In this episode of Enterprise Sales Development podcast, we speak with Justin Michael, an author, consultant, futurist and sales guru. Justin previews his upcoming book, “Tech-Powered Sales: Achieve Superhuman Sales Skills” and talks about what strategic sales training looks like to him. He also shares how to balance the technical and human aspects of sales development and how to work with saturation to create successful situations for engagement.

WHAT YOU’LL LEARN

A preview of his upcoming book, “Tech-Powered Sales: Achieve Superhuman Sales Skills”

What strategic sales training looks like to Justin

Deconstructing classic techniques such as email and phone for modern technology

Justin’s Route Ruin Multiply method and why conversion is more important than volume metrics

How to balance the technical and human aspects of sales development

How to work with saturation to create successful situations for engagement

QUOTES

“So that’s a big thing for my schtick is like, ‘We gotta start talking. Just because you’re in SDR doesn’t mean that the marketing team is a monthly meeting. Go get to know marketing. They can help you.’” -Justin Michael [03:33]

“The old school and new school methods works. Taking strategic selling into social, taking a strategic set of messaging, making it really itemized like a text message and then sending it in an automatic touch pattern that’s omnichannel, that works.” -Justin Michael [07:42]

“There’s so many authors and consultants and trainers who are pro-phone, but without the technology, there’s low contact rates.” -Justin Michael [22:21]

“What’s weird is that a lot of salespeople are like ‘I’m not technical’ or the sales leader is like ‘We’re not that technical. We’re old school.’ When you say, ‘We’re old school,’ your competitor just won. Someone just took a million dollar deal you didn’t see.” -Justin Michael [35:41]

“Enterprise is lumpy, and so you are kind of harpooning whales. You’re hunting for whales. And a few deals could offset the whole group. So what you want to do is create a consistent outbound motion in TextSTAT that’s going to optimize you statically for the highest possibility. It’s almost like building a lobster troller and a spearfishing operation at the same time.” -Justin Michael [48:40]

TIMESTAMPS

[00:01] Intro

[00:22] Meet Justin

[03:57] His upcoming book

[08:44] Strategic sales training

[12:10] Deconstructing email and phone

[21:56] Route Ruin Multiply

[30:04] A polarity shift

[33:05] Balancing the technical and human aspects of sales development

[39:31] Working with saturation to create successful engagement situations

[42:19] Conversion over volume metrics

[51:59] CRM in the future

RESOURCES

Tech-Powered Sales: Achieve Superhuman Sales Skills by Justin Michael and Tony Hughes

Lars Nilsson on LinkedIn

Conversion rate optimization (CRO)

Josh Braun

The Goods: Live Hard, Sell Hard

Buffy the Vampire Slayer

Route Ruin Multiply

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