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S M T W T F S
     
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31

Syndication

Many of us start our day with emails, and knowing that, The Sales Evangelist team has outlined 5 reasons why Gmail is the best email tool for sellers. 

Multiple functions 

Google’s Gmail Suite is an incredible tool for companies due to its many functions. For The Sales Evangelist, we use domains. I personally have Donald as my domain and this is connected to my Gmail business suite. Every email that I receive goes through my domain and into my Gmail inbox. 

Aside from that, it is also easy to set up. There are plenty of videos on YouTube that you can check for instructions. You can also hit Google and read about how to sign up for the suite. 

Integration 

A lot of platforms have integration but for me, Gmail beats them all. While Outlook has 365, it seems clunky and the apps are difficult to integrate.The same couldn’t be said with the Google-owned Gmail. Google is the top-dog in the industry and has a massive number of users. With that many people using Gmail accounts, it became necessary for developers to find ways to integrate their apps and tools into Gmail. 

I use Calendly, a tool that integrates seamlessly into Gmail. Other apps like Hubspot and LinkedIn Sales Navigator connect to Gmail as well. These tools and plugins make full use of Gmail’s integration capabilities. 

Templates

Google has what they call canned responses and these are found on the settings of Gmail. Look for the settings, and click on advanced. This option explains what canned responses are and provides instructions on how you can create templates for common messages that you send. You then click enable and save the changes. 

For a sales rep who's always out there sending intro emails, follow-up emails, and other responses, this canned response is a good thing. Although you need to personalize it, you will not need to write the whole thing over and over again when you’re using the template. You can just tweak it. 

You can make templates for commonly asked questions that you get. You can just type out the common responses to these questions and make it into a canned email. Now, that’s your template. You can learn more about this in Episode 11 of The Sales Evangelist. You can also connect with us on YouTube for more videos.

Mail scheduler

The third reason Gmail is the best for sales reps is its ability to schedule emails. The great thing about this is it’s free. I used Boomerang and Hubspot in the past but now, I just go to my Gmail account and click compose at the bottom. 

You’ll see that arrow next to the send button; you click on that and you can then easily schedule your mail. This feature is helpful for busy people and busy prospects as well. 

Sometimes we are inundated with so much on a day-to-day basis that we take the work home. The same can be said with business owners, VPs, executives, or mid-level managers. They are so busy and they can’t respond to mail throughout the day. This is where scheduled mail comes in. 

You can send an email to busy prospects on a Saturday or Sunday morning, and you’ll be amazed when you get their response. #Email 

Email callbacks 

Outlook and other providers offer email callback as well, and it’s very useful in case you make mistakes in sending out your mail. 

Say that when you used your canned response you weren’t able to personalize it enough and ended up putting the wrong person’s name. This isn’t a good thing, so you need to unsend it. You can do so with Gmail. 

Go to the top right corner, click settings, click on general, and look for the undo send. You can send cancellations up to different time periods. You can keep the email longer to give you more time to recognize your mistakes, edit them out, save, and send. 

Shortcuts 

Here’s the fifth reason: the shortcuts. It’s also an easy one and you can find it on the cog and click advance. You can create your custom keyboard shortcuts once it’s enabled and saved. Google has default shortcuts you can use or you can utilize the shortcut feature and make your own. 

As a busy sales rep, you can just hit C and you’d be able to compose an email or reply to an email, or hit A and reply to a particular mail. There are several other shortcuts that you can use to save your precious time. You can check out Episode 1137 of The Sales Evangelist for more information about this feature. 

I like Gmail because of its integration, the ability to create templates, the scheduled responses, the email callbacks, and the shortcuts. 

“5 Reasons Gmail Is The Best Email Tool For Sellers” episode resources

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Direct download: TSE_1142.mp3
Category:Email -- posted at: 12:00am EDT

Jason Bay, Donald Kelly, The Sales Evangelist Podcast, Video Email, changing the email gameI get a lot of requests to appear on The Sales Evangelist, but Jason Bay set himself apart from the crowd by sending a video email and changing the email game.

Jason started his sales career while he was in college, and he and his wife now run a company called Blissful Prospecting, where they remove the stress of prospecting by doing it for their clients.

He quickly discovered that the smaller midsize business was overlooked in the existing offerings, and he wanted to provide a less robust service that still produced the same type of results.

Mom and pop

Jason discovered there weren't a whole lot of companies that were willing to work with smaller organizations. Those companies that don't really have any SDRs and maybe they don't even know the lingo.

Jason wanted to help those business owners who are already multitasking with some of their business development. They don't have time to list build and personalize emails.

We've discovered the same dynamic at The Sales Evangelist. Many of the companies that need help are smaller companies whose sales reps have no training and no real process. The company expects the rep to thrive but they have no basis for it.

It becomes a vicious cycle of reps who wash out or leave to go to another company. The business hires another rep with no real training or process, and the cycle begins again.

Video prospecting

Jason's company prospects for itself, too, so the company does what it sells. Part of prospecting and selling is explaining to people what you do.

People assume when he refers to video that it's YouTube and other content creation.

Video prospecting is similar to writing an email. It's common knowledge now that your emails must be personalized beyond a first name. You must actually include something in the email that's personal to the reader.

Many people take this approach:

Hey Donald, 

I listened to one of your recent podcasts about this topic and I discovered... (fill in the blank.)

While it's personalized, it's a little redundant. We have to work to empathize with the prospect, and they may prove to be a little more difficult for men.

Video allows you to put a face to an email. It allows the recipient to see a human being instead of reading an email, so you're changing the email game. You can still send an email or a LinkedIn message.

You can't fake video. Everything in prospecting demands that you do it the right way if you want to succeed. Think about the type and quality of clients you want to attract.

Changing the email game

If you're engaging in the "murder by numbers approach" of sending 1,000 emails in order to land 5 appointments, think about the quality of customer you're attracting. It won't be really good.

If you want to work with a specific group of customers, you must show them that you're their peer. You aren't a guy sending tons of spam and praying that it succeeds.

Video takes a little more work, but if it produces more responses, it's worth the investment of time. I'd rather my sales team spend a few minutes researching and sending out 10 to 15 videos if I'll get responses from eight of them. They'll be much richer opportunities.

Your numbers may not be as high with video, but the return will be better. It's the account-based approach. Instead of getting a big list of people, do research to come up with a list of companies that will be a good fit.

Think of it as going to the gym. If you go to the gym with a plan for the session, you'll be much more efficient than if you go in and just wing it. Without a plan, you'll take twice as long and be half as effective.

Do all the prospecting preparation on the front end so that you aren't spending your time with prospects who aren't a good fit. Focus your prospecting attention on companies you can actually help and serve.

Video tips

Many people avoid video because they worry about how they'll appear. You must work around that fear because there isn't a single scenario where video isn't a good option.

  1. Make sure to look directly into the camera so the person on the other end feels as though he is actually talking to a person instead of a screen.
  2. Use quality equipment. Most laptops and phones now have quality cameras. Video where you have good light.
  3. Smile. Don't be so serious. Create the sense that working with you is enjoyable. If you're at a small company, you're likely the person that the prospect will be working with. You're a reflection of the business.
  4. Limit your video to 30 seconds or less.
  5. Prepare bullet points of what you'd like to say. Don't be too scripted but plan for what you'd like to say.

Your pitch shouldn't be more than 1-2 sentences.

Connecting with video

Video is easier to consume and it stands out in a crowded email inbox.

[Tweet "Don't prospect to make a sale. Prospect to start a conversation. #Prospecting"]

You're not going to sell a prospect over the phone or through email or LinkedIn. Your job is to simply sell them on the appointment.

Your call to action isn't, "We can help you." It's "We help businesses like yours and if you're having a specific challenge, we might be able to help you too."

Don't pretend like you know more than you actually do. And don't leave your prospect feeling like he has been insulted.

Video options

So many platforms have launched their own video capabilities that it's difficult to choose one over another. Be conscious of a couple of things, though.

  • Consider tools that flow with the tools you're already using. If you're using Hubspot for CRM and they launch a video capability, it makes sense to use that one because they are built to go together.
  • Make sure you can record the screen through video as well as the video of yourself. Make sure you have the flexibility you need.
  • Don't spend too much money on video capability.

Jason likes Loom and Soapbox right now. Loom is a Google Chrome extension that's a little clunky but effective. Soapbox has a free version that is very capable and good quality, and its pro version has useful features as well.

AB test everything. Test your specific situation. Before you invest time and energy into video, try sending videos. Measure to see what happens.

Test different areas of the email sequence. Try it at the beginning of the message or maybe at the end to see what works best in terms of changing the email game.

Prioritize your prospecting based on who is the most engaged with the actual outreach. Use the software that shows you who is actually opening your messages and invest your extra effort into those people.

"Changing The Email Game" episode resources

You can connect with Jason at blissfulprospecting.com/Donald where he has put together some basic tools to help you get started in video prospecting. You'll find a PDF, a script, and the flow for recording that will move you toward changing the email game.

You'll find lots of good resources on the website as well.

Check out Loom, Soapbox, BombBomb, or Hubspot for video capability that meshes with your existing workflow.

If you haven't connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I'm sharing there.

You've heard us talk about the TSE Certified Sales Training Program, and we're offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester.

You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it.

If you and your team are interested in learning more, we'd love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You'll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

Direct download: TSE_1089.mp3
Category:Email -- posted at: 11:25am EDT

When your prospects find 100 new email messages waiting for them on Monday morning, if your emails give no value, your prospects will never open them.

If there's nothing in the subject line or the first sentence of the message to grab their attention, your prospects will probably never even open the message. Sellers must give thought to what their first sentence is saying to uncover how their emails are performing.

Preview

Consider your own email inbox.

You're busy. You don't have time to read every single email that arrives in your inbox. If you've got 100 new messages waiting, you're not going to read them all. You'll travel the path of least resistance by eliminating as many as possible.

Email content

The subject line is crucial, so your goal is to minimize it as much as possible. Get to the point quickly with as few words as possible.

Make sure the first sentence of your email relates to the subject line and make sure it has nothing to do with you. Avoid statements like "I have something I want to share with you," or "My company helps clients who..."

Avoid including sentences that, when you think about them, simply aren't helpful. "I hope this message finds you doing well." "I hope your quarter is going great." These are both fillers and they won't compel anyone to open the email.

If you're using the same content and the same statements as other sellers, your emails give no value, and no one will open them.

Truth

One of the worst mistakes you can make is using a subject line that has nothing to do with the email content itself.

If you bait your reader in with one idea and then switch ideas within the email, you'll probably get black-listed. At best, you'll get sent to the spam folder so you're toast forever.

Do something totally different. Personalize your message and don't include a huge pitch in your first email.

Think about it from your buyer's standpoint. He has countless sellers reaching out to sell him something, and many of them are sharing similar messages. What if your first sentence offered something to help him?

Consider this example from Todd.

He got an email from a seller who recognized that he was a CEO who had to create and give presentations. The seller provided a PowerPoint template he could use to present metrics and then another template he could use to create a sales handbook.

The sender gave no information about himself or his company. The only reference was information in the signature block that Todd could access if he was interested.

Value

Buyers aren't stupid. If you send a helpful, beneficial email, I'll like go to your site. Even if I don't need your product right now, I'll know where to go in the future.

Give something of value. Provide some education. Think of it from the buyer's standpoint. Give him something that will help him be more effective and efficient in his role.

When you give value, provide something that will address a problem that your ideal customer struggles with. It doesn't even have to be something you're an expert in, and in fact, that sometimes makes it more genuine.

Imagine I sell HR software to HR directors. If you send a document titled 5 Things HR Directors Should Consider When Selecting A Software, he'll smell the bias from 10 miles away. If I provide something beneficial that isn't in my wheelhouse, they'll recognize that I'm not trying to sell something.

The goal is to build interaction by getting him to respond and open a dialog.

Dialog

If the thing you're sharing will benefit him even if he doesn't buy your product, go ahead and share that with your prospect. Just don't make it gimmicky.

Give something that has value and then connect other places like on LinkedIn or over the phone. Many of us are stuck in the mindset that a single email will open the door to a deal.

Focus on the content you're sharing. Focus on the type of content and how it applies to him as an individual. Then focus on how you can make his life easier.

Create emails that prospects will want to open so you can build meaningful conversations and then ask effective questions. #ColdOutreach

"Your Emails Give No Value" episode resources

Grab a copy of the book The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results by Todd Caponi.

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out. You'll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

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Audio provided by Free SFX and Bensound.

Direct download: TSE_1082.mp3
Category:Email -- posted at: 7:11pm EDT

Many sellers understand the challenge of using emails to reach out to prospects, but Chad Sanderson tells us that using brief, compelling stories in sales emails can leave a memorable impression on a prospect who is inundated with noise.

Chad has worked as a marketer, seller, sales leader, and entrepreneur, so he understands the perspective of everyone listening to this podcast.

Email issues

Chad points out that most emails suck. We're all connected to our devices and we're constantly inundated with impressions through Facebook messages, videos, emails, LinkedIn requests, and even WhatsApp or Snapchat messages.

That doesn't even include impressions you get while watching television.

The only way to effectively break through the noise is to put yourself in the other person's shoes. Everything is moving at a ridiculously fast pace, so if you never slow down enough to truly consider the other person, you'll probably fail to truly connect.

You must connect with people in a way that's valuable from their perspective.

[Tweet "People still buy from people, so if they don't know and trust you, you must build rapport before you earn the right to talk about yourself. #BuildRapport"]

Onslaught

As if the crowded inboxes aren't enough, it's also true that many of the emails people send are just drudgery. Chad points to one company that has been pursuing him for several months, and as he mapped the cadence of the messages, he noted that the messages never included anything from his perspective until about email 14. The messages were always about the company.

He said it happens all the time because sellers don't realize that approach doesn't work.

And though he tries to be kind because he works in this world too, he sometimes has to unsubscribe because the messages aren't valuable.

To make the idea simpler to understand, think about this in the context of your friends. Everybody has at least one friend that will not stop talking about themselves.

Even in a social setting, people will eventually move away from that person. It's true in sales, too.

People business

We seem to assume that the rules are different in sales. We forget that we're in the people business and that relationships matter in sales just as they do outside of work.

Sales has always been a discipline. It has always been tough. It has gotten tougher because now everyone can get to everyone else and everyone believes they have something important to say.

Slow down and take a deep breath. Think about your general target audience. Instead of thinking about Donald or Chad, think about reaching out to podcast hosts who focus on B2B revenue generation.

Then you'll have a little bit of context. You still won't know those people, but you'll have a good place to start. But you have to be able to reach out to prospects at scale.

Personalization

Chad read a report last week about a company that ran a test of 7,000 emails, personalizing half of the emails to the challenges the person would face based upon their role. Think industry/company personalization rather than individual personalization.

They found that the open rates were four to five points higher on cold emails that were crafted to highlight challenges the receiver was facing.

Some people argue that isn't personalization, but what we really need to do is understand the conext these people are working in and then show them something that will tap into their curiosity circuit.

The next level of personalization involves those who responded to the first round of communication.Instead of researching 100 people I only have to research the 10 who indicated interest in my product or service.

Stick to the rule of thumb that you'll do 15 minutes of research on an industry, 10 minutes of research on a company, and 5 minutes of research on an individual. If you can stick to that and not be distracted by dog videos or Tiger winning the Masters, you'll be able to effectively personalize your messaging.

Make them curious so that they'll be waiting for the next email.

Telling stories

Chad related the story of a friend who went into a Men's Warehouse to get a tux. Then he used the experience to reach out to the CEO of the company to highlight how his company could help fill in some of the organization's gaps.

Using his own individual experience, he crafted an email that was still only six or seven sentences long so that it fit on a mobile screen.

In a B2C environment, share how that brand made you feel or how an individual made you feel. In a B2B environment, tell a story about how you've helped someone whose situation was similar to the person you're targeting. Explain how you were able to help him turn his situation around and tell him about the results you were able to produce.

Tell him about the person who is like him.

Although you don't know him yet, you know someone who is like him, so tell him that story.

If you want to understand story structure better, grab a copy of Creativity, Inc, a book about how Pixar creates stories for its movies.

Be human

Very few people can write an email the very first time that communicates well and fits neatly on one mobile screen. You'll likely need multiple drafts to get it right.

Communicate to your audience that you're paying attention to them and what they are dealing with. Acknowledge awards they won and acknowledge articles you've read about that address a problem they might be having.

Consider Barb Giamanco, who reached out to female chief marketing officers to recruit help with a project. She emailed each of them by acknowledging an award each had received.  Then she asked for their perspective on a project she was working on.

The emails indicated that she was paying attention to the CMOs' careers. It acknowledged a problem that the CMOs might be having and a desire to address it. It wasn't until the very end of the email that she even mentioned her own intentions.

Be authentic and genuine.

Realize, too, that once you get an email dialogue started, you have to have the skill set to keep it going.

Think about your prospects as human beings. Slow down and think about your target.

"Brief Compelling Stories In Sales Emails" episode resources

Check out Chad's podcast B2B Revenue Executive Experience and you can find him on LinkedIn, but you must send a note with your connection request.

You've heard us talk about the TSE Certified Sales Training Program, and we're offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester in April.

You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it.

If you and your team are interested in learning more, we'd love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You'll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

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