[Podcast] Scaling Sales with The Law of Attraction

“I built out a cold outreach methodology around heuristics, which is a series of pattern interrupts, or shortcuts.” Justin Michael, Co-Founder of Hard Skill Exchange

(🎙️ listen now)

Ready for a different perspective on sales outreach? 

This week’s guest is an executive sales coach who has helped over 200 startups improve their outbound efforts by embracing the unexpected.

Justin Michael is also a best-selling author of the book “Sales Superpowers” and the Co-Founder of Hard Skill Exchange, the world’s first real-time 1:1 skill-building marketplace. 

We get into topics like cold outreach, building relationships with prospects, Justin’s newest book, and tapping into disruptive thinking like combining sales with the law of attraction. 

We cover in this episode:

• Catching prospects’ attention and why doing the wrong thing, like grammatical errors in sales emails, can be effective.

• How to approach cold prospects in a manner that doesn’t repel them.

• Unconventional ways of getting in front of your target accounts.

• Scaling sales with the law of attraction, and the most ‘controversial book written in B2B.’

Here are some actionable key takeaways for agency founders:

• Try to pattern interrupt when doing outreach; for example, humans respond much better to visual information.

• Opening lateral conversations that mimic a real-life interaction helps disarm prospects.

• Take two or three discovery calls before you try to pitch.

🎧 Listen to the episode now:

• Podcast Website 

• Apple Podcasts 

• YouTube 

• Spotify

• Amazon Music

Sharing is caring! If you enjoyed this episode, please consider sharing it with a few friends who might find it useful. Thanks!

Best,

CQ

P.S. Please rate and review us on Apple Podcasts, and be sure to hit the subscribe button!

Frequently Asked Questions

What does Justin Michael mean by building outreach around "heuristics"?

A series of pattern interrupts, or mental shortcuts, designed to catch a prospect's attention by breaking from the expected, predictable format most cold outreach follows.

Why might grammatical errors in a sales email actually help rather than hurt?

Because doing the "wrong" thing can act as a pattern interrupt, making the message feel less polished and automated, more human and unexpected, which can capture attention differently than a perfectly formatted pitch.

How can pattern interrupts specifically help with cold outreach that doesn't repel prospects?

By breaking the expected rhythm of typical cold outreach, since humans respond much better to visual information and unexpected framing than to the same predictable pitch format they've seen countless times before.

What does Justin Michael suggest about the timing of a sales pitch relative to discovery calls?

Taking two or three discovery calls before attempting to pitch, allowing genuine understanding and rapport to build first rather than rushing into a sales pitch too early in the relationship.

What is Hard Skill Exchange, and what is Justin Michael's role in it?

The world's first real-time 1:1 skill-building marketplace, co-founded by Justin Michael, reflecting his broader interest in disruptive, unconventional approaches to skill development beyond just sales outreach.