Down The Rabbit Hole
Why “Salesborgs” are the Future of Sales & Marketing (Ft. Justin Michael)

Why “Salesborgs” are the Future of Sales & Marketing (Ft. Justin Michael)

June 10, 2021

DTRH Episode 28 

Why "Salesborgs" are the Future of Sales & Marketing 

Ft. Justin Michael 

What is a "Salesborg," you may ask? A "Salesborg" is a human-machine combo, like a cyborg, but in the context of an incredibly tech-proficient individual working in harmony with software and automation to optimize selling and outreach. The future of sales and marketing lies in the hands of salespeople who leverage technology to maximize performance and output. 

This is an image of a fractal pattern. These are found in all of nature. 

Fractal Pattern

 

Key Takeaways: 

  1. Emails are actually visual communications that are best structured in fractal patterns (A.k.a. Fractal heuristics). Our entire universe exhibits these same repeating patterns. Why not our emails? At every level of scale, the pattern outlining the whole; emerges from everything in nature. It quite literally will make the email feel "just right," which will increase pipeline velocity, and therefore, revenue velocity.
     
  2. Do not innovate too far from familiarity: Innovation is what drives humankind forward, but innovating beyond familiarity will often be "too much to handle" for the majority of the population. This does not mean innovate less—it simply means keep innovation at a level of common understanding and normality, then spoon feed it further for people to adjust slowly and comfortably. 
     
  3. The science of personalization and heuristics: Personalization often is misinterpreted as desperation because it goes too far and often feels "creepy" to the prospect. Mention of a prospect’s alma mater and insistency of personalized content is a limiting heuristic. Ultimately it kills your productivity.

  4. Relevance at Scale: If you can’t find a first-degree connection who knows the prospect or an existing relationship in common—switch to industry or persona-based levels of personalization. 

 

Drive_Predictable_Growth_CTA.png

 

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 Justin Michael to discuss a profound and insightful explanation of using mathematical and heuristic principles in your sales and marketing communication and conversation strategies. 

Justin has mastered using the laws of natural form to effectively create content for sales that resonates with prospects and clients in a truly unique way. It resonates to the meta-level, whereas people who engage with his content are likely to subconsciously establish a desire to learn more or set up a meeting due to the nature of the language used. The way it quite literally "felt" to the prospect. 

 

About Justin 

Justin “TQ” Michael is an avid technologist and sales futurist that has sought to automate sales development itself for dozens of cutting-edge technology startups over the last two decades.

Justin has coined the term "Technology Quotient" (TQ) as distinct from IQ and EQ for sales and marketing. He’s releasing a book called “Tech-Powered Sales: Achieve Superhuman Sales Skills” in 2021 as a disciple of Aaron Ross and “Predictable Revenue.” He was the featured case study in “Combo Prospecting” by Tony J. Hughes as “the cyborg rep.” 

Justin has worked for Salesforce, LinkedIn, Sean Parker and consulted over 100 startups on cracking top funnel with converged tech stacks.

Justin started an entire organization (syndicate) for fellow Salesborgs to have a community called Salesborgs.ai.

Take the TQ test! See how tech-smart you are! >>> 

 

"Use resonance, pain, and fear to trigger people emotionally." 

- Justin Michael 

 

Join #SAFFG (Sales a Force for Good) 

 

Feel free to connect with Justin “TQ” Michael or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Salesborgs #Borg #EmpathaticSelling #Coaching #SalesTips #Heuristics #AI #SAFFG #TQ

Opportunity Prediction Drives Loyalty

Opportunity Prediction Drives Loyalty

November 27, 2020

DTRH Episode 9: Opportunity Prediction Drives Loyalty (Ft. Matthew Binder)

How can salespeople attract new customers, increase demand, create more value, and drive customer loyalty? There are a few complex ways to do so but the most simple, yet effective way is by leveraging predictive opportunity scoring. 

In today’s episode of Down The Rabbit Hole, our host, Rob Turley, delves deep into the mind of Matthew Binder to learn how opportunity scoring predictions add a significant advantage to your sales process and will generate a tremendous increase of ROI. 

 

1. How do we choose the leads and opportunities we invest in?

2. What components of your business do you consider?

 

Identify the needs that are causing customers the greatest pain and that is most vital for a brand to solve. By focusing on these pain points you can uncover latent needs that your offerings could fulfill and ultimately, create differentiation between those needs among your key target market.

 

There are numerous hidden costs and opportunity losses become more frequent the longer a business pushes back on integrating predictive opportunity scoring technology into their sales and customer success models.

 

Some Advanced AI technologies can score sales opportunities to determine the likelihood of having a positive engagement and which prospects are not a good fit—wasting less time and substantially reducing the Cost of Acquiring Customers (CAC).

 

Here to uncover all about opportunity scoring and its many valuable applications is Matthew Binder. His depth of experience in the sales industry and in his current role as an Account Executive at Toggl makes Matthew an industry leader in revenue strategy.

 

Feel free to connect with Matthew Binder or Rob Turley on LinkedIn!

 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #ROI #PredictiveAnalytics #Sales #OpportunityScoring

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