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Mark Baskin
Go-to-Market Methodologies at HubSpot
Jed Mahrle
Founder at Practical Prospecting
Sarah Brazier
AE, Content, Top-of-Funnel Coach
Jake Reni
Co-Founder and CGO at Revenue Reimagined
Anne Hollander
Chief Strategy Officer at Thirty Capital
Jed Mahrle has a hit newsletter Practical Prospecting and is the former head of outbound at Mailshake and PandaDoc. Jed’s a master at cold calling scripts, email templates, sequencing strategy, and scaling up outbound teams. Bring you hardest hitting top of funnel questions to this AMA.
Jed’s Hard Skills
Account Planning
Cold Calling
Email Sequencing
Objection Handling
Social Selling
Targeting / Researching
Video Prospecting
Here are the most upvoted questions from the AMA and Jed answered them all. In case you missed it, scroll down to watch the recording.
Will the role of SDR make it through the AI revolution?
How do you stay motivated to grind it out on the phone every day?
What are you seeing in the best email based prospecting approaches that work in 2024?
As a full-cycle AE, I'm always looking for ways to enhance my prospecting strategies. In your experience, what key adjustments or innovations do you believe will be crucial for full-cycle AEs in the coming years, considering the evolving landscape of AI and technology in the sales industry?
Assuming all outbound is personalized, what sample size are you using to determine whether something should change. What metrics are you analyzing and how do you know what to replace it with. I’m emailing and using LinkedIn with voice message and personalized videos as value bumps. 2) thoughts on lavenders 75 word rule? Any times you’d break it?
I'm an intern. Whats the best way to secure a full time job?
How do you shorten enterprise sales cycles?
Cold call intro that worked for you?
Any tips for getting more meetings with prospects?
How do you challenge a Challenger?
How do I know I have message market fit? / How do I know its time to scale a channel, what am I looking for?
What are the top 3 - 5 things you have learned launching your business? What would you do differently if you started over?
What are your favorite Discovery questions to start a meeting before a Demo?
How do you balance quality of outreach with volume?
How to quantify metrics for outbound?
How do you maintain urgency for deals longer than 6 months?
Do you know of a tool where you can search companies that posted X or more job postings?
How to Manage to take the conversation when you don’t know about the Technicality?
I use outreach, when I email myself it always lands in the primary. Dmarc etc checks are always fine - a lot of my emails get opened immediately so my open rate looks good but I'm not convinced people are seeing them. The content is usually relevant and personalised enough to spark a reply. Always sent individually and adhering to all the 'guidelines' we always hear Is it just a case of sophisticated email filters?
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