How Tribal Training Can Grow Your Sales: Justin Welsh of PatientPop

March 05, 2019

Hire for cultural fit and groom your people for success.

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Grown staff from 50 to 400 in 2.5 years
From $5 million in recurring revenue to $50 million per year
PatientPop: It’s like HubSpot for doctors
Once you have a consistent sales process you know you’re onto something
Listen to your customers. Review the NPS responses.
Understand how your prospects and clients learn
Be stern in your recommendations
They educate their marketplace
Leverage channel partners
You need to warm up the market with good educational content
Aware and educate on the solution once they raise their hands
Get in the weeds to show the prospect how it works
Know how your clients buy.
8.6 day sales cycle but they do detailed demos.
105 in sales so about 25% of the company
- Sales development reps
- Inside sales
- Partner sales
- Field sales
Follows the leader like Mark Roberge in how he finds top sales talent
Also looks at “action over academia”
Move fast. Be accountable.
Likes to find talent that is happy where they are and killing it
He’s a big fan of having good recruiters

Inside is “tribal training” with a fast start in the first two weeks then ongoing with metrics at 30, 60, 90 days
“Top performers should rob from bottom” so he’s commission-heavy
PPC is still effective for reaching physicians
Always experiment with your marketing processes
Grow your team into their roles (Stepwise growth)
He hires smart, young people right out of school and bring them up with a gradual progression
Confidence comes with experience, not just age
Sales enablement person is Sandler trained but they focus on “company training” first
Sell your people on your company and your customers
His AEs sell as well as coach and mentor with a pod system

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