Justin Jay Johnson's Linkedin Analytics

Just wrapped up an incredible weekend at the Sales Coach Mastermind in Kingsland, TX with some of the sharpest sales coaches and consultants in the game. No pitches. No egos. Just real conversations about what’s working, what’s broken, and how to actually grow. We covered lead generation, content strategy, paid ads, events, tax structure, and way more. But the real value wasn’t in the sessions. It was in the honesty. The open feedback. The collaboration that doesn’t happen when people are too busy pretending they have it all figured out. If you’re serious about growth, get yourself in the right rooms. Trust me—one honest conversation will do more for you than a year of surface-level networking. Appreciate everyone who showed up ready to play. #salescoaching #techsales 🏄🏼‍♂️ Scott Leese Marcus Chan Neil Weitzman Richard Harris™ Chip Klose, MBA

9/10 of the executives that you're selling too have drank jungle juice out of a garbage can Food for thought for when you make the mistake of thinking they're smarter than you They're not 👊

Layoffs are tough. Unfortunately it’s going to keep happening, because companies lie to people. They oversell and aren’t transparent. It’s ridiculous but it’s reality. You have to know what to look for when interviewing with companies. You have to know how to cut through the noise. You need to know the right questions to ask. That’s how you cut through the PITCH that they’re laying on you. Don’t join because of funding. Don’t do it because they offer the highest OTE. Don’t do it because the surface level canned messages they tell you. Do it because you believe in what they’re building. Do it because you believe in the leadership team. This belief comes from knowing the right questions to ask and knowing the answers you’re looking for. They’re the tough questions that companies don’t advertise you should ask them. A very simple question for the hiring manager that will help cut through the noise: “How do you train your people?” What to look out for: 1. If their answer isn’t EXTREMELY specific and thought through. That’s a red flag 🚩. Ask them to elaborate. If they still can’t paint a clear picture of how they train people on a consistent basis and that it’s tied to specific metrics that’s a red flag 🚩 and you may want to bail. 2. If they take “training” as onboarding. That’s a yellow flag. They do need a specific plan for onboarding but if they only focus on getting you ramped that usually means they don’t believe in a culture of excellence which requires continuous and never ending improvement. They may say they believe in excellence but actions speak louder than words. Dig in here. If they can’t address the yellow flag it becomes a red flag 🚩. 3. If you ask for a physical example of the onboarding or training program they can’t or won’t show it to you. That document should be fully baked and they should be proud to show you. May not be fancy but they need SOMETHING. Red flag 🚩 if not. 4. Listen for the nuances of how they speak about training their people. Does it come off as passionate or checking a box. A leader’s biggest responsibility is developing their people and if they’re not passionate about it they may be in leadership because of ego. Not because they get to help people. Ego = black flag 🏴. Get out of there immediately! I chased roles for the wrong reasons and learned the hard way. Mistakes were made. Be better than me. Good luck out there!

You probably suck at many aspects of your sales job, especially if you're early in your career, but here's why that's ok so long as you commit to fixing it First a question - were you born doing sprints? Didn't thin so... You stumbled around for 1-2 years until you could walk Then you eventually learned how to trot around Then years later you learned how to actually run effectively You didn't give up at 3 years old saying "I can't run. I'm just gonna stick with walking" You kept working at it Sales skills are no different - Cold calling - Email prospecting - Discovery - Advancing pipeline - Closing Doesn't matter what you suck at...if you're not getting results THAT'S OK It just means that you that you have a skill gap to overcome Instead of writing it off and plugging along, embrace that you're just not good enough At least right now There are thousands of people who have been able to overcome skills gaps, and you can too Here are some ideas for how to start with some of the examples above 1. Cold calling Get in a Zoom room with a peer who's good at cold calling and make calls together Make note of their tonality and talk track Now replicate it 2. Discovery Ask you manager or a peer to sit in on your next disco call or review it on Gong/Zoom Come together and talk about what you could have done differently Ask for specific examples and feedback 3. Closing Bring your leader into your next closing call and prep them as much as possible with the context of the deal Ask for support in the conversation and watch how and what they ask the prospect You'll notice a couple of themes in all of these examples Discomfort Feedback Humility You need all 3 to get better 👊

If people are late to sales calls you have the right to call them out Because they're disrespecting your time Don't wait for them to show up late You set the tone and let them know your time is valuable too Follow for daily Software Sales Tips

How would you respond if your boss gave you an exercise quota? Curious to see how this would be received My two cents 👇 One of the pillars to perform at your best is energy management and optimization The science is there. People that exercise have better energy, lower stress, and live a healthier life. In essentially every area of life it's a win if you exercise, including your performance at work One of the things I coach reps on at Sales Rep Accelerator is how to be a high performance human being, and exercise is a non-negotiable. I don't think it would be unfair to have an exercise goal/quota for people on your team Everyone wins from the team, to the business, to the person on and off the dashboard Curious for thoughts. Let me know in the comments 👇

"Anyone who's got the balls to drop in on a CEO is someone that I'm going to give 10 minutes" Before this moment, this account was as cold as Denali National Park in February For months on end I had worked to get access to the executive team but didn't get anywhere This was a must-win account, and every single thing I was slinging was not sticking It was time to zoom out, step up, think outside the box, and earn that meeting So here's what I did - Picked up a dozen donuts - Waltzed into the CEO’s office - Asked for 10 minutes of his time When the receptionist ran back to get him, I thought "no way in hell is this about to work" 2 minutes later, the CEO came out I knew that I only had a few seconds to grab his attention or this account was officially frozen over I shared what I knew about his bank (a lot) and where I believed we could help (many places) Plus made sure all of those areas directly aligned with what he had shared on his recent earnings call His interest was piqued, and he agreed to a follow-up meeting Fast forward to the conversation I was having with a VP of that same company a couple of weeks later.... He said to me, “you know why you got that meeting with the CEO?” "No, not really, actually. I got lucky", I replied He paused then said, “the CEO said to me, ‘anyone who's got the balls to drop in on a CEO unannounced, I'll give them a couple minutes. Now what they do with that time is up to them’" That was how I broke into one of the largest banks in the whole midwest as an AE at Salesforce Maybe you can relate to hitting a brick wall with a prospect you know you can help My best advice is to throw away conventional approaches Do what they won't expect and you'll get noticed What do you have to lose? Just make sure you don't give up 👊

Candidates - here's a major red flag when interviewing that I wish I would have learned earlier in my career If the company you're interviewing with... - Isn’t getting back to you timely - Seems unorganized in the process - Is being cagy with you about the role You need to bail...NOW Think about it Hiring is the most important thing a company has to do It will literally make or break their success and yours So if they can’t do that right, what makes you think they know what the hell they’re doing in the other parts of the business? Don’t ignore the red flags May suck in the immediate, especially if you're really needing a new role But trust me You'll save yourself a lot of pain in the long run 👊

I had massive imposter syndrome when I got hired at Salesforce Here's the 3 strategies I used to get over it and ended up being named "Rep of the Year" By the way these same strategies I used to help me become #1 in multiple roles at Salesforce, scale multiple sales teams, and be named a "Top CRO in Tech by 34" I was broke I had no clue what I was doing I just left my first sales job where I made a whopping 0$ in commission in a year IN A YEAR So I'm living proof that when you follow this you will follow this you're results will improve 1. Breadcrumbs Success leaves clues, so it's foolish to try to reinvent the wheel I made it a point starting on day 1 to sit down with every top performer who was known on the team for being the best at a certain skillset and absorbed those skills like a sponge - Talk Tracks - Email Copy - Voicemails You can't be the best if you don't learn from the best 2. Haul concrete I grew up working construction When I was asked in my interview how I felt about cold calling, I said what I believe "Cold calling isn't hard work. Hauling concrete in the hot sun in Louisiana is hard work" If you can apply a blue collar work ethic to a white collar field you're going to do some serious damage Here's the reality If you want to be great (or in my case get over imposter syndrome), you have to go the extra mile when others aren't willing If the average rep is making 50 dials a day, don't leave until you make 70 Input leads to output every time I got away from this concept my results suffered 3 - OODA Loop OODA Loop is a combat ops strategy that was developed by the airforce It stands for OBSERVE, ORIENT, DECIDE, ACT In short the faster you're able to adapt to the situation you're in the faster you'll see results Think about war. If you don't adapt quickly you die. So every time I was promoted or my situation changed I put all my energy into adapting my proven frameworks so it can effectively apply to my new role. And that's how I was able to not be a one trick pony and succeed consistently through my career If you have questions on this shoot me a DM. Happy to help. #techsales #softwaresales #saassales

See if you can spot my ultimate productivity hack Absolute cheat code for limiting distractions and staying productive going into the weekend 🐶

"How I prospected into large accounts (step by step) 1 - Looked at their earnings reports and looked for 2 things specifically: A - What are the analysts saying about their financials and what are the tough questions they're asking on the earnings calls B - What are the key initiatives they're communicating to the public they're focused on over the next 12-24 months 2 - Craft a POV on how our solution can help them achieve their initiatives with as little risk as possible Pro Tip - Speak to people in the company or secret shop yourself to tighten up the POV 3 - Double down and educate on where their customers are going over the next 3-5 years Pro Tip - ChatGPT is your friend here. Simple prompts like ""What are the top trends facing X industry over the next 24 months that will impact buyer behavior"" will get you rolling quickly This helped me not only help them understand how we can help them maximize shareholder value near term, but position us as the best long term partner It's a lot of work to do all of this, but that's what it takes if you're going to make high 6 figures in Software Sales"

"Who cares?" - 2 words that knocked me on my ass in the middle of the sales floor I was an SDR at Salesforce, early in my career and too big for my own pants I had just had what I thought was a great conversation with a prospect, so I set up the meeting with an Account Executive, marched over with swagger to his desk and dropped this bombshell “I’ve got an incredible opportunity for you. I set up a meeting for you tomorrow. I can't wait to speak to you. This is going to be a home run.” Him: "Who cares?" Me: "What do you mean?" Him: “Why is this a great opportunity?” The reality was that I couldn't give him a good answer. Even though I had a good conversation with a friendly person, it really wasn't a great opportunity. There were holes all over it - No quantifiable pain - No compelling event - No confirmed budget - No alignment with execs - No clear reason why we'll win At the time, I thought if you just have good conversations with people and they like your product, then they'll buy I was dead wrong I didn't understand why Salesforce would help this prospect. I didn't understand much about the prospect at all actually, or their business, their goals, or really much of anything It took being publicly embarrassed in the middle of an office to teach me one of the greatest lessons about sales and life Being skeptical is one of the greatest strengths you can have as an AE - Never assume a problem - Never assume urgency - Never assume budget - Never assume power - Never assume us (even if we're #1 in our category) I turned my happy ears into skeptical ears and everything changed I'd recommend giving it a shot 👊

March 29th, 2013 I was shaking in my boots as I walked in for my SDR interview at Salesforce. This was a life-changing opportunity for me and I couldn't screw it up. One of the people I met with during that onsite interview was the man who lead the SDR org in Chicago. I was nervous but also confident because of how much prep I put in. He was then a Director but started as an SDR, so I prepared questions to see what it took to go from SDR to his position. I thought I had it all figured out. Nope. His first question I wasn't prepared for at all. "Tell me your story" I didn't really understand the question but it was now or never so I just told him the truth. "I grew up working in construction so I know what it's like to haul concrete" "I'm the youngest of 5 boys so I know what it's like to compete and get beat up on a daily basis" "I almost died at 10 years old and had 34 surgeries so I know what it's like to go through hell and come out on the other side" The entire interview was not about my work history. It was about me as a person. I didn't grasp it at the time, but now it's the #1 thing I care about when I interview people. Intangibles > Skills. That was one of many things I've learned from this man. Luckily he gave the thumbs up and gave me a shot at Salesforce, and today I'm lucky enough to call Doug Kurfess a friend and mentor. My advice to you...find yourself a Doug in your life. Your life will be better for it. Who's your Doug? Lets give them a shoutout in the comments 👇

Average AEs only spend 35% (2 hours a day) of their time selling, but top performing AEs win because they are ruthless with their time. Here's a simple breakdown of how to structure your calendar to squeeze the most out of your days 𝟴-𝟭𝟬 𝗔𝗠: 𝗕𝗲𝗮𝘀𝘁 𝗠𝗼𝗱𝗲 𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝗶𝗻𝗴 Block your calendar as busy, and don't let anyone book over this This is the most important activity of your day, and it requires daily discipline This is NOT the time to research and find people to call This is ONLY for doing the actual outreach 𝟭𝟬-𝟭𝟬:𝟯𝟬 𝗔𝗠: 𝗧𝗲𝗮𝗺𝘀/𝗦𝗹𝗮𝗰𝗸 & 𝗘𝗺𝗮𝗶𝗹 This can take over your world if you let it Instead of reacting to all of the little things in the moment, block the time to deal with it Build the habit of ignoring these outside of your blocked times Trust me....99% of slack/email can wait a few hours 𝟭𝟬:𝟯𝟬-𝟭𝟮: 𝗗𝗲𝗮𝗹 𝗗𝗲𝘀𝗸 & 𝗘𝘅𝘁𝗿𝗮 𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝗶𝗻𝗴 Use this time to advance pipeline Case studies, recap emails, partner calls, and anything that moves deals forward Have an extra few minutes when you're done? Prospect more Don't have a big pipeline? Prospect more 𝟭𝟮:𝟯𝟬-𝟰:𝟯𝟬: 𝗠𝗲𝗲𝘁𝗶𝗻𝗴𝘀 As much as is possible, stick to this When you rip the bandaid off doing the hardest part of your day (prospecting) before lunch, you've won the day Keep this block after lunch available for demos, proposal calls, and any necessary internal meetings Say no to internal meetings that are non-revenue generating as much as is humanly possible. Pull your boss in if you have to 𝟰:𝟯𝟬-𝟱: 𝗦𝗹𝗮𝗰𝗸/𝗧𝗲𝗮𝗺𝘀 & 𝗘𝗺𝗮𝗶𝗹 Same as your mid-morning block. Stick to it 𝟱-𝟲: 𝗡𝗲𝘅𝘁 𝗗𝗮𝘆 𝗣𝗿𝗲𝗽 & 𝗦𝗲𝗹𝗳 𝗗𝗲𝘃𝗲𝗹𝗼𝗽𝗺𝗲𝗻𝘁 Look ahead to tomorrow and prep notes, decks, and any other material you may need Make sure you do your planning before the next day. Don’t wait until the morning of Use any spare time for self development like taking a course, reading a sales book, or listening to a good podcast At the end of each week do an assessment of how well you stuck to the structure The structure is easy. The discipline to stick to it is the hard part. You got this 👊

If you’re on a mission to change lives you want people who are Beautiful Savages with you That’s why I’m incredibly excited to announce we have one of those joining us at TheSoftwareSalesCoach.com For months I was looking for someone that could help us translate the impact we have on our clients to the public on social And when I met Ishan Outram a few things became clear 1. This guy is HUNGRY. He wants to be great and shows it with his actions. He was overly prepared for every step of the interview. When we scheduled our onsite interview he showed up 30 mins early and was practicing what he was going to say. I know this because I saw him arrive and watched him do it. That’s the type of hunger that I look for. 2. He has strong opinions. If we’re going to achieve our mission of helping 100k people I need people on my team that aren’t afraid to speak their mind. Our first meeting he gently teared apart our YouTube channel and I loved every second of it. 3. He’s a great human. When I interviewed people I want to not only assess their skills, but how they are as people. Ishan is as genuine as it comes. He’s humble and just has a great energy to be around which is what I want for our team. Mercenerys don’t scale and he is going to be an incredible asset because truly wants to help make the team better. 4. He’s a worker. If you’re going to be great you have to be able to bust ass and walk the walk. It wasn’t planned in our first week together, but a situation popped up where we had to do a late night filming session (picture attached). He was the one that volunteered to stay late and get it done because that’s what was required. 5. He’s coachable. In the interview process and during his first week he got coached heavily to see how he’d respond. He’s implementing the feedback immediately and is already making progress. It made the decision to hire him a no brainer and I’m very excited for what’s to come Ishan is going to be responsible for our videography and managing social media So if you’re not following me yet I’d start doing it now because we’re going to be upgrading rapidly! Special thanks to Will Aitken who’s been very helpful through this And thank you to Lesley, Mason, Tadija Simic for helping him onboard Welcome to the squad Ishan!

This is me at 10 years old with a hole in my throat Doctors told me I’d never do many things I love again Speak Eat food Play sports Have a normal life Now I Speak to people for a living as a coach Eat 4000 calories every day Compete in powerlifting Quite “normal” If I can do it So can you 👊

Goldberg is a comeback story 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 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 👊

Excited to join the Advisor program for Salesforce's #Salesblazer community. The goal is simple. Give everything I can to help the next generation of Sales professionals. I'm also humbled by the opportunity to be surrounded by a bunch of killers in the space. From top to bottom this list is stacked and the resources that Salesforce is throwing behind this community is WILD. Big thank you to Kaela Altman 🦓, Melissa Leu, and the Salesforce Sales Cloud team for creating this community. If you have sales questions you should join here to get them answered: https://lnkd.in/dUyrX35B Hannah Ajikawo Candi Bashiri ☠️ Belal Batrawy Lindsey Boggs ☕️ Gabie Caballero Cherilynn Castleman Marcus Chan Dale Dupree Candice Gervase, MBA Jim Gilkey David W Gore Matt Green Kristen Handler Richard Harris™ Starlet Jacobs Justin Jay Johnson Niraj Kapur Mark Keene II Carol Liao Larry Long Jr 🎤 Marissa lopez Janeen Marquardt, MBA, PMP Alexine Mudawar Niti P. Piyusha Pilania Brittany Savary Josh Turner

After 17 attempts and failures, I watched a man achieve his greatest dream, yesterday. Rory’s final round at the Master’s was a microcosm of his entire golf career Rory McIlroy is one of the greatest players to hold a golf club He’s won nearly everything there is to win in professional golf But the albatross around his neck that would have always overshadowed his career is never winning at Augusta National 2025 was Rory’s 17th start at the Master’s 16 tries. 16 failures Heartbreak city over and over and over again His final round yesterday was a perfect summary of his career He started the day with a terrible double bogey Up 4 strokes, he self-sabotaged with a shot into the water on hole 13 He missed a make-able putt to seal the win in regulation But every single time, he found a way to battle back He stayed resilient in magnificent ways, staring down 17 years of Augusta National demons to claim the victory After his Master’s win yesterday, he takes an undisputed, top-tier place in the history of a game over 4 times his age “I started to wonder if it was ever going to be my time”, Rory said right before accepting his green jacket And now it is It’s a lesson to all of us Fulfilling your dreams typically doesn’t happen overnight It takes heartbreak, failure, and the will to get up and try again, and again, and again Congrats, Rory Fortune favors those who don’t give up 👊🏻

People that refuse to like or comment on someone's "Laid off" post are the people that stand up right when the plane lands Be a decent human this week and do the bare minimum to help someone