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

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