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Justin Welsh is the founder of JW Strategic Advisory, offering SaaS consulting to new SaaS startups like Klara, and Optimize.Health. SaaS stands for software as a service which is a cloud-based service paid for through a subscription. Prior to launching his own firm, Justin helped build two companies, PatientPop and ZocDoc.  Each company has had over $50 million in yearly recurring revenue (YRR).  While at PatientPop, Justin was the senior vice president of sales and a strategic advisor.  Justin attended Ohio State University where he received a BSBA in marketing.


  • How you can get started in software as a service (SaaS) sales (4:10)
  • How SaaS sales differ from non-cloud related sales (5:50)
  • Why curiosity is one of the best soft skills to have to succeed in sales (7:30)
  • Why introverts make excellent sales people (10:09)
  • Why Justin believes getting involved in extracurriculars during college is so important (11:00)
  • How working in sales helps develop skills transferable to other fields(16:20)
  • What it’s like working in a newer cloud-based industries like SaaS (23:00)
  • If you want to learn more about what Justin does in his current role and how he built his career check out T4C episode #662

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