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

Handle objections like a six-figure salesperson

It’s not about talent. It’s about preparation. 

Here’s how to tackle objections effectively:

→ Anticipate common objections, plan your responses.
→ Reframe objections into opportunities to add value.
→ Practice these strategies until they become second nature.

👉 Get more cheat sheets like this- sign up for SalesDaily: https://lnkd.in/d44uGBWC 

12 common sales objections and how to respond to them:

1.) We’re already working with another vendor.

⇢ Acknowledge their loyalty and ask what they value most.
⇢ Differentiate by emphasizing areas where you outperform competitors.
⇢ Ask: “What’s one thing you wish they did better?”

2.) This isn’t a priority.

⇢ Show understanding and suggest exploring how you can prevent a specific problem later.
⇢ Ask: “Would a quick chat now help for when it does become a priority?”

3.) We don’t have the budget.

⇢ Use humor or empathy to acknowledge their constraints.
⇢ Offer a preview so they can assess if it should be on their radar for next year.
⇢ Ask: “Would that work for you?”

4.) I need to think about it.

⇢ Respect their hesitation and offer to schedule a follow-up.
⇢ Ask: “What specific questions are still on your mind?”

5.) Send me an email.

⇢ Agree but provide context to ensure relevance.
⇢ Ask: “Would these outcomes align with what you’re focused on now?”

6.) I’m not interested.

⇢ Subtly acknowledge their position while offering value.
⇢ Ask: “Would exploring this together make sense before deciding further?”

7.) Where did you have my number from?

⇢ Clarify politely and explain where you found their contact information.
⇢ Reassure them by tying your outreach to their goals.

8.) Your price is too high.

⇢ Acknowledge their concern and reframe the conversation to focus on value.
⇢ Ask: “Do you feel confident our solution would help you achieve your goals?”

9.) We’re happy with what we have.

⇢ Validate their satisfaction but share examples of clients who improved despite being content initially.
⇢ Ask: “Would you be open to exploring potential gains on your end?”

10.) Call me back in 4 months.

⇢ Agree and ask what’s expected to change in that timeframe.
⇢ Probe lightly to uncover urgency: “Would anything make it worth discussing sooner?”

11.) I’m not interested.

⇢ Acknowledge their decision and highlight how their role impacts outcomes.
⇢ Ask indirectly: “Would it make sense to explore other perspectives before deciding?”

12.) We tried something similar before, and it didn’t work.

⇢ Avoid sounding defensive and reframe the conversation by emphasizing how you’re different.
⇢ Transition back to the pitch confidently: “Let’s dive in, and I think you’ll be pleasantly surprised.”

Preparation is the key to handling objections confidently. 

P.S. Part 2 of this series will be published next Thursday

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

Sales isn’t hard - distraction is

Most reps know what to do.

They just don’t have the space to do it.

-> all my free sales cheat sheets in one place: https://lnkd.in/dHX_C7He 

Your pipeline isn’t suffering from lack of effort…

It’s buried under notifications, tabs, and busywork.

Here’s what’s killing your focus every day:

🚫 Jumping between 7+ tools to find one answer
🚫 Starting the day without a clear plan
🚫 Getting stuck in research instead of outreach
🚫 Writing the same emails over and over
🚫 Letting CRM updates eat your selling time
🚫 Reacting to every ping like it’s urgent

Here’s how top sellers stay in control:

✅ Plan your day in 3 priorities - no more
✅ Use templates to cut writing time in half
✅ Block time for focus work and protect it
✅ Automate follow-ups so nothing slips
✅ Update CRM once a day, not all day
✅ Track progress to stay motivated

Productivity isn’t about doing more.

It’s about doing what matters, on repeat.

This cheat sheet makes it simple.

One page. Clear steps. Real momentum.

📌 Save it. Share it. Tape it to your wall.

 Your sales day deserves better structure.

➕ Follow for more sales systems, infographics, and templates. 

📬 Subscribe for proven sales frameworks, daily insights & free resources: https://lnkd.in/dHX_C7He 
(already 40,000 sellers are on board)

20 Sales Methodologies for B2B Selling 

There’s no universal sales playbook.

But there are proven systems that fit different buyers, teams, and cycles.

👉 To get the high-res PDF version for free, sign up at https://lnkd.in/dJzfiyp7 


Here are 20 B2B sales methodologies worth knowing:

1. SPIN Selling
Question-based discovery through logic and insight

2. SNAP Selling
Fast, frictionless decisions for distracted buyers

3. GAP Selling
Bridge the gap between current state and desired outcome

4. SPICED Framework
Urgency + qualification through buyer-focused lenses

5. MEDDIC
Complex sales qualification with high-stakes buying teams

6. MEDDPICC
Adds Paper Process + Competition for deeper enterprise rigor

7. CHAMP
Qualifies based on Challenge, Authority, and Priority

8. NEAT Selling
Discovery focused on Need, Economic impact, Access, and Timeline

9. Sandler Selling System
Reverses buyer-seller psychology to lead with control

10. Challenger Sale
Reframe thinking, teach with insight, disrupt status quo

11. Insight Selling 
Tailored insights to co-define buyer needs

12. Command of the Sale
Process-control to drive deal momentum

13. Strategic Selling
Map influence, politics, and power in multi-threaded deals

14. Target Account Selling
Orchestrates teams to win high-value accounts

15. Winning by Design
Repeatable, scalable sales systems across GTM teams

16. Buyer Facilitator Framework
Reduce internal friction for customer-centric deals

17. Sales Acceleration Formula
Metrics + scalable hiring for fast-growth teams

18. Buyer-Centric Selling
Focuses on value that feels real to the buyer

19. The Science of Selling
Behavioral science for how buyers decide

20. Value Selling Framework
Link solution capabilities to measurable outcomes

—

You don’t need all 20.

You just need the right one for your motion.

Pick based on:

• Deal complexity
• Buyer type
• Sales maturity
• Team structure

👇 Which one do you rely on, or want to dive deeper into? 

📬 
Get my sales infographics as printable PDFs, proven frameworks & top seller tactics: https://lnkd.in/dJzfiyp7

Struggling to stand out in sales?

It’s probably not your product.
Or your pitch.
Or your comp plan.

-> Get all free sales cheat sheets: https://lnkd.in/d4jTSe4X 

It’s the small things you’re ignoring — the habits that require zero talent but separate real pros from everyone else.

📌 You don’t need to be the smartest person in the room.
📌 You don’t need years of experience.
📌 You don’t need to sound like a script.

You just need to show up like someone who gives a damn — consistently.

The best sellers?

→ They’re prepared before the call even starts
→ They follow up when others forget
→ They’re present, punctual, and obsessed with getting better

These aren’t “nice to haves” — they’re non-negotiables if you want to earn trust, win bigger deals, and get promoted faster.

Top reps don’t wait for talent to carry them.

They build habits that do the heavy lifting.

—

📌 Save this as your daily self-check.
♻️ Share it with someone who needs a reset.

📬 Join 40,000+ sellers who subscribe for proven sales frameworks, cold outreach templates & tactical insights:
https://lnkd.in/d4jTSe4X

How to Crush Your Quota in 2026


1.) You’re not selling a product.
⇢ You’re selling outcomes. Your biggest competitor is their comfort zone, not another product.

2.) Rejection isn’t personal.
⇢ It’s part of the game. Treat "no" as feedback, not failure.

3.) Never ignore your pipeline.
⇢ Consistent prospecting keeps your future deals alive. Don’t let busyness today cost you tomorrow.

4.) Discovery drives deals.
⇢ Great sales start with understanding your prospect’s real challenges, not just their surface needs.

5.) You’re not the hero. They are.
⇢ Your job is to empower them. Position yourself as the guide, not the savior.

6.) Buyer’s timeline > your quota.
⇢ Rushing them kills trust. Focus on their process, not your deadline.

7.) Features don’t sell. Stories do.
⇢ Share how someone like them succeeded using your solution.

8.) Follow-up is the real closer.
⇢ Deals often close after 10+ touches. If you stop at 5, you’re losing opportunities.

9.) Silence is a power move.
⇢ Ask a great question, then stop talking. Let them reveal what matters most.

10.) Prospects don’t care about you.
⇢ Show that you care about them first, and they’ll start to listen.

11.) You’ll never "arrive" in sales.
⇢ There’s always more to learn, more to improve. Embrace the journey.

12.) Ask your customers for introductions.
⇢ Referrals convert faster and better than cold leads. Don’t hesitate to ask.

Crush your 2026 quota by focusing on consistency, empathy, and strategic follow-ups. 

Which of these tips will you focus on first? 👇

If you found this helpful, feel free to share it! ♻️

P.S. Join thousands of sales pros reading my newsletter for actionable sales tips :)

This might be the most important event of Q1 if you care about how revenue teams actually scale with AI.

While most sales teams are experimenting with AI.

A small group is architecting around it.

That gap decides 2026.

On January 28, I'm tuning into AI Practice Sessions.

Join me here: https://lnkd.in/dXcrZMVx

95% of AI deployments fail. Not because of the tools.

Because of the architecture underneath them.

No "add AI to your stack" fluff. 

Structural decisions.

System-level thinking.

What they're covering:

→ Where agentic systems scale and where they collapse
→ How governance determines if AI compounds or fragments execution
→ What "AI-native workflows" means beyond the buzzword
→ Why some teams multiply output while others just multiply chaos

If you're leading a revenue team and still treating AI as a feature instead of an operating layer - this is where you catch up.

January 28. 9:00 AM PT. Virtual. Free.

Save your spot → https://lnkd.in/dXcrZMVx

Speakers include: 

• Brady Bluhm, Senior Product Manager, Staircase AI, Gainsight
• Natasha Evans, VP, Customer Growth, Hook
• Amos Bar-Joseph, CEO @ getswan.com
• Moiz Virani, Co-Founder, CTO, Momentum.io
• Jonathan M K., VP of GTM Strategy & Marketing, Momentum

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