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Publisher's Summary

Conventional ways of selling are becoming outdated. Learn what it takes to go from the traditional sales mindset to a tech-enabled sales superhero.

In tough markets and with more people working remotely, creating a quality sales pipeline in traditional ways is more challenging than ever. As sales technologies continue to evolve and advance, developing technical quotient (TQ) is an essential element of sales success.

Record-setting sales expert Justin Michael and bestselling sales leadership author Tony Hughes combine to provide practical guidance on how professional sellers can maximize results with an effective sales tech-stack to increase sales effectiveness for outstanding results.

In Tech-Powered Sales, Michael and Hughes share helpful advice that:

  • Reveal the techniques that enable you to break through with difficult to reach buyers
  • Teach you how sales technologies can be employed for maximum benefit by raising your TQ
  • Enable you to make the jump from being a beginner to a superuser within your sales team
  • Show you how to thrive in the fourth industrial revolution to leverage technology rather than be at risk of being replaced by it

Tech-Powered Sales delivers evidence-based strategies salespeople can use to create more opportunities than ever before. If you want to learn how to maximize your abilities to develop new business, this is the book for you!

©2021 Tony Hughes (P)2021 Thomas Nelson

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The time is now!

Justin has brilliantly articulated where we've been, how we got here, and where we're going in sales.

No matter where you are on the sales experience continuum, from thinking about starting a new career in sales to the 30 years outside sales veteran preparing to adapt and tackle a remote inside sales role, this book will help you aim your focus at becoming a top performer.

I suspect that this book will continue to become a brand new book over and over. As you grow and become more experienced, the book will reveal new tactics and strategies unavailable to you at your previous experience level.

I genuinely appreciate that Justin continually points you back to "Your talent." That you are the unique variable in the otherwise automated, high speed, machine learning, and A.I. driven sales world.

Your talent combined with sales automation and A.I. is the winning combination to be a top performer and creator of your value.

Embrace, learn, and execute on the mindset and ideas within Tech Powered Sales, and you'll never need a resume.

--- Sales Leasers and Recruiters will always have a home for you.

You'll always be in demand!

With your success in mind,
Shawn

#5bynoon

2 people found this helpful

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Justin Michael and Tony Hughes hit a Homerun!

Let me make a baseball analogy to describe the impact of Tech Powered Sales.

In baseball there are no hitters that have a greater batting average than Ted Williams. Ted hit .406 one year and had a .344 career average. Not only did he have the highest batting average but he also had more walks making his on base percentage better than any human on the planet. That means he only swung at strikes.

How does that relate to sales??? I would say Justin Michaels is the best strategic prospectors on the planet. He has a lot of at bats and his batting average is great because he is laser focused on the ideal customer. (He only swings at strikes) He brings his wisdom to this groundbreaking book

What Justin and Tony have done in this book is to accelerate the process of prospecting and automated those best practices into a tech stack that creates a multiplier effect (8X) greater using the combination of technology and a highly competent person such as Justin to help create real pipeline that is 8X greater.

Essentially what Tony and Justin have done is to iterate the processes initiated by Aaron Ross and further Iterated by Jeb Blount to create a 8X greater output both in the quality and quantity of an SDR productivity model. Just imagine a top SDR that drives $1,000,00 dollars in revenue today now can drive their revenue to $8,000,000 in pipeline annually. The age of technology has arrived and the combination of human intelligence wrapped around enabling technology will leave the pioneers of sales like Jeb Blount and Aaron Ross aside for the next generation of prospecting professionals that will adopt the program outlined in Tech-Powered Sales!

One more analogy: Think of being in a (baseball) batting cage and the machine only feeds you ten balls in ten minutes. It takes you five swings to get your groove. You foul off 4 then hit two and miss on the next four. You are back on your heals because the machine is so slow. Your batting average is .200 (the Mendoza line)

Now imagine a Tech powered prospecting machine (Using the batting cage analogy) that provides 8X the number of conversations with precisely the right people with caller assistance built into assist with the talk track. This system will also provide the COMBO process to make certain no sales are left behind! Which prospector will make it? The traditional process or the tech powered process? I think you know the answer.

Tech Powered Sales answers this question of how to bring an SDR's productivity to the bleeding edge. I would highly recommend this book if you are in sales and want to up your game. Only the tech-power assisted Salesperson with survive!

1 person found this helpful

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A manifesto for the modern sales world

Required reading for the modern sales pro. An entertaining listen, great quality. Highly recommended for all levels of sales professionals.

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absolutely amazing

this book will change the game of sales, prepare to takes notes! There's a overwhelming amount of info!

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Have notebook ready

List after list of all the technologies to try and ways to deploy

An eye opener for sales people to embrace technology and become power users

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so fresh

I've been in been in b2b sales for a little over 10 years. A little late to the game after several art degrees and some non-profit work. This book has provided a fresh approach that I had been missing in my top of funnel game. Anyone who is interested in how tech and AI/ML are disrupting/automating most industries, including sales should listen to this. Also, find Justin on LinkedIn and join his group of salesborgs. See you there!

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10% good, 90% useless

Stop mentioning AI all the time.
Infinite list of tools, intead of including a list so laege why dont you recoomend a couple
...




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Must read for anyone in tech GTM

Justin masterfully lays out a future of sales that is inevitable.

This book not only shines light on how GTM teams can win today - but what pillars of experimentation and execution they can use to test what works going forward as well….

I use these methodologies, and have continued to gain value from diving into Justin’s further work as well.

11/10… buy the book - read it - read it again…

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Must read for everyone in B2B RevOps

This book is pure gold, like Predictable Revenue for the 2020s. If you're looking for a book to read that sets you up for 2022, this is it.

Tech-Powered Sales takes Combo Prospecting (by Tony Hughes) and puts it on steroids. Covering both the high-level concepts AND the 'nitty gritty' of putting together a GTM-strategy that delivers results.

Key Learnings:
💎 Salesborg Theory: Tech is ever increasing but it cannot replace human interaction. Instead of fighting against it, work with it. Use tech to augment interactions and leverage the possibilities to spend more time on real value-driving interactions.
💎 Salesborg Action: Invest in a good tech-stack and quality data. Spend time honing in your ICP, Personas, and the triggers that are relevant for your business. Work your systems and automize everything that is repetitive (check out Zapier, use templates, snippets). Stay organized and effective with the help of sequences but NEVER make the client feel like they are in a sequence. *Tech itself is not going to solve your problems but done right it will allow you to reach new heights*
💎 Future of Sales: Sales tech will be augmented in systems, where end-users do not even need to know the tech stack – they'll just deliver results with the help of it. The importance of TQ (Technology Quotient) and empathy will be exponential to delivering real-time h2h interactions at scale.

Listened 3x through the whole book since some of the concepts are quite novel and need to be processed. Even though the book is focused on the mid-market play (in larger corps), where sales efficiency is everything, I've found tremendous value from implementing parts to working with large enterprise accounts.

If there's one practical book for TOFU you'll need, this is it - then look at Combo Prospecting and Fanatical Prospecting (Jeb Blount)

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great futuristic look at sales

if you want to better understand how sales is and will be tech enabled this is the book for you

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  • Patrick
  • 09-06-21

Thought provoking and actionable

There was some much quality information in this book that it was a shame I wasn't sat at a table whilst listening so I could scribble all the ideas and platforms referenced.

This has now become a cornerstone of my reps reading library so they can position themselves as the human middleware orchestrating the whole stack

Great ideas, thank you for putting it all together!

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  • Matthew Dashper-Hughes
  • 07-25-21

A glimpse of the future...

Loved it. Ground breaking, eye opening, and essential for modern professional salespeople. This is an insightful and knowledgeable take on the evolution of Sales that no business owner, sales director, or professional salesperson can afford to miss.

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  • Anonymous User
  • 07-07-21

Adoption of tech to adapt to new sales process & e

Great read as it explores and informs the future of sales and the adaptability of new trends and adoption of relevant technology in the process.

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  • EK
  • 07-04-21

See how tech can level up your prospecting game

This book is full of actionable insights and tips for SDRs/AEs. I really like how Justin and Tony share real-life examples to explain how different technologies can help salespeople be more effective. Whether you're using a simple email automation tool or a complex sales engagement platform, this book will give you new ideas on how your tech stack can level up your prospecting game. One tip for listeners: set the narration speed to +1.2x

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  • Chris Prakash
  • 08-30-21

Evolution of Sales Excellence

An absolute must read for anyone looking to thrive in sales through utilising technology! As we are moving at a faster pace then ever it is an inevitable truth that technology will take over all tasks that can be automated through AI. This book shows you how to almost "merge" with technology to become an elite sales cyborg!

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  • Charles
  • 07-06-21

Real & Timely

Excellent book dealing with some real challenges, very timely.

Recommended read, next challenge is how to apply the learnings

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  • Tim Cavill
  • 07-01-21

Tech powered sales

All I can say is wow - incredibly thought provoking, challenging and revealing all at the same time.
Must read (or listen) for all those in tech sales.

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  • Tao
  • 06-29-21

Your white paper for the future of sales

A must read for sales people! Justin Michael and Tony Hughes are industry pioneers and this book is representative of their expertise and foresight into the future of sales.