Mastering Outbound Sales with Justin Michael

Lifeselfmastery's podcast I Startups I Venture Capital

English - January 11, 2024 06:54 - 43 minutes - 59.4 MB - ★★★★★ - 3 ratings
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Previous Episode: How Will Central Bank Digital Currencies Impact the Global Financial Landscape with Lisa Nestor

Next Episode: How to win sales deals predictably and consistently with Shankar Ganapathy from Boomerang

In this podcast episode, Justin Michael shares his unique sales methodology, the Justin Michael Method, emphasising the importance of understanding prospects' needs and building relationships. He discusses strategies for bypassing gatekeepers, the art of discounting, and engaging CFOs by demonstrating ROI. Justin also highlights the role of customer case studies in proving value and addresses the challenges of sales forecasting. He stresses the significance of developing sales talent within organisations and the value of mentorship and apprenticeship in achieving sales excellence, and much more!

Timestamps

The start of sales career (00:00:56)

Working with Sean Parker (00:01:50)

Building a community (00:04:33)

The Justin Michael Method (00:05:58)

Psychology in sales (00:11:22)

Building relationships with prospects (00:14:34)

Preventing loss of champions (00:18:53)

Morphing and Waterfalling (00:19:53)

Discounting Strategy (00:20:45)

Creating a Compelling ROI Business Case (00:22:39)

Value Demonstration through Case Studies (00:24:43)