Justin Jay Johnson

TheSoftwareSalesCoach.com

Some of the companies that are benefiting from our services: 

Salesforce, Zendesk, Hubspot, Mulesoft, Databricks, Sendoso, Samsara, Classy, and more 

Metrics We Help Improve: 
- Qualified Pipeline Generated
- Deal Win Rate
- Avg Deal Size (ACV) 
- Avg Total Contract Value (TCV)
- Avg Sales Cycle Length
- Forecast accuracy
- Productivity Per Rep
- Rep Attrition
- Net Revenue Retention
- Logo Churn

If any of these are metrics you are looking to improve, shoot me an email at jjj@justinjayjohnson.com

Founder & CEO

Sales Assembly

Executive in Residence

Featured Thought Leader

Sales Rep Accelerator

SRA Description: 
The Sales Rep Accelerator is a high-performance coaching program for Software Sales Professionals looking to break income plateaus and operate like top 1% reps.

Led by Justin Jay Johnson and the team at Software Sales Coach, the program provides personalized coaching, systems, and strategy around:

-Pipeline generation and outbound mastery
-Running elite-level discovery and closing larger deals
-Strategic calendar and territory management
-Promotion planning, career leverage, and mindset optimization

The experience includes hands on coaching, on-demand training, and a private community of high-performing tech sellers.

Prior to launching SRA, I worked in B2B technology sales for 12 years at startups all the way up to the Fortune 500. From almost dying twice before the age of 11, to being the #1 Sales Rep at Salesforce in 4 different roles, to helping scale multiple tech startups to 9 figure exits, to being recognized as one of the top CRO's in tech at the age of 34, all of this equipped me with a unique skillset to help others accelerate their career just like he did.

My goal is simple: Be the person for others that I wanted in my life when I first started in Sales.

Interested in learning more? Check out softwaresalesaccelerator.com

Founder and CEO

Salesforce

I’ll be hosting virtual sessions where reps, managers, and leaders can come together to connect, share what's working, and get sharper as a group.

Salesblazer Community Group Leader

Help Sales professionals within the #salesblazer community

Salesblazer Program Advisor

GTB Technologies Inc

GTM Advisor

Untamed Theory

Sendoso

Help provide guidance on Sales strategy and execution with Sendoso's leadership team

Advisor

VentureSCALE

Mentor early-stage SaaS startups to help them establish a scalable sales foundation to fuel their growth

Mentor

Primary Venture Partners

As an Expert, I provide strategic advice and guidance to founders and operators within the Primary portfolio and broader network. Experts enjoy access to early stage businesses, emerging trends and technology, and an expanded network of exceptional leaders, and resources through a top-tier seed-stage firm. 

Primary is New York City’s premier early stage venture firm working alongside founders to build unicorns like Alloy, Chief, Electric, K Health, Slice, and many more.

Expert

QFlow.ai

Qflow provides GTM Finance in a box

I advise the executive team on their GTM strategy

GTM Advisor 

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

People over estimate what they can accomplish in a year and massively under estimate what they can accomplish in a decade

Just keep going

I Help Sales Teams/Reps Unleash Their Full Potential | Founder & CEO of Software Sales Coach | Former #1 Rep at Salesforce in 4 Different Roles | Named Top CRO | 5x Sales Leader | Human & Dog Dad

Shaun Weiss is someone we can all learn from

A few years ago, the internet was doing it's thing, making fun of the mugshot of Mighty Ducks star Shaun Weiss

Shaun had hit rock bottom, was arrested for drug possession, and sentenced to 90 days in jail

But that's not where the story ends

Shaun faced himself, graduated drug court, and has now been clean and sober for almost 3 years

Society loves to kick people while they're down

And the truth is that we all hit our own form of rock bottom at some point

But you don't have to stay there

So if you feel like you’re going through hell, repeat after me 

“This is going to be one hell of a comeback story”

Congratulations Goldberg, you’re one hell of a comeback story 👊

F*K AVERAGE👉UNLEASH YOUR POTENTIAL | Founder & CEO of Software Sales Coach | Former #1 Rep at Salesforce in 4 Different Roles | Named Top CRO | 5x Sales Leader

When I was broke all I wanted was to make 100k. Then life would be great. 

When I crushed that I realized it was the wrong goal. I then realized it was really about killing all of the debt I had. Once I did that life would be great. 

Killed the debt. Still didn't do it. You know what...once I get promoted a couple more times then life is great!

Scaled my income? nope

Scaled sales teams? nope

Became a CRO? nope

Named a "Top CRO in Tech" at 34? nope

Become an entrepreneur? nope

What I've realized that I struggled with is often called the achiever's curse. 

The constant feeling of "once I get MORE than I'll be enough". 

This couldn't be farther from the truth. Here's a quote that I love to think about especially this week 

"Gratitude unlocks the fullness of life. It turns what we have into enough, and more." — Melody Beattie 

 There are plenty of opportunities to improve our game and challenge ourselves to be more. 

But if you never take a step back and appreciate how far you've come you'll never get to enjoy this thing called life. 

Here's a little game you can play with your family that will help you. I play it with my wife, friends, and clients. 

I call it Roses-Thorn-Buds and here's how we play. 

When we sit down for dinner we go around the table and call out first the roses of our life. All of the good things that we've experienced in a given time period. I call it roses because why not call out a bouquet of good things that happened in your life recently. 

Then we call out the one thorn of the same time period. It's not all sunshine and rainbows. It's important to acknowledge the tough things we experience. 

After that we call out the buds. These are things we're looking forward to in the future. The more the merrier. 

Everyone takes their time and is fully present for one another as they go through it. It's a beautiful process that we've done for years. 

Feel free to steal it and use it to make this Thanksgiving a memorable one full of joy and gratitude.

Melody knew what she was talking about. She passed away this year after a full and beautiful life. Thanks Melody

 
PS - We recently welcomed our first child into our family. Here's a smile that I'm grateful to see every day. 

#grateful

I became dad 60 days ago

And it completely changed how I measure success.

Hitting goals still matters.
But the real win is being there for first smiles, bath time, and bedtime stories, without watching Slack during the lullaby.

I didn’t get that freedom because I’m naturally talented.
I earned it by mastering my craft and building systems that buy back time.

Those same systems took me from failing to #1 at Salesforce, becoming a CRO by 33, and now running a coaching business that lets me shut the laptop at 5:30, and still grow revenue.

Here’s the exact structure I use (and teach clients) to perform at the highest level and stay present at home.

The 3×2×1 Freedom System

3 hours a day on the highest-leverage task.
2 time slots a day for Slack, email, and requests.
1 time slot a day for admin and tomorrow prep.

That’s it.
Simple, focused, repeatable.

Freedom isn’t “time off.”
Freedom is knowing your system produces, so you can be with your family without the quiet guilt of unfinished work.

Trust me, this shift changes everything.

If you want to stop chasing quota and start pursuing freedom, the link’s in bio.

Realtime view of what’s happening while we have 🪁 Claudia Roussel speaking from Australia at Midnight To Millions  

3700 people are participating in this incredible event 

We’re 9 hours into the 24 hour event

9 speakers in 
15 speakers to go 

We’re just getting warmed up! 

It’s not too late…join the party👇

https://lnkd.in/eyivxZiS

No alternative text description for this image

The most important decision I’ve made in my life is who I’m going to spend my life with. And damn I hit the jackpot. 

Throwback to when we first moved to Florida and had ourselves a day

Check out the comment on my video and you'll be reminded of something powerful

If you're not taking massive swings then you'll never realize your full potential 

Many people don't go all in because they're worried about what other people think

Like worrying about strangers making fun of my voice on social media

People that don't know me and don't know what I stand for 

Complete strangers that I know are trapped in their own prison

Because people that are going all in celebrate you getting out there

After my accident I was not comfortable in my own skin for over a decade

Now I see that as my super power

You have super powers. Use them. Go all in. Go for broke. 

And for the love of god give zero f**ks about what other people think

You got this. I'm rooting for you 👊

I wasn't until after becoming a CRO I realized I was overcomplicating Sales Leadership

Here's the 4 jobs of a sales leader in order of importance

1. Recruiter: Finding the best talent and making them fall in love with your vision

2. Developer: Molding your team into better versions of themselves

3. Firefighter: Making sure your team has what they need to run

4. Cheerleader: Being the first and loudest person to celebrate them

The more experience I got the more I realized everything else is noise

Anything you'd add to the list? 

#salesleadership #sales #leadership

3 things you can do (in under 5 seconds) that can change someone else's life

If you see a #opentowork post: 

1. Like their post
2. Comment "Comment for reach" 
3. Share their post

Be the person for others that you'd want if you were in their shoes

Be the change you're looking for 

👊

About to go live for #midnighttomilloons 

Now or never: https://lnkd.in/eyivxZiS

I'm still in shock at what just happened

We pulled off the first ever 24 hour live event in the history of tech

Thank you to our friends who supported us

Thank you to the speakers who kicked ass in this

Thank you to our sponsors who helped make this happen

Thank to my partners who helped turn this idea into reality

And thank you to the participants who showed up hungry to learn

It was truly an incredible experience for me. THANK YOU

Who did you enjoy hearing from so we can make sure to include them in next year's lineup? 

PS - we will be getting recordings out after we process everything

PPS - if you have FOMO and want the recordings go to https://lnkd.in/epmgnCmP to register post event and get them sent over

PPPS - I'll be announcing winners to my promotion soon :)

If you're freaking out after seeing this you rely on AI too much

AI is a tool to support you being more productive

It's not a replacement for you learning the skills

What do you think? 

PS - Cloudflare figure it TF out

Giving away $4,000 in 60 seconds — let’s go.

We had ~4,000 people register for our first-ever Midnight to Millions event… and the support blew me away.

24 hours. 24 speakers.

Reps and leaders from all over the world leveling up their craft.

To give back, I ran a promo:
 
Anyone who registered using my link was entered to win one of two $2,000 scholarships to Software Sales Coach programs.

154 people entered.
We spun the wheel.

Two people walked away with $4,000 in scholarships.
But here’s the part no one knew…
 
If you didn’t win, my team and I are giving out micro-scholarships as a thank-you for supporting this event.

 We’ll be reaching out to everyone who entered.
And if you missed the event altogether —
 
You can still get the replays. They’re worth it. 

👉https://lnkd.in/ez2w9C8Y

Congrats again to the winners — and thank you to everyone who made this global event a massive success.

Midnight to Millions 2026 is going to be even bigger.

Sell Better ZoomInfo Pod

#midnighttomillions

🏄🏼‍♂️ Scott Leese 🤙Neil Weitzman Marcus Chan Richard Harris™

Most people don’t fail because they lack ambition.
They fail because their goals live at the macro level.

“Close $1M in sales.”
“Get promoted.”
“Lose 20 pounds.”

Those are outcomes — not systems.

The real game is micro.
Wake up early.
Do the outreach block.
Read the chapter.
Lift the weights.

Chunk your goals into rituals.
Rituals → Habits → Identity → Results.

Success isn’t built in leaps.
It’s built in reps.

#HighPerformanceHabits #GoalSetting #GrowthMindset #PersonalDevelopment #TechSales

Most reps create their own cold call anxiety.

They’re obsessed with booking meetings — and it shows.
The tone gets tighter. The pacing gets faster.
They sound like they’re trying to win, not help.

Here’s the fix:
Stop aiming for the meeting.
Start aiming for the conversation.

A good conversation is a win.
It lowers the bar, reduces pressure, and makes you sound human again.

And the crazy part?
When you focus on conversations instead of meetings…
you end up booking more meetings.

#ColdCalling #SalesMindset #TechSales #Softwaresales #SalesTraining

If you want to make a s***ton of money in software sales, this is the most important post you'll read today

The top 1% of sales reps know how to do one thing better than the rest

Redlining

Here's what I mean by that

In a car, the RPM's can only redline for so long before the engine blows

Most sales reps are redlining at the wrong times and the engine blows because of it

Here's how the top 1% operate

- Work every day just below the redline
- Pick up momentum
- Redline your ass off when you're having a good year

The accelerators are where the real money is

So don't hold back when they're in view

It's not that hard to make 6 figures in sales anymore

It's actually become pretty easy to be mediocre and get to that 6 figure salary

But if you want to sniff $250k? $500k? $1 mil?

You won't get close to those numbers without falling in love with self-development

In tech sales, the only way to chase those big numbers is getting better and better at bringing in more revenue for your company

And there is only one way to do that

Up-skilling

Out-hustle everyone around you, and you'll arrive

My first moment when I felt like I arrived 

Not looking at prices on the menu 

What was yours?

My onsite prep framework that got me to #1 at Salesforce 👇 

If there are surprises in your sales calls, 99% of the time it's because you did something wrong in your prep

Especially if you're on-site, nailing your prep is the most important thing

The framework I like to use to think about prep is called PPO

- Purpose
- Plan
- Outcome

Purpose = "Why are we here?"

Plan = "What are we going to cover?"

Outcome = "What's the endgame we're working towards?"

When you level set with a framework like this, it sets the tone and helps you control the meeting instead of reacting to the meeting

taplio

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