Justin Michael is a world-record-breaking, outbound sales expert who has arguably developed the most comprehensive client acquisition methodology – the Justin Michael Method (JMM™)- on which he has written multiple books as part of the JMM series.  With over 20 years of experience in sales, including at Salesforce and LinkedIn, Justin is the authority on AI-based outbound prospecting. His counterintuitive, mobile-responsive, neuroscience-backed visual prospecting methodology made him a million-dollar earner. Justin is the bestselling author of “Sales Superpowers” and “Tech-Powered Sales,” which he co-wrote with Tony Hughes and proved that over 75% of the top funnel can be automated by raising your TQ – technology quotient.  

Co-Author Charles Needham engineers sales systems that uncover alpha in overlooked data, eliminate inefficiencies, and scale with precision. He began his career in finance, with exposure to structured products and private equity, before transitioning into revenue leadership at high-growth startups. He integrates psychology, game theory, and first-principles thinking into scalable frameworks that consistently outperform legacy sales models. Charles is the Founder of the Needham Advisory Group and Founding Account Executive at TitanX.  

• In this episode, Justin Michael & Charles Needham talk about their book “Cold Call Algo”, where they have delved into phone calling as a primary means of outreach because they believe that conversations, rather than emails, deliver feedback and data that can be used to refine outreach as well as build meaningful conversations. 
• Technology and AI can be used to determine the most likely prospects, because many people are likely not to pick up calls from unknown numbers, leading to wasted effort in targeting the TAM. Also, AI can help to refine conversations with CXO-level prospects, so that even SDRs fresh into the game can sound sufficiently knowledgeable.  
• The authors suggest that a respectful conversation, even if it does not lead to a sale today, with the right kind of curiosity and questions, can lead to a better understanding of the buyer’s needs and thus lead to higher conversions in the future.  

Run time – 00:59:44 mins.