936: How to Break Into Sales in SaaS With Justin Welsh, JW Strategic Advisory [Espresso Shots]

Justin Welsh is the founder of JW Strategic Advisory, offering SaaS consulting to new SaaS startups like Klara, and Optimize.Health. SaaS stands for software as a service which is a cloud-based service paid for through a subscription. Prior to launching his own firm, Justin helped build two companies, PatientPop and ZocDoc.  Each company has had over $50 million in yearly recurring revenue (YRR).  While at PatientPop, Justin was the senior vice president of sales and a strategic advisor.  Justin attended Ohio State University where he received a BSBA in marketing. WHAT YOU’LL LEARN ABOUT IN THIS EPISODE: How you can get started in software as a service (SaaS) sales (4:10) How SaaS sales differ from non-cloud related sales (5:50) Why curiosity is one of the best soft skills to have to succeed in sales (7:30) Why introverts make excellent sales people (10:09) Why Justin believes getting involved in extracurriculars during college is so important (11:00) How working in sales helps develop skills transferable to other fields(16:20) What it’s like working in a newer cloud-based industries like SaaS (23:00) If you want to learn more about what Justin does in his current role and how he built his career check out T4C episode #662