Los Angeles, United States

Justin Michael

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Gold Partner ★★

Summary

One of the most fun and ambitious gigs ever was working with engineers to build an Artificial Intelligence model that emulated my brain for “outbound prospecting.” Over the past decade, I’ve set world records for full cycle revenue creation in cutting edge AdTech / MarTech SaaS startups both as an individual contributor and distributed global team leader (running teams of AEs and SDRs) and received a prestigious 10X Award from a top 20, Tier 1 VC backed, Seattle Startup. My case study on effective outbound was featured in a bestselling book called Combo Prospecting by Tony J. Hughes.

I leveraged trigger events to break the sound barrier on speed to six and seven figure deal closes. I’ve generated 6 years of pipeline in 6 months. I’ve closed a 7 figure deal in under 120 days. I’ve run regions, training new and existing business teams of AEs, CSMs, SEs and global SDR outfits – frequently all at the same time.

I’ve developed significant Sales Engineer technical sales chops myself certified on complex product demos. Had a blast living in most VC stronghold cities and on both Coasts: LA, SF, NYC, SEA.

I never shied away from the phone. I built my LinkedIn network to 24,000+ connections over 14 years that skews to VCs, Board Members, and the C-Level. Hence, I’ve been involved in successful fundraising of seed and venture rounds.

I am a technical subject matter expert in hacking Sales Tools, Mobile Marketing and Advertising. Along with consulting over 50 startups transforming how they scale their sales function into a hyper growth flywheel (with automation and AI), I’ve worked for the top Mobile SaaS leaders by niche category over the last decade: Kochava, Tune, Swrve, LinkedIn, Salesforce, ExactTarget, to name a few.

I even reported directly to Sean Parker! I’ve leveraged this success to give back to hundreds of global nonprofits via my expertise and SaaS roots in online fundraising and advocacy.

Areas of expertise

  • Demand Generation
  • Top of Funnel Strategy and Tactics
  • Advanced LinkedIn Sales Navigator
  • Outbound Architecture
  • Outreach / Salesloft sequences and best practices
  • ICP refinement
  • Buyer Personas
  • Hubspot, Marketo, Sales Operations, Salesforce
  • Go-to-Market Strategy
  • Cold Calling Mastery
  • Trigger Event Selling
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