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
