes keeping things simpler is how you will achieve the best results. So Jed is sharing email templates for some specific sales situations that will help you get more prospects and more sales.  Timestamps:  [0:01] Intro [0:58] Template to...

What if instead of reaching out to major decision-makers, you started your sales efforts by reaching out to individual contributors? In the episode today, we talk about how a bottom-up sales strategy has more advantages than disadvantages. Individual contributors can be a source of valuable information about the company's needs, and they can also serve as that foot in the door you need to close wi...

It's often said that the best sales rep doesn't always make a good sales manager. That's because the two different roles have vastly different day-to-day requirements. So on the show today, Jed shares what it was like for him to move from a sales rep role to a manager role. He talks about shifts he had to make to how he prioritized his time and how he thought about his work.  Timestamps:&nbsp...

On the show today, we are talking about cadence strategy for outreach emails. Thinking about this big picture is so critical to getting the most responses possible. Listen to learn about how to structure your overall cadence strategy, so you can grab and keep the attention of your prospects.  Timestamps [0:01] Intro [1:03] Why it’s important to look at cadence in a marketing sequence [3:37] S...

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

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

In this episode we're going to dive into structuring your cold emails. When focusing on the structure of cold emails, find out where most reps get the structure wrong. Jed shares his most successful trigger play and where people fail with their value propositions. Let's go! Timestamps: (0:00) Intro (0:58) Where reps get the structure wrong (3:59) The structure/framework explained (10:15) Where do...

In this podcast we take a look at how to beat the Goliath as a sales rep in your space. Don't try to hide the fact that there are bigger competitors out there and use G2 crowd to your advantage. Jed outlines the advice he would give a rep moving from a industry leader to a smaller player in the market. Let's go!  (00:00) Intro (02:08) Differentiating yourself from the Goliaths (05:40) Ho...

In this week's podcast we look at what the best sales reps do that the majority of reps don't do. The SDR game is ever evolving but some of the same principles still remain. Having worked with tons of sales reps, Jed shares his knowledge on the factors that sets the best ones apart. Let's go! Timestamps: (00:00) Intro (01:10) What sets the best sales reps apart (04:08) How to tell good advice from...

LinkedIn is a long game but it all starts with consistency. You don’t need to be a top performer to create valuable LinkedIn content. You just need to know who your audience is. A lot of sales professionals struggle knowing what to post. In this episode we'll share content ideas to use for your next LinkedIn posts. Let's go! (00:00) Intro (00:46) Three content ideas to use on LinkedIn (03:35) Shar...

Welcome to the third episode of the Practical Prospecting Podcast. This episode is all about how to work smarter not harder when it comes to prospecting. There can be some patterns to outbound sales if we are being intentional about our outreach. Jed outlines what patterns SDRs should look for. Let's go!  Timestamps: (00:00) Intro (00:32) Intentional prospecting (02:52)Identifying patterns th...

Welcome to the second episode of the Practical Prospecting Podcast. No prospect is going to ask for clarity if they don’t understand something, they’ll ignore it. So make sure sure your messaging is simple. Let's jump into it. Timestamps: (00:00) Intro (00:54) Keeping your messages simple (03:26) Why pitch slapping is actually a good thing (07:17) The Mouse Trap email (10:43) Be creative with your...

Welcome to the first episode of the Practical Prospecting Podcast. In this episode Jed shares a question he asked prospects that landed him 3 demos in 1 day. Let's jump into it. Timestamps: (00:00) Intro (01:16) Asking the question: What would it take? (03:18) Customers vs non-customers feedback (05:23) How to reach out to non-customers and get their feedback. (07:16) Is the question more importan...