From $0 To $51 MM In ARR In 4 Years & A 150+ SaaS Sales Team With Justin Welsh

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From $0 to $51 MM in ARR in 4 years & a 150+ SaaS sales Team with Justin Welsh | #53 SaaS Podcasts

5y ago 39:34

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MP3•خانه قسمت

Justin is a revenue operator, executive mentor, and SMB SaaS advisor with over 10 years’ of revenue leadership experience. He helps founders to drive scalable growth past $50M in recurring revenue. Most recently, Justin led PatientPop from $0 to $51M in recurring revenue and built the sales organization from 1 to 150+ people in just 4 years.

He specializes in SMB SaaS sales and the go-to-market strategy for SMB SaaS products where he figures out the best way to sell them, who to sell it to, and how much to sell it for. He basically partners with early-stage founders to craft the sales story and achieve scale.

He left his full-time executive role at PatientPop to open his boutique advisory company located in Nashville.

Justin also Co-Founded an investment firm called The Shelby Project with his wife. where they help tiny entrepreneurs thrive and where all investments are made from their personal capital.

Outside of work, he loves spending time with his wife, hiking, reading, playing with his 3 dogs, drinking craft beer, and tinkering with new ideas.

During this interview we cover:

00:00 - Intro
01:39 - Justin’s Background, Early Ventures & Where He Is Today
05:10 - $0 to $50M in ARR & 1 to 150+ People Sales Team
08:02 - Leaving After $51 m in ARR & Starting a SMB Boutique Advisory Firm
10:37 - Typical Pain Points In Sales Of SaaS Founders
12:44 - Justin’s Niche & Best Type Of Customers
15:21 - Go-To-Market Playbook For Proven Performance
17:56 - Sales Cycle Aligned Between Service, Sales Team & Customer
20:43 - Hiring Effective, Coachable & Curious Top Performers
22:38 - The Reverse Robin Hood For Sales Teams
25:48 - When it Makes Sense To Hire a VP of Sales
28:11 - Improving Conversion Rate in B2B SaaS
30:37 - A Jack of all Trades is a Master of None
32:15 - Marketing & Setting Goals in a Personal Brand vs a Business Brand
35:24 - Top Mentors
37:22 - What does Success Mean To Justin Welsh Today
38:20 - Get In Touch With Justin

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