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Sales + Inbound Marketing + HubSpot

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

Posted by Wes Schaeffer | March 05

Hire for cultural fit and groom your people for success. 

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Sales 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
Hire top sales talent to grow your sales with help from Wes Schaeffer, The Sales Whisperer.
  • 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

Topics: The Sales Podcast, Podcast, Inbound Marketing, Outbound Marketing

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.

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Here's what you and I both know. With all the streaming and social media options you have at your fingertips, the only reason to browse a site like this is that you're either not making enough money or you're working too hard for the money you're making. That means you need to get better at sales, at marketing, and/or at choosing and using the right tools to scale your sales. So contact me and let's see if we can work together. ~Wes

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