Justin Welsh’s Post

Success is about failing FAST so you can eliminate the options that do not work and find the best solutions!!

Never giving up is key to everything in life.

My career has 3 weird, distinct phases that started with complete failure for 7 consecutive years. Phase I: 2003: Hired in pharma 2004: Fired 2004: Hired in pharma 2007: Fired 2007: Hired in med device 2009: Fired Phase II: 2009: Hired in Tech 2010: Promoted to manager 2011: Promoted to Director 2013: Promoted to work for CEO 2015: Hired as VP of Sales 2018: Become CRO 2019: Hit $50M in ARR 2019: Quit Phase III: 2019: Started a business 2019: $534k in revenue 2020: $413k in revenue 2021: $635k in revenue 2022: $1.73M in revenue 2023: $2.22M in revenue 2024: $3.97M in revenue (proj.) Phase I was a disaster. Phase II everything just flipped. Phase III started by using what I learned in Phase II. So, if you're lost, consider focusing an excessive amount of your time on finding that perfect job, business to start, or skill to build. Something you absolutely love doing. It's often a springboard in your career and life. If you're interested in trying to build something yourself, start small. Big things come from doing small things very well. Here are my 2 favorite ways to start small: https://lnkd.in/e58rapJc Pick one and take action.

These phases are a great way to think about change. Failure is hard, change is hard, but bouncing back is even harder. Sometimes the easiest thing to do after you fail is to get discouraged and not try again, but in learning through failure we can grow! #failure #growth #success #business #ownership #womenowned

I have a vision for a new GTM growth model that leverages core PLG concepts but in an enterprise SaaS environment. The exact model I am looking to build has not been put together yet by anyone, but we have very unique factors that make it possible. So in order to execute, we need people who are willing to bridge the unknown, and the idea of building something new is extremely exciting to them. Here are the two roles. Director of Revenue Operations: In this pivotal position, you will be the driving force behind our revenue strategy and operations. You'll assume control of our sales processes, meticulously optimizing and streamlining them for peak efficiency. Your keen analytical insight will guide strategic decision-making, while your adept leadership will empower our sales team to achieve unprecedented success. As a player-coach, you will lead from the frontlines, setting a formidable example of excellence. Director of Enablement As the Director of Enablement, you will play a fundamental role in shaping our go-to-market strategy. Your primary focus will be on equipping our sales and customer-facing teams with the essential tools, knowledge, and skill sets required to excel. Your dedication to coaching and mentorship will be inspirational, fostering a culture of perpetual learning and development. This role necessitates both creative thinking and hands-on execution, as you cultivate a collective spirit of achievement. Qualities We Seek We are looking for candidates who embody the following qualities: -Solution-Oriented: You thrive in the face of challenges, demonstrating a penchant for solving intricate problems. -Lead by Example: Your leadership style is marked by active involvement and the willingness to work alongside your team. -Commitment to Growth: Your eagerness for success is rivaled only by your dedication to continual personal and professional growth. -Foster Collaboration: You comprehend that collective achievements stem from cohesive teamwork and transparent communication. - Value Centric: You are manically focused on helping our customers realize value as quickly as possible and want to integrate value into our GTM motion at every stage in the process. If either of these roles excite you. Please message me and we will be in touch.

Is prior industry experience overly emphasized as a prerequisite for hiring sales professionals at a SaaS startup? I've observed arguments on both sides of this issue. While hiring someone familiar with the industry, target personas, and possibly possessing a pre-existing client base can lead to faster onboarding and potential early wins, I'm increasingly inclined to view it as merely a nice to have rather than essential. For startup sales, especially in the early stages, I believe certain qualities in a sales rep are paramount: Curiosity: Successful salespeople exhibit a genuine thirst for knowledge, constantly seeking to expand their understanding. They are intrinsically motivated to stay mentally engaged. Resilience: Startups are characterized by constant change. Effective reps can navigate this uncertainty, focusing on actions that drive success amidst the chaos of evolving products, pricing, and target markets. Resourcefulness: Given the limited resources and often ambiguous circumstances at startups, reps must be adept at creating their own tools and solutions. The best reps craft their own materials, conduct competitive analyses, develop customized sales sequences, and master the product independently. In my view, possessing these three qualities outweighs the need for prior industry experience. With curiosity, resilience, and resourcefulness, reps can quickly adapt to new buyer personas, technologies, or industries, ultimately outperforming industry-experienced reps lacking these essential traits.

Hire your weakness... You can’t be good at everything And you don’t have to be But the problem you have is that you surround yourself with people like you Don’t hang with people that compete with you… Find people that complete you Find people that are different, that do different Not only will you learn a lot - you’ll be able to combine your capabilities To grow a business, would you rather have 2 tech people or a tech and a sales? Would you want 2 marketeers or one marketing and one sales? Do you feel like you have a gap in your network when it comes to clinical business growth? Everyone would love to have a friend who is a lawyer / plumber / IT expert. Well, wouldn’t you love to have a friend in clinical business growth? Meet Auxo Growth Consulting Group

If you're prospects don't know what to do with you they're not hiring you. To all my healthcare "disruptors" out there, please read this message 👇. Some of you are absolutely crushing it with your innovation, most of you are not. Your innovation has become your impediment. Why? Your prospects don't know what to do with you. You've done an amazing job differentiating yourself, but your prospects don't know who you are. Here are some facts: 👉 If a prospect says, "So are you a broker?", they're not hiring you. 👉 If they ask, "So can you work with my broker?", they're not hiring you. Remember, they're used to hiring brokers and advisors, not healthcare innovators. If you're trying to get hired because of your innovation, the wins are going to be few and far between. Even though they're impressed with your facts, figures, and case studies you must realize the following thoughts are going through their head: 🤔 "Wow, that's impressive, but I don't think we're ready for this yet." 🤔 "Looks great, but it sounds like a lot of work." You've proven what you can do, but they are stuck on what to do next. You're making it too difficult to hire you. Here's my advice... Wow them with the possibilities, then take it away from them. Say, "Here's the reality, you're not ready for this yet." Get the AOR before you innovate. Show them how they can take step 1 without having to cause disruption. Make it easy for them to say "yes". Feel free to disagree, but I want to see you win more than you are.

Are you currently thinking about making your first Sales/Business Development hire? Here are 10 things to think about during the process; 1. Role definition - Will the person just be generating leads or will they need to be more strategic and manage the sale through the whole cycle? Will they manage the relationship after the sale? 2. Product - How does your product differ from your competitors? 3. Package - Is the salary on offer aligned with the market? Is the bonus structure rewarding? What other benefits will they receive? (Please don’t say free fruit and a ping pong table) 4. Sales experience - Does the person know how to source leads from scratch, identify ideal customer profiles, and close deals (if needed)? 5. Communication - Can they build rapport with various stakeholders (internally and externally)? Do they understand and can they clearly articulate your value proposition? Actively listen and ask smart questions? 6. Culture - Do you see this individual fitting in well and aligning with your mission and values? Will they be comfortable wearing a few different hats? 7. Versatility - Does this person bring anything else to the table? Are they creative or, how do they do things a bit differently to stand out? 8. Growth - Does their hunger match yours and the start-up’s? What career progression is available for them? 9. Mindset - Are they just thinking of short-term term wins or long-term success, too? Do they often look for new opportunities and take risks? 10. Results - Are they data metric savvy? How have they fared against previous targets? #creativenatives

𝐌𝐞𝐝 𝐑𝐞𝐩 𝐉𝐨𝐛…”𝐉𝐮𝐬𝐭 𝐒𝐧𝐚𝐩 𝐘𝐨𝐮𝐫 𝐅𝐢𝐧𝐠𝐞𝐫𝐬” Most people want, “The Path of Least Resistance.” Breaking into Medical Sales is HARD; remaining in the industry is HARDER. 𝐓𝐡𝐞𝐬𝐞 𝟒 𝐦𝐢𝐧𝐝𝐬𝐞𝐭 𝐬𝐡𝐢𝐟𝐭𝐬 𝐡𝐞𝐥𝐩 𝐦𝐲 𝐜𝐥𝐢𝐞𝐧𝐭𝐬 𝐟𝐢𝐧𝐝 $𝟏𝟎𝟎𝐊 𝐌𝐞𝐝 𝐑𝐞𝐩 𝐉𝐨𝐛𝐬: 1. Timeline ❌ Amateurs seek instant results. 🟢 Professionals envision their successful career and play the long game. 2. Purpose ❌ Rookies want EASY. A FREE ride. 🟢 Experienced professionals have internal DRIVE. These individuals, set their goal + create a plan of ACTION and ➝ Attack. 3. Commitment ❌ Amateurs become derailed from their mission because of DISTRACTIONS. 🟢 Savvy professionals manage their time, foster relationships, and SHOW UP. 4. Setbacks ❌ For beginners, failure is PERSONAL. They point fingers at everyone, except for themselves. 🟢 Business men and women embrace the LEARNING process and see misfortune as a stepping stone in the right direction. What resonates with you? Pro Tip - Reframe your thinking, reshape your future. ~~~~~~~~~~~~~~~ 📭 Do you have questions about entering medical sales? DM me.