The Transaction AI-Powered Cold Calling & SaaS Sales Strategy with Justin Michael & Charles Needham - Ep 60
Jul 22, 2025
Justin Michael, the founder of the Justin Michael Method and co-author of The Cold Call Algo, and Charles Needham, founding Account Executive at TitanX and co-author of the same book, challenge the notion that cold calling is dead. They discuss the importance of innovative approaches, such as using permission-based openers and AI tools for targeted outreach, to enhance engagement. The duo emphasizes adapting sales methods, mastering the art of conversation, and leveraging technology to strengthen relationships while keeping human interaction at the forefront.
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Episode notes
Landing Marriott Meeting by Cold Call
- Justin Michael shared a story about landing a meeting with the CMO of Marriott using cold calling and referencing an article.
- He combined media insights with persistent calling, which led to a key meeting and business opportunity.
Cold Calling is Last Channel Standing
- Cold calling remains the last effective sales channel as many digital methods saturate and lose effectiveness.
- Sales must evolve to redefine buyer-seller conversations beyond pushing meetings to gather market intelligence and build relationships.
Call Only Likely Pickups
- Prioritize calling prospects who are likely to answer the phone to improve connect rates.
- Use AI and data cleaning tools to target receptive contacts instead of bombarding everyone with volume.
