AI-Powered Cold Calling & SaaS Sales Strategy with Justin Michael & Charles Needham

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The Transaction

Craig Rosenberg & Matt Amundson | B2B Sales & Marketing Experts - Hosts of The Transaction

72 episodes

17 hours ago

Welcome to The Transaction. The #1 Go-To-Market podcast on the planet. Hosts Craig Rosenberg and Matt Amundson, two legendary go-to-market leaders in their own right, talk weekly with the best sales, marketing, operations, and product leaders in the B2B SaaS world to understand what's working in the new playbook of the post-ZIRP market. But Craig, Matt, and their guests don't just talk theoretically, they share the stories and actionable tips, tactics, and strategies behind what's driving revenue growth that you can take and implement in your own go-to-market roles. Whether you're a Chief Revenue Officer leading a B2B SaaS sales and marketing organization, a marketing leader trying to drive bigger outcomes with your demand gen team, or a new sales rep, you'll learn and laugh every episode. From ABM to PLG, from MEDDIC to MEDDPICC, the world of business is constantly evolving. We’ll cover the who, what, where, when, why and most importantly how you get… The Transaction. About Your Hosts Craig Rosenberg is the Chief Platform Officer at Scale Venture Partners. He is a seasoned expert in B2B revenue growth, helping SaaS companies transition from founder-led growth to becoming high-growth Go-To-Market machines. Previously, Craig was a Distinguished VP Analyst at Gartner and co-founder of TOPO Inc., a research and advisory firm acquired by Gartner in 2020. Craig thinks Die Hard is a Christmas movie. Matt Amundson is the Chief Marketing Officer of DuploCloud. He is also an advisor for companies such as Sendoso and Salesloft. Prior to DuploCloud, Matt spent time as an Executive In Residence with Scale Venture Partners and led marketing departments at Census, Very Good Security, and Everstring, to name a few. Matt thinks Die Hard 2 is better than Die Hard. The Transaction is produced by Sam Guertin.

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AI-Powered Cold Calling & SaaS Sales Strategy with Justin Michael & Charles Needham - Ep 60

The Transaction

59 minutes

3 months ago

AI-Powered Cold Calling & SaaS Sales Strategy with Justin Michael & Charles Needham - Ep 60

What if cold calling isn’t dead—but everything we know about it is?

From dissecting permission-based openers to dunking on dated tactics, Justin and Charles make a bold case for why the phone isn’t dead—it’s just misused.

Justin Michael, aka the John Wick of executive coaching, is the Founder of the Justin Michael Method and co-author of The Cold Call Algo. Along with being Justin’s Co-Author on Cold Call Algo, Charles Needham is the Founding Account Executive at TitanX and the Founder of Needham Advisory Group. Charles and Justin dig into the unique benefits of cold calling, the evolving role of Sales Development Reps, and where sales orgs should be trying to implement AI sales tools.

Critical Takeaways

Encouraging SDRs to see cold calling as a means for intelligence gathering rather than merely scheduling meetings can lead to better insights and long-term relationships.
The traditional methods of cold calling, like repetitive sales scripts, are losing effectiveness. Incorporate permission-based openers and insightful questions early in the call to create curiosity and engagement.
Leveraging AI to clean and target data can dramatically increase the effectiveness of your outreach strategy. By focusing only on prospects who are likely to answer, teams can improve their connect rates and overall outcomes.
Train teams to focus on tonality and pacing during calls. Using neutral, calm tones, can help in calming down the prospect's initial resistance and opening up a more natural conversation.

Chapters

00:00 Intro

01:09 Introducing Justin Michael and Charles Needham

02:55 Discussing B2B Sales Strategies and Cold Calling

03:37 Justin's Sales Stories and Experiences

08:07 Charles on Modern Sales Challenges

13:22 The Role of AI in Sales

17:10 Cold Calling Techniques and Best Practices

30:29 Debating Cold Call Openers

32:53 Unified Theory of Cold Calling

39:03 Mastering Tonality and Rhythm

56:26 The Future of Cold Calling

Epic Quotes

“Cold calling is a mechanism to survey the market and have conversations, rather than going in there like 8 Mile Eminem style—one shot, one opportunity to book a meeting.” - Charles Needham
“Problems are isolating by nature. So if you can show someone that it’s common, they’ll open up more.” - Charles Needham
“ People buy emotionally, they justify with logic.” - Justin Michael

Connect with Justin Michael

LinkedIn: https://www.linkedin.com/in/michaeljustin/
Website: https://www.salesborgs.ai/
Get the Book: https://coldcallalgo.com/

Connect with Charles Needham

LinkedIn: https://www.linkedin.com/in/charles-needham/
TitanX Website: https://www.titanx.io/

Shoutouts

Kai-Fu Lee: https://www.linkedin.com/in/kaifulee/
AI Superpowers: China, Silicon Valley, and the New World Order by Kai-Fu Lee: https://a.co/d/ex6F2Yz
David Dulany: https://www.linkedin.com/in/davidkdulany/
Wyzer.ai
Mike Bosworth: https://www.linkedin.com/in/mikebosworth/

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