On this episode of Prospecting Pros, hosts John and Chris sit down with Justin Michael, author of Cold Call ALGO and longtime sales innovator. Justin shares his wild journey from boiler room telemarketing to consulting for hundreds of startups and writing eight books on sales.
He explains why cold calling still dominates as the number one channel, backed by training data from over 200 sales teams, and how neuroscience proves most reps use broken openers that trigger fight-or-flight instead of real conversations.
Justin talks about the limitations of email and LinkedIn automation, recent FCC regulations that have killed off AI voice cloning, and why clean phone data combined with smart dialing is the last big advantage left in outbound. He also introduces his ALGO method, a new framework for high-status openers and tough but respectful conversations that lead prospects to change.
