'Sales' and 'Customer Success' in SMB B2B SaaS | Justin Welsh, The Official Justin

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This is a podcast episode titled, 'Sales' and 'Customer Success' in SMB B2B SaaS | Justin Welsh, The Official Justin. The summary for this episode is: <p><a href="https://www.linkedin.com/in/justinwelsh/">Justin Welsh</a> 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.&nbsp; Justin coaches SMB SaaS founders and sales leaders to accelerate recurring revenue toward $50M.<br><br>In our discussion we cover:&nbsp;</p><ul><li>We need to consider how we can listen better to our customers</li><li>His concept of One Continuous Conversation</li><li>Compensation could be shifting among the disciplines In a SaaS business</li><li>Justin doesn't like subjectivity In his ICP</li><li>Businesses need to find ways to run tests and have hypothesis In order to thrive</li><li>Each discipline needs to be thinking "What Information can I capture that will be useful for the next person?"</li><li>Leaders need to understand they're on the 'Executive' team first</li><li>If your sales people aren't selling the right things, then they don't know how a SaaS business becomes healthy</li></ul><p><br>--<br>Check out more on Justin's website: <a href="https://www.theofficialjustin.com/">https://www.theofficialjustin.com/</a><br><br><br>--<br>This podcast is brought to you by Jay Nathan and Jeff Breunsbach of Customer Imperative, where we help B2B SaaS organizations build growth &amp; retention strategies. Learn more at <a href="https://customerimperative.com/">https://customerimperative.com/</a><br><br>Jay Nathan: <a href="https://www.linkedin.com/in/jaynathan/">https://www.linkedin.com/in/jaynathan/</a><br>Jeff Breunsbach: <a href="https://www.linkedin.com/in/jeffreybreunsbach">https://www.linkedin.com/in/jeffreybreunsbach</a></p>

DESCRIPTION

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