Justin Jay Johnson

Teaching Sales Reps How To Be In The Top 1% Without Burning Out 👊 2023 Top 40 CROs to Watch | 5x Sales Leader | Author | Beautiful Savage

I’ve been blessed with adversity. From nearly dying at birth as the first ever ECMO baby at Children’s Memorial in Chicago, to having 34 surgeries after another near death snowmobile accident, to growing up blue collar in construction and being the first one in my family to graduate college, blessings upon blessings helped prepare me for life as a leader once I entered the workforce. 

What’s enabled me to not only survive but thrive is leveraging this adversity to my advantage to fuel my endless pursuit to make an impact on the world. My inner BEAUTIFUL SAVAGE if you will. 

My approach to life has lead to many successes, failures, and learnings on my journey. 

My mission is to help tech sales professionals live life on their terms which is why I created the Software Sales Coach (TheSoftwareSalesCoach.com)

SSC is a destination for tech sales professionals to go to learn what it takes to be elite at their craft, master their conscious, and how to navigate their career.  The results are driven through 1-1 coaching, group training, robust coursework, and community. 

Want to learn more? Shoot me an email at jjj@justinjayjohnson.com

Here's the official overview of who I am: 

Justin has worked with thousands of tech sales professionals from Salesforce, Samsara, Hubspot, and many other top tech companies to rapidly increase their results. 

With degrees and certifications in over a dozen top Sales programs and 15 years of being #1 in Sales and Sales Leadership at top companies like Salesforce and several others, he is highly respected by tech sales professionals. 

His expertise has been asked to speak at dozens of leading University Sales Programs, tech sales podcasts, and tech sales communities like NIU, “The Brutal Truth About Sales Podcast”, and Salesforce's "Salesblazer" community. His passion is helping others leverage tech sales to live life on their terms. 

As the Founder and CEO of Software Sales Coach, he now provides accelerator programs for reps, leaders, and companies that are trying to unleash their full potential through proven systems and frameworks.

Chief Revenue Officer (CRO)

FitGrid is the boutique fitness industry’s first SaaS solution to fuel studio owners with the data and tools they need to strengthen instructor-client relationships, improve retention, and drive greater revenue.

Our clients see the following benefits: 
- 2.4x increase in new client spend
- 3 month increase in client lifespan
- 35% increase in new client retention

I'm fortunate enough to lead our Revenue Organization where we live by the following principles:
- EXECUTE
- EVOLVE
- CELEBRATE 

If you're interested in learning how FitGrid can help your studio or if you want to learn more about our culture, send me an email at justin@fitgrid.com

Join 30k+ sellers learning LinkedIn’s best sales strategies.

SalesDaily started with one goal:

Make it easier to access good sales advice.

Every day, I collect the best ideas I find: from top reps, managers, and operators, and turn them into resources you can actually use.

Right now, 28,000+ people read it:

• Sales managers who want to coach better without starting from scratch
• Sales reps looking to improve how they prospect, run calls, and close

What you can expect:

• Tactical sales advice from top performers
• Sales infographics and cheat sheets
• Frameworks for messaging, meetings, objections, and more

If you’re in sales and want stronger inputs for your day-to-day work, check it out:
👉 salesdaily.co/subscribe

You don’t need more theory.

You need better material. That’s what I focus on.

Haris Halkic

4 powerful sales resources for you:

→ Here’s how to get them:

1. Like this post
2. Comment "sales" so I know you’re interested

This took days of work - I truly hope it’s helpful to have everything in one place.

Sharing them with everyone who tries my newsletter.

_______
FYI: If you’re testing sales tools right now, lemlist has a free trial: https://lnkd.in/ePJdXZNU
_______

Includes:

• 100 Cold Call Openers
(break the ice, open with curiosity, add humor or referrals)

• 100 Sales Objections
(sorted by budget, trust, timing, and more - how to respond effectively)

• KPI Cheat Sheet
(activity, revenue, pipeline & lead KPIs - all on one page)

• 100 Sales Presentation Tips
(design, tailoring, storytelling, and engagement - broken down clearly)

Built to help you sell smarter, not harder.

⤷ Get my results-driven sales cheat sheets – used by top reps & sales leaders 👇

MEDDICC broken down into 7 red flags. 

One page. Here's the breakdown: 

⇢ 𝗚𝗲𝘁 𝟭𝟬𝟬 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹 𝗼𝗽𝗲𝗻𝗲𝗿𝘀 𝗶𝗻 𝗼𝗻𝗲 𝗳𝗶𝗹𝗲:
https://lnkd.in/dnY-ZcV9

Knowing what the letters stand for is the easy part. Using them consistently is where it counts. 

Here's the red flag for each letter that tells you the deal is in trouble:

M - Metrics

➟ Buyer can't tie the problem to a number. No number = no business case = stalled at procurement.

E - Economic Buyer

➟ Three calls deep and you still don't know who holds the pen. You're selling to the wrong person.

D - Decision Criteria

➟ They say "we'll just know." Someone else is setting criteria behind the scenes and you're not influencing them.

D - Decision Process

➟ No clear timeline or defined steps. You can't manage what you can't map. This deal will slip.

I - Identify Pain

➟ They describe it as a "nice to have." No urgency, no consequences. This deal loses to "do nothing."

C - Champion

➟ Your contact won't intro you to leadership or share internal objections. That's a coach, not a champion.

C - Competition

➟ "You're the only ones we're talking to." Almost never true. If you don't know the competition, you can't position against it.

MEDDICC isn't a form to fill out after the call.

It's the lens you use during every conversation.

The sellers who close the biggest deals aren't the smoothest talkers.

They're the sharpest qualifiers.

📬 Subscribe for proven sales frameworks, daily insights & free resources:
https://lnkd.in/dnY-ZcV9 (already 40,000 sellers are on board)

⤷ Join SalesDaily and get our sales playbooks and tactical breakdowns used by 40K+ B2B sales pros👇

An empty pipeline isn't a lead problem.

It's a system problem.

Too many reps panic when pipeline is thin.

They blast emails, make random calls, and hope something sticks.

That's not prospecting. That's chaos.

If you’re serious about fixing this, you need a system you can run even on your worst day.

This is the system I run inside lemlist.

Try it free: https://lnkd.in/ePJdXZNU

Here's what a real 90-day pipeline system looks like, broken into daily, weekly, and monthly actions:

Find Prospects

⇢ Pull 10 new leads from Sales Nav daily
⇢ Check LinkedIn for job changes in target accounts
⇢ Monthly: cut ICPs and verticals that aren't converting

Cold Outreach

⇢ Send 10 emails with a specific trigger in line 1
⇢ Make 15 cold calls before 10am
⇢ Weekly: A/B test one opening line on calls
⇢ Kill any sequence with under 2% reply rate

Warm Outreach

⇢ Comment on 5 prospect posts before sending a DM
⇢ Ask 2 customers: "Who else should I talk to?"
⇢ Monthly: reconnect with 10 people from past companies

Follow Up

⇢ Reply to interested leads within 2 hours
⇢ Call back anyone who clicked a link twice
⇢ Bump every no-reply after 5 days with new value

Track and Improve

⇢ Log every call outcome in CRM same day
⇢ Review meetings booked vs. outreach volume weekly
⇢ Monthly: calculate meetings booked per 100 touches

Pipeline doesn't fill itself.

But if you follow this system for 90 days, you won't recognize your funnel.
Save the infographic below and start today.

Brand partnership • ⤷ Get my tactical sales frameworks used by 40K+ B2B sales pros👇

RevOps Explained in One Page

The role every company has but nobody understands...

RevOps is the most important team most reps never think about.

They control your CRM, your leads, your quota, your territory, and your paycheck.

If you don't understand what they do, you're flying blind.

____________
➟ Get more sales resources and cheat sheets: https://lnkd.in/dAqnPZGk
____________

So what is RevOps?

Revenue Operations. The team that connects sales, marketing, and customer success.

Their job: remove friction, fix the data, make revenue predictable.


Why does it exist?

Old way: Sales Ops, Marketing Ops, and CS Ops all report to different teams. 

Nobody talks. Data doesn't match. Leads leak.

RevOps fix: one team owns the entire revenue engine.


RevOps vs Sales Ops:

• Sales Ops supports sales only. RevOps supports the full customer journey.

• Sales Ops reports to VP Sales. RevOps reports to CRO or CEO.

• Sales Ops is one piece. RevOps is the whole puzzle.


What they control and why you care:

⇢ CRM and tools = what you use daily
⇢ Lead routing = which leads you get
⇢ Territories = where you can sell
⇢ Quotas = your number
⇢ Commissions = your paycheck
⇢ Forecasting = what leadership expects
⇢ Deal stages = how pipeline is measured

If it touches revenue, RevOps touches it.

The best reps don't ignore RevOps. They partner with them.

When you understand the system you're selling inside, you sell better.

📬 Subscribe for proven sales frameworks, daily insights & free resources: https://lnkd.in/dAqnPZGk
(already 40,000 sellers are on board)

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The Battle

Justin Jay Johnson

Haris Halkic

Followers

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taplio

The Battle

Justin Jay Johnson

Haris Halkic

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Haris Halkic's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreHaris Halkic's LinkedIn Performance