Justin Michael - Tech-Powered Sales: Achieve Superhuman Sales Skills

Modern sales technology is baffling, especially for a CEO like me who has no choice but to embrace it but also has no chance of making sense of it on my ownand I run a sales tech company! This book boils it down to this: Some sales tech gives your reps superhuman skills that empower your business to dominate markets at will. You can do it with the team you have. Read it, follow the advice, and dominate.

Chris Beall, CEO, ConnectAndSell

You cant be afraid of technology. Building a future-proof sales organization requires a deep understanding of the new power couplehumans and technology. Tech-Powered Sales explains exactly how to thrive in the fourth Industrial Revolution by harnessing the power of game-changing technologies today and beyond.

Tiffani Bova, Growth Evangelist at Salesforce, Wall Street Journal Bestselling Author of Growth IQ, Thinkers50

Every sales leader and sales professional needs to read this book in order to thrive in the age of empowered buyers, automation, and disruption. As a leader, I know that the shifts are real, and this book contains the secrets for the operationalization of business-to-business sales at scale.

Simon Tate, President, Adobe Asia-Pacific

Justin and Tonys book explores the crucial tech stack elements that are table stakes for an effective sales development strategy. We appreciate their exploration of futurism along with grounding their work in practical research from The Bridge Group and others. In a cacophony of voices, their practical advice and predictions ring true. This book is a fantastic resource for all RevOps leaders!

Trish Bertuzzi, Founder and CEO, The Bridge Group

Reading this book feels like a window into the future of sales. It is ten years beyond anything Ive seen, and Ive worked with hundreds of sales organizations.

Steve Richard, Cofounder, ExecVision

The go-to handbook for all sales professionals who want to multiply their results and maximize their return-on-effort. Justin and Tony have thought of everything for you. The Essential Stack and Advanced Stack Additions alone are invaluable!

Marylou Tyler, Speaker, Author of Predictable Prospecting

Justin is the most thought-provoking voice in sales today. His informed, irreverent, and prescient approach makes this THE must-read sales book of this year and beyond.

Jeremey Donovan, SVP of Sales Strategy and Operations, SalesLoft

Tech-Powered Sales is filled to the rim with tactics that will stack the odds in your favor for booking meetings with your ideal prospects. Actionable stuff.

Josh Braun, Host of the Inside Selling Podcast

Justin Michael and Tony Hughes have cracked the code on what will differentiate great sales teams in the coming decadesTech-Powered Sales. The technological capabilities to support sales teams have advanced beyond what anyone would have predicted just a few years ago. Read this book, soak in the recommendations, and stay relevant and effective, now and in the future.

David Dulany, Founder and CEO, Tenbound

Tech-Powered Sales blew me away! It delivers practical, evidence-backed strategies salespeople can use to create more opportunities than ever before. If you want to learn how to maximize your ability to develop new business, its a must-read!

David Hoffeld Bestselling Author of The Science of Selling

Tech-Powered Sales highlights the new best practices for RevOps and how to scale blended tech stacks (Tesla) in a point solution world (Model T). The era of tech stack optimization will bring 100x efficiency and truly accelerate sales as I predicted in The Sales Acceleration Formula. There is synergistic power infusing humans and machines with data emerging as the new oil fueling strategic targeting and messagingand Justin and Tony show how to execute in the real world.

Mark Roberge, Managing Director at Stage 2 Capital, Professor at Harvard Business School, Former CRO at HubSpot, and Bestselling Author of The Sales Acceleration Formula

Information about External Hyperlinks in this ebook

Please note that the endnotes in this ebook may contain hyperlinks to external websites as part of bibliographic citations. These hyperlinks have not been activated by the publisher, who cannot verify the accuracy of these links beyond the date of publication

2021 Justin Michael and Tony Hughes

All rights reserved. No portion of this book may be reproduced, stored in a retrieval system, or transmitted in any form or by any meanselectronic, mechanical, photocopy, recording, scanning, or otherexcept for brief quotations in critical reviews or articles, without the prior written permission of the publisher.

Published by HarperCollins Leadership, an imprint of HarperCollins Focus LLC.

Any internet addresses, phone numbers, or company or product information printed in this book are offered as a resource and are not intended in any way to be or to imply an endorsement by HarperCollins Leadership, nor does HarperCollins Leadership vouch for the existence, content, or services of these sites, phone numbers, companies, or products beyond the life of this book.

All reasonable efforts have been made to correctly attribute the intellectual property or unique concepts of others. Every person referenced in this book has been contacted by the authors to have their quotes, concepts, or information approved.

Opt-in, Ethics, and Legal Compliance of Business-to-business (B2B) Outbound

The authors exclusively recommend only the use of automated systems that are built on privacy by design principles and architecture, and where possible are also compliant with GDPR, CCPA, CASL, and CAN-SPAM. Data should always be sourced with integrity, and with opt-out and Do Not Contact (DNC) supported. We advocate you place your business address and a link to unsubscribe in every sequenced message. Everything were suggesting in this book should be implemented ethically and legally in your jurisdiction. Please educate yourself concerning your regulatory obligations.

The leading sequencer companies, data providers, and LinkedIn have gone to great lengths to enable their technologies to operate ethically and securely. As a professional, you must be committed to operating with integrity and intelligence. Send less but more effective and personalized sequences, and split-test more often to smaller batches. Respect the potential customers you are seeking to help by being human in engagement and making it count with brevity and relevance.

ISBN 978-1-4002-2653-5 (eBook)

ISBN 978-1-4002-2652-8 (PBK)

Epub Edition April 2021 9781400226535

Library of Congress Control Number: 2021935599

Printed in the United States of America

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Sales is a never-ending game of assessing whats working well enough versus what needs to change to outsell the competition and achieve those never-ending new targets.

Standing still means falling behind.

The job of a sales leader is to enable the success of their people for the benefit of customers. Top sellers and teams must operate at previously unimagined levels that require technologytools designed for their benefit. The right practices are essential, yet the pace of change and array of tools is bewildering.

We all have a love/hate relationship with technology but must master it to remain relevant. Selecting the right technology is tricky, and it is even tougher to deploy it with the right practices that empower salespeople on the front lines.