{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Prospecting Formulas That Work with Jason Bay | Ep. 128","description":"Jason 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 \u2018fun\u2019 prospecting formulas that work practical tips on how to use videos for prospecting building cadence, and a lot more. &amp;nbsp; Check out the full episode! &amp;nbsp; Prospecting Formulas That Work You definitely need to be targeted and purposeful with what you\u2019re doing. It starts with your ideal client profile - you need to know exactly who you\u2019re 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\u2019t just be \u201cwe work with SaaS companies\u201d; it has to be \u201cwe help B2B SaaS companies, under 1000 employees, that use this type of\u2026\u201d - that\u2019s how specific it needs to be. That segmentation is going to allow you to really present a case that\u2019s very specific for the person you\u2019re reaching out to, without you having to do a lot of personalization. &amp;nbsp; 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\u2019t treat everyone equally. Don\u2019t spend a lot of extra time calling or recording a video for someone if they're not even opening half the emails that you\u2019re sending. &amp;nbsp; 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\u2019re 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\u2019re reaching out, and why you should talk (call to action). Create an eye-catching video thumbnail. Show your personality and don\u2019t be too serious.  &amp;nbsp; &amp;nbsp; Mentions Blissful Prospecting Jason Bay &amp;nbsp;(LinkedIn) Apollo.io  Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale by William Miller Free Guide from Blissful Prospecting ","author_name":"It's Time to Sell Podcast: Strategies for 21st Century Selling","author_url":"http:\/\/www.chrisspurvey.com\/podcast","html":"<iframe title=\"Libsyn Player\" style=\"border: none\" src=\"\/\/html5-player.libsyn.com\/embed\/episode\/id\/10072703\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/forward\/render-playlist\/no\/custom-color\/88AA3C\/\" height=\"90\" width=\"600\" scrolling=\"no\"  allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen><\/iframe>","thumbnail_url":"https:\/\/assets.libsyn.com\/secure\/item\/10072703"}