SDRs talk about how hard it is to be rejected when cold calling — and it is. But it’s also hard for the person on the other end of the phone to reject. Reps need to make the conversation about the person that they’re cold calling both to overcome call reluctance and to change cold calling’s bad reputation. In this episode, we interview Jason Bay , Chief Prospecting Officer at Blissful Prospecting , about why people hate cold calls so much and what SDRs can do about it. We discussed why starting a conversation is the whole point of cold calling, the success of permission-based openers, avoiding prospecting narcissism with customer-centricity, and what sales leaders (and SDRs) can do to combat call reluctance. Check out this related episode: Episode 110 w/ Sam Nelson, “Ramping Up SDRs: The First 90 Days” To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website.
Don't apologize for video prospecting with Jason Bay
The Customer Engagement Lab
There is no magic sequence of activities that works every time, okay? There just isn’t. What there is, is continuous personal and professional improvement, the daily baby steps we take to put ourselves in second place. (Because the other person should be in first.) In this episode, we had such a great talk with Jason Bay, Chief Prospecting Officer at Blissful Prospecting (and fellow podcast host). As usual, we just threw him straight into posts and clips to get his take on all things prospecting. In this episode we discuss: The magic multichannel sequencing hack Doing work on your personal life (because it’s affecting your professional life) Baby steps to overcome mental hurdles Why we should maybe stop being so nice Deep dive on Haley’s video prospecting Check out these resources we mentioned during the podcast: Book Yourself Solid No More Mr. Nice Guy Subscribe to The Customer Engagement Lab and never wake up in a cold sweat worrying you missed an episode ever again. Listening on a desktop & can’t see the links? Just search for The Customer Engagement Lab in your favorite podcast player.
The Outbound Email Engine for Growth with Jason Bay
Sales and Marketing Built Freedom
Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10xJason got into sales by accident. When he was in high school, he wanted to be a forensic scientist. He even had a mentor but lost interest after discovering that the job involved sitting in a lab all day.While in college, someone came into his classroom to talk about a company through which he could run a house-painting business and make some money during the summer holidays. Jason signed up without realizing that the job also involved marketing and door-to-door sales. He knew nothing about sales at the time, and although the average cost of a paint job was between $3,000 and $8,000, Jason did very well. He sold $100,000 worth of paint jobs over the summer. After that, he loved sales!The biggest learning curve in Jason’s sales journey happened the following year, in 2009, when he returned as a Sales Manager. He taught other people how to sell, yet he had limited experience selling and prospecting.Jason spent the next six or seven years with that company and started an outbound call center for them. That was how he got into the inside sales game. Since 2013/2014, Jason has been working in the corporate space, consulting with companies to help them with their marketing and lead generation. More specifically, with Blissful Prospecting, he has been helping people land their first meeting. Jason helps people with their emails and assists them with gaining more confidence on the phone, handling objections, and getting good qualified meetings by reaching out to people proactively. Much of Jason’s target market has become hard to reach lately. People have been getting tons of emails, calls, and all kinds of ads, which makes it very hard for salespeople to get meetings right now. There are currently two ways in which salespeople attack that problem:They are determined to email and call as many people as they can. Although their outreach volume is high, the meeting quantity is usually low, and the quality of the meetings not good. As a result, there is often a lot of rejection.They customize everything for each individual in their target market. Although that sounds like a quality approach, it takes a lot more time than is necessary. So even though the response rate will be higher and the rejection lower, the volume of the meetings will not be there.To find a balance between the two, you need to have a quality-first approach. Quality first means picking out a subset of individuals in a similar industry with similar job titles and a common use case or set of technologies. That will allow you to templatize three-quarters of your approach because you will be reaching out to people with similar problems, similar businesses, similar roles, and working on similar things. Then, you can customize the last bit. When you optimize the volume, people will feel like it’s for them, and you will get quality meetings.Outbound is about approaching a target market first and then putting something in front of them (like emails, phone calls, etc.), rather than putting something in front of people and waiting for them to come to you.Jason does not recommend doing outbound with companies that do not have good inbound engines.Your priority is to have excellent content and to know how to get your people to do something without having a salesperson calling them. Outbound is all about how to take your great content and thought leadership and proactively put it in front of the people who will not come to you organically.Think of ways to have a one-to-one conversation with someone and share things with them without them having to download anything. It is all about frictionless sharing. To know what to share with them, you need to think about what they are focused on, what they are working on, and what their priorities are. Then put content in front of them that will align with those.The process in a nutshell:Ask your prospect what their top two priorities are and what problems they are having. (That will be content for top of the funnel that will help you get a meeting.)Consider how to control your prospect’s experience when you sell to them and deliver a personalized experience at scale.Create great content around those things.To create great content from a sales standpoint, you need to think about curating content specifically for your prospects. It has to be relevant and credible, and your prospect needs to know that you took the time to curate what you thought would be helpful for them.You will notice some clear patterns after asking more than a dozen people in various roles what their priorities are. That will help you provide context when you reach out to them as prospects and engage with them.You need to move in the same direction and at the same pace as your prospects. To do that, get in front of them with something that they care about. Guestimate (make an educated guess) what their priorities are, and then do some research to back that up. Then you can have an intelligent conversation about something they truly care about.The tools that Jason recommends are:Seeking AlphaJason uses a three-part framework:IdentifyEngageConvertIdentify: Identify your ideal client profiles and your personas in the empathy piece. You need to understand the path of these people. (Jason calls it the Prospect Path.) Those are their priorities, problems, and their desired and undesired future state.Engage: This is your messaging, comprising of your email, phone, and sequencing. You need to have a good multi-touch/multi-channel strategy. Keep your sequencing simple. Data shows that you need 10-12 touches before you can get hold of most of the people you reach out to, so use Jason’s Weekly Touch Pattern for 3 weeks in a row. Jason’s simple Weekly Touch Pattern:Day 1: Use the Triple Touch - Email, call and then send either a LinkedIn connection request or a voicemail. The message is focused on priority #1. Day 2: (Do this two business days apart.) Call and email. Your email is a reply to the first one that says “Any Thoughts?” Use short emails and then call. Follow that same pattern for 3 weeks in a row. Week 2 will be focused on priority #2. Week 3 will be focused on priority #3. If you are doing full cycle sales, you need to think about segmentation. Create a strategy to tier your prospects.Don’t treat all your prospects equally. In other words, don’t spend the same amount of time going after a C-level VP person as you would a manager.Make sure that you spend your phone time on the people with whom you want to get meetings.If you are not doing much in terms of outbound, think about how you can supplement what you are doing. Adding an extra meeting or two to your calendar each week can do a lot for your pipeline! If you are a full-cycle rep selling enterprise, and your deal size is between 40 and 200K, you will need to spend about an hour a day on your productivity piece. In those 5 hours each week, if you spend time on Monday doing your research, you should manage to reach out to at least 2 or 3 companies per day. If you reach out to 10-12 companies per week and make contact with 2 people at each company, you could get 1 appointment per day.Jason on LinkedInBlissful Prospecting Website
Chief Prospecting Officer of Blissful Prospecting, Jason Bay, joins Ashleigh and co-host Ollie to discuss his success in door-to-door sales, feeling pride in his ethnicity, and how leaders can better support people of color on their teams. SHOW NOTES His Sales Journey -Jason was studying to be a Forensic Scientist when his friend came into one of his classes to talk about a company, College Works Painting, that hires college students and teaches them how to run a house painting business. -Much of this teaching was marketing and sales. Particularly door-to-door sales. And, he did well despite being introverted and coming from a culture that emphasizes blending in and isn’t well-represented in sales. -This decision to pursue sales as a career was instant because doing well gave him the approval and validation he craved throughout his life. Once he received this approval, it didn’t matter to him that no one else looked like him. Embracing Being Asian -He’s accustomed to justifying racism and microaggressions in the people around him, so it’s only recently, thanks to the help of his wife, that he fully embraced his Asian heritage. -And, though his mom was doing her best in a conservative Oregon town, her advice to ignore it only reinforced that this behavior was normal. The Absence of Asian Role Models in Sales -The first time he felt he could truly identify with someone was when he met his wife and watched how she fully embraced her Korean roots. -This absence of role models in his career path made him doubtful of what he could achieve. Not to mention the pressure to be a “model Asian.” Is Being Asian a Help or Hindrance? -Jason sees being Asian in sales as a hindrance to his mental health but great for his career because people aren’t intimidated by him. Supporting Your Asian Employees -Empathize, validate, and offer. Let them know you recognize their experience is different, and you support them. -If you can’t hire for diversity, take a look at who you can bring in to speak and provide a different perspective. Resources -Anti-racism resources to support Asian American, Pacific Islander community -Rise of Anti-Asian Hate Crimes -Compound Effect by Darren Hardy -The Subtle Art of Not Giving a Fuck by Mark Manson Connect With Jason -Blissful Prospecting -LinkedIn --- Send in a voice message: https://anchor.fm/othersideofsales/message Support this podcast: https://anchor.fm/othersideofsales/support
132. Bringing Empathy Back to Cold Emails w/ Jason Bay
The Customer Experience Podcast
The last cold email you received probably made you feel disengaged at best. It’s also the reason why the average cold email response rate is 1%. In this episode, I interview Jason Bay, Chief Prospecting Officer at Blissful Prospecting, about bringing empathy back to the sales process. We also talked about: - The 2 sales enablement fails and what should replace them - The REPLY method for cold emailing - The next wave of video and his video strategy - Long form content vs. bite-sized content Check out these resources we mentioned during the podcast: - BlissfulProspecting.com/Ethan - Jason Bay on LinkedIn - Proposify - Apple Subscribe, listen, and rate/review the Customer Experience Podcast on Apple Podcasts, Spotify, Google Play or Google Podcasts, and find more episodes on our blog. Listening on a desktop & can’t see the links? Just search for The Customer Experience Podcast in your favorite podcast player.
156: The Best Outbound Prospecting Tactics – with Jason Bay
SaaS-Story in the Making
EPISODE SUMMARYJason Bay, the Chief Prospecting Officer at Blissful Prospecting, delves deep into what it takes to be successful in outbound sales while discussing the best outbound prospecting tactics with Matt Wolach, the host of SaaS-Story in the Making Podcast.Jason elaborates on the REPLY framework for effective messaging that converts. Jason also touches on the role of technology in creating enablement and the exact things salespeople should optimize for. Jason caps it all off with the best metrics to track.PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: The Best Outbound Prospecting TacticsHost: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.Guest: Jason Bay, Chief Prospecting Officer at Blissful Prospecting.TOP TIPS FROM THIS EPISODELeverage TechnologyWalk the Prospect’s PathOptimize for ConversationEPISODE HIGHLIGHTSGet Your Prospects to REPLYVolume before SpecificsMove your Big Doors with Small HingesTOP QUOTESJason: [11:10] “When you don’t focus on understanding your prospect as a sales leader, you are robbing your salespeople of their resourcefulness.”[13:08] “Somewhere in your email, you need to talk about the result that your prospect cares about.”[19:09] “The mistake a lot of people make with their marketing is that they optimize for conversion instead of conversation.”LEARN MORETo learn more about Jason Bay and Blissful Prospecting, visit https://blissfulprospecting.com/ You can also find Jason Bay on LinkedIn at https://www.linkedin.com/in/Jasondbay/For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt
Is your outreach cookie-cutter, out dated, missing the target, or crossing the line of annoying? Most of you have probably been guilty of at least one of these. Enter good friend of the show, Jason Bay, outbound sales coach, trainer and Chief Prospecting Officer at Blissful Prospecting. As usual Jason does not come empty handed when he talks with Jeff and Christie. He shares valuable cold outreach strategies and exercises you can do to get results. How to fill in the gaps, personalize the right way, find out what prospects want and don't want before contact and leveraging your best clients. All with the goal of finding the outreach sweet spot and increasing your percentage of returns. Find out more about Jason here! WANT MORE WHY AND THE BUY? Join our new listener group for discussions about episodes and other helpful resources for your business! Get access to the greenroom. Go behind the scenes with past, present and future guests! Follow us on LinkedIn! Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.
Jason Bay is Chief Prospecting Officer for Blissful Prospecting. Today we tackle four big questions about prospecting that are being debated in various forums. For instance, is prospecting even sales? And, does that even matter? We then dig into whether outbound should be recognized as a speciality on its own. Plus, what companies should be doing to develop career tracks for prospectors._Arm your team with the tools they need to work from anywhere. Watch the video @ www.ringDNA.com/andy Learn more about your ad choices. Visit megaphone.fm/adchoices
102) SALES RANTS: Mastery, toxic positivity, mediocrity, and personal problems with Jeff Bajorek and Jason Bay
Blissful Prospecting | B2B Outbound Sales with JBay
Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff Bajorek and I rant on these four topics: mastery, toxic positivity, mediocrity, and business problems being personal problems in disguise. Connect with Jeff on LinkedIn here and Parabola Consulting here. Resources mentioned in the episode: Show Notes Page Here are three more ways to get help with your prospecting: REPLY Method™ Guide. A proven messaging framework for increasing response rates and setting more meetings from your cold outreach. For Individuals. A 6-week, open to the public, prospecting boot camp to help you land more meetings with your ideal clients. Learn a proven framework for landing meetings with your ideal clients through phone, email, and LinkedIn. For Teams. Hands-on training and coaching help your team overcome call reluctance, build meaningful relationships with prospects, and land more meetings with their ideal clients.