Podcasts about tech powered sales

In this episode we talk sales and prospecting with 7-Figure Executive Coach, Bestselling Author of Sales Superpowers & Tech-Powered Sales, and Co-Founder of Hard Skill Exchange, Justin Michael. ======== Join Max Revenue HQ here: ⁠⁠⁠⁠⁠⁠⁠⁠skool.com/maxrevenuehq⁠⁠⁠⁠⁠⁠⁠ Subscribe to The Max Revenue Letter here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠: ⁠⁠⁠⁠⁠⁠⁠https://maxrevenueletter.beehiiv.com/subscribe⁠⁠⁠⁠⁠⁠⁠ Watch The Max Revenue Show on YouTube here: ⁠⁠⁠⁠⁠⁠⁠http://www.youtube.com/@themaxrevenue⁠⁠⁠⁠⁠⁠⁠ Grab The Producer Playbook here ⁠⁠⁠⁠: ⁠⁠⁠⁠⁠⁠⁠https://maxrevenuegroup.kartra.com/page/playbook⁠

Join host Betsy Peters and Justin Michael, expert on sales technology and author of "Tech-Powered Sales," as they discuss predictions for AI, consolidation, and innovation trends in the sales tech industry. They'll discuss strategies to master the latest technology as a sales leader, as well as how to develop business acumen in an increasingly AI-driven selling environment.

Kalev Kaarna is a Mentor at Creative Destruction Lab and recently became ex-VC at Superangel where for the past 5 years Kalev operated as an investor and startups coach two in one. Kalev has specialized in propelling early-stage software and deep-tech startups to significant growth, with a keen focus on AI/ML, robotics, logistics, mobility, and SaaS B2B sectors. His prowess in guiding startups through initial challenges, especially in the Nordics and Baltics, is marked by his success in leading Superangel's accelerator program, where 33 startups collectively raised €40M. A firm believer in the power of effective pitching and building investor trust, Kalev combines his extensive intrapreneurial and research experience with a personal philosophy centered on leadership and personal coaching for founders. His journey, marked by both successes and failures, underlines his profound understanding of the entrepreneurial ecosystem and his dedication to shaping the future of tech startups.This episode is brought to you in cooperation with Tartu sTARTUp day!Join the 3,500 people taking part at this year's most startup minded business festival on January 24-26 by securing your ticket here  www.startupday.eeOn this episode we talk about:VC, Startup Coaching and Why and How Superangel Combined TheseHow Can Startup Founders Benefit from CoachingCritical Early Sales Lessons for StartupsThe “Sell-Demo-Build” StrategyHow to Build a Sales StrategyHow a Founder Must Grow Faster than Their CompanyBook references from our conversation:"Running Lean: Iterate from Plan A to a Plan That Works" by Ash Maurya."Demand-Sided Sales" by Bob Mesta."The Mom Test" by Rob Fitzpatrick."Clear Leadership" by Gervase R. Bushe."The Jolt Effect" by Matthew Dixon and Ted Mc"The Almanack of Naval Ravikant" by Eric Jorgenson."Obviously Awesome" by April Dunford."Sales Pitch" by April Dunford.“Tech Powered Sales” by Justin Michael and Tony Hughes===Find other episodes on >  https://www.pursuitofscrappiness.co/Watch select full-length episodes on our YouTube channel > https://www.youtube.com/channel/UCP6ueaLnjS-CQfrMCm2EoTAConnect with us on Linkedin > https://www.linkedin.com/company/pursuit-of-scrappiness/

Your sales leadership team may be the biggest hurdle to your growth. If you are a sales leader, that might be hard to hear. This week Hamish is joined by best-selling author and sales strategist Tony Hughes.  Tony is widely acclaimed with endorsements from industry luminaries. His first book, The Joshua Principle is in its 10th printing and Tony's second and third books, COMBO Prospecting and Tech-Powered Sales, are published by HarperCollins Leadership New York in partnership with the American Management Association. What you'll learn: How to build strong sales leaders. How daily sales motions can build great salespeople. What are the biggest mistakes of sales leaders. How to sell in a publicly traded organization. How can you best report to your sales leaders.   Resources: Tech-Powered Sales: Achive Superhuman Sales Skills - by Justin Michael and Tony Hughes Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Win Sales - by Tony Hughes The Joshua Principle: Leadership Secrets of Selling - by Tony Hughes Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative - by Anthony Iannarino Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance - by Jason Jordan, Michelle Vazzana Tony on Linkedin  Sales Methodology Website - www.salesiqglobal.com  Tony's Website - Tonyhughes.com.au When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info Full Funnel Freedom https://fullfunnelfreedom.com Sandler on Instagram https://www.instagram.com/sandler_yyc/  Sandler in Calgary - www.hamish.sandler.com/howtosandler Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com   

Sales Technology is currently experiencing exponential growth because it can increase the effectiveness and efficiency of any sales team. Our guest in this week's episode has witnessed the rise and the explosion of the sales tech space over the last 35 years as an individual contributor, sales leader and CEO. Please welcome, keynote speaker, best-selling author, management consultant and sales trainer, Tony Hughes. These are some of the questions we discuss in this episode: How has the sales tech landscape evolved since you started your career? Why should sales leaders care about growing their sales tech stack? Is more always better? What is the essential stack, what is the optional stack?  What is the TQ? What is required to nurture TQ for sales leaders? Here are some of the resources referenced in this episode: Connect with Tony on LinkedIn: https://www.linkedin.com/in/hughestony/ (https://www.linkedin.com/in/hughestony/) Tech-Powered Sales (book): https://www.amazon.com/Tech-Powered-Sales-Achieve-Superhuman-Skills/dp/140022652X (https://www.amazon.com/Tech-Powered-Sales-Achieve-Superhuman-Skills/dp/140022652X) Connect with Felix Krueger online:https://www.linkedin.com/in/hfkrueger/ ( https://www.linkedin.com/in/hfkrueger/) Where to find The State of Sales Enablement: Website -http://thestateofsalesenablement.com/ ( http://thestateofsalesenablement.com/) LinkedIn -https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/ ( https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/) Apple Podcasts -https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853 ( https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853) Spotify -https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g ( https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g)

Show sponsor - Virtue Health - the Stop-Loss Purchasing Consortium that allows you to share risk. You're joining a group of like-minded employers that are binding by the same risk-management strategies.Get your 30 minutes with John Sbrocco and Crystal Hoarau >>  CLICK HERE-------"Don't confuse being ignored by being rejected" - Tony J. HughesStatistically, salespeople spend 70% of their time on things that can be done by a tech. This means that every person who has not leveraged the game-changing sales technologies works at least 2.5X times more than they should. Salespeople are so focused on being busy instead of being productive that they have no time to close the deals! And here's what it leads to... The bad news is: 1/3 of these salespeople will disappear within a decade. The good news is: there's a huge shift of capital for those who stay on the market... And now the great news: in this episode of the Heads Up Adviser Show, the Global B2B Sales Expert Tony J. Hughes will present his book "Tech-Powered Sales" and explain how to use technologies in your sales to get to the busy executives, CEOs, and CFOs. Now you get a chance to turn your prospecting into a "perpetuum mobile" with less effort and greater outcome. Here's what we cover: What are "EQ" and "TQ" and why you can't sell without itHow to create a level of value as opposed to "providing information."What should brokers do to keep from obsolete in the healthcare brokerage business?Next Steps: 1. Join Heads Up Adviser Facebook Group

This week, we have Kyle Norton on the show to discuss how vertically integrated teams can create full-funnel freedom in your organization. Kyle is the former Director of Revenue & Merchant Success at Shopify Canada. He currently works at Stage 2 Capital as a Limited Partner, where he's on a mission to make commerce better for everyone. What You'll Learn: - How a full pipeline can save your life - Why sales leaders need to preach the pipeline first mentality - The ideal size of a well-functioning sales team - A leader's number one job is to create clarity - Why the first-line sales manager is so crucial for business success - The advantages of having a clear prospecting strategy - Why skills that make a great rep don't necessarily make a great leader - Understand the idea of vertically integrated teams Today's ultra-competitive business environment demands that all sales teams adopt a data-driven selling approach, and what better way to do that than by having a reliable sales funnel? That said, the real question becomes, are you taking full advantage of your sales pipeline? For your sales pipeline to serve you well in the future, you need to learn how to manage and improve it over time. Links and Resources: - The Coaching Habit by Michael Bungay Stanier https://www.amazon.com/Coaching-Habit-Less-Change-Forever/dp/0978440749  - Tech-Powered Sales by Justin Michael and Tony Hughes https://www.amazon.com/Tech-Powered-Sales-Achieve-Superhuman-Skills-ebook/dp/B0896TM6XH/ - Team of Teams by Gen. Stanley McChrystal https://www.amazon.com/Team-Teams-Rules-Engagement-Complex/dp/1591847486/ - Kyle Norton's new company Owner https://owner.com/ - Kyle's LinkedIn https://www.linkedin.com/in/kylecnorton/  - Kyle's Reading List https://www.linkedin.com/feed/update/urn:li:activity:6892101556859125760/  - The Huberman Lab Podcast https://hubermanlab.com/  - Full Funnel Freedom https://fullfunnelfreedom.com - The Sandler Summit 2023 https://www.hamish.sandler.com/orlando  - Sandler on Instagram https://www.instagram.com/sandler_yyc/  - Sandler in Calgary - www.hamish.sandler.com/howtosandler - Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ 

In this episode, Ken Lorenz, Riva's VP of Sales, will be talking to Tony Hughes, author of Tech-Powered Sales: Achieve Superhuman Sales Skills, about the importance of "TQ" or Technology Quotient. Learn why it makes all of the difference for sales team success in the age of AI and salesbots. Join them to learn why customer data operations are the key to Tech Powered Sales. To learn more about how you can improve your customer data operations, check out https://rivaengine.com/

In this episode, our guest Caleb Pierce shares insights and ideas around accurate sales forecasting. Caleb is the Vice President of revenue optimization for AFTI WatchDog, a low-cost oil well monitoring and pipeline leak detection system.  At its core, sales forecasts are probable assumptions based on data. They won't be perfect, but accurate sales forecasts are almost as important as hitting the revenue target itself. Moreover, the more accurate your forecasts are, the easier it is to make smarter decisions about essential business operations like goal-setting, budgeting, hiring, and cash flow management. What You'll Learn: - What sales forecasts are and why they are important - The link between sales forecasts and business success - How to reduce sales friction - Upfront contracts, agreements and outcomes - How to ask for introductions from your contact people - Warning signs of a leaky sales pipeline - Mindsets and proactive activities for full funnel freedom - Dealing with rejection in sales - How to weed out your sales funnel Sales forecasting is almost like weather forecasting. The data can predict a sunny day, but then it rains later in the evening. This means that although it's almost impossible for a sales team to predict future sales perfectly, with rigorous sales forecasting they can get pretty close. However, care should be taken when forecasting your pipeline, because unrealistic expectations can really hurt your sales team. Resources: - AFTI - https://afti.ca/ - Predictable Revenue - https://www.amazon.ca/Predictable-Revenue-Business-Practices-Salesforce-com/dp/0984380213 - School of Greatness - https://lewishowes.com/sogpodcast/ - Never Eat Alone - https://www.amazon.ca/s?k=never+eat+alone - The Infinite Game - https://simonsinek.com/the-infinite-game - Tech Powered Sales - https://www.amazon.ca/Technology-Quotient-Tony-Hughes/dp/140022652X - Full Funnel Freedom https://fullfunnelfreedom.com  - Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/   - Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc

Justin Michael is a best-selling author, LinkedIN Top Sales Voice 2021, World's Top SDR Trainer, 20+ Years in Sales (former Salesforce, LinkedIn), and co-founder of HYPCCCYCL. He wrote the book Tech-Powered Sales: Achieve Superhuman Sales Skills. HYPCCCYCL is the #1 GTM Community. It is an invite-only, professional community where top B2B revenue leaders cross-train their GTM skills with VCs. Join us as we discuss some insights Justin has gained throughout his career in professional sales and his book: Tech Powered Sales, and what is thoughts are on technology in the sales industry today Highlights What happens when you take away all the administrative tasks and spreadsheets? - 3:52 The reason why thought leaders think that he should not release his book. - 5:51 What's the HYPCCCYCL? - 12:17 The must-have technologies as part of the sales tag today? - 14:19 The unique types of trigger events that he likes for somebody to go after. - 18:37 Favorite sources of the latest information in professional sales. - 20:41 The attributes he's looking for in a sales person. - 23:46 Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Justin Michael https://hypcccycl.com/ https://www.linkedin.com/in/michaeljustin/ Tech-Powered Sales 

Tony Hughes has recently written one of the most important books in professional sales in 2021 along with co-author Justin Michael. Tech-Powered Sales describes how all salespeople need to elevate their TQ (technology quotient) in order to drive scale and volume of non-value-added manual tasks in professional selling. This amazing book is being well-reviewed everywhere it's seen. We talk with Tony about how we, as salespeople, future-proof our careers. Highlights His journey to professional sales: How he got to where he is today. - 2:54 What do I need to be good at as a professional sales person to future-proof my career? - 14:34 The three reasons that deals die. - 22:28 What technology is doing at the highest level for us today? - 26:54 As a seller, how can you outsource tasks within your roles to technology so you can focus on the truly human elements of selling? - 29:39 The essential technologies. - 32:57 The theory of reciprocity. - 37:27 Two reasons why trigger events are important. - 39:21 Tony says to do these critical things in sales management to be more effective. - 49:18 How to get in contact with Tony. - 51:06 Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox  https://www.facebook.com/inthefunnel Connect with Tony Hughes https://www.tonyhughes.com.au/ https://www.rsvpselling.com/ https://au.linkedin.com/in/hughestony https://www.facebook.com/tonyhughes.rsvpselling https://www.youtube.com/user/RSVPselling/playlists 

Ryan is joined by special guests, Justin Michael and Tony Hughes, to discuss their incredible new book 'Tech-Powered Sales: Achieve Superhuman Sales Skills', a book now being described as "the bible for sales at all levels for the future", and showing you how technology can exponentially accelerate your growth through actionable, proven methods, processes and technology stacks. KEY TAKEAWAYS People are burning through lists swiftly, and getting their domains blocked and flagged left right and centre. This damages their brand and prevents success in the future. The key to breaking down these barriers is to apply old school strategies to new ways of thinking - applying technology to traditional thinking in order to increase effectiveness and reach. The right attributes in your ICP, effective monitoring, looking at the trigger events that give you good context, and awareness of need, is how you get much more productivity in sales and a shorter path to revenue. BEST MOMENTS 'The future of technology is where a buying intent meets seller relevance' 'It's really cool - the power of mentorship' 'This is stuff is esoteric' VALUABLE RESOURCES The Scale Up Show - https://omny.fm/shows/the-scale-up-show   Apply for a Revenue Growth Consulting Session With Ryan Staley - https://www.scalerevenue.io/4-schedule-page1611678914248   Tech Powered Sales - https://www.tonyhughes.com.au/techpowered-sales Tony Hughes LinkedIn - https://www.linkedin.com/in/hughestony/?originalSubdomain=au Justin Michael LinkedIn - https://www.linkedin.com/in/michaeljustin/ ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO's and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset. This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World's Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Microacquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more. This is where Scaling and Sales are made simple in 25 minutes or less. ABOUT THE HOST Ryan is a Founder, Podcast Host, Speaker, Loving Father, Husband and Dog Dad. He is a 18x award winner and grew a business unit from 0-$30M in Annual Recurring Revenue while he adding $30M in capital revenue in less than 6 years.  He did this all with only 4 sales people and without demand generation.  Whether you are a new Founder,  VP or CEO who is already generating  6, 7 or even multiple 8 figures annually, you are going to gain knowledge about sales you didn't know existed. CONTACT METHOD Ryan Staley - https://ryanstaley.io/podcast/ LinkedIn - https://www.linkedin.com/in/ryan-staley/ Facebook - https://www.facebook.com/ryanstaleysales Support the show: https://www.linkedin.com/in/ryan-staley/ See omnystudio.com/listener for privacy information.

Tony is an international keynote speaker, best-selling author, professional selling educator, award-winning blogger and the most read LinkedIn Author globally on the topic of B2B sales leadership. He is co-founder of Sales IQ Global and also ranked by Top Sales Magazine as the most influential person for professional selling in Asia-Pacific. With 35 years of sales and business leadership experience, Tony is an experienced CEO and company director having served as Director of Sales for public corporations and as the Asia-pacific Managing Director for a number of tier-one global technology companies. Connect with Tony: Website: https://www.tonyhughes.com.au/ LinkedIn: https://www.linkedin.com/in/hughestony/ Buy Tony's NEW book here: https://www.tonyhughes.com.au/publications +++++ Subscribe to the Podcast! ▶︎ PODCAST | https://bit.ly/3bU6D3l Please Follow & Connect with me! Link's Below ▶︎ WEBSITE | https://tyzerevans.com ▶︎ YOUTUBE | https://youtube.com/c/tyzerevans ▶︎ INSTAGRAM | https://instagram.com/tyzerevans ▶︎ FACEBOOK | https://facebook.com/grindsellelevate ▶︎ LINKEDIN | https://linkedin.com/in/tyzerevans ▶︎ TWITTER | https://twitter.com/tyzerevans ▶︎ TIKTOK | https://tiktok.com/tyzerevans ▶︎ PATREON | https://patreon.com/tyzerevans Check out Tyzer's other podcast "The Book Legion" at https://thebooklegion.com

This week on Full Funnel: sales reps' red flags, how to use content efficiently in the sales cycle, and using sales tech to strengthen relationships.Tune in every Friday to get the latest sales news and hot takes from RajNATION and Tyler Lessard. Resources from the episode:"Examples of Open Ended Sales Questions" from Sales Hacker: https://www.saleshacker.com/open-ende...   "Huge Year Ahead for B2B Content Marketing" from the LinkedIn Marketing Blog: https://www.linkedin.com/business/mar... "Tech Powered Sales" by Justin Michael and Tony Hughes https://www.amazon.ca/Technology-Quot...Sign up for our newsletter and sell better: salesfeedmedia.com--------------------------------MORE OF SALES FEED--------------------------------▶️  LinkedIn https://www.linkedin.com/company/sale...▶️  Instagram https://www.instagram.com/sales_feed/▶️  Tiktok https://www.tiktok.com/@salesfeed--------------------------------

This week on Full Funnel: sales reps' red flags, how to use content efficiently in the sales cycle, and using sales tech to strengthen relationships.Tune in every Friday to get the latest sales news and hot takes from RajNATION and Tyler Lessard. Resources from the episode:"Examples of Open Ended Sales Questions" from Sales Hacker: https://www.saleshacker.com/open-ende...   "Huge Year Ahead for B2B Content Marketing" from the LinkedIn Marketing Blog: https://www.linkedin.com/business/mar... "Tech Powered Sales" by Justin Michael and Tony Hughes https://www.amazon.ca/Technology-Quot...Sign up for our newsletter and sell better: salesfeedmedia.com--------------------------------MORE OF SALES FEED--------------------------------▶️  LinkedIn https://www.linkedin.com/company/sale...▶️  Instagram https://www.instagram.com/sales_feed/▶️  Tiktok https://www.tiktok.com/@salesfeed--------------------------------

JG and Mike are joined by Tony Hughes himself all the way from Sydney, Australia. Listen in as they discuss the future of sales, the disruption technology will have on the profession and what salespeople can do to ensure they won't be replaced by automated tech or AI in the coming years.

The second part of one of the most important books the veterans have ever covered. Join JG and Mike as they conclude their deliberations on this crucial piece of sales literature.

This time, the duo cover what is possibly the most important book EVER covered on the show. If you don't read this book, you are a fool. JG and Mike discuss why in the first of a three-part series.

Book Review: Tech Powered Sales by Justin Michael and Tony Hughes.

On this episode of the Salesman Podcast Justin Michael and Tony Hughes explain how technology fits into the modern sales process and why you need to start leveraging it to win more deals. Resources: Book: Tech-Powered Sales : Achieve Superhuman Sales Skills Justin on LinkedIn Tony on LinkedIn Transcript: Coming soon.

In Conversation with Tony Hughes, Co-Founder and Sales Innovation Director, Sales IQ Global. He speaks to Subhanjan Sarkar in this episode on his book, "Tech-Powered Sales". The post Bizcast: Bits about books – In Conversation with Tony Hughes, Author of ‘Tech-Powered Sales: Achieve Superhuman Sales Skills'. appeared first on Business Podcast Network.

Automation is the path of the future, especially for sales companies. But, knowing how to automate sales outreach the right way is where so many companies are falling short. My guest on this episode of The Modern Selling Podcast is an avid technologist and sales futurist who has mastered the science of fully automating fast-growing sales. Make sure to listen to the entire conversation with Justin ‘TQ' Michael as he walks us through the most proven automation strategies that no one else in the industry is talking about (or even using). Justin Michael, Co-founder of HYPCCCYCL & Salesborgs, is the automation consultant companies call for highly-targeted RevOps and GTM strategies that work. Having coined the term ‘Technology Quotient', his ingenious approaches have helped Fortune 100 companies like Salesforce and LinkedIn crack the top funnel with tech stack optimization. His 20+ years of experience revolutionizing sales development itself, has exploded the growth of hundreds of cutting-edge technology startups.  That's why I'm so excited to bring his Technology Quotient brilliance to The Modern Selling Podcast and have him share the incredible insights from his new book, Tech Powered Sales. Listen to this episode to get an inside scoop into what's really working in automation and what key principles you should be applying right now to put your sales results on autopilot. Where's the Gap in Sales Automation Right Now? What I love about Justin is that he's a practitioner, not just a theorist. So, the automation strategies he shared in this episode come backed with vetted research and real B2B market testing. That's important because one of the biggest challenges that sales organizations are having today is that they buy technology, but they struggle in leveraging and implementing it.  Or, they blindly rely on tools like LinkedIn Sales Navigator to make superficial connections that don't lead to sales meetings or better prospect engagement. That's why I always say, “a fool with a tool is still a fool.” Because it's not always about what high tech system you have for automation, if you're not maximizing how you use it. So, I asked Justin what trend he sees emerging in the market and why Tech Powered Sales is such a timely read for sales companies looking to win the automation game.  “Automation is getting very elaborate. I do a lot of hyper-customizing, but I realized that there weren't many resources out there available to companies that provided real examples of sequences and cadences that worked. Tech Powered Sales has everything you need to know what to do and how.” Listen to the full conversation to hear where Justin recommends getting free tech stack resources and what sales companies should be putting in automation sequences to get better results. How Do You Nail a Cold Outreach Email? At Vengreso, we have an innovative omnichannel strategy, we call it the PVC Sales Methodology, to how we approach cold outreach and prospecting. I was curious to hear Justin's thoughts on our process and what he found that works to drive higher sales engagement. Justin says, “The problem with automation is that you're telling your prospect that they're getting a sequence from a machine, when all you need to do is hyper-personalize… then people will believe that you're a human and be more willing to take the meeting.” I think that's such an important point! Today's modern buyer expects to receive computer generated responses and emails. So, when we can break through the ‘robotic white noise' with a message that feels “human”, the results can be incredible. But, what really surprised me was Justin's recommendation on the length of a cold email.  In our sales training and virtual sales programs, we teach students that 111 words or less, for an email, is the optimal length to shoot for. That's because it takes 40 seconds to read, which is the average time span spent on a digital task. However, Justin found that the sweet spot for his automation systems is under 100 words and no more than three sentences! Now that's hard.  Join in the eye-opening conversation to see what other key insights Justin shares that will help sales teams land more meetings even with the coldest audiences.  How Do You Nail the Right Email Sequence? Getting through SPAM filters and into your prospects inbox is just one small part of the sales outreach battle. Because driving clicks and booking meetings is a much harder science to master. Justin shares, “The human brain, the neuroscience, the persuasion, the social proof, the relationship building, and the personalization elements haven't changed. You need to understand these components to know what to put into automations.” That's why we teach sales psychology specifically in our LinkedIn training programs because sales teams need to know and appreciate the science behind why certain tactics work. I wanted to dive deeper into Justin's approach to see what sales-generating gems he uses to transform sales emails into powerful sales tools for his clients.  He's studied a lot of different sequence and cadence techniques over the years that he has this down to a science. For cold outreach sequences, Justin uses a highly-targeted email sequence structure that involves five key principles: Hyper-personalize every touchpoint to build real and authentic human relationships. Every communication must be relevant, specific, and relatable to the prospect. Emotional triggers have to be craftily and carefully woven in to spur action. Short, concise text-based messages should be sent in the first few emails.  Compelling visuals must be compressed to under 100 kilobytes and used later in the sequence. His insights around the use of Venn Diagrams is particularly interesting as well (he gets into the details of what he calls, ‘Venn Selling” about halfway in the episode). Be sure to listen to the entire conversation to learn how sales teams should be using email templates or LinkedIn message templates and what Justin suggests is the best way to quickly automate sequences. Plus, if you're ever looking to connect with Justin on anything AI or sales automation related, then be sure to check out his Salesborgs platform. He shares a host of free tips and strategies there that are designed to trigger hypergrowth.

Celebrating the 100th Episode of The Future-Proof Selling Podcast!!! Very pleased to welcome Tony Hughes back to the show - fitting as he was my very first guest 99 amazing episodes ago. This time he is joined by the brilliant Justin Michael for a value-packed discussion on technology, AI and taking a glimpse into the not-so-distant future of B2B Sales. Together Justin and Tony have penned a unique new book “Tech Powered Sales”, which is a mindblowing read from two of the industry's best. Tony Hughes Tony is an international keynote speaker, best-selling author, professional selling educator, award-winning blogger and the most read LinkedIn Author globally on the topic of B2B sales leadership. He is co-founder of Sales IQ Global and also ranked by Top Sales Magazine as the most influential person for professional selling in Asia-Pacific. With 35 years of sales and business leadership experience, Tony is an experienced CEO and company director having served as Director of Sales for public corporations, and as the Asia-pacific Managing Director for a number of tier-one global technology companies. He teaches 'modernized selling' within the MBA program at the University of Technology, Sydney and has taught for other universities. Justin Michael Over the last 20 years as a top producing technologist and consultant, Justin developed word-of-mouth only methods that have made him one of the most sought-after talents globally. Currently serving as a Futurist for Tenbound and Vendor Neutral, he is host of podcasts Quantum Leap and Beyond Sales Development. Justin is Co-Founder of HYPCCCYCL, the first B2B Esports community focused on go-to-market cross-training™️. Through invite-only competitions, members participate in active learning which is proven to increase hard skill retention to 90%. Key Points of our Discussion Tony and Justin's book “Tech Powered Sales.” Failure rates and challenges in enterprise sales Adapting to today's technology in order to succeed The danger of misusing automation technology Setting up a sales team from scratch today The essential technologies for B2B sales A day in the life in the future Intent data and the advanced stack Calling (phone) automation technology Advanced targeting via “trigger events.” Both Tony and Justin are very active on linkedin, follow them for more great content and insights for modern sales success now, and into the future. Tony Hughes LinkedIn Justin Michael LinkedIn

When I first started following Justin Michael, I didn't understand a thing he used to say. I was part of his discord community and things became worse. I was the dumbest person in the room. That was a good thing. It forced me to learn things I didn't know. If you haven't read his book "Tech Powered Sales" you should. My entire team has a copy. It's the number 1 sales book on Amazon right now for a reason. He needs no introduction. He's revolutionized the way we see the top of the funnel today and Sales Spin is honored to have him on the show. If you are an #SDR or an SDR leader, you should listen to the full episode. --- Send in a voice message: https://anchor.fm/salesspin/message

We're digging into the myth that AEs (or other revenue roles) don't need automation. Spoiler alert: They really do. In this episode, I interview Justin Michael , Co-Founder at HYPCCCYCL , about his automation tools lightbulb moment and how he sparks that recognition in others. In this episode we discuss: How the scalability of automation validates your process Why automation gives you the gift of time What to do to stay organized on the automated touches Check out these resources we mentioned during the podcast: Tech-Powered Sales by Justin Michael Combo Prospecting by Tony J. Hughe s For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts , on Spotify , or on our website . Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

Justin Michael has set records over the past decade for full cycle revenue creation in cutting edge AdTech/MarTech and SaaS startups, both as an individual contributor and global team leader (leading teams of field-based and inside sellers). He also received a prestigious 10X Award from a top 20, Tier 1 VC backed, Seattle Startup.  Justin was the inspiration behind COMBO Prospecting, an acclaimed sales pipeline methodology used by some of the most successful brands globally. He lives in California where he consults to leading corporations of top of funnel revenue operations.Order Tech Powered Sales The Book- https://www.amazon.com/Tech-Powered-Sales-Achieve-Superhuman-Skills-ebook/dp/B0896TM6XH/ref=sr_1_1_sspa?dchild=1&keywords=tech+powered+sales&qid=1627832616&sr=8-1-spons&psc=1&spLa=ZW5jcnlwdGVkUXVhbGlmaWVyPUFURlpGQzM2VlNYRjMmZW5jcnlwdGVkSWQ9QTAyNjcwNzIxODBFUTRSRjM2R0NEJmVuY3J5cHRlZEFkSWQ9QTA3MTMxMjVLSzdGTVBVOEdJWUwmd2lkZ2V0TmFtZT1zcF9hdGYmYWN0aW9uPWNsaWNrUmVkaXJlY3QmZG9Ob3RMb2dDbGljaz10cnVl

We interview Tony Hughes, Tony has 35 years of corporate and sales leadership experience having generated record-breaking results as a salesperson, head of sales, and CEO leading the Asia-pacific region for multi-nationals. He is a best-selling author, consultant, trainer and keynote speaker.Tony is Co-founder and Sales Innovation Director at Sales IQ Global. He serves on advisory boards and has been published by The American Management Association. Tony has also taught sales for Sydney University, University of New South Wales, and within the MBA program at the University of Technology, Sydney.He has been ranked #1 sales blogger globally by both Top Sales Magazine and Best Sales Blogger Awards. Tony is ranked a top 3 sales expert and thought leader globally by LinkedIn and the most read person on the topic of B2B selling within their platform. He has more than 500,000 blog followers and has been rated the most influential person in professional selling within Asia-Pacific three years in a row.His first book, The Joshua Principle – Leadership Secrets of Selling, is in its 10th printing and his most recent books, COMBO Prospecting and Tech-Powered Sales are published by HarperCollins Leadership New York. Tony speaks at conferences internationally and his clients are some of the best-known brands in the world including Salesforce, Grant Thornton, SAP, IBM, Flight Centre Travel Group, Adobe, Siemens, Docusign and other market leaders. The link Tony refers to is this: www.TonyHughes.com.au If you want to know more about Savvy Duty, The Savvy Method or The Savvy Podcast visit: https://savvyduty.com

Ryan O'Hara sat down and talked with Justin Michael about his new book, Tech Powered Sales. Justin has been selling for nearly two decades, and talks about how to make sales teams more proficient with their time. We have some spirited debate about hyper personalization, how to leverage technology, and maximize every activity in outbound sales.

DTRH Episode 30  How to Build and Train Sales Teams Ft. Fred Copestake  Building and training sales teams is a challenge that most businesses face and fail at establishing. Sales Managers and Sales Directors are often training teams to execute strategies and tasks that straight-up do not work. The traditional sales process is dead, and the ability to adapt and change is critical. According to Justin Michael and Tommy Hughes' book, Tech-Powered Sales, "SDR teams fail 80% of the time, and the sales industry is the only industry that this failure rate is considered acceptable."    Key Takeaways:  Drive selling with the 6 Elements of Sales: Trust, win-win focus, interdependence, transparency, comfort with change, future-oriented.    End the "Olde Worlde" sales function: Selling as if it were 1985 is not only out-of-date but straight-up, ineffective. People don't buy the way they used to. Empathy is everything, and mutual benefit is the way.    PQ (Partnering Quotient): You may have heard of IQ, EQ, or TQ, but PQ is one of the largest drivers for establishing a successful sales or partnership relationship. Remember this: Companies don't partner, people do.       Episode Summary  In today's episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Fred Copestake who has trained quite literally tens of thousands of salespeople and hundreds of sales teams.  Fred and Rob talk about the mistakes that sales organizations make, constantly, and the damage that it causes. They talk about what needs to be done to repair this tragedy of a situation. The failure rate of sales teams and coaching programs is borderline pathetic, and the willingness/awareness of the change within the sales industry is far from understood by the majority within it.    About Fred  Fred Copestake is the Founder of Brindis, a sales training consultancy. Over the last 22 years, he has traveled around the world 14 times visiting 36 countries, and worked with over 10,000 salespeople.  He has taken aspects that make a significant impact on modern selling and put them into his book Selling Through Partnering Skills. The ideas within form the basis of Fred's work with sales professionals who are involved in complex B2B sales—to develop their approach and ensure that it is up-to-date, and has maximum impact.    "Organizations don't partner, people do."  - Steve Dent    Join #SAFFG (Sales a Force for Good)    Feel free to connect with Fred Copestake or Rob Turley on LinkedIn or follow Rob @RobTurley2  or Fred @FredCopestake on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Sales #SalesTraining #SalesTips #Coaching #PQSales #SAFFG #Career #ProcessImprovement

The future is technology. Every day, new tech is being invented and then integrated into our jobs and lives. Over the years, technology has been edging in to replace many jobs in the market. How do we as humans stop competing with technology and start leveraging technology to help us accelerate in our careers? In this episode, Tony J Hughes, sales leader and bestselling author, shares what the future of B2B selling looks like and gives us a sneak peek into his book, Tech-Powered Sales. Tony talks about the 4th industrial revolution, how COVID has accelerated tech adoption, the benefits of technology, challenges for sellers, and how to become superhuman. He also speaks on elevating your TQ (Technology Quotient), how AI is operating in the modern world, how AI is affecting society, and how humans can work together with technology. ____________________________ Connect with Tony J Hughes on Social! LinkedIn: https://www.linkedin.com/in/hughestony Twitter: (@TonyHughesAU) https://twitter.com/TonyHughesAU Tech-Powered Sales: Achieve Superhuman Sales Skills by Justin Michael and Tony Hughes: https://www.audible.com/pd/Tech-Powered-Sales-Audiobook/1400226546 ____________________________ About Cattle Dog Digital: Cattle Dog Digital is a full-funnel implementation team of experts that build your tech stack across critical business functions. We live and breathe RevOps. We are your trusted experts. We work fast to deliver the data insights you need to run your business today and tomorrow. To learn more, visit: www.cattledogdigital.io Connect with us on Social! Twitter: https://twitter.com/CattleDog_io LinkedIn: https://www.linkedin.com/company/cattledogdigital Facebook: https://www.facebook.com/cattledogdigital Instagram: https://www.instagram.com/cattledogdigital

The future is technology. Every day, new tech is being invented and then integrated into our jobs and lives. Over the years, technology has been edging in to replace many jobs in the market. How do we as humans stop competing with technology and start leveraging technology to help us accelerate in our careers? In this episode, Tony J Hughes, sales leader and bestselling author, shares what the future of B2B selling looks like and gives us a sneak peek into his book, Tech-Powered Sales. Tony talks about the 4th industrial revolution, how COVID has accelerated tech adoption, the benefits of technology, challenges for sellers, and how to become superhuman. He also speaks on elevating your TQ (Technology Quotient), how AI is operating in the modern world, how AI is affecting society, and how humans can work together with technology. ____________________________ Connect with Tony J Hughes on Social! LinkedIn: https://www.linkedin.com/in/hughestony Twitter: (@TonyHughesAU) https://twitter.com/TonyHughesAU Tech-Powered Sales: Achieve Superhuman Sales Skills by Justin Michael and Tony Hughes: https://www.audible.com/pd/Tech-Powered-Sales-Audiobook/1400226546 ____________________________ About Cattle Dog Digital: Cattle Dog Digital is a full-funnel implementation team of experts that build your tech stack across critical business functions. We live and breathe RevOps. We are your trusted experts. We work fast to deliver the data insights you need to run your business today and tomorrow. To learn more, visit: www.cattledogdigital.io Connect with us on Social! Twitter: https://twitter.com/CattleDog_io LinkedIn: https://www.linkedin.com/company/cattledogdigital Facebook: https://www.facebook.com/cattledogdigital Instagram: https://www.instagram.com/cattledogdigital

"Don't confuse being ignored by being rejected" - Tony J. HughesStatistically, salespeople spend 70% of their time on things that can be done by a tech. This means that every person who has not leveraged the game-changing sales technologies works at least 2.5X times more than they should. Salespeople are so focused on being busy instead of being productive that they have no time to close the deals! And here's what it leads to... The bad news is: 1/3 of these salespeople will disappear within a decade. The good news is: there's a huge shift of capital for those who stay on the market... And now the great news: in this episode of the Heads Up Adviser Show, the Global B2B Sales Expert Tony J. Hughes will present his new book "Tech-Powered Sales" and explain how to use technologies in your sales to get to the busy executives, CEOs, and CFOs. Now you get a chance to turn your prospecting into a "perpetuum mobile" with less effort and greater outcome. Here's what we cover: What are "EQ" and "TQ" and why you can't sell without itHow to create a level of value as opposed to "providing information."What should brokers do to keep from obsolete in the healthcare business?Get "Tech-Powered Sales" book on Amazon >> CLICK HERE------------CONNECT WITH TONY J. HUGHES: LinkedIn: https://www.linkedin.com/in/hughestony/Speaker and author: www.TonyHughes.com.auCorporate and methodologies: www.RSVPselling.comeLearning sales enablement: www.salesIQglobal.com-----------Show sponsor: Virtue Health. CLICK HERE to Register for the FREE WEBINAR "Virtue Health Consortium"- A Blueprint For Attracting & Retaining Self-Funded Business In 2021. 

3x times best selling author, trainer, coach and action leader Tony J Hughes discusses his new book #TechPoweredSales. We explore why technology is a game changer when well designed and intelligently implemented throughout the sales lifecycle. Tony and his co-author Justin Michael have written what is probably the most important sales and revenue operations book to hit the shelves in 20 years. Ignore their message at your peril. We explore the human-technology partnership that the world's most successful salespeople are adopting. Based on in-depth, real world research and field experience Tony shares exclusive insights into what the best of the best are doing, their habits, the impact they are having on their companies. We dig around the best and the worst practices, how salespeople, management and leadership need to adapt, or die. A must listen episode with one of the greatest minds in modern sales anywhere in the world today. And we predict the future of the sales profession. If you want to remain in professional selling and thrive instead of eke out a meagre living before being replaced by robots, bring a note pad and take copious notes. Take the lessons to your management. And if they aren't willing to adapt, find another job with a company and management that is ready to join the tidal wave that will crush the luddites and dinosaurs. The future is already here and it is #TechPoweredSales Contact Tony on LinkedIn via linkedin.com/in/hughestony Websites tonyhughes.com.au  (Personal Website) rsvpselling.com/  (Company Website) Email: tony@rsvpselling.com Twitter: TonyHughesAU -- Make certain to share this episode with someone who wants to advance their sales career or has a team of salespeople who have stretch targets to hit and are struggling to make their quota consistently -- To contact me email marcus@laughs-last.com  

Justin Michael - How Technology Can Enhance and Support Traditional Selling  Episode Summary: Welcome to Sales Tech, the show that talks about sales technology, what's working, what's not and where the industry is going. In this episode, Justin Michael joins the show to discuss his background as a tech futurist. Justin is probably one of the most experienced people out there to talk about sales technology. He's the author of the upcoming book, Tech Powered Sales, and he has worked with over 100 startups to select the right technology for them to use. Thom and Justin talk about the ever-growing need for sales technology, why some organizations are resisting and pushing back and competing against marketing for a share of budget. Justin expounds on the concept of guided selling and why it is what excites him the most about the future of sales tech. Finally, Justin provides his thoughts on solving problems of inefficiency with multiple sales technologies. What We Covered: 00:23 – Thom introduces today's guest, Justin Michael who joins the show to discuss the inspiration to launch the Sales Tech Podcast 01:41 – Justin provides tips for salespeople on how they can be more successful when it comes to technology 03:35 – Why organizations are resisting learning about new sales technologies 06:54 – Justin explains the explosion of marketing technology 10:54 – Solving efficiency problems with technologies that don't coordinate with each other 13:57 – Justin expounds on the concept of guided selling and the role Artificial Intelligence (AI) plays into it 16:10 – Justin identifies where he believes pushback towards sales technology is coming from   18:27 – What sales can do to gain a share of the marketing budget 21:00 – Justin shares what excites him the most about the future of sales tech 23:05 – Thom thanks Justin for joining the show and encourages listeners to join him in future episodes Tweetables: “I really believe that opening is the new closing. Because digital outreach has been weaponized, the average decision maker is getting 250 emails a week and robocalled to death. And so the question really becomes, ‘How do we leverage advanced technology to improve the sales process and make a better prospecting customer experience in a world where there's just so much noise?'” (01:02) “Only fifteen percent of high growth companies even have what is called Sales Engagement Platforms – an SEP – or a sequencer. And it's often relegated to Gen Z and Millennials to figure it out.” (04:22) “The efficiency games are wild. A team of five reps can have the impact of fifty using some of these technologies.” (06:38) “Guided selling is this incredible way to set machine learning algorithms and Artificial Intelligence to be looking at these complex problems for you, as an assistant, to make sure if something is going to be a problem you can predict it.” (15:25) “I think the important thing is to expand your mind to make money to save money. And you've got to spend money to make money.” (19:22) “I'm excited about the role that technology can play to enhance and support traditional selling.” (22:44) Links Mentioned: Justin Michael on LinkedIn Tech-Powered Sales: Achieve Superhuman Sales Skills Zoom Slack LinkedIn Learning Salesforce Trailhead SalesLoft Outreach Groove XANT ringDNA LinkedIn Sales Navigator Zoominfo LeadIQ Seamless.AI ConnectAndSell Gong Chorus Tenbound Aragon Research lemlist Amplemarket Apollo.io PersistIQ Syncery Tray.io Workato Zapier Amazon Mechanical Turk Salesforce Einstein Dunbar Number Bombora Snowflake The Product Lead Growth SDR Podcast Salesforce

In this episode of the OKRs Q&A Podcast, Tim Meinhardt interviews Tony Hughes on how to build relationships with Senior Level Executives and how to speak the language of leaders so you can successfully sell in today's marketplace. Tony emphasizes the need to know your customer, specifically their most important Objectives and the measurable Key Results they need to get there. This is OKRs taken to the next level. Tony Hughes has 35 years of corporate and sales leadership experience having generated record-breaking results as a salesperson, head of sales, and as a CEO. As a renowned speaker and independent consultant, Tony's credentials include:• Ranked #1 sales blogger globally by both Top Sales Magazine and also by Best Sales Blogger Awards (2018) and #1 webinar globally by Top Sales Magazine in 2019.• Rated as the most influential person in professional selling within Asia-Pacific by Top Sales World Magazine (2017 – 2019)• Ranked #3 sales expert and thought leader globally by LinkedIn (2018)Tony is a bestselling author and has been the most read person in LinkedIn on the topic of B2B sales leadership. He has more than 500,000 followers of his blogs and his most recent book, COMBO Prospecting, is published by HarperCollins and the American Management Association. His upcoming book is Tech-Powered Sales.Tony is Co-founder and Sales Innovation Director at Sales IQ Global. He serves on a number of advisory boards and has taught sales for Sydney University, University of New South Wales, and within the MBA program at the University of Technology, Sydney. He speaks at conferences internationally and his consulting clients include some of the best-known brands in the world including Salesforce, Flight Centre Travel Group, Grant Thornton, SAP, IBM, Red Hat and other market leaders.Additional Information on Tony:• Speaker and author website: www.TonyHughes.com.au• Corporate and sales methodology website: www.RSVPselling.com• YouTube channel: https://www.youtube.com/RSVPselling/videos• Sales enablement platform (co-founder): www.salesIQglobal.com• LinkedIn profile: https://www.linkedin.com/in/hughestony/• LinkedIn blog articles: www.linkedin.com/today/posts/hughestony• Twitter: TonyHughesAU https://twitter.com/TonyHughesAUIf you interested in working with the Atruity team or downloading our free e-book The Seven C's To OKR Success - click this link: https://linktr.ee/atruity