Bizcast: Bits about books – In Conversation with Justin Michael, Author, Sales Superpowers
Justin Michael is a world-record-breaking, outbound sales maven who has arguably built the deepest client acquisition methodology of all time: the Justin Michael Method (JMM). It’s driven over 1B in pipeline for 200+ startups and over 25K reps he’s advised. Ex Salesforce and LinkedIn, Justin is the global authority on AI-based outbound prospecting alongside legends like Aaron Ross, Josh Braun, and Mark Roberge.
His counterintuitive, mobile-responsive, neuroscience-backed visual prospecting methodology made him a million-dollar earner and helped countless startups scale past 10M ARR. Justin is the bestselling author of Tech-Powered Sales, which proved that over 75% of the top funnel can be automated by raising your technology quotient (TQ). He lives in Los Angeles, California, advising top SaaS technology CROs and teams on bleeding-edge revenue models.
- Sales Superpowers develop a methodology to consistently perform better in cold outreach. According to the author, being consistent and achieving a target number of outreach is better even if the quality of outreach is somewhat less than excellent, than being exceptional on only two days of the week.
- The author teaches the power of personalization and how to research the prospect so as to enable meaningful messages that don’t look like they are part of a mass campaign. He shows how to use current technology to leverage the best of both worlds and use omni-channel messaging to reach prospects through all available channels.
- The author explains neuroscience, game theory, and negotiation, to help sales professionals overcome reluctance and instead serve the client’s best interests. His methods are ultimately very scalable and adaptable to the personal workflows of salespersons.
Run time – 40.22 mins.