Jonas Fridrichsen – How to sell SaaS products into healthcare and why we have to love to succeed

Jonas Fridrichesen, long-time sales leader and Chief Revenue Officer for VerityStream, a healthcare credentialing and verification Software-as-a-Service platform, talks about leading sales teams, rising above the noise in healthcare, and why the challenger sales model appeals to him. Jonas describes how his teams have grow revenue by building awareness before demand, why he prefers sales to marketing after managing both, though he enjoys "the chess match of sales and the creativity of marketing." Tom asks Jonas about his theory that customers are like children, and Jonas talks about why building trust and creating a safe space is so important for parenting, marriage, and sales. Jonas tells how not keeping score helps his marriage even when he's unable to engage and needs to play guitar in his room, and Tom talks about how reasonably demanding customers make our businesses better. Plus, Jonas gives a great definition of emotional intelligence, Margaret makes an appearance, and Tom and Jonas talk about music and competitive intelligence.