Lead provocative questions + active listening = Polarity Shift.

Rep I'm coaching is a success story – I can't make this up. Now, this rep is gifted but watch this:

"Meeting booked! 28min cold call😳
HR Director. 1200 employees. Crazy.
The polarity shift was palpable." If you already use JMM™ and RRM™ frames, here's how you know you're doing this right:

1) Call goes 10min or longer
2) You're talking 20% or less (focused on onion peeling Qs)
3) They ask you for time on the calendar (even give their calendly)

Twenty predictions for B2B selling in roaring 2020s:

Amara’s Law states: "We tend to overestimate the effect of a technology in the short run and underestimate the effect in the long run.” Bill gates puts it another way: “We overestimate the change that will occur in the next two years and underestimate the change that will occur in the next ten."

Finding that it's all a game. No one really has a clue. When there are 5 levels of management everyone has a number.

Everyone has to show they did something. The number of enablement and other management training has increased exponentially while they all search for the best messaging for their "PLG" product.

In order to create relevance there are three specific things you can check in order to customize to the person. These will actually push you over the edge: Does the prospect know anyone you know? This is gold in terms of customization.

As a top sales development representative (SDR) mind on the planet, Justin was handpicked by Ben Sardella, Co-Founder of Datanyze and Bryan Franklin, CEO of OutboundWorks, to work on a stealth ambitious project seeking to fully automate the SDR function by building an AI model of his brain. This ambitious project at OutboundWorks in 2017 led them to acquire and deploy next-gen Swedish AI tech (Hexa.ai) maxing-out 35+ custom fields to achieve personalization sentences at scale that passed the Turing Test.

Unlearn everything you know about cold outreach—any rules of thumb or generally accepted best practices — forget them. You’re starting over. Speak calmly and write casually—avoid being overly needy and deferential.

full syllabus for Tech-Powered Sales techpoweredsalesbook.com my bestselling book on #revops #thejmm Prospecting: 
* Predictable Revenue by Aaron Ross
* Predictable Prospecting by Marylou Tyler
* Fanatical Prospecting by Jeb Blount
* COMBO Prospecting by Tony J. Hughes 
* How to Get a Meeting with Anyone by Stu Heinecke 
* New Sales. Simplified. by Mike Weinberg

polarity shifting #thejmm #salestips Polarity Shifting
The entire space of cold call templates has focused on “The reason for my call” — jab-jab-hook.

It’s solely focused on the caller and not the prospect.

testimonials for my coaching 💣 Justin's approach to prospecting has revolutionized my pipeline (14 cold outbound meetings) using the JMM (Justin Michael Method™) in less than two weeks. – Luke Ruffing