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How Tribal Training Can Grow Your Sales: Justin Welsh of PatientPop

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Wes Schaeffer
March 05, 2019

Hire for cultural fit and groom your people for success. 

Click here to download the episode. 

Community-Building Tips you’ll learn today on The Sales Podcast…

  • Grown staff from 50 to 400 in 2.5 years

  • From $5 million in recurring revenue to $50 million per year

  • PatientPop: It’s like HubSpot for doctors

  • Once you have a consistent sales process you know you’re onto something

  • Listen to your customers. Review the NPS responses.

  • Understand how your prospects and clients learn

  • Be stern in your recommendations

  • They educate their marketplace

  • Leverage channel partners

  • You need to warm up the market with good educational content

  • Aware and educate on the solution once they raise their hands

  • Get in the weeds to show the prospect how it works

  • Know how your clients buy.

  • 8.6-day sales cycle, but they do detailed demos.

  • 105 in sales, so about 25% of the company

    • Sales development reps

    • Inside sales

    • Partner sales

    • Field sales

  • Follows the leader like Mark Roberge in how he finds top sales talent

  • Also looks at “action over academia”

  • Move fast. Be accountable.

  • Likes to find talent that is happy where they are and killing it

  • He’s a big fan of having good recruiters

  • Inside is “tribal training” with a fast start in the first two weeks then ongoing with metrics at 30, 60, 90 days

  • “Top performers should rob from bottom,” so he’s commission-heavy

  • PPC is still effective for reaching physicians

  • Always experiment with your marketing processes

  • Grow your team into their roles (Stepwise growth)

  • He hires smart, young people right out of school and bring them up with a gradual progression

  • Confidence comes with experience, not just age

  • Sales enablement person is Sandler trained but they focus on “company training” first

  • Sell your people on your company and your customers

  • His AEs sell as well as coach and mentor with a pod system

Related Articles:

Links Mentioned In The Sales Podcast