What Are the Six Things That You Need in Implementation?

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The second topic that we're thinking about here too, and this kind of plays into that is thinking about the transition points along the customer journey. Is there a couple of key things as you look at the kind of the selling motion and getting the right team involved from onboarding or implementation, as well as customer success? I think it's all about being educated about the next person up and what they need to do in order to be effective at their job.

Justin Welsh joins us on the podcast, and he has a number of fantastic Insights to learn from his experience In sales roles at a number of B2B SaaS organizations. Justin coaches SMB SaaS founders and sales leaders to accelerate recurring revenue toward $50M.

In our discussion we cover:

We need to consider how we can listen better to our customers
His concept of One Continuous Conversation
Compensation could be shifting among the disciplines In a SaaS business
Justin doesn't like subjectivity In his ICP
Businesses need to find ways to run tests and have hypothesis In order to thrive
Each discipline needs to be thinking "What Information can I capture that will be useful for the next person?"
Leaders need to understand they're on the 'Executive' team first
If your sales people aren't selling the right things, then they don't know how a SaaS business becomes healthy

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Check out more on Justin's website: https://www.theofficialjustin.com/

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This podcast is brought to you by Jay Nathan and Jeff Breunsbach of Customer Imperative, where we help B2B SaaS organizations build growth & retention strategies. Learn more at https://customerimperative.com/

Jay Nathan: https://www.linkedin.com/in/jaynathan/
Jeff Breunsbach: https://www.linkedin.com/in/jeffreybreunsbach