The Engaged Prospect Podcast Interview with Jason Bay, Co-Founder and Chief Revenue Officer at Blissful Prospecting
Today Dan Hersh had the opportunity to talk with Jason Bay, who is the Chief Revenue Officer and Co-founder of Blissful Prospecting. Similar to Engaged Prospect, Jason's company’s main objective is to help B2B sales teams grow their outbound sales to be faster and more consistent.
Part 1- Rethinking Prospecting 00- 12.24
Part 2- Buyer centric vs product centric 12.24- 19.11
Part 3- Importance of Curiosity 19.12- 34.17
Part 4- Cutting through the noise 34.17- 46.33
Part 5- Customizing the Conversation 46.33- 56.52
The outbound sales concepts Jason talks about are familiar in the tech industry, but just being implemented in other industries. Jason talks about prospecting in multiple channels and increasing thought leadership. He also shares new outbound concepts that show how to find quality prospects and convert them into opportunities.
Dan asks him about his opinion on the difference between being buyer centric or product centric, and which one he prefers. They spend most of the back end of the conversation discussing the importance of understanding the challenges a prospect may have, and how to ask questions without being presumptive. They even demonstrate these ideas through roleplaying.
Though Engaged Prospect and Blissful Prospecting are in the same space, Dan and Jay agree that if a conversation can make a difference in the community, it is always great to share ideas. You can learn more about Jason Bay and his company Blissful Prospecting at their website www.blissfulprospecting.com. Jason also just recently launched his own podcast, which can be found on the website or on his LinkedIn, “Jason Bay”.
EP Huddle #55
Inside sales is all about EFFICIENCY. This type of selling is cheaper than employing field sales. It's more dedicated than distribution channels or independent sales consultants, and it's also more effective than selling via marketing channels alone.
The number one quality that separates inside sales from other selling models is the ability for an effective inside sales rep to have a high number of quality conversations each day. This isn't possible with the aforementioned approaches. But, in order to produce these results, it's important for inside sales reps to have high activity and ensure very high quality.
Here are a few tips for achieving this.
As a team:
How can you schedule your sales team's day to get off to a quick start by hitting the phones right away? Figure out how many calls you expect your sales reps to make each day, and make sure they're getting at least 20% finished before moving on to another task. Achieving this small goal will energize their entire day.
Also have your team build a list of positive advocates that they can reach out to when they're feeling down. This list is critical for helping to regain confidence.
EP Huddle #53
Networking is a critical step for any business person, regardless of industry or role. It's a common understanding that people who have connections typically get ahead of those who don't. This is especially true in a sales (or business development) role where relationships drive opportunity.
Many inside sales professionals don't realize the importance of networking. They call on accounts all over the country, so local connections don't seem relevant. And, the modern employee stays at a job for less time than his counterpart did 30 years ago. But, that's why it's so important to always be connecting with other professionals and networking.
Here are a few tips for business networking for those who don't currently emphasize it.
As a team:
How can you become better networkers? Where are the opportunities to meet new people to share ideas, learn more about your potential customer base, and have the opportunity to grow new relationships?
Does your company sponsor or support the growth of its employees? Choose certain events that would seem the most logical and get your team to have a presence. Some will be free and you're only committing time. Others cost money so tracking your return on investment will be important.
You never know what might come of these new relationships.
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