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Selling in Color

Feb 8, 2022

Emails are critical for successful salespeople. In today’s episode of Selling in Color, Donald goes over his favorite email tips, tricks, and best practices with all-star guest Jason Bay, co-owner of Blissful Prospecting.

Changing the email game

  • Engaging in the “murder by numbers approach” of sending 1,000 emails to land five appointments impacts the customer quality.
  • To work with a specific group of customers, show them you’re their peer. Don’t be the spam-sending stranger, be the friendly (but informative) industry peer.
  • You’ll send less mail with this account-based approach, but the return will be better. 
  • Think of it as going to the gym. If you go with a plan for the session, you’ll be more efficient than if you just wing it. 
  • Do prospecting preparation on the front end, so you don’t spend time with ill-fitting prospects. 

Jason’s video tips:

  • People avoid video because they worry about how they’ll appear. But working around that fear leads to better open rates and conversion, so it’s an ideal strategy.
  • Look directly into the camera to maintain eye contact with the recipient. 
  • Use quality equipment and proper lighting. 
  • Smile! Create the sense that working with you is enjoyable. 
  • Limit your video to 30 seconds or less.
  • Prepare bullet points of what you’d like to say rather than prepare an entire script.

Connecting with video:

  • You’re not going to sell a prospect over the phone or through email or LinkedIn. Your job is to sell them on the appointment.
  • When choosing a video platform, consider tools that flow with what you already use.
  • Utilize screen-sharing to convey complex topics or show specialized data. Make the experience as enjoyable as possible! 
  • Loom is a Google Chrome extension that’s a little clunky but effective. Soapbox has a free version that is very capable and of good quality.
  • AB test everything, including different areas of your email sequence.
  • Prioritize prospecting based on who is most engaged with your outreach. 

“Changing The Email Game” Resources:

  • Connect with Jason at, where he has put together essential tools to get you 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.
  • Check out Loom, Soapbox, BombBomb, or Hubspot for video capability that meshes with your existing workflow.

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at

This episode is brought to you in part by mParticle.

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This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here:

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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.