In this episode, Justin Michael discusses his experience in sales and coaching, emphasizing the importance of mindset, personal branding, and leveraging technology in sales strategies. He highlights the need for authenticity, vulnerability, and human connection in sales interactions, advocating for a balance between automation and personalisation. Justin emphasises the significance of continuous learning, creativity, and pushing past comfort zones to achieve growth and success in sales.

Justin also shares insights on future trends in sales, pointing towards a landscape where AI will play a significant role in prospecting and lead generation. He talks about the need for human creativity to outperform automated systems, especially in the realm of personalisation and innovative outreach strategies. Justin suggests that leaders should focus on training, tech stack optimisation, and fostering a culture of transparency and collaboration to navigate the evolving sales landscape successfully.

KEY TAKEAWAYS

- Justin emphasizes the importance of mindset, confidence, and self-image in sales success.

- The conversation delves into the power of personalization versus relevance in sales communication.

- Justin highlights the impact of identity, mindset, and self-belief on sales performance.

- He advocates for vulnerability and human connection in leadership to empower sales teams.

- Justin encourages facing fears, doing uncomfortable tasks, and focusing on revenue-generating activities.

- The importance of clean data, effective tech stacks, and training for sales success is emphasized.

- Justin predicts a future where AI plays a significant role in sales automation and interaction.

- The discussion goes into creativity, human touch, and personalized approaches as essential in sales.

- Justin envisions a future where CRMs can automate top-of-the-funnel activities with AI assistance.

- He shares insights on the future of sales, including potential advancements in AI integration in the sales process.

- The interview provides valuable insights into modern sales practices, mindset, and the future of sales automation.

VALUABLE RESOURCES

Grade your website’s performance to find conversion opportunities & generate more qualified leads:

https://scalestation.io/free-website-grader

ABOUT KIERAN

Kieran Krohn is a renowned GTM professional, entrepreneur, investor and business growth expert.

His background is growing and scaling HubSpot’s business in Australia and New Zealand by developing their partner ecosystem. Over the last decade, he has held a number of roles in channel and direct sales as well as leadership where he built a high performing sales team. He has been awarded key accolades as the top performer 4x in the region and achieved Presidents Club 7x consecutively.

His mission is to help business founders achieve the freedom they set out to when they left the corporate world, and build valuable businesses that will create financial certainty for generations to come.

Connect with Kieran on LinkedIn: ⁠https://www.linkedin.com/in/kierankrohn/

Kieran is joined by Rosalyn Santa Elena, who shares insights from her experience in advising and scaling technology startups and large enterprise companies through the RevOps function.

They discuss the value of Revenue Operations, why it has become such a rapidly growing profession over the past few years, and why companies should be using it to align their people, processes and technology to achieve scale.

Rosalyn also talks through how she has made some of the biggest decisions in her career to get to where she is today and gives practical advice to people looking to unlock their own personal growth.

KEY TAKEAWAYS

- Revenue operations involves the infrastructure to support the entire revenue process and customer lifecycle across marketing, sales, customer success, and growth teams.

- People, processes, technology, data insights, and enablement are all critical components of revenue operations.

- Revenue operations has become more important due to complex go-to-market strategies, demanding buyers, SaaS business models, exploding data and technology.

- Revenue operations can help optimise the entire customer journey and break down organisational silos through strategic and operational alignment of teams.

- Conversion metrics and leading indicators are more important metrics to focus on than lagging metrics and activities when it comes to revenue operations.

- Stepping outside one's comfort zone and taking risks with career moves can provide valuable learning experiences and skill development.

- Important lessons learned include asking for help more often and getting comfortable with discomfort when taking on new roles.

- Companies should thoughtfully design their revenue operations strategy and structure based on their unique business needs and goals. There is no one-size-fits-all approach.

VALUABLE RESOURCES

Grade your website’s performance to find conversion opportunities & generate more qualified leads:

https://scalestation.io/free-website-grader

ABOUT KIERAN

Kieran Krohn is a renowned GTM professional, entrepreneur, investor and business growth expert.

His background is growing and scaling HubSpot’s business in Australia and New Zealand by developing their partner ecosystem. Over the last decade, he has held a number of roles in channel and direct sales as well as leadership where he built a high performing sales team.

He has been awarded key accolades as the top performer 4x in the region and achieved Presidents Club 7x consecutively.

His mission is to help business founders achieve the freedom they set out to when they left the corporate world, and build valuable businesses that will create financial certainty for generations to come.

Connect with Kieran on LinkedIn:

https://www.linkedin.com/in/kierankrohn