Prospecting Formulas That Work with Jason Bay | Ep. 128
It's Time to Sell Podcast: Strategies for 21st Century Selling
Release Date: 06/06/2019
How to Gain and Consolidate New Referrals (w/ Cameron Herold) | Ep. 144
It's Time to Sell Podcast: Strategies for 21st Century Selling
Cameron Herold is a top business consultant, best-selling author, and speaker. Named by Forbes Magazine as “the CEO Whisperer”, Cameron has touched thousands of businesses directly and indirectly through his work. By age 35, he had built two $100 million companies, and by 42, he had grown 1-800-GOT-JUNK? from $2 million, to $106 million in revenue in just six years.
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In Sales, Building Relationships Is Imperative (w/ Andy Paul) | Ep. 143
It's Time to Sell Podcast: Strategies for 21st Century Selling
Andy Paul has been in B2B sales for over 40 years. He’s sold everything from computers to SMBs, to complex communications systems to the world’s largest enterprises. He’s been responsible for hundreds of millions of dollars in new business, and now he teaches ambitious salespeople, sales teams, and companies how to grow their revenue.
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Be Persistent, Not Annoying (with Shawn Finder) | Ep. 142
It's Time to Sell Podcast: Strategies for 21st Century Selling
Shawn Finder is the CEO of AutoKlose, a new revolutionary sales automation platform that is used by 3000+ sales professionals around the world. He is also the author of The B2B Sales Handbook and is among the Top 25 Sales Engagement Influencer.
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Selling Without Selling: The Art and Rewards of Thought Leadership (with Nicky Billou) | Ep. 141
It's Time to Sell Podcast: Strategies for 21st Century Selling
Nicky Billou is the #1 International Best-Selling Author of Finish Line Thinking: How To Think & Win Like A Champion and author of the new book The Thought Leader’s Journey. He is also an accountability coach, consultant, speaker, and the host of The Thought Leader Revolution Podcast.
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The Basics of Sales are the Most Important Principles (with Liston Witherill) | Ep. 140
It's Time to Sell Podcast: Strategies for 21st Century Selling
Liston Witherill is a sales trainer and consultant who helps client services professionals sell more services to big companies. Liston and his company, Serve Don’t Sell, provide remote and onsite training to teams who want to serve their clients more effectively while selling more, and doing it ethically.
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Tips on Designing Your Content Marketing Strategy (w/ Bill Bice) | Ep. 139
It's Time to Sell Podcast: Strategies for 21st Century Selling
Bill Bice started his first company at age 18, growing ProLaw Software into the largest law firm automation system for small and mid-size law firms. Today, Bill is the CEO of boomtime, and is passionate about helping small businesses grow. His goal is to enable smaller businesses to more effectively compete with their larger competitors.
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Humanizing Email Communications with BombBomb (w/ Ethan Beaute) | Ep. 138
It's Time to Sell Podcast: Strategies for 21st Century Selling
Ethan Beaute initially started as a writer, producer and editor, creating campaigns for local television stations for about twelve years. Now, he is the Chief Evangelist of BombBomb, a company that helps you enjoy clearer communication, human connection, and higher conversion with simple, personal videos.
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Product Mastery: The Key to Sales Productivity (with Frank Cottle) | Ep. 137
It's Time to Sell Podcast: Strategies for 21st Century Selling
Frank Cottle is the Founder and CEO of the Alliance Group of Companies, and an experienced speaker, strategist, entrepreneur, advisor, business leader and investor. His primary areas of expertise include integrating flexible workspace models to assist with corporate real estate repositioning, investment banking, finance, workplace technology, and business leadership.
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Improving Your Sales Productivity with Wes Schaeffer | Ep. 136
It's Time to Sell Podcast: Strategies for 21st Century Selling
Wes Schaeffer is The Sales Whisperer®, an entrepreneur, sales trainer, and speaker who believes marketing is just selling in print. He is the author of 2.5 books on sales, marketing, and entrepreneurship and has helped 5,400 of the world’s top speakers, authors, coaches, and sales professionals achieve nearly miraculous growth by implementing his repeatable, transferable, and proven processes.
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The Hero’s Journey: Overcoming Fears and Finding Your Best Self (with Joe Trodden) | Ep. 135
It's Time to Sell Podcast: Strategies for 21st Century Selling
Joe Trodden is a mindset expert who has worked with over 300 entrepreneurs, from idea stage through to investment raises, working with them to develop their mindset and create their unique path to success.
info_outlineJason Bay is the co-founder and Chief Revenue Officer at Blissful Prospecting. He's worked with hundreds of sales reps and personally closed millions of dollars in revenue during his career. At Blissful Prospecting, he's in charge of growing company revenue through marketing and sales efforts.
In this episode, we talk about:
how Blissful Prospecting was born
how to make prospecting ‘fun’
prospecting formulas that work
practical tips on how to use videos for prospecting
building cadence, and a lot more.
Check out the full episode!
Prospecting Formulas That Work
You definitely need to be targeted and purposeful with what you’re doing. It starts with your ideal client profile - you need to know exactly who you’re reaching out to and it needs to be segmented.
Prospects want specialists, so the big thing that you need to do is to create that segmentation. The ideal client profile, it can’t just be “we work with SaaS companies”; it has to be “we help B2B SaaS companies, under 1000 employees, that use this type of…” - that’s how specific it needs to be.
That segmentation is going to allow you to really present a case that’s very specific for the person you’re reaching out to, without you having to do a lot of personalization.
Not All Prospects Are Created Equal
We send a couple of emails to someone, and we only send personalized videos to people that actually open the emails.
And this is a good prospecting hack: you really need to prioritize your prospects. Don’t treat everyone equally.
Don’t spend a lot of extra time calling or recording a video for someone if they're not even opening half the emails that you’re sending.
How to Use Video for Prospecting (Practical Tips)
- When recording a video, make sure to look into the camera so the person on the other end feels like you’re talking to them.
- Invest in a good webcam.
- Keep it under 60 seconds. Ideal length is 30 seconds.
- Follow this format: Who you are, why you’re reaching out, and why you should talk (call to action).
- Create an eye-catching video thumbnail. Show your personality and don’t be too serious.
Mentions
Jason Bay (LinkedIn)
Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale by William Miller
Free Guide from Blissful Prospecting