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

Insperity

•	Using a consultative sales approach, identified and solved business challenges related to revenue, productivity, profitability, and employee engagement and retention by recommended tailored technology and HR services, guiding clients through a smooth and successful implementation. Achieving the clients’ needs and resulting in surpassing quota by 130% in first year. 
•	Proactively identified growth opportunities in the market by targeting mid-sized to enterprise businesses. Actively pursued net new business as hunter and closer, executing tailored strategies to win key accounts. Resulted in significant revenue gains and expanded market share. 
•	Created and implemented a go-to-market strategy for greenfield region, collaborating with marketing to optimize digital efforts. Targeted new prospects through tailored outreach and campaigns, driving brand recognition and market penetration. Resulting in 30% increase in lead generation and accelerated growth of a warm pipeline. 
•	Built & nurtured a referral network of strategic partnerships, targeting key stakeholders across industries. Focuses on expanding connections to drive growth and create new opportunities. Resulted in a strong referral pipeline adding 30% increase in net new business within the first year, significantly enhancing market reach and revenue potential.

Account Executive - SMB

disprz

First US based employee tasked with establishing market presence and growing market share in the US.. Led creation of full  sales processes and GTM strategies providing AI- based SaaS Skilling solutions to fortune 1000 and enterprise level clients to implementation and completion of onboarding. 
•	Oversaw all sales activities across the US, managing business development, sales team, and outsourced teams. Led efforts in prospecting, qualifying leads, and conducting platform demonstrations to drive growth resulting in a 40% increase in qualified meetings month over month, and a 125% boost in immediate pipeline growth, contributing to overall revenue targets. 
•	Established and strengthened partner relationships with c-suite execs, HR leaders, and operations teams to address their upskilling, training, onboarding, and learning needs. Delivered tailored ai solution and provided ongoing support, resulting in an improvement in client satisfaction and increase repeat business, driving long-term growth and client retention. 
•	Led remote and in-person discovery sessions, product demos, presentations, proposals, and negotiations to identify client needs and deliver tailored solutions. Effectively addressed objections and aligned offerings with business goals, resulting in exceeding 100% of quota and driving consistent revenue growth. 
•	Created customized commercial proposals and presentations, collaborating closely with legal teams to ensure all contractual terms and agreements were met. Aligned proposals with client requirements while maintaining compliance standards, leading to a 30% increase in successful contract closures and improved client trust.
•	Expanded alliances with synergistic companies to drive partnership growth across the US, targeting collaboration opportunities that aligned with business objectives. Focused on enhancing lead generation efforts through strategic partnerships, resulting in a 240% increase in leads and significantly boosting business devops

Director of Sales & National Enterprise Account Executive - US Markets

Paychex

Top 1%, Rookie of the year award recipient.
•	Managed a comprehensive 90+ day sales cycle, targeting key decision-makers across small to enterprise businesses. Delivered customized solutions to address client needs, resulting in a 45% reduction in sales cycle time and a significant increase in closed deals.
•	Utilized a consultative sales approach to identify and resolve business challenges, providing tailored solutions that aligned with clients' long-term goals. Consistently exceeded quota by 200%+ each quarter and year, driving exceptional revenue growth.
•	Performed in-depth pipeline analysis and regular sales forecasting to identify opportunities and risks, optimizing strategies for success. Maintained consistent quota achievement, resulting in a 30% improvement in forecast accuracy.
•	Thrived in a high-pressure, quota-driven environment by promoting SaaS solutions that addressed HR, payroll, employee benefits, compliance, and insurance needs. Leveraged market insights and client requirements to exceed sales targets by 150% annually.
•	Cultivated strong, long-term relationships with clients through service and ongoing support, achieving a 100% renewal and retention rate. Enhanced customer satisfaction by implementing initiative-taking solutions to address evolving business needs.
•	Developed and implemented a tracking system for pipeline and forecasting, analyzing sales performance across weekly, monthly, quarterly, and annual periods in Salesforce. Executed strategies to surpass 200% of quota, ensuring continuous sales momentum.
•	Consistently surpassed sales quotas, ranking in the top 1% nationally, regionally, and within the team. Delivered exceptional results that drove company-wide revenue growth and established a reputation for top performance.

National Account Executive

Health Carousel

Top Producer, Presidents club finalist. 600% to annual quota.
•	Promoted on four occasions in three years to Consultant to Senior Consultant and Team Lead. Managed and mentored the growth of 8-10 other consultants contributing to team growth and performance improvements. 
•	Created and managed a personal book of business, driving pipeline growth and consistently exceeding sales quotas through effective prospecting. Conducted cold outreach to secure 1+ meetings daily to identify top talent aligned with client needs, while simultaneously matching candidates to suitable opportunities.
•	Collaborated with operations and transformation teams to design and implement a custom CRM system, streamlining sales processes, reducing time to close, and contributing to the company’s year-over-year doubling in business growth and size.
•	Functioned as a subject matter expert in clinical specialties, mastering the requirements of different RN roles to expedite talent placement and meet client demands efficiently.
Trained new hires and guided consultants and account management teams, fostering business development through strategic prospecting, territory planning, and relationship building, securing 1+ appointments daily.

Senior Sales Executive and Team Lead

Sleep Number by Select Comfort

6x Presidents Club Award Nominee a & Winner. 
Progressed internally from entry level sales role to three promotions to team lead. Grew to take on challenges by management to relocate, retrain and manage other sales teams in new region before offered a Regional Sales Manager role.
•	Generated new business to increase territorial share through effective prospecting, telemarketing (50+/daily), territory planning and relationship building to establish 1+ appointments daily.
•	Self-taught while staying curious to understand all solutions provided and the benefits available to our clients resulting in continued growth upwards of 20%+ annual growth year over year. 
•	Instructed sales staff in marketing on product protocols, proper utilization, and effective guidance to support application of products to improved medical conditions and provide best in class sleep solutions.
•	Helped improve market share growth, and overall sales in S. FL. From second to last territory to second best in 9 months by taking initiative to understand how others sold, what motivated them, and how to educate them to improve.
•	Met and exceeds all month, quarter, and annual quotas resulting in top 1% of 3500+ sales personnel.

Senior Executive Sales Representative

Purposeful Account Executive with over 3 years of full-cycle B2B SaaS sales experience, consistently exceeding quotas in demanding environments. Proven history of closing deals with HR executives, driving growth across SMB to enterprise levels, and achieving top 1% performance in multiple roles. Expert in consultative sales approaches, skilled in identifying commercial opportunities and delivering tailored solutions to meet client needs. Adept at collaborating with cross-functional teams and leading go-to-market strategies.

I am aiming to apply my expertise to lead a dynamic company to drive innovation and exceed its growth initiatives while continuing to grow personally and professionally.

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Justin Jay Johnson

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