{"id":1777,"date":"2019-05-31T04:30:33","date_gmt":"2019-05-31T09:30:33","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=1777"},"modified":"2019-06-04T01:11:29","modified_gmt":"2019-06-04T06:11:29","slug":"sales-tip-132-dont-treat-every-prospect-equally-jason-bay","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-132-dont-treat-every-prospect-equally-jason-bay\/","title":{"rendered":"Sales Tip 132: Don\u2019t Treat Every Prospect Equally – Jason Bay"},"content":{"rendered":"

\"\"<\/p>\n

“Most effective techniques I’ve found for increasing the effectiveness of my prospecting campaigns without spending more time, is to not treat every prospect equally.” – Jason Bay in today’s tip 132<\/p>\n

Do you treat every prospect equally?<\/strong><\/p>\n

Join the conversation below<\/a> and feel free to share your thoughts!<\/p>\n

Jason Bay on LinkedIn<\/a>
\nBlissful Prospecting<\/a>
\nMixmax.com<\/a>
\nOutreach.io<\/a>
\nSalesLoft.com<\/a>
\nVidyard.com<\/a><\/p>\n

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442<\/strong> or email scott@top1.fm<\/strong><\/p>\n

Transcript<\/h3>\n

Scott Ingram: You\u2019re listening to the Daily Sales Tips podcast and I\u2019m your host, Scott Ingram. Today\u2019s tip comes from Jason Bay. Jason is the Co-founder and Chief Revenue Officer at Blissful Prospecting where they help B2B reps, SMBs and non-profits remove the stress from prospecting. Here he is with today\u2019s tip:<\/p>\n

Jason Bay: One of the easiest, most effective techniques I’ve found for increasing the effectiveness of my prospecting campaigns without spending more time, is to not treat every prospect equally. Now I know you’re probably thinking \u201cHey Jason, I have a quota to hit and these are all cool companies that I want to work with\u201d and like \u201cHey, I feel you.\u201d But the reality is that you only have so much time in a day, and especially in a week where you can spend prospecting, because hopefully you’re doing sales calls and other things like that. So what I’m suggesting is to not treat every prospect equally because statistically only 20 to 50% of people, or even opening up the emails that you’re sending them, 50% of your good. And yet we continue to spending all of this extra effort calling these people and trying to hunt them down, sending videos, hitting them up on social, when in reality if we doubled down and spent more effort on the people actually engaging with what we sent them, the likelihood and the conversion rate is going to increase because oftentimes those people are sending emails around internally and all they need is just a little extra push to get on the phone. So what I suggest, if you have a cadence set up, and let’s say you’re sending a couple of emails, week one and week two, you’re hitting them up on social and calling them and whatever it might be is I would use your sales engagement platform. So anything that you’re using, you know, whether it be Mixmax Outreach, SalesLoft, or whatever it is to send your outreach. All of these tools have a way of knowing if people are opening up emails. So when you send a couple emails in that first week in week two, only spend time actually calling people and sending videos and hitting them up on social if they’ve already opened the emails that you sent them. Now, a lot of times what you’ll find is that if you send out a hundred emails in a week, you might have a 20 to 50% open rate, but maybe five or 10 of those people opened your email half a dozen times. Those are the people that I would focus on sending a one to one personal video through a tool like Vidyard, or you could send them a LinkedIn message or add them as a connection or like or comment or whatever it might be. So spend all of the extra effort on the people that are most receptive to what you’re doing and you’re going to see quite a dramatic increase in your success rates of getting them to want to hop on a call with you.<\/p>\n

Scott Ingram: You can connect with Jason on LinkedIn to follow their cold email breakdowns and weekly content to help grow your sales pipeline. For links to Jason\u2019s LinkedIn profile<\/a> to Blissful Prospecting and to all of the different tools that Jason just mentioned click over to DailySales.Tips\/132<\/a>.<\/p>\n

Thanks for listening and make sure you\u2019re subscribed so you never miss a tip!<\/p>\n","protected":false},"excerpt":{"rendered":"

“Most effective techniques I’ve found for increasing the effectiveness of my prospecting campaigns without spending more time, is to not treat every prospect equally.” – Jason Bay in today’s tip 132 Do you treat every prospect equally? Join the conversation below and feel free to share your thoughts! Jason Bay on LinkedIn Blissful Prospecting Mixmax.com…<\/p>\n","protected":false},"author":2,"featured_media":1868,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"content-sidebar","footnotes":""},"categories":[40],"tags":[],"class_list":{"0":"post-1777","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-daily-sales-tips","8":"entry"},"yoast_head":"\nSales Tip 132: Don\u2019t Treat Every Prospect Equally - Jason Bay - Daily Sales Tips<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-132-dont-treat-every-prospect-equally-jason-bay\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tip 132: Don\u2019t Treat Every Prospect Equally - Jason Bay - Daily Sales Tips\" \/>\n<meta property=\"og:description\" content=\"“Most effective techniques I’ve found for increasing the effectiveness of my prospecting campaigns without spending more time, is to not treat every prospect equally.” – Jason Bay in today’s tip 132 Do you treat every prospect equally? Join the conversation below and feel free to share your thoughts! Jason Bay on LinkedIn Blissful Prospecting Mixmax.com...\" \/>\n<meta property=\"og:url\" content=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-132-dont-treat-every-prospect-equally-jason-bay\/\" \/>\n<meta property=\"og:site_name\" content=\"Daily Sales Tips\" \/>\n<meta property=\"article:published_time\" content=\"2019-05-31T09:30:33+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2019-06-04T06:11:29+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/05\/Jason-Bay-Headshot.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"327\" \/>\n\t<meta property=\"og:image:height\" content=\"327\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Scott Ingram\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@ScottIngram\" \/>\n<meta name=\"twitter:site\" content=\"@DailySales_Tips\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Scott Ingram\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-132-dont-treat-every-prospect-equally-jason-bay\/\",\"url\":\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-132-dont-treat-every-prospect-equally-jason-bay\/\",\"name\":\"Sales Tip 132: Don\u2019t Treat Every Prospect Equally - Jason Bay - Daily Sales Tips\",\"isPartOf\":{\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-132-dont-treat-every-prospect-equally-jason-bay\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-132-dont-treat-every-prospect-equally-jason-bay\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/05\/Jason-Bay-Headshot.jpg?fit=327%2C327&ssl=1\",\"datePublished\":\"2019-05-31T09:30:33+00:00\",\"dateModified\":\"2019-06-04T06:11:29+00:00\",\"author\":{\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/#\/schema\/person\/269f371a9450426541cdda80397a8548\"},\"breadcrumb\":{\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-132-dont-treat-every-prospect-equally-jason-bay\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-132-dont-treat-every-prospect-equally-jason-bay\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-132-dont-treat-every-prospect-equally-jason-bay\/#primaryimage\",\"url\":\"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/05\/Jason-Bay-Headshot.jpg?fit=327%2C327&ssl=1\",\"contentUrl\":\"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/05\/Jason-Bay-Headshot.jpg?fit=327%2C327&ssl=1\",\"width\":327,\"height\":327},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-132-dont-treat-every-prospect-equally-jason-bay\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/top1.fm\/DailySalesTips\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Sales Tip 132: Don\u2019t Treat Every Prospect Equally – Jason Bay\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/#website\",\"url\":\"https:\/\/top1.fm\/DailySalesTips\/\",\"name\":\"Daily Sales Tips\",\"description\":\"A Daily Podcast and Blog for B2B Sales Professionals\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/top1.fm\/DailySalesTips\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/#\/schema\/person\/269f371a9450426541cdda80397a8548\",\"name\":\"Scott Ingram\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/top1.fm\/DailySalesTips\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g\",\"caption\":\"Scott Ingram\"},\"sameAs\":[\"https:\/\/top1.fm\",\"https:\/\/x.com\/ScottIngram\"]}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Sales Tip 132: Don\u2019t Treat Every Prospect Equally - Jason Bay - Daily Sales Tips","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-132-dont-treat-every-prospect-equally-jason-bay\/","og_locale":"en_US","og_type":"article","og_title":"Sales Tip 132: Don\u2019t Treat Every Prospect Equally - Jason Bay - Daily Sales Tips","og_description":"“Most effective techniques I’ve found for increasing the effectiveness of my prospecting campaigns without spending more time, is to not treat every prospect equally.” – Jason Bay in today’s tip 132 Do you treat every prospect equally? Join the conversation below and feel free to share your thoughts! Jason Bay on LinkedIn Blissful Prospecting Mixmax.com...","og_url":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-132-dont-treat-every-prospect-equally-jason-bay\/","og_site_name":"Daily Sales Tips","article_published_time":"2019-05-31T09:30:33+00:00","article_modified_time":"2019-06-04T06:11:29+00:00","og_image":[{"width":327,"height":327,"url":"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/05\/Jason-Bay-Headshot.jpg","type":"image\/jpeg"}],"author":"Scott Ingram","twitter_card":"summary_large_image","twitter_creator":"@ScottIngram","twitter_site":"@DailySales_Tips","twitter_misc":{"Written by":"Scott Ingram","Est. reading time":"3 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-132-dont-treat-every-prospect-equally-jason-bay\/","url":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-132-dont-treat-every-prospect-equally-jason-bay\/","name":"Sales Tip 132: Don\u2019t Treat Every Prospect Equally - Jason Bay - Daily Sales Tips","isPartOf":{"@id":"https:\/\/top1.fm\/DailySalesTips\/#website"},"primaryImageOfPage":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-132-dont-treat-every-prospect-equally-jason-bay\/#primaryimage"},"image":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-132-dont-treat-every-prospect-equally-jason-bay\/#primaryimage"},"thumbnailUrl":"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/05\/Jason-Bay-Headshot.jpg?fit=327%2C327&ssl=1","datePublished":"2019-05-31T09:30:33+00:00","dateModified":"2019-06-04T06:11:29+00:00","author":{"@id":"https:\/\/top1.fm\/DailySalesTips\/#\/schema\/person\/269f371a9450426541cdda80397a8548"},"breadcrumb":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-132-dont-treat-every-prospect-equally-jason-bay\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/top1.fm\/DailySalesTips\/sales-tip-132-dont-treat-every-prospect-equally-jason-bay\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-132-dont-treat-every-prospect-equally-jason-bay\/#primaryimage","url":"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/05\/Jason-Bay-Headshot.jpg?fit=327%2C327&ssl=1","contentUrl":"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/05\/Jason-Bay-Headshot.jpg?fit=327%2C327&ssl=1","width":327,"height":327},{"@type":"BreadcrumbList","@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-132-dont-treat-every-prospect-equally-jason-bay\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/top1.fm\/DailySalesTips\/"},{"@type":"ListItem","position":2,"name":"Sales Tip 132: Don\u2019t Treat Every Prospect Equally – Jason Bay"}]},{"@type":"WebSite","@id":"https:\/\/top1.fm\/DailySalesTips\/#website","url":"https:\/\/top1.fm\/DailySalesTips\/","name":"Daily Sales Tips","description":"A Daily Podcast and Blog for B2B Sales Professionals","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/top1.fm\/DailySalesTips\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/top1.fm\/DailySalesTips\/#\/schema\/person\/269f371a9450426541cdda80397a8548","name":"Scott Ingram","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/top1.fm\/DailySalesTips\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g","caption":"Scott Ingram"},"sameAs":["https:\/\/top1.fm","https:\/\/x.com\/ScottIngram"]}]}},"jetpack_featured_media_url":"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/05\/Jason-Bay-Headshot.jpg?fit=327%2C327&ssl=1","_links":{"self":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/posts\/1777","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/comments?post=1777"}],"version-history":[{"count":0,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/posts\/1777\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/media\/1868"}],"wp:attachment":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/media?parent=1777"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/categories?post=1777"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/tags?post=1777"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}