Podcasts about patientpop

By Concierge Medicine Today's DocPreneur Leadership Podcast About Andrea Andrea Kowalski is Senior Vice President of Products at Tebra, a leading cloud-based healthcare technology platform. In 2021, Kareo and PatientPop merged to form Tebra, and Andrea enthusiastically accepted the opportunity to oversee the integrated Tebra product team. Andrea joined Kareo in 2018. Questions Discussed In Today's Webinar + Podcast Include: Online appointment scheduling is one of the essential digital experiences sought by healthcare consumers. How does offering online scheduling options benefit both patients and medical practitioners? Waiting on hold can be frustrating for patients. What are some strategies or technologies that medical practitioners can implement to reduce hold times and provide patients with more control over their scheduling experience? Effective communication between patients and providers is crucial for better healthcare outcomes. How can a digital patient portal with two-way messaging improve communication and empower patients to manage their own conditions? What would you say are the main advantages of telehealth, and how can it complement traditional in-person care? How can embracing digital technologies, such as online scheduling, digital communication, and telehealth, contribute to better patient engagement, satisfaction, and overall practice success in this digital age? As we move towards a digital future in healthcare, what challenges or barriers might medical practitioners face when implementing? About Tebra In 2021, with a combined mission to unlock better healthcare, Kareo and PatientPop joined forces to form Tebra — a complete practice automation solution for independent healthcare practices. With an all-in-one, purpose-built platform to drive practice success and modernize every step of the patient journey, Tebra provides digital tools and support to attract new patients, deliver modern care, get paid quickly, and operate efficiently. To learn more how Tebra is committed to improving the success and well-being of both patients and providers, visit www.tebra.com.

Podiatry Marketing Live Tickets Now On Sale - Only 30 Seats AvailableWelcome to another episode of the Podiatry Marketing Podcast. In this episode, Jim McDannald, DPM, and Tyson E. Franklin we focus on the crucial aspect of selecting the right marketing provider for your podiatry practice. We discuss how to ensure a good fit, the importance of local exclusivity, ownership of website content, the significance of consistent marketing efforts, and the ideal cadence for communication and reporting.Episode Highlights:Ensuring a Good Fit: Explore the importance of provider trials, avoiding long contracts, and the significance of understanding your marketing provider's approach.Local Exclusivity: We discuss the controversial stance of PatientPop on local exclusivity and why this is a critical factor for your clinic's marketing success.Ownership of Website Content: A vital aspect often overlooked is who owns the content on your website. We shed light on why this is crucial and what to look out for in your provider contract.Consistency in Marketing Efforts: Discover why it's essential to have a marketing provider who doesn't just "build it and leave" but is consistent in their efforts to grow your clinic's online presence.Communication and Reporting Cadence: Finally, we delve into the ideal frequency of communication and reporting between you and your marketing provider.Don't miss this episode packed with actionable insights to help you select the most effective marketing provider for your podiatry clinic!To learn more about growing your practice and accessing additional resources, check out more episodes of the Podiatry Marketing Podcast at https://podiatry.marketing. Get Your Ticket For Podiatry Marketing Live - October 21, 2023 in Chicago

Join this podcast's Facebook Group: The Dental Marketer SocietyJoin my newsletter: https://thedentalmarketer.lpages.co/newsletter/[Click here to leave a review on iTunes]‍‍Guest: April LeePractice Name: Flash DentspaCheck out April's Media:Website: https://www.flashdentspa.com/Instagram: https://www.instagram.com/flashdentspa/Email: info@flashdentspa.com‍‍Other Mentions and Links:University of Pittsburgh School of Dental MedicineSBA LoanJim CarreyExcite Real EstateBank of AmericaChaseWells FargoOpen DentalKasperYapiDr. Kareem OsmanPatientPopEnergize MarketingMorpheus 8IndeedProfit First‍Host: Michael Arias‍Website: The Dental Marketer Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍‍My Key Takeaways:Spending limits on bank loans can sometimes be a good thing. This may help you keep on track and not overspend in some areas!Offering incentives to other local businesses and the customers they send your way is a great way to bring in new patients!Having staff that LOVE being there is when you know your team culture is on track.Always show support and relatability to your staff and associates. They are people too, so they appreciate the personability!Make sure to read into contract terms, especially regarding termination, so you don't get stuck with a contractor you'd rather not work with!‍Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]‍p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.‍Episode Transcript (Auto-Generated - Please Excuse Errors)Michael: April. How's it going? Hi. April: Good. How are you doing? Thanks for having me. Michael: No, thank you for being on. We were talking a little bit before those balloons in your background have been holding up for how long? Like a month and a half?Yeah. How much did those cost?April: Uh, I bartered. Michael: Break it down at me. What'd you do in order to get that? April: I gave free whitening and I asked the balloon girl to do that for me. Michael: Did you know her beforehand or no? April: No, but she told me she did balloons and I was like, Hey, I'm having a grand opening. I don't have money, but I can do this for you.Michael: Yeah, normally. Okay, so. You went in there, asked her, or how did that work out? Like did you just ground mark it? What'd you do? Oh, April: she was a patient, um, she just scheduled a cleaning with me and, uh, she was like, I got charged $3,000 for a cleaning. And I was like, you're like, Young, like, you don't need this.Maybe like you have a little gingivitis. And I was like, yeah, we'll just do this simple cleaning. And then, she said, oh, do you know anybody who needs balloons? And I was like, oh, like what do you do? And she was like, oh, my side gig. I do like balloon for events and I'm, it's hard to give up cuz it's really good money.And I was like, Great, then. Yes. Me. Michael: Yeah. Cause they're nice and they're still holding up, you know what I mean? So you just had your opening a month ago, month and a half ago. A month and a half ago. All right. So we'll dive into that in a little bit. But before that, tell us about your past, your present.How'd you get to where you are today? April: Uh, I've been through a lot of interesting routes. So I graduated in 2017. And then I worked for a corporation. I went to Houston. So I graduated from Pittsburgh. I went to Houston, worked for a corporation. It was a chaos. And then a week after I moved, hurricane Harvey hit Houston.Yeah. So, uh, I walked into an office where there was no office manager. Uh, I had two assistants who were interns and then front desk, she quit that day. Treatment corner quit that day. because we had 40 patients. I'm a new grad and I had a molar root canal, and they put me with two interns and no manager.So I was like, I, this is horrible. Like I can't do this. And Hurricane Harvey, I took a break for like a week, um, trapped in the house. And just crying every day for a little while and I was like, yeah, this is not something that I signed up for. I don't think anybody goes to dental school to be like, I wanna war for corporation.Sounds awesome. But it's really honestly the only place they'll actually hire new grads. So I went in, dove in and decided that I. Have to be independent. So that's when I started looking at turnkey. I started asking around to see if there's anybody selling the office. And I was, um, I'm a big like. Believer in God and I was praying and fasting.Um, I think Ramadan's going on today, but um, I am a Christian and I still fast and pray, uh, just because part of being able to stay focused on God and I had a picture of my business partner. And so I reached her out on Facebook. I said, Hey, like, I don't really know you, but you were in my picture. So, can you meet?Uh, I know you graduated a year before me. We happened to go to same dental school. So she's like, sure. And then we met, and then I said, do you wanna open up an office? And she's like, no, not really for, like, maybe I'll wait two years. I'm not ready for it. And I was like, well, what if I tell you that I'm, I know how to do like the beginning stuff right now, and if we get an office, maybe we can get it together.And she's like, well, I'm not ready for it. But I, I'm open and finally found an office, someone that I work for called, like it was a connection through a connection. And then she called from Boston and um, she said, oh yeah, I'm like selling an office. I'm visiting Boston, but I actually live in Seattle and this office has been open for a year.And um, I said, Hey to my partner, Hey, do you wanna come, um, check out this office? Cause they're selling, it's only been a year open. And then we went visited, we met the doctor who owns it. she had to move because family issues. And when we bought it, we bought it in like we did the SBA loan. Cause you can't do a startup loan with them.So the only way that you could do is SBA loan. We did that and purchased a practice, started nine months out of dental school and did a partnership practice acquisition. And, um, first three months, obviously it's just like new learning stuff. Uh, we didn't have any staff we hired the first day. They all, what happened was the doctor who was in there as an associate beforehand, he was trying to buy it, but his credit wasn't good enough to get approved.So when he realized that he wasn't good enough to get approved to purchase a practice, he told the entire staff, I'm leaving. You guys need to quit because this is getting sold. And the doctor freaked out because they all quit the next day with the patients on the schedule and she had to do a red eye flight in.And we came in to just like be an assistant for her and. You know, just help her out. She had to put indeed like, can you somebody help me today? And we were hiring that day, same day the doctor was working, we're all working. And that's how it started with the first day in our new office. And, um, is hard because You really have to trust that other person. And we really had an amazing partnership of that trust. I worked two days, she worked two days, and then we both, um, worked at different places just to make our income so that we're not losing money in our office. we paid ourselves like a normal salary, like daily guarantee that other doctors would, and.After a while, I've always had a heart to grow the office, but when you're not on the same page, after about three years, me constantly pushing to say, Hey, can we grow to another office? And the other partner is not ready, then like, then I have to branch out. Mm-hmm. So when I decided that I'm going to probably be closer to my family.My family's in Florida, and then. Sell that office and start something new or keep the office, but it ended up being that I had to sell the office and move here last minute because of the whole purchasing this office and signing the lease and everything, and I couldn't do it remote anymore. Hmm. Yep. So I had a dream back in 2020 and it was like a really crazy dream.all you dreamers out there like dreams mean so many different things and some dreams you cannot forget. And this dream was, I was eating, it's just so funny. Um, I was hanging out and I saw Jim Carey and I was like, Jim Carey, like, what are you doing by yourself? You're like, really famous. Like, you're h here eating by yourself.And um, he was like, oh, no one wants to come and eat with me. And I was like, well, I'll come hang out with you. Like you're my, one of my favorite comedians. And, um, I'm just sitting there chit chatting with him in the dream. And he said, uh, yeah. Here if you have any questions, here's my phone number. And he gave me his phone number.This was May 15th, 20, right at the brink of Covid. And I woke up and I was like, what is this phone number? I was like, what is this area code? Oh, I remember the area code is 7 27. And then I look it up, I was like, 7 27 area code. And it was St. Pete. And I was like, where's that? And um, I was like, oh, it's kind of close to Tampa.It's like in Florida. What, how convenient, are the odds? And, um, I said, oh, well, Jim Carey, Florida. I just looked it up. And then boom, like May 16th, 17th was the first day he had an opening for his gallery at Ocean Gallery down SAP Beach right here. and I was like, oh, that's weird. Like, well, that's just weird, right?Mm-hmm. And, And then, so I was just like going on roaming out through the day, just kind of shocked by that dream and just walking around the park to, uh, quarantine myself from everybody else. And, I already told you, I'm a big believer in God. that 7 27, it was like written in red, which is like Jesus wrote and read in the Bible.And like when he spoke, it was always in red. And then Jim Carey initials same as Jesus Christ initials. And also he had a YouTube video that told a story about him being an artist. And he also drew a face of Jesus in the video. And I'm just like shocked by every little moment and my little crazy self still trying to like suppress it because I wasn't ready to sell my office.Then a broker called me out of nowhere from Orlando and she said, Hey, are you looking to find an office? And I was like, no, not over there. And um, I was like, how did you even get my information? And he said, oh, uh, I don't know. It's in our directories. So I realized that they're also a branch of Texas, uh, brokers and they did our first branch in.Orlando, and I've actually never reached out to them, but they happen to have my phone number and they said, um, yeah, uh, where do you wanna look? And I said, Tampa, I'm open to it. It's like a city. And then two months in, they said, Hey, are you open to going to St. Pete? Because it's really hard to find a location in Tampa.And I was like, well, Honestly, if it weren't for that dream, I probably would've said no. But because of that dream, like, fine, you can start walking. And when, um, they started looking and, uh, found a location, it was all the signs matched up. So I decided to sign and then bill this office. Michael: And now you're in the office?Yep. Okay. We'll, we'll jump into the bailout process, but let's rewind a little bit. You were in Houston and you worked as an associateship in Houston or an associate at Houston? April: So I was a partner of the business that I owned in Houston. Michael: Yes. Oh, what part of Houston or where? So, um, April: we were in Cypress, Texas.Okay. And, uh, so my bi, my business partner and I bought it together and then decided to form a partnership. we created an LLC together with our both separate LLCs. It just makes it a lot easier to keep things together so that the assets. When something happens, it doesn't hit our personal assets like that.It has to go through a company corporation that owns office. Then the other LLC that hits our DMD corporation. Then it can get our assets. So we just wanted the, that safety there. Mm-hmm. So we decided to do that and then had it for four and a half, five years. Michael: Oh, wow. Why, if you can give us some points of why it didn't work out.I mean, uh, there's, the trust is still there. I'm assuming you guys are April: still friends, right? Oh, yeah, definitely. I love her so much. Um, kind of because I signed this office and then I knew I had to go to Florida and last minute I told her, I was like, this buildup process has been so crazy that I was like, I gotta go.And then she's like, what? And then I was like, yeah, uh, I kinda literally have to go and like, Two weeks. So I handed her over and I said can you take care of it? And she was like, it was really sad cause she was crying. I was crying because she's like, it feels like we're getting through a divorce. And I was like, I know.It really is. It really, it really is because like works through such hard times together. The way that she took me on board with Oh gosh. Like she has such a big heart. Like what actually happened was I was a new grad, right? And she's already practiced a year ahead of me. When you do an S B A loan, they require you to have certain months of statement that you have enough money in your bank account to give you that loan.And my bank account was super fresh with money coming in because I was a new grad. And, um, these, this money that's sitting in there has to be proven like four months of it not changing the status. Like you're not getting money randomly gifted to you or anything like that. And I didn't have that status because I would just graduated and that made, the bank, made it so hard that I can't be on to buy this practice.But she and her husband, he had stocks that he owned. and stocks can be liquidated really quickly. And they had money cuz she's been graduated for like over a year and then, um, and it's like crude in there, it's not really been, hasn't been moving. And last minute I showed her, I was like, Hey, I only have like $32,000 in my bank account right now.They need $30,000 down for me to start. It was like a 10% of what the practice was gonna cost for us to buy. And bank was like, we're not taking that money cuz it's too fresh. Like we don't have records of like, Four months of it being stable in there and hasn't changed. And so what she and her husband ended up doing was, well, we got a wire this last minute.Like we have two days to do this and I'm trying to get gifts from my parents to get like the money or something. Cuz that's the only way that they'll allow me to have the money. Mm-hmm. If, if a gift and then you don't return it back. So she ended up just putting all that money, they liquidated it gifted to me, and then we put $60,000 down to start and they had that much trust to like the husband sold his stocks to do that for me.Mm-hmm. And like that's a whole nother level of like trusting somebody who just randomly Facebook messaged you. and then, I mean, they knew, I was like, I have this money. I just like, They're not taking it. So obviously I wire them back to them afterwards. Um, and that's how we got started. Michael: Okay. That's good.So then, I know you said you wanted to grow, but she wasn't ready. April: She said it was too much of a headache. Michael: Talk to talk to me about that. Why, why did you want to grow? Was there a. Does she want to just, um, I guess hyper focus on the current practice that she had and then build it, maybe drop insurance, all that stuff?Or was it more like you were just like, all right, we're, let's just keep going. Let's go do another one. Another one. And is that like your future too with this one? Yep. April: Mm-hmm. Oh, yeah. This, um, I finally think I've kind of solidified some of the reasons why I'm doing it. Um, I did wanna grow. I was like, Hey, can we grow to like 10 offices?And she's like, one's a lot. And she, she is like, I'm a little bit older than you. She's like four years older than me. She's like, it's a lot. she's more of an introverted personality, extrovert, but at the same time, didn't have like the A D H D, like hyper personality like I do. So like I have a lot of energy roaming around all day long.So she was like, I can't, like, This one office is enough. Mm-hmm. So, and I'm over here going like, I want like 20. So that just kind of didn't really settle with, um, that's when I, I had to, we had to realize, I was like, Hey, eventually I'll probably end up branching out or like giving, letting you take care of this entire office by yourself.Michael: Gotcha. So do you still own, uh, part or are you still a partner with the other practice or? No, it's a hu hundred percent hers. That's hers now. Okay. Gotcha. Gotcha. Okay. So then you decided, uh, let me ask you a question real quick. You said you spoke with the branch of brokers in Texas. Who are they? Uh, ex excite.Ex excite. Okay. They have a branch now in Florida. April: Orlando Uhhuh? Mm-hmm. Michael: Okay. Okay. How is it working with him? Um, April: well, the guy that I work with, he got fired, but he ended up finding my awesome space. And I was like, so that transition after he found it was like perfect. But then like that transition after was like an issue and I was like, there was a lot, what was the issue?Um, they didn't get the address right. So permitting was a little bit, I got a different address after I finished permitting. Ah, gotcha. Michael: Okay. So let, let's dive into that a little bit. Let's dive into your business like, You went with who? For a loan? April: I did Bank of America. Michael: Okay. What were the terms of that loan?April: Um, I got approved I think like $550,000. And um, I, it's like, cuz during the approval, like I still had my other office, so like they couldn't approve me for a lot because of my. guarantor part of the other office. So that's what I got so I got that loan May, 2021 and I, uh, maybe right before, but now I opened this December, 2022.Like that's how long of this buildout was, like the whole journey of itself. Um, So they told me that I just have to do like two years of just letting them see every monthly and then try to make sure I'm not failing. Mm-hmm. And also, Wells Fargo was another one that, um, I was just thinking about. Chase doesn't do startup loans, but Wells Fargo does startup loans and right when I was going between Bank of America and Wells Fargo, Wells Fargo got a lawsuit.For fraud. So I was like, well, I guess I'll go with Bank of America cuz I don't wanna really go with a bank that got, uh, lawsuit. So I just black and white. I'm a very black and white person, so I just chose Blink of America. my interest rate was pretty low. It was during Covid, so it was very low at that time, just like houses were really low.except. The whole construction part took like extremely long time. So, but I love Bank of America. Um, my guy was really great and the reason, my biggest thing I love about Bank of America was they didn't let me spend money on some of these areas that I was wanting to spend money. And it was like the biggest blessing that you can think of.Sounds weird, but they wanna make sure that they protect you from just being, sorry. Like women, we shop more than I think men. stereotypical thing, I think, don't quote me on it, but I do see a lot of women shopping a lot more and men are sitting outside, um, waiting until they're done. Um, that's how my dad did.But then when you're on a kick to spend and you're like, yeah, I bought this, bought this, and I do it myself, right? I'm like on a kick to buy Christmas presents and all of a sudden I'm spending without filtering. I, I act like I have all the money in the world, and then I spend, and then no one stopped me.Mm-hmm. But when you're on a kick to keep spending, then like Bank of America is like that. Husband's like, stop, like. No, no, like that's not a good spending, right? They're like, why are you spending this? They ask me these questions and some people have a personality of like, oh, don't ask me why I'm doing this.I'm independent. I'm on my own, like, Um, they know what they're doing. They've done this many times and they know probably why dentists, most of 'em don't go to business school and most of them like to spend and, um, we see shiny pretty things and we like it and we wanna spend it. So they put that stop on me and.They still allowed me to spend it in ways that I really needed things. So they'll just like shift the money around saying like, this is how much you can spend here. We can allocate this here and, and that will be actually good for, me able to just not overspend and then spend all my loans. Then I have to spend it out of my cash.Michael: Gotcha. So you like that, you like it when they were there telling did you go on and you're, you're kind of right. Like even I'm guilty of that. Like I'll be good at like saving and then when for some reason if I'm on a kick, I can, anybody can just, Michael, you got it. Right. What is up with that? So, uh, let me ask you, your build out, how much was that?April: My buildout was start, it started at three 10 and then it ended at. Probably, I wanna say like three 50. Okay. Michael: Talk to me about your buildout process. How, how did that go? April: Oh, it was hell. Michael: Why April: contractors don't have this thing called, Calendar. So they move it at their own free space on, I was just like, wow, like we're always on a time and dentist or like, let's get this done out, done out.we're very efficient people. Cause that's how in the clinic we are. But uh, like. I'm sure who, everybody who's renovated a house or part of whatever construction you've ever went through, know that contractors don't have a calendar. So that's the same in a dental space or a commercial space. So I kind of went through quite a bit of hell with, um, three of the contractors dropped me when I first started, so I was doing this in.Houston and I had a designer, um, their, my designer was awesome and he was getting, like, I had three contractors who I was negotiating with, and then two of 'em were non-dental and they're like, yeah, we can do it. And um, later on, one of 'em dropped me and then the other one, she was like, yeah, we can do it.And then the other guy was a dental contractor. Uh, he quoted me a lot higher, so I was a little bit hesitant. But then also he, one, he said he was gonna do the engineering and architect with his team cuz he has a whole team. Um, he doesn't have to hire an independent contractor. And then he said he was gonna do it two weeks later.my designer's like, Hey, have you heard back that if you got your engineering back? And I was like, no, not yet. I'll just give it a little bit more time. And then two weeks after, he's like, Hey, we should have heard this by now. And so I reached out to him and he's like, oh, well, because I know that you were negotiating with other contractors.I quit that process. And he tell me, and he's like, I only wanna do this if you're gonna work with me. and my designer got really mad. He was like, what the heck? He wasted a month of your time and didn't tell you. And he's like, go look for a different contractor and work with him.Found out that one of 'em that I was working with, uh, the guy who I was mainly working with got fired and she got fired and then they quoted me three times higher. At the end when they did the engineering, they hired an independent contractor for, uh, engineering. And then they were like, yeah, this is gonna be like three times more than what we initially quoted you.So that's when I was like, I've wasted so much of my time, my lease and loan. I mean lease is like the free lease is almost done, and then I have to get up and I have, I told my partner, I was like, Hey, I actually think I have to be there in person and get this going because it's been like four or five months that I've just been sitting here and not been able to do anything.So, I have to go. So that's how we had to part ways. And I had to look for a job within two weeks. Um, and I got a job last minute. Some like they needed, um, a corporation. It's a pretty good corporation actually. It's like more, it's a doctor owned and they took me on and then, I moved, I got an apartment.And this all like happened flip Floop in two weeks. Mm-hmm. I got here and started looking for like people who are dentists and said, how did you build yours out? Who's your contractor? I found a contractor, Florida's really old school, and so there's not a lot of like little like. Details to like a contract.So when I showed that to my designer, he was like, yeah, this is like not safe. Okay. So we, I hired a consultant, like a, he's also a contractor in Houston who built one of my friend's office. He consulted with my contractor and read, did the, redid the contract. Mm-hmm. Then, um, that took a while because they were not, Communicating efficiently.Cuz my Florida contractor's pretty old school. So he's like, yeah, it's just over here. And then nothing in detail really. So he's like, this is not great. So then they ended up, you know, making it a more detailed and he's a good guy. So I had known that, I would probably jump with him from the beginning.But you just met that person you don't know, you know? Mm-hmm. So I wanted to protect myself and be safe through everything. Got, I signed a contract with a contractor and then the permitting took five months. It took four. Wow. Yeah. So all this time my free lease is going and um, and now I have to pay rent and I had to talk to the landlord saying, Hey, like, I literally haven't even broke ground in this place yet.So, you know, they still, it's business, right? They still need money. So I decided to take it out of my TI money for the loan. Mm-hmm. Because I am very anti taking out my own money to run a business. That's not what my undergrad business classes has taught me. They said, use other people's money to run the business and don't take off your arm and a leg to run it.so that's why I try to stay within the amount Bank of America gave me and not have to cash out my own money. in the end I'm the one taking the toll and losing that. so. I took it out of my TI money. Obviously had to learn how to budget really well at that point. So I equipped five op ops, like all ready to go.And usually I think startups, they start at like two and then build more out. Mm-hmm. But I also had a hard time from my start, um, my first acquisition. That we were equipped for three, and every time we tried to equip for four, it was like a big block that we couldn't get past because it was like, it would have to stop our working day and we would have people coming in doing construction, and it was too much of a headache and I didn't want any of those blocks and then if I was gonna grow, so I decided to just equip all five and then try to budget it and make it work.Michael: So there's a lot going on. You mentioned, um, you hired a consultant, what was his name? Tim Nelson. Tim Nelson. And he's a contractor? April: Yeah. He builds offices in Houston, Texas. And he is, Seriously like a dad and he cares so much about me. Obviously it costs, but it's worth it, especially when I'm having a meltdown and not know my contractor terms or what should be done.Right. Because I didn't go to school for that. Mm-hmm. Michael: Can I ask how much it costs? April: Uh, it was like 5,000. Michael: Oh, okay. In total, or like per month or something? April: No, he, he just did a contract negotiation for me. He just was a consultant who contracted, who talked to my contractor to make sure everything was like all the t's across, all the dots are placed. Yeah, Michael: that's pretty helpful. That's really helpful actually. Right. Especially. April: Right. And I didn't know this town, like I was like, I don't know anybody here. Yeah. Like whatsoever. So he's at least making sure these contractors are following the rules and doing the proper things instead of, um, saying shady stuff because I don't know, and then I'm screwed over.Michael: Yeah, no, definitely, definitely. How much is your rent? April: It is about 5,000. Okay. So with the internet included? With internet included in n n N. Michael: Oh, okay. Gotcha, gotcha. Uhhuh. Yeah, yeah, yeah. So when did rent start for you, and then when did you have to, when did you officially openApril: rent? Started for me in November, of 2021. I opened December, 2022. Michael: Oh my gosh. So you've been paying rent that whole time, like with nothing, not seeing one patient. April: Yeah. But remember the guy I told you who was fired? Mm-hmm. From the brokerage? He, um, his name is Wale. He was just like the humblest guy and he got the best negotiation you can to get.Ti money. I can't remember how much t money was, but he tried to get the best space, location, everything. I really wish he finished through with me because afterwards it just got pretty bad. A little bit. Yeah. And, but he held my hand through the entire thing cuz he cared so much about me as a person.And he's like the type of person who. Cares about all his people and if you're his homie, he's like, got your back. Michael: Gotcha. Okay. Okay. So then now that you're open, what have you learned? What are you doing for marketing and advertising? What's your best roi? What systems do you utilize? Things like that. Uh, April: Startup is so hard.Like acquisition is take compared to startups. So all those people who started startups, like props to you. Um, I would say it's about 20 times harder than an acquisition. So no lie. Mm-hmm. Like acquisition, there's a reason why people try to do acquisition so they don't have to do the dirt work, but.Startup, you have to know everything. Like literally everything, nothing's set in place. Um, I'm using open dental. That's what I'm used to using in Texas. It's like a big Texas thing. Apparently it's not a Florida thing, really. Um, that's my E M R system. I use a communication system called Casper. I really like them.And, uh, I used yappy before, but Casper, um, Dr. Osman and he, I think that's Oser. Mm-hmm. Kareem the one. Yeah. He's the one who, um, got me on board. Really personable also, like, because I played around with Ypi before, they ended up having a lot of things that I needed. Um, there's just one thing I think they're working on that would make it pretty solid.and I think it was like the treatment planning part that. Other like services might have driven planning, but every other communication thing about them has been great. And then what else Michael: do I use? Are you talking about YPI right now or Casper, when every other communication. Okay. So, so I April: used the YPI before in Texas.Gotcha, gotcha. Got you. Got you. But Casper's a little bit more. Mm-hmm. Like upkept with everything. Michael: Okay, gotcha. Except for their treatment planning you said? Or you, or you like it. So they don't have it. Oh, they don't have it yet. Or April: they're supposed to bring it on this after this first quarter. So we're, we're getting there and I'm hoping that it'll be, eventually we'll get that portion.Gotcha. Michael: Okay. Okay. So you're using, what are you doing for marketing and advertising? April: Oh, I have so many marketing things right now. marketing's one of those things that it's not like you got it and you're done type of deal. I feel like you have to try every little thing based on the demographic and the region you're in to see which one works best.So initially I started, I used patient pop. To do. I used it in Texas and they were fine, but here they're really not doing anything. they're supposed to do your seo, but I haven't seen anything done. and they bind you to a contract for a year that you cannot get out of, like you cannot get out, like rent the contract a million times, cannot get out of it.So, After one year. Um, I'm done using them. And then I've also took on energized. Cause I was really desperate after being open first month for, to bring patients in cuz nobody knew we existed. Mm-hmm. And then, um, it was good for the first month. And then I was having issues for the second month and I actually contacted them saying like, Hey, this is not worth my money.so I What issues were you having? Like, nobody was showing up. Like they, they said like 50 50 was show, like 50 show, 50 no show. They're like Facebook funneling and like, um, social media funneling, but it was like 10% show maybe. And then like 90% just would, we never see them. So, but I think like after my conversation, they're working on it and I'm really hoping they're working on it.But I've had that, and I have another local guy who does Facebook funneling. He's pretty good at what he does with other clients except dental. I found out that it's the most expensive per click. Um, he's like, I don't understand why your ads are so expensive. Because he's like, I've been doing this like for all my clients, but every dental one is like per click.It's very expensive. So he's running that for me. Um, I purchased, a machine called Morpheus eight, which, so this office is not a family dentist office. It's like dental office, cosmetic driven, and it's a spa. Hmm. So I have an aesthetician. And trained her to, um, be able to do Morpheus, um, it's like a microneedling with radio frequency.And when I got the machine, they also automatically came with four months of marketing for the aesthetic part, and I'm doing Google ads. Mm-hmm. Michael: Okay. Is that working pretty well April: or. Google. So that's why I'm trying to stay out of. Facebook has a certain population and for maybe for a general practice it would be fine, but with an aesthetic practice, cosmetic driven practice, the clients are hi, like a really big hit or miss.Or they don't show. Um, most of them just don't show. And then, um, cuz they're like all price shopping and they want like, everything done for free. So I just, I think Google Ads, I'm gonna allocate that to spend on it. Uh, once my contract, um, is done with some of these companies. Got, Michael: so your contract's already done with patient pop?No. Oh no. So you're, you're still paying patient pop. Energize and a Facebook funnel guy. Yep. Oh man. How much is all that?How much is patient pop? Patient April: pop is like a thousand Michael: a month. Yeah. Okay. And then energize five a thousand a month. Uhhuh. And then the Facebook funnel guy, April: uh, he's like two grand a month. Okay, so now we are breaking it down. So it's like 8,000 maybe on marketing. Yeah, Michael: 8,000 on marketing. Okay. So then once the year's over, where do you see yourself spending saving?What are you gonna start doing more kind of thing. So April: I really start to see the value in community and getting people who are influencers in the market to come in. So we kind of. I help them out a little bit here and there and then in like, trade in with, um, their post or being able to promote us.I try to go to these events to connect because word mouth is huge and, um, especially in a small town like this, uh, like people call this a huge city, but I feel like St. Pete's pretty small. like I'm coming from Houston. Mm-hmm. So, It's also helpful coming from such a big city coming in here because in a really big city it's hard, like marketing's really hard.in a smaller city, I think it's more doable. Um, A lot of people here are like local and they're pretty like hippy. And as long as you show face and then you actually show that you're a real person, they trust and want to come. And then word of mouth. My biggest thing right now is also like I'm trying to figure out different ways to, avenues to market regarding, um, some of the people are finding us through Google.A lot of, some people are finding us through Instagram. When they would see their friend post repost, I would have events so. Not, I would have, I think I had the grand opening, so I'm having another event, uh, next month. And then just to get every other local vendors coming in to do their local thing, they got their own connections, like these business owners, and then provide the facility here, space for them to do that.At the same time, like it's just brand marketing right now at this point. And then, um, branding myself, Another thing I'm doing, which I, I'm on a kick to do it this coming week. I've had, my staff and me we're going over to salons and because salons very, they work with patients all day, people all day long touch their hair all day long.They talk about little stuff. So getting, giving incentive to those, um, People who barbers and people who cut hair to trade in for one of my service. But the service that I trade in, in for them is their lip service to their client. So I will get them in for free Botox, like, I'll be like, Hey, I'm gonna do a free Botox for you first time.Have you ever done it? Okay, we did great. If so, whoever you send over and they come here, you get like $50 off your Botox treatment. So then you send like a certain amount of people by the time you send them over and they get treatment done, then you end up having, all these covered.Then you're gonna get free Botox again. Yeah. But it's also just like bringing in traffic. Michael: Mm-hmm. Yeah. Yeah. No, a hundred percent it's scrum marketing, like, so you. The best thing to do is when you go to these places is like make it make it like tangible. So like leave a signup sheet there with them, right?Sure. So you're like, Hey, what's up man? Like, well, can I have some of your information? And then they're like, yeah, sure. Here's some of my business cards. Right? Then you're like, okay, can I give you some of our information too? And at the same time, this is what I wanted to do just for you. Right? And then you let them know.What you wanna do, your incentive and then say, here, I'll leave a signup sheet. I can come back next week for people who wrote their name and number down, I'll give them a call. Right. But it's actually like something there on their mirror where p patients are like, what? What is? And then they're like front of mind, right?They're like, oh, they're giving, you wanna sign up for this? You know, maybe give the patients an incentive too. Like, hey, everybody who comes in is like a percentage off or, I don't know, right. Something. Right. Um, makes it easier for them to refer and then makes it easier for the patient to come on into. If you wanna do that many incentives, it's April: up to you.Oh no, I, we don't have that going for our patients too right now. Mm-hmm. Like, hey, every person that you refer, you get like $50 off for your own treatment Michael: or whatever. I think that would be a fantastic, like if you guys targeted salons all next week, that'd be beautiful. Yeah, you do really good. So then one last questions I wanna ask you, April, is throughout this process from the moment, I guess you decided to leave till today.What's been some of your biggest pitfalls or fails?April: Uh, I signed a lease before I found a contractor. I. I think that was my biggest pitfall because if I have a contractor, first of all they can't gimme the price anyway because I don't have the lease signed. But it's still someone that you can have to be able to build your space cuz that wasted so much of my time and I think it took like wasted seven months of my time.Mm-hmm. And then I was able to do permitting. My other biggest pitfall. That I am coming out of is staffing. I think from the start I have a lot of expectations, not a lot. These people don't know me, who work for me, um, who sign up in on Indeed, um, to work. But people just don't wanna work anymore. And if I'm not gonna be personable with them, then they're like, I'm out.So I, at the beginning when I first opened, I had really, really, really difficult time with staff, situation. Uh, the front desk girl didn't show up for the first day open. And then my assistant, she came in saying she wants to be an esthetician, except she was doing nothing for about two weeks and I couldn't figure out what she was doing.And then I finally brought in an office manager and then office manager. When I brought her on that day, that assistant said, You know, I know you need her, but I don't work when there's a manager in the house, so I'm out. So I was just like, what kind? Like, but it's also like, I guess I was naive cuz I never had issues with staff before in my old office.But coming here, they also don't know me and they're working for me and I have to take care of my staff, and I really probably came off pretty strong and couldn't take care of them the way that they would if it was an established office and they don't have a 5 million things to do. So I finally have a staff.Who's sticking through the thicken thin. They also love being here. and that's huge. They like, They're like, it's so awesome being here. They love it. And they're like, it's fun. And I was like, oh my gosh. I'm like really thankful that you guys see me as family. And I was very transparent to them and be like, Hey, I have to make these goals.I actually don't take any money home right now. I am hustling on the side, um, going at a emergency clinic and working their, um, night shift or going on a Sunday just because I also have to pay my own bills and I don't wanna take it away from the office of starting off. That cannot provide me. Otherwise we'll be scraping pennies every day.So, um, they know that I'm also hustling. They know that I care a lot about them and just being really straightforward with them. Like, Hey, if we can't meet these goals, this is literally daily goal that I have to meet, uh, to just break even. And if not, then I can't provide you guys jobs and I would have to shut down and figure out stuff first, and then I'm hustling.And, um, that transparency with, um, I am an employer, but I don't pretend to boss him around because nobody deserves to be treated that way. Mm-hmm. Um, they just all have mutual respect for one another. And also like, understand, so training is hard at first. We all expect everybody to be trained perfectly, but that training, um, they're people who appreciate it and they're willing to learn and they get really good at it.And if they're not really good at what they do, then you shift them to a different spot in the office and do that. I wanna give jobs to people. I don't really wanna fire anybody. also if you know, not people, not everybody's good people, I also have to be really, and being able to pick up that too.But I also focus on trying to. Be in their life and be their mentor through different journeys in life, not just in the office space. So that's really built that loyalty for my staff and, um, they're willing to do everything with me. That's Michael: nice. That's really, really good. Awesome. April, thank you so much for being with us.It's been a pleasure. But before we say goodbye, can you tell our listeners where they can find you? April: Oh yeah, they can find us on Flashden Spa, F l a s h d e n t s p a, and you can email us on info flashden spa.com. And I've been actually helping quite a bit of startup people, uh, individually. So if you have questions, you can reach us out.Michael: Awesome. So guys, that's gonna be in the show notes below, like always in April. Thank you so much for being with us. It's been a pleasure, and we'll hear from you soon. April: Thank you.‍

Another great Southern California Series A fund and another great investor moving from the Bay Area to LA.   Toba partner Patrick Mathieson tells us why he moved from the Bay Area to LA to pursue his thesis around companies building platforms for SMB.   Patrick has invested in Boulevard, PatientPop, FloQast, Luxury Presence and now Candid (a TenOneTen co-invest).  

In this episode I talk to Emily Huang, currently an AE at PatientPop (SDR at the time of shooting the episode). Emily started out with several quarter life crises - trying to figure out what's the best path forward career wise. After hearing from some friends about what tech sales looks like, she decided to give it a go. A few weeks later she was offered an SDR role. From day number 1 her numbers spoke on her behalf as she was crushing it with almost no down time. More about being successful, shaping winning mindsets and how to get exactly what you want out of your career - tune in to the episode. Video content and navigation: 00:00 - Podcast intro (and a cool rock song - hope you like it) 00:56 - Episode intro 01:25 - Having quarter life crises 05:43 - A totally different inteview process 09:41 - Extreme success from day 1 14:26 - A growing company 17:41 - A marathon, not a sprint 21:30 - Successful women in tech sales 24:43 - Best resources to learn from 28:12 - Episode outro (more awesome rock music) You can connect with Emily on LinkedIn: https://www.linkedin.com/in/emshuang11/ PatientPop - the company Emily works at: https://www.linkedin.com/company/patientpop-inc-/ Justin Welsh, grew PatientPop from $0 to $55M, currently a Solopreneur and Creator: https://www.linkedin.com/in/justinwelsh/ Kevin Dorsey, SaaS Sales Consultant & Advisor: https://www.linkedin.com/in/kddorsey3/ Listen on YouTube, Apple and Spotify

Justin Welsh is the founder of JW Strategic Advisory. Prior to that, Justin spent a decade in sales and leadership positions. After a few failed efforts, Justin landed at ZocDoc helped to grow it into one of the fastest companies in the world. Justin then took on the role of CRO at PatientPop and spent 5 years scaling them from $0 to $50M and from 1 to 150+ salespeople. Along the way, he's grown his LinkedIn following to nearly 255,000 people (and counting). My first conversation with Justin was episode 182, which I encourage you to listen to. In this episode, we discuss: Updates on the creator economy Justin's new daily and weekly routine The importance of systems to help you accomplish your goals What to do if you feel overwhelmed And much more... If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

Justin Welsh is the founder of JW Strategic Advisory. Prior to that, Justin spent a decade in sales and leadership positions. After a few failed efforts, Justin landed at ZocDoc helped to grow it into one of the fastest companies in the world. Justin then took on the role of CRO at PatientPop and spent 5 years scaling them from $0 to $50M and from 1 to 150+ salespeople. Along the way, he's grown his LinkedIn following to nearly 255,000 people (and counting). My first conversation with Justin was episode 182, which I encourage you to listen to. In this episode, we discuss: Updates on the creator economy Justin's new daily and weekly routine The importance of systems to help you accomplish your goals What to do if you feel overwhelmed And much more... If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

In some ways, helping a company go through a merger or acquisition is like a right of passage for a marketing ops professional. We know many folks or consultants who have helped support this large undertaking. But how do you do it well? How do you start the process? What challenges might you run into? This week, https://www.linkedin.com/in/jessica-l-meyers/ (Jessica Meyers, Director of Marketing Ops and Technology) at Tebra (previously https://www.patientpop.com/ (PatientPop)) takes us through her strategies and experience she had had while tackling a merger at her current org. Whether you are going through a merger or acquisition or not, there is some great advice on how to tackle the project, but also how to maintain a tech stack and database that is ready if a merger or acquisition does present itself. To learn more from Jessica, feel free to https://www.linkedin.com/in/jessica-l-meyers/ (connect with her on LinkedIn.)

Company mergers are a good time for taking stock of what works and what needs improvement. But the path is not always smooth. That's why Jessica Meyers, Director of Marketing Operations and Technology at PatientPop, Inc, really honed her ability to identify useful mistakes that helped her with multiple facets of Martech. In this insightful discussion with Jessica, we'll explore: Why marketing mistakes may be painful (and often VERY public), but are necessary for progress How to balance Martech needs and wants realistically during a merger, with examples from her own recent experience How to create a seamless transition from marketing to sales The best marketing operations communities for more learning Keep connected with us by subscribing on Apple Podcasts, Spotify, or anywhere you get podcasts. Check out our website at Taylor.com

A very special guest drops by for Episode 99! Our host Bryan Whittington has Jesse Gittler, Associate Director, Sales Development at PatientPop on the show to talk about building and leading a successful sales development team. This episode is must-listen for all of the sales development leaders in the audience! Connect with Jesse: https://www.linkedin.com/in/jesse-gittler-40019483/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ ebsGrowth Resources: Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/ Blogs: https://ebsgrowth.com/category/blog-articles/ Podcasts: https://ebsgrowth.com/podcast/ qGnLMrJLjypm1qsIWYIr

Hi and welcome or welcome back! You're going to love this episode. I've known about Justin Welsh since I saw him in a video clip with Chris Walker about 2 years ago, and I've been following his journey ever since. Justin Welsh is the founder of Justin Welsh Media. He's an angel investor in B2B SaaS and an advisor for healthcare SaaS. He has built digital courses for how to get followers and customers from LinkedIn and Twitter. He would know. Justin has almost 200k followers on LI and almost 65k on Twitter AND tons of engagement. In the past, Justin helped to build two $50M+ ARR companies and raise over $300M in venture capital (SVP of Sales at PatientPop, a Series C SaaS where he still serves as strategic advisor, and Director of Strategic Sales at ZocDoc). Here's what we hit on: Writing can be harder and take longer versus (for example) talking on a podcast. How do you have so much content to write every single day? What are those systems you use to produce 10-15 pieces of high-quality written content every single day; Top books and creators Justin follows and recommends; Most people push content out and don't analyze it...you do have to study it; What are the specific tools you use as part of your system; Justin's mission is to be a "diversified entrepreneur" and he's creating operating systems to do just that. Can you help explain what diversified entrepreneur means? What's your WHY; Justin built The Content OS digital course, what are your top learnings to share for folks that want to be successful at productizing their knowledge (HINT: Justin has a 5-step process); How to build and execute from $0 to $50M+ ARR at your startup...thinking back to PatientPop and ZocDoc, what were the milestones for the different stages, e.g. hiring, running experiments, marketing + sales collaboration, etc. What matters at each stage; What are your top challenges, what are you trying to figure out; What are 1-2 big sales trends you're seeing today that startups should be aware of (HINT: there's a big missed opportunity to empower your team to create content where your buyers are hanging out online); What are some goals you want to accomplish (personal, professional) in 2022. You can reach Justin on LinkedIn: https://www.linkedin.com/in/justinwelsh/ On Twitter: @JustinSaaS Find out more about Justin by visiting his website: https://www.justinwelsh.me/ For more content, subscribe to Modern Startup Marketing on Apple or Spotify (or wherever you like to listen). You can find Anna on LinkedIn: www.linkedin.com/in/annafurmanov or visit this website: www.furmanovmarketing.com Thanks for listening! --- Send in a voice message: https://anchor.fm/anna-furmanov/message

Kevin Dorsey is a Practice Lead at Winning By Design - focused on creating and leading world class coaching, training and content for SaaS Sales Leaders through playbooks, courses, training and on-going coaching. His belief is that frontline managers and directors are the KEY to any orgs growth, but are massively underserved from a training and coaching level Kevin has worked with top sales organizations and previously held roles with PatientPop, ServiceTitan, and SnackNation before joining PatientPop. In 2018 he was named one of the Top 10 Sales Leaders in the country by InsideSales.com, and is a highly sought after sales coach, consultant, and speaker for top national sales conferences. --- Send in a voice message: https://anchor.fm/morgan-williams0/message

In this episode Benji talks to Jordan Decker, Vice President of Demand Generation at PatientPop. B2B email can feel stale and robotic, but Jordan believes email can be exciting and extremely valuable to your companies bottom line. Todays conversation is a tactical dialogue on what's working for PatientPop in their email campaigns right now and how we can level up our next outreach.

Derek has an amazing perspective and was fortunate enough to work with two amazing leaders, Justin Welsh and Kevin Dorsey. He shares a ton of advice including: It's not the advice that matters, it is how you work through it with your hypothesis   No matter how much experience you have, you will still make mistakes.   There is nothing you can do to take away the feelings others experience. The temperament of a great leader and a rep are very different The primary variables to increase the average sales price

Inside Sales guru Kevin “KD” Dorsey stopped by to chat with Jamie Carney and Pete Jansons Kevin “KD” Dorsey is currently the VP of Inside Sales at PatientPop in Santa Monica. KD loves scaling sales teams. He's built teams from 0-150+ reps, revenues from 0-100M+ ARR (and counting). He believes in processes and systems, paired with skill development, as the code to success. KD also loves to share what he's learned, and what he's learning with others. He consults all sorts of different companies and people as they look to improve their results. He mentors and consults early, mid, and late-stage SaaS companies all across the world. Sharing his playbooks and processes for scaling sales teams successfully. https://www.patientpop.com/ https://www.linkedin.com/in/kddorsey3/ Be a SaasHole Patreon Supporter Have an idea for a topic, or guest? Pete@saasholes.net

Episode #19 - Bronwyn Perry-Huston - Professional Technical Interviewee with Taylor Dorsett My guest today is Bronwyn Perry-Huston. She is currently an Engineering Manager / Technical Lead at Cameo and previously she was a Senior Software Engineer at PatientPop. We talk about her interesting path into software development and things to keep in mind while interviewing. - Video: https://youtu.be/1qirr78JalU - Part Two - Technical: https://youtu.be/kIt0tmn-OxU - Audio only: https://ProfessionalTechnicalIntervieweewithTaylorDorsett.podbean.com/e/episode-19-bronwyn-perry-huston Guest: Bronwyn Perry-Huston - LinkedIn: https://www.linkedin.com/in/bronwyn-perry-huston/ - Cameo Website: https://www.cameo.com/ - Cameo Careers: https://careers.cameo.com/ If you enjoyed the show please subscribe, thumbs up, and share the show. Episodes released on the first four Thursdays of each month. Host: Taylor Owen Dorsett - Email: dorsetttaylordev@gmail.com - Twitter: @yodorsett - LinkedIn: https://www.linkedin.com/in/taylordorsett/ - Github: https://github.com/TaylorOD - Youtube: https://www.youtube.com/c/TaylorDorsett Editor: Dustin Bays - Email: dustin.bays@baysbrass.com - Twitter/Instagram: @Bays4Bays

David McNeil joins us from Boston, Massachusetts. He is the COO and President of PatientPop - a marketing company specializing in helping doctors and dentists expand their digital footprint and get found by patients. Hear his amazing personal journey and how a school presentation by his young daughter shook his world and catapulted him into crucial stages of growth at Salesforce and Hubspot and eventually, PatientPop. About Pete Maki and Alex Gallup, Hosts of Kick, Push, Pivot. Pete is a former Fortune 500 strategy consultant who is an expert at data analysis, solving organizational problems and helping put systems in place for organizations ranging from the Department of Defense to startups like SpinGlobal and LeadTech. Alex is an immersive design and customer experience expert who has created one of kind experiences for the Rolling Stones, Range Rover, Oculus and other unique brands. Based in the San Francisco Bay Area in California, Alex and Pete help organizations by providing strategies and unique services that help entrepreneurs in the health, technology, and nonprofit space grow.

Success in sales leaves clues that point to what works and what doesn't. Are you tracking success signals across your pipeline? Kevin "KD" Dorsey, VP of Inside Sales at PatientPop, shares how to use data to coach your team, spot at-risk deals, and fuel growth. You'll learn how to recognize critical success signals, focus on what matters most during pipeline reviews, and build a scalable sales checklist that drives better performance from everyone on your team.Key Takeaways:06:59 - What are the patterns of my sales team?13:22 - Develop people, manage processes15:39 - The first deal warning: problem agreements18:27 - Data Breakout: Plan your next steps...sometimes25:14 - How skill-based metrics can help your sales team32:30 - Listen to the language of your prospect37:21 - Using your tools to make a change41:18 - The psychology of sales.43:44 - Micro-action: Make your own checklistWant to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/Connect with Devin Reed: https://www.linkedin.com/in/devinreed/Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/Connect with Kevin Dorsey: https://www.linkedin.com/in/kddorsey3/

I just interviewed one of the top Growth Capital investors around. Todd Cozzens is Managing Partner of Transformation Capital, with 30+ years of experience in the digital health industry that includes founding, operating, building, investing in and exiting innovative companies.  He has a rare history of creating value both as an operator & as an investor. As investor, he's served on the Boards of leading companies PatientPop, LetsGetChecked, Sword Health, PatientPing, and Health Catalyst.   Previously, Todd co-led digital health investing at Sequoia Capital, where he helped build several breakthrough companies like AirStrip, MedExpress, ZirMed, SCIO Health Analytics, and Natera.   Prior to investing, Todd was a Founder & CEO of Marquette Medical (acquired by GE) and Picis (acquired by UnitedHealth Group)   Todd was a member of the US Sailing Team for three Olympiads, reaching a No. 2 worldwide ranking and winning several North American & European championships, two Bacardi Cups and a gold medal in the Pan American Games. Safe to say, Todd knows a thing or two about why, how, and when it's vital to make the difficult decisions around your team. The questions then is: Will you?

Jesse Gittler is a Senior Sales Development Manager at PatientPop. In this episode, Jesse goes behind the scenes of a top-performing sales development team. We talk about creating buy-in with your reps, getting them to go the extra mile, and tactically how he executes his week. Connect with Jesse on LinkedIn here and PatientPop here. Resources mentioned in the episode: Show Notes Page  Here are three more ways to get help with your prospecting: Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further. Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out. Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

In today's SaaStr podcast, we present the Cutting Edge. Where SaaStr's own VP of Sales, Bryan Elsesser sits down with the best revenue leaders in SaaS to share cutting-edge tactics and strategies. In this episode, Kevin Dorsey, VP of Inside Sales at PatientPop shares how to build trust in today's competitive market.

Welcome to another episode of Action and Ambition. We are lucky to have David McNeil, President & COO at PatientPop, on the show today. PatientPop is the market leader in practice growth technology platform that provides practices to increase patient acquisition, retention and deliver an outstanding patient over-all experience. With over a decade of SaaS leadership experience under his belt, David leads the all go-to-market functions and the growth strategy for the company. Prior to landing the role at PatientPop, David was Head of North America Sales at HubSpot responsible for accelerating growth across all segments and provide real value to prospects and customers. He is extremely passionate create an inclusive, safe and diverse environment where people can growth together, win together, and have fun together. Don't miss this episode. This one is truly a gem!

Sanjit "Sonny" Dhaliwal is the Inside Sales Manager at PatientPop. He's been promoted 4 times in the 4 years he's been there and is a rising star in the sales leadership world, referred to this podcast by THE Justin Welsh. In this episode, Sonny and I talk about: His professional acting career How he continues to move up within the organization Passion for Real Estate investing And much more This podcast is brought to you by Gong.io, the #1 Revenue Intelligence Company, and Postal.io, A Curated Experience Marketing Platform that Helps You Cut Through the Noise. If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: @TommyTahoe Instagram: @TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

Sanjit "Sonny" Dhaliwal is the Inside Sales Manager at PatientPop. He's been promoted 4 times in the 4 years he's been there and is a rising star in the sales leadership world, referred to this podcast by THE Justin Welsh. In this episode, Sonny and I talk about: His professional acting career How he continues to move up within the organization Passion for Real Estate investing And much more This podcast is brought to you by Gong.io, the #1 Revenue Intelligence Company, and Postal.io, A Curated Experience Marketing Platform that Helps You Cut Through the Noise. If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: @TommyTahoe Instagram: @TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

Kevin Dorsey is the VP Inside Sales at PatientPop. His long list of awards includes being named a top LinkedIn Sales Voice, Sales Development Exec of the Year and Salesforce Top Sales Influencer to Follow. This is hands down one of my favorite podcasts of the year. We talk about the psychology of sales, mindset, why sales is a game of quantity & quality and SO much more. I guarantee that you will be smarter if you listen to this podcast. If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

Kevin Dorsey is the VP Inside Sales at PatientPop. His long list of awards includes being named a top LinkedIn Sales Voice, Sales Development Exec of the Year and Salesforce Top Sales Influencer to Follow. This is hands down one of my favorite podcasts of the year. We talk about the psychology of sales, mindset, why sales is a game of quantity & quality and SO much more. I guarantee that you will be smarter if you listen to this podcast. If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

Liz Lee is a Senior Sales Director at Optimize.Health and was formerly the Sr. Director of Inside Sales at PatientPop. Liz joined the podcast to talk about transitioning from account to sales, how mentorship has helped her career and why energy is such a key factor for success. If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

Liz Lee is a Senior Sales Director at Optimize.Health and was formerly the Sr. Director of Inside Sales at PatientPop. Liz joined the podcast to talk about transitioning from account to sales, how mentorship has helped her career and why energy is such a key factor for success. If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

Join us in the latest episode of The Revenue Architect Podcast, as Jeff Ignacio and Kevin Dorsey, VP of Inside Sales at PatientPop and Mentor at 500 Startups - discuss how playbook-led selling helps accelerate sales success.  Connect with https://www.linkedin.com/in/kddorsey3/ (Kevin Dorsey) Connect with https://www.linkedin.com/in/jeffbethechange/ (Jeff Ignacio) As always, thanks to https://salesiqglobal.com/ (Sales IQ Global) for powering The Revenue Engine Podcast. Don't forget to subscribe!

Success in sales leaves clues—patterns that point to what works and what doesn’t. But are you tracking these success signals across your pipeline? Kevin "KD" Dorsey, VP of Inside Sales at PatientPop, shares how to use data to coach your team, spot at-risk deals, and fuel growth. You’ll learn how to recognize critical success signals, focus on what matters most during pipeline reviews, and build a scalable sales checklist that drives better performance from everyone on your team.

Jared Jost, VP of Marketing at PatientPop, joined me on the Modern Startup Marketing podcast. Prior to PatientPop, Jared was at Twistlock (cybersecurity startup that got acquired by Palo Alto Networks) and Smarsh (SaaS). PatientPop was founded in 2014, has ~450 people and is based out of Santa Monica, CA. They've raised Series C ($125M total). PatientPop makes it easy for healthcare providers to attract more patients, manage their online reputation, modernize the patient experience, and automate the front office. From searching for a provider online, to checking their website + reviews, to booking an appointment, to getting an alert, then getting an automated survey, and finally leaving a review online. Enhancing every digital touchpoint along the patient journey. Here's what we hit on: Jared was VP of Demand Gen at PatientPop for almost 2 years, then became VP of Marketing - so what does marketing mean to him; What Jared focused on with marketing efforts when he joined PatientPop 3.5 years ago (they were at Series A); How to thread marketing into the sales process to create pipeline, opportunities, and revenue; How the marketing team is structured now; Marketing channels that are working really well (HINT: PPC + organic but there are nuances); During COVID we learned that breaking up the content funnel makes us better marketers; How we used internal data and thought leadership to increase trust and propel the brand; Challenges related to staying relevant and scaling the company; Taking the company from Series B to Series C funding and what that means for marketing; Building a simple tool to use on your website that addresses the buyer's pain point (quickly) and propels growth faster; Some bad marketing recommendations that Jared can't stand (HINT: it's about leads); How Jared defies convention and tries to take a different approach. You can find Jared on LinkedIn: www.linkedin.com/in/jaredjost Find out more about PatientPop: www.patientpop.com For more content, subscribe to Modern Startup Marketing on Apple or Spotify (or wherever you like to listen). You can find Anna on LinkedIn: www.linkedin.com/in/annafurmanov or visit this website: www.furmanovmarketing.com Thanks for listening! --- Send in a voice message: https://anchor.fm/anna-furmanov/message

Is there ever a moment when you can say, “I MADE IT?” Join Jacob Gebrewold and the Sales for the Culture crew as they get real with Black folks about success, finding opportunities, and how they used tech sales to change the game! This week we are chopping it up with Kevin "KD" Dorsey, Linkedin Top Sales Voice 2020, InsideSales Top 10 Sales Leader, Sales Dev. Exec of the Year and VP of Inside Sales at PatientPop.

Kevin “KD” Dorsey is the VP of sales at PatientPop and runs a Patreon group, Inside Sales Excellence, with the tag line, “Live Better, Sell Better.” He also hosts his own podcast, “Live Better, Sell Better.” He talks about bringing the person in the salesperson. He shares best practices within the sales profession and personal development, leading to numerous recognitions. After this episode, you will see why. KD goes in-depth on his framework of living a better life, tactical stories on prospecting and closing, and sharing his Go-To-Market Strategy framework.

Liz Lee is an outstanding business woman and is an ultra-high performer in the field of software sales. Liz graduated from the University of Southern California (USC) where she achieved a Bachelor's Degree in Accounting. Upon graduation, Liz used her accounting degree to launch a career in Tax Consulting with Deloitte, one of the “Big 4” accounting firms. Throughout her time working with Deloitte, Liz was able to experience working abroad in Amsterdam as well as spending time working in their Los Angeles office. After her experiences with Deloitte, Liz made the transition from Corporate America to the Start-Up World when she accepted a position with a start-up company that helps healthcare practices like dentists and medical professionals better serve their patients and business called PatientPop. Starting at PatientPop as an entry-level Sales Representative, Liz paved her path to success by shattering her sales quotas, sometimes by up to almost 250%. This led to Liz achieving the title of Senior Sales Director in just three years! Liz came to the realization that sales and the World of Start-Ups was her true passion. After her time with PatientPop, Liz joined Verkada, which is a rapidly growing startup that provides security systems to large companies. Liz helped Verkada grow tremendously during her time with start-up as a Mid-Market Account Executive. Now, as of December 1st of 2020, Liz is entering a new role as the Senior Sales Director for a start-up called optimize.health. Join us for this exciting conversation with Andrew, Jeremy, and Liz.

(3:07) Self-educating vs. learning in academia.(5:50) Determining career & lifestyle motivations.(10:18) Kevin's fallout with first mentor.(18:30) Advancing quickly by bringing structure to unstructured teams.(20:12) Kevin's leadership mistake of trying to create miniature versions of himself.(21:25) How much of your full personality should you bring to sales? How much you should follow the recipe?(25:00) What your buyer wants as opposed to the routine sales teams want to create.(31:00) Using a handful of reps to prove out concept of predictable revenue.(34:08) Knowing when it's time to leave your baby.(36:43) On VPs of Sales being set up to fail, and how to ask the right questions to determine your expectations.(42:00) Pros and Cons of bootstrapping.(45:00) Where to go once you've raised funds.

Justin Welsh is the founder of JW Strategic Advisory. Prior to that, Justin spent a decade in sales and leadership positions. After a few failed efforts, Justin landed at ZocDoc helped to grow it into one of the fastest companies in the world. Justin then took on the role of CRO at PatientPop and spent 5 years scaling them from $0 to $50M and from 1 to 150+ salespeople. Along the way, he's grown his LinkedIn following to nearly 60,000 people (and counting). He's now consulting some of the world's fastest-growing companies and helping other grow their following with The LinkedIn Playbook. In this conversation, we discuss: Why Justin got fired from his first 3 sales jobs and his career turning point How to network early in your career How Justin manages his time, finances, and personal relationships And more... You can connect with Justin on LinkedIn. For more content, check me out on LinkedIn, Twitter, Instagram, and YouTube. All other content is also hosted on MillennialMomentum.net. If you enjoyed today's conversation, please subscribe, leave a review and tell a friend.

Justin Welsh is the founder of JW Strategic Advisory. Prior to that, Justin spent a decade in sales and leadership positions. After a few failed efforts, Justin landed at ZocDoc helped to grow it into one of the fastest companies in the world. Justin then took on the role of CRO at PatientPop and spent 5 years scaling them from $0 to $50M and from 1 to 150+ salespeople. Along the way, he's grown his LinkedIn following to nearly 60,000 people (and counting). He's now consulting some of the world's fastest-growing companies and helping other grow their following with The LinkedIn Playbook. In this conversation, we discuss: Why Justin got fired from his first 3 sales jobs and his career turning point How to network early in your career How Justin manages his time, finances, and personal relationships And more... You can connect with Justin on LinkedIn. For more content, check me out on LinkedIn, Twitter, Instagram, and YouTube. All other content is also hosted on MillennialMomentum.net. If you enjoyed today’s conversation, please subscribe, leave a review and tell a friend.

Justin is a revenue operator, executive mentor, and SMB SaaS advisor with over 10 years' of revenue leadership experience. He helps founders to drive scalable growth past $50M in recurring revenue. Most recently, Justin led PatientPop from $0 to $51M in recurring revenue and built the sales organization from 1 to 150+ people in just 4 years. He specializes in SMB SaaS sales and the go-to-market strategy for SMB SaaS products where he figures out the best way to sell them, who to sell it to, and how much to sell it for. He basically partners with early-stage founders to craft the sales story and achieve scale. He left his full-time executive role at PatientPop to open his boutique advisory company located in Nashville. Justin also Co-Founded an investment firm called The Shelby Project with his wife. where they help tiny entrepreneurs thrive and where all investments are made from their personal capital.  Outside of work, he loves spending time with his wife, hiking, reading, playing with his 3 dogs, drinking craft beer, and tinkering with new ideas.  During this interview we cover: 00:00 - Intro 01:39 - Justin's Background, Early Ventures & Where He Is Today 05:10 - $0 to $50M in ARR & 1 to 150+ People Sales Team  08:02 - Leaving After $51 m in ARR & Starting a SMB Boutique Advisory Firm 10:37 - Typical Pain Points In Sales Of SaaS Founders  12:44 -  Justin's Niche & Best Type Of Customers 15:21 - Go-To-Market Playbook For Proven Performance 17:56 - Sales Cycle Aligned Between Service, Sales Team & Customer 20:43 - Hiring Effective, Coachable & Curious Top Performers  22:38 - The Reverse Robin Hood For Sales Teams 25:48 - When it Makes Sense To Hire a VP of Sales 28:11 - Improving Conversion Rate in B2B SaaS 30:37 - A Jack of all Trades is a Master of None 32:15 - Marketing & Setting Goals in a  Personal Brand vs a Business Brand 35:24 - Top Mentors 37:22 - What does Success Mean To Justin Welsh Today 38:20 - Get In Touch With Justin Mentions: https://www.patientpop.com/ (PatientPop) https://theshelbyproject.co/#work (The Shelby Project) https://www.gravysolutions.io/ (Gravy Solutions) https://www.outreach.io/ (Outreach) https://www.gong.io/ (Gong.io) https://tobacapital.com/ (Toba Capital) https://scale.healthcare/ (Scale.healthcare) Terms: https://www.saasoptics.com/saaspedia/arr/ (ARR - Annual Recurring Revenue) https://searchitchannel.techtarget.com/definition/go-to-market-strategy-GTM-strategy (GTM - Go To Market) https://www.propellercrm.com/blog/product-market-fit-pmf (Product Market Fit  - (PMF)) https://www.optimizely.com/optimization-glossary/lifetime-value/ (LifeTime Value  - (LTV)) https://medium.com/@tonihohlbein/whats-the-best-ae-to-bdr-ratio-a433274f3107 (AE to BDR/SDR-Ratio) https://www.lightercapital.com/blog/what-is-acv-in-sales/ (ACV - Annual Contract Value) People: https://www.linkedin.com/in/cyrus-massoumi-58330b/ (Cyrus Massoumi)  https://www.linkedin.com/in/jasonmlemkin/ (Jason Lemkin) Get in touch with Justin: https://www.linkedin.com/in/justinwelsh/ (Justin's Linkedin) Tag us & follow: https://www.facebook.com/HorizenCapitalOfficial/ (Facebook) https://www.linkedin.com/company/horizen-capital (LinkedIn) https://www.instagram.com/saasdistrict/ (Instagram) https://www.youtube.com/channel/UCYvpqdVVSlSMunWiEwlMjzw (YouTube) More about Akeel: Twitter - https://twitter.com/AkeelJabber (https://twitter.com/AkeelJabber) LinkedIn - https://linkedin.com/in/akeel-jabbar (https://linkedin.com/in/akeel-jabbar) More Podcast Sessions - https://horizencapital.com/saas-podcast (https://horizencapital.com/saas-podcast) 

Kevin "KD" Dorsey joined Chris on State of Demand Gen this week to talk about how B2B can learn from B2C, especially in regards to influencer marketing. They discuss their thoughts on B2B influencer/user marketing and why SaaS companies in particular should be considering this approach. For more content, subscribe to State of Demand Gen on Spotify or Apple Podcasts. Tired of just listening? Check out Refine Labs on LinkedIn and YouTube.

In this Sales Influence (r) Podcast I speak with the VP of Inside Sales at PatientPop Kevin KD Dorsey. In this interview we get into what the best salespeople are doing to be successful, we talk systems, we talk failure and Kevin shares a funny sales story that will have you rolling! PatientPop is the only all-in-one practice growth solution. By enhancing and automating each touchpoint in the patient journey —

Jeff and I worked together for a short time at PatientPop, and I was so impressed with him that I asked him to come on and talk about how we can work better with Sales Ops to make our teams more successful. Episode transcript Next Level Mastermind Group

For as much potential as entrepreneurship and the business world can offer, the road to business success isn’t a straight line. No matter what you’re trying to accomplish, there are going to be roadblocks and obstacles in the way. In fact, there may be some major setbacks that may want you to completely give up. But for those entrepreneurs and employees that stay optimistic and keep chipping away at those obstacles, they are much more likely to achieve their professional goals. To learn more about bouncing back from failure and achieving business success, we were pleased to sit down with Justin Welsh. Justin is the founder of JW Strategic Advisory, which is an advisory firm that helps SMB SaaS companies advance toward $50 million in recurring revenue. Before starting JW Strategic Advisory, Justin was a strategic advisor at PatientPop, where he acted as interim CRO during a Series C raise of $50 million. He also was a sub-ten employee at ZocDoc in various leadership roles. Before all of these impressive accolades, however, Justin faced some hard times, but he was able to bounce back from them and achieve massive business success. In his conversation with Dubb founder Ruben Dua, Justin discussed topics like his origin story, Justin’s failures in his 20s (including several firings), advice on how listeners can take their careers to the next level, why the Internet offers a huge opportunity for everyone (but especially young entrepreneurs), why taking small risks can drastically increase your odds of long-term success, how Justin continues to grow at JW Strategic Advisory and Justin’s advice to SaaS companies. Want to learn more from Justin about his entrepreneurial journey to growing a $50 million business? The story continues at dubb.com. Chat with us on social media: Dubb Facebook: https://www.facebook.com/dubbapp Linkedin: https://www.linkedin.com/company/dubb/ Instagram: https://www.instagram.com/dubbapp/ Twitter: https://twitter.com/dubbapp Youtube: https://www.youtube.com/dubbapp Ruben Dua Facebook: https://www.facebook.com/rubendua Linkedin: https://www.linkedin.com/in/rubendua Instagram: https://www.instagram.com/rubendua/ Twitter: https://twitter.com/rubendua Medium: https://medium.com/@rubendua Youtube: https://www.youtube.com/user/theqbe About Dubb Do you want to be like the 10K+ people who use Dubb to boost their business with easy video communication? Here’s how people use Dubb to win... Easy Video Sharing to Streamline Comms Instantly record and share videos via Gmail, LinkedIn, Outlook, CRMs, and more to quickly build trust and increase sales. Drive Conversions for Your Business Book meetings, capture video testimonials, drive conversions, and more with customizable call-to-action buttons. Automate Your Marketing with Ease Create campaigns, email broadcasts, landing pages, funnels, and automatic workflows to streamline communication for your entire business. --- Send in a voice message: https://anchor.fm/connection-loop-dubb/message

Focus on process over outcomes is a sales leadership superpower that allows VP of Inside Sales at PatientPop Kevin "KD" Dorsey to coach his team through small improvements in habits and sales motion to big success. KD joined me on the latest episode to share his unique, people-centric sales and performance wisdom that includes advice on acting with intention, starting "laughably small" with behavior change, and why sleep is "just what matters" when caring for the person in salesperson.

Justin Welsh cut the days to close in half at PatientPop and takes us through some super actionable tactics on disco and closing.Four Actionable Takeaways:Plant pain early in your discovery through extreme industry expertiseUse an upfront contract to propose next steps at the beginning of the callUse the rule of 2 when you hit a tough objection - “this typically means 1 of 2 things”Ask for permission before hard questions like “if you didn’t have a team, would you buy?”Justin Welsh’s Path to President’s Club:Founder, Justin D Welsh, LLCHead of Sales at PatientPopDirector of Sales at ZocDocFocus Areas: Discovery, Closing

Justin Welsh, founder of JW Strategic Advisory, former SVP of Sales at PatientPop, and current #linkedinfluencer discusses the role of personal brand building and how you should use it to elevate your career in sales. Sign up for #celebrate20 hereThe LinkedIn PlaybookConnect with Devin ReedConnect with Sheena Badani

I'm excited for this episode because I've worked with both of these guys since they started at my old company, PatientPop. In about 3 years they each went from SDR to AE to AE manager. We cover being coachable as a leader, making sure your reps feel connected, and more! Check out the Private Mastermind here! Get the episode transcript. As always, I'd love to hear your thoughts and suggestions! Follow me on LinkedIn or send me an email (derek@derekjankowski.com)

Justin Welsh is the former CRO of PatientPop, where he helped grow revenue from nothing to $50 million. Today, he advises and consults for small-to-midsize SaaS companies. In this episode, Justin and Jeremey talk about lessons Justin learned in starting as a VP of Sales with just one rep all the way to growing and leading a successful sales organization. Listen in as they discuss what Justin looked for in the hiring process and why it’s important for salespeople to build their own brand. Visit SalesLoft.com for show notes and insights from this episode.

In this episode, Justin opens up about how he built a successful tech career in sales despite experiencing failure after failure in his earlier years. From struggling in school as a teenager to jumping from job to job in his early twenties, Justin recounts the moments that led him to bet on himself and others that threatened his sense of self-worth. We further discuss how he found the motivation that enabled him to find his own path.About Justin: Justin Welsh is an SMB SaaS advisor, executive mentor, and operator with 10+ years of revenue leadership experience. He recently led LA-based PatientPop from $0 to $50M+ in ARR in 4.5 years. Justin specializes in SMB SaaS sales and partners with early-stage founders to craft the sales story and achieve scale. Prior to PatientPop, Justin was the 10th employee at NY-based ZocDoc, where he held multiple revenue leadership roles over nearly five years.

Jeff Ignacio is the Head of Revenue and Growth Operations at UpKeep, managing the Go To Market Systems and Enablement teams. Prior to working at UpKeep Jeff spanned a variety of roles at both large tech firms such as Accenture, Intel, Google, and high growth ventures such as Vizier (viz-ier) and PatientPop. In this episode of the Customer Conversations podcast, Sean and Jeff cover The difference between product fit vs. go to market fit Expanding from early adopters and engaging the early majority Monitoring a customers risk profile Defining and managing a post-sales cycle Resources: Product Lifecycle - https://www.amazon.com/Diffusion-Innovations-5th-Everett-Rogers/dp/0743222091 Crossing The Chasm - https://www.goodreads.com/book/show/61329.Crossing_the_Chasm Sales Enablement Podcast - https://www.ringdna.com/sales-enablement-podcast-with-andy-paul Connecting with Jeff: Connect with Jeff on LinkedIn - https://www.linkedin.com/in/jeffbethechange/

Kevin "KD" Dorsey is VP of Inside Sales at PatientPop. This is the audio excerpt from the live webinar we did together on the Think Outside the Script summer virtual tour. This is a masterclass in how to write great cold emails from the man himself. Learn personalization strategies, copywriting, and effective ways to follow up. Connect with Kevin on LinkedIn here and check out PatientPop here. Resources mentioned in the episode: Think Outside the Script Summer Virtual Tour https://tour.blissfulprospecting.com/ --- Show Notes Page https://blissfulprospecting.com/podcast --- Reply Method Guide https://blissfulprospecting.com/reply-method/ --- Become a Think Outside the Script Member https://community.blissfulprospecting.com/

Can we call this digital health anymore? What do we call it? On Episode 146 of Health in 2 Point 00, Jessica DaMassa asks Matthew about Amwell filing for their S1, Lyra Health getting $110M to develop their mental health platform, PatientPop raising $50M to improve SEO for doctors and patients (they also brought Johnathan Bush on their board!), Brightline closing $20M for their behavioral health platform for kids, and Science 37 getting $40M for their site-less clinical trials

Everyone knows sales is hard, and there are no happy accidents. Everything you do as a leader matters; the 1:1, building culture, setting goals, connecting to people rather than numbers. But maybe most important is to help your team build belief. If your salespeople believe they can reach their goals both professionally and personally, your team will exceed those goals, and it won’t be an accident.

Justin Welsh is an SMB SaaS advisor and executive mentor who enables founders to drive scalable growth. He recently led LA-based PatientPop from $0 to $50M in recurring revenue. On today's episode, we get serious about a topic Justin believes more sellers should be paying attention to: building your own brand as a seller. I enjoy having the opportunity to talk with yet another emerging young leader in sales. I love hearing these new voices with new ideas and new perspectives on what needs to happen to drive the sales profession forward. So we’re going to dive into a wide range of topics including what and who are the major influences on how sellers learn how to sell. And what sales management needs to learn in order to better help sellers improve their performance. Learn more about your ad choices. Visit megaphone.fm/adchoices

Get Kevin Dorsey's formula for cold email based on thousands of emails he's written and sent through his work as VP of Sales at PatientPop. You'll learn how Kevin turns bland outreach into responses and meetings, the amount of research and personalization you need in order to be successful at cold outreach, and whether it'll keep working in the future.Kevin on LinkedIn

Hope is dumb.  Sure, we talk a lot as humans about hope. We hope things will work out. We hope we’ll get that promotion. We hope that our team will win. We hope we’ll land that prospect.  But as Kevin Dorsey likes to say, “Hope has killed more dreams than it has ever created.”  In this episode, Co-Host Patrick Downs interviews Kevin Dorsey, VP of Inside Sales at PatientPop to find out why hope is hurting your team far more than it could ever help them. Kevin covered: The danger of placing too much of your strategy in hope Why you need to stop focusing on selling the future How to unsell a prospect’s current solution You can find this interview, and many more, by subscribing to the B2B Growth Show on Apple Podcasts, on our website, or on Spotify.

There are a great many misconceptions about sales as a profession. Unfortunately, some of these erroneous beliefs can manifest in ways that tangibly and even negatively affect your performance. We want to change that.  In this episode of INSIDE Inside Sales, Darryl welcomes Inside Sales Training Speaker and Superstar, Kevin “KD” Dorsey. Darryl and Kevin get right to work debunking the 5 most popular and damaging misconceptions people have about sales. They break down the myths of needing to be a natural talent to succeed, the necessity to be an extrovert, as well as the requirement to be money motivated. Learn some fantastic tips on how to overcome these unnecessary barricades to success on this episode of INSIDE Inside Sales! About Darryl's guest:  Kevin leads and develops the inside sales team at PatientPop, where each member shares the goal to help practices grow and thrive. Kevin has worked with top sales organizations and previously held roles with ServiceTitan and SnackNation before joining PatientPop. In 2018 he was named one of the Top 10 Sales Leaders in the country by InsideSales.com, and is a highly sought after sales coach, consultant, and speaker for top national sales conferences. Kevin studied Kinesiology at the University of Wisconsin before beginning his career in sales and business. INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

Kevin "KD" Dorsey (VP of Inside Sales at PatientPop) and I discuss how to improve inside sales performance and why taking responsibility for investing in our own sales-education has been key to our success. _ Arm your team with the tools they need to work from anywhere: www.ringDNA.com/andy Learn more about your ad choices. Visit megaphone.fm/adchoices

Kevin “KD” Dorsey teaches us to get prospects to admit to their problems without asking unnatural, off-putting questions. Killer questioning tactics while still sounding human.Four Actionable Takeaways:Use problem ?’s ending in “so that _____ doesn’t happen.” Then give multiple choice.Use a slight downtone when hearing the response to get prospects to lean inUse bucket questions to get your prospect to agree to 1 of 2 problems they’re havingUse “I think this might make sense” before coming in hot with your value propKD’s Path to President’s ClubVP of Inside Sales @ PatientPopHead of Sales Development & Enablement @ ServiceTitanInsideSales Top 10 Sales Leader + Sales Development Executive of the YearFocus Areas: Discovery, Prospecting

Today we have Justin Welsh, Founder of The Official Justin and Interim CRO of PatientPop, on the State of Demand Gen podcast to share his candid observations and hot takes on the current sales climate, 3 months into the COVID-19 pandemic. He shares his observations on outbound and inbound sales activities, what sales reps should be doing more of right now, and how smart companies are pivoting. Chris and Justin then discuss why VP Sales are often not set up for success when starting at a new company, and Justin asks Chris about ungated content and if there is ever or will ever be a time and a place for content to be placed behind a form fill.

If it ain't broke, don't fix it; we've all heard this saying, but when it comes to the world of sales and our process, how relevant is this? Do we risk being left behind by sticking to what we know or by looking to change up what we do, can we lose our way? Alongside this, why is it that sometimes we struggle to get everyone aligned to the process and believing in it; as opposed to doing it their way? To discuss this topic I'm joined this week by Kevin "KD" Dorsey & Ashley Kelly Mealy. Kevin is recognised as InsideSales Top 10 Sales Leader, Sales Development Exec of the Year, a Top 100 Sales Coach and VP of Inside Sales & PatientPop. Ashley is Senior Director of Sales Development and Co-Founder of SDReady; a free Slack community focused on helping individuals start a tech career. KD, Ashley and I will be discussing this topic, along with top traits they feel are required for sellers to be successful, including why we shouldn't confuse resiliency with grit. Plus, how you can personally deal with rejection when it pops up in sales, along with how you can create a culture to support those around you when it happens.

On this episode Kevin Dorsey - VP Inside Sales @ PatientPop joins me to talk about his story! A background in Kinesiology to a dynamic career in the world of Sales. Invest in yourself is his foundation so enjoy KDs story!YOUR INTENTION MATTERS - because that's the result you'll tend to get.

We got a juicy one for you all! On this episode, Drs Nii & Renee answer questions submitted by listeners. We’re helping an anesthesiologist who has over $600,000 in student loan debt pay off his loans as quick as possible. We also answer if a Family Medicine intern should quit her residency to start building her wellness and nutrition business. Also stay tuned for our opinions on Vice President Mike Pence visiting The Mayo Clinic without a mask on. Trust me, you don’t want to miss this episode!!   Send your questions or comments to: IG - @drniidarko Speakpipe – drniidarko.com Email: Drnii@drniidarko.com   The episode is brought to you by PatientPop. Check them out at www.patientpop.com

What’s good everyone, New series!!! Sometimes you have to meet doctors where they’re at. It takes a lot to get on a podcast and be 100% honest about how your practice and put your name on it. So, I’ve started a series where I interview doctors who have important stories for us to learn from – they just would rather stay anonymous. I don’t have a problem with it, and neither should you. Information is power, and we got a ways to learn before we can say we’re in the driver’s seat with healthcare. My very first guest is a physician who trained at one of the finest medical institutions in world and decided to join a private practice. He lets us in to what it was like for a hedge fund / venture capitalist firm to purchase his group and the drastic effects it had afterwards. Doc keeps it real on this episode. He also talked about: Making hard decisions between happiness and the almighty dollar His attending’s thoughts on locum tenens What does being a partner mean in private practice The warning signs we all need to pay attention to when in practice. The episode is brought to you by PatientPop. Check them out at www.patientpop.com

Interested in how industry leaders are maintaining forward progress in today's economy? Justin Welsh (previous SVP Sales at PatientPop) hosted a panel with Ralph Barsi - Tray.io's VP Global Inside Sales, Anna Phalen - Jellyvision's VP of Sales & Account Management, and Stephanie Jenkins - Glassdoor's VP SMB Sales to share tactical advice on what's working in their businesses and the trends they're seeing in the industry. Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Welcome back to the latest episode of The Freedom Formula for Physicians Podcast. I've been listening to quote a few other podcasts lately. One in particular is focused on dentists. What's fascinating to me as I listen and learn from these dental entrepreneurs is how much they are focused on having a steady stream of patients that aren't referrals from other clinicians. I really believe that the most financially successful physicians in the future are going to be those that are less reliant on reimbursements and more reliant on their own brand. From what I've seen so far, these physicians seem to have far more control over their time and their financial freedom. So, today, I'd like to empower you with information to help you do this. You my friend are the captain of your ship, in control of your destiny. Our guest today has been focused on business development with a healthcare, tech generated focus throughout his whole career. He's been working in and around physicians for over a decade and has seen what is successful and what is not. What's really awesome about his current company is that they are focused on patient acquisition, reputation management, & retention marketing specifically for physicians. So, let's dive on in. I know we're going to learn a ton today. Please help me welcome Matt Pierce from Patient Pop. In this podcast, you will... Learn why a hospital based physician could (& probably should) utilize a system like this Discover the 3 most important components of physician marketing Learn how PatientPop proactively helps physicians collect reviews that are fantastic & in addition get constructive criticism from pissed off patients [without hurting your rep online] In the BONUS whole unedited interview... Learn the difference between ZocDoc & PatientPop Discover the pros and cons of this SaaS (software as a service) & what you give up Learn why a holistic marketing approach may be better  How their system works & where it could help your practice Resources Mentioned In This Podcast PatientPop ZocDoc The Freedom Formula for Physicians The WHOLE UNEDITED INTERVIEW WITH MATT PIERCE  

Customer support is my passion. Embedded within the Finance department at PatientPop, I've been empowered to help our customers resolve challenges with payments while strengthening the relationship. I've actively contributed and grown with a company that has more than doubled in size, stretching my abilities to fit the needs of a growing company. (Startup life means there's no job too big or small. We just get it done.) https://www.linkedin.com/in/yessicareedy/

Can you motivate your team to reach new levels of performance, or are differences in motivation just genetic? Justin Welsh, former VP of Sales at PatientPop, talks about his approach to motivation, and what you can (and can't) do to keep your team motivated. Justin also reveals his formula for selling anything - one based on copywriting! - and discusses the differences between selling products and services.Want the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/justin-welsh---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletter Don't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.

Michele Trankovich is a Senior Sales Director and Team Lead at PatientPop, where she is the top revenue producer of all field sales reps and an incredibly consistent contributor. PatientPop is the only all-in-one practice growth solution. Their goal is to help healthcare providers to attract more patients, manage online reputation, modernize the patient experience, and automate their front offices. Michele is a high-performance marketing, sales and business development leader with expertise in marketing company products and services with a strong focus on implementing social media, internet strategy, and reputation management. She has a proven track record of business development, strategic partnerships, and building high-functioning teams. Michele prides herself on being a proactive sales leader who delivers measurable growth and proven results.

This week on the Sales Hacker podcast, we speak with Justin Welsh, Founder at The Official Justin. Justin is the former SVP of sales at PatientPop and a current advisor to it, as well as a tremendous number of SMB SaaS companies. When he left PatientPop, he helped grow it to over 60 million in recurring revenue. They've raised over $75 million in funding and he's putting out a lot of amazing content on LinkedIn, including a Sunday newsletter, called the Weekly Content Rundown. What You'll Learn    Lessons Justin learned from a career in startups Top mistakes companies make (hint: it's hiring) Data isn't the whole answer -- you need anecdotal feedback, too How to manage downwards and upwards Creating a culture of winning means investing in employees  

This week on the Sales Hacker podcast, we speak with Justin Welsh, Founder at The Official Justin. Justin is the former SVP of sales at PatientPop and a current advisor to it, as well as a tremendous number of SMB SaaS companies. When he left PatientPop, he helped grow it to over 60 million in recurring revenue. They've raised over $75 million in funding and he's putting out a lot of amazing content on LinkedIn, including a Sunday newsletter, called the Weekly Content Rundown. What You’ll Learn    Lessons Justin learned from a career in startups Top mistakes companies make (hint: it’s hiring) Data isn’t the whole answer -- you need anecdotal feedback, too How to manage downwards and upwards Creating a culture of winning means investing in employees  

Justin Welsh, founder at The Official Justin and former SVP of Sales at PatientPop, walks us through the essential elements that should go into your recruiting process if you want to build a world-class sales team.Watch the videohttp://bit.ly/demoday_15_pcCheck out our website!http://bit.ly/coefficientlabs_15_pcGuest - Justin WelshLinkedIn: https://www.linkedin.com/in/justinwelsh/Website: https://www.theofficialjustin.com/Twitter: https://twitter.com/JustinSaaSFollow Us!LinkedIn: www.linkedin.com/company/coefficient-labsInstagram: www.instagram.com/demodaypodcast/Facebook: www.facebook.com/coefficientlabs/Twitter: https://twitter.com/coefficientlabsContact Information:social@coefficientlabs.com

Creating a powerful demand gen engine isn’t just about mastering the art of inbound. And you certainly can’t just rely on outbound. PatientPop is a great example of a company that mastered the art of allbound—a combination of both approaches—to improve sales and marketing alignment and maximize their revenue results. During this session, you’ll hear from both sales and marketing about how they mastered this approach by having tough conversations and taking a hard look at their existing processes.

Ryan O'Hara sat down and talked with Derek Jankowski at PatientPop about how he builds, hires, and onboards new sales reps.

"Your sales methodology is irrelevant" that's the view of Kevin Dorsey, VP of Inside Sales at PatientPop, a rapidly growing platform that helps doctors increase the visibility of their practices with digital marketing. Kevin has put out some thought provoking content on LinkedIn, inspired by his frustrations having been on the receiving end of terrible sales demos and we discuss that and more in this episode. He doesn't hold back on calling out poor practice, sharing experiences leading and managing a sales team in a rapidly growing company. In the episode we cover two main topics: In the first part we discuss selling to VPs of sales and other senior sales leaders, the challenges and opportunities, knowing your numbers, and the importance of understanding the mindset, and often times inexperience, of your buyer. In the second we focus on Kevin's thoughts on what's wrong with blindly following a sales methodology, he outlines what Sales Coaching at PatientPop looks like, the role that the book The Talent Code has had on his approach, and shares both strategy and tactics for improving performance when coaching sales teams. For full show notes and free sales coaching resources visit: https://www.refract.ai/blog/sales-methodology

Justin Welsh is the former SVP Sales @ PatientPop, the startup that offers the first all-in-one practice growth platform that’s HIPAA-compliant and is proven to grow your practice. During his 5 years at PatientPop, Justin grew sales from $0 to $56m alongside the full build-out of the sales team. Before PatientPop, Justin was one of the first 10 employees at ZocDoc, where he spent 4 years in different roles including Director of Strategic Sales.  In Today’s Episode We Discuss: How Justin made his way into the world of Sales and came to be one of the industry's leading scale up Sales leaders with PatientPop and ZocDoc? How did Justin experience burnout? What were the first indications and signals for him that he was suffering from it? How did it manifest itself in how he carried himself and his behaviour? How did Justin communicate the situation to his bosses? What does Justin advise others in communicating burnout to their superiors?   As a manager observing their team, what are signs that an individual is burning out? What is the right way to approach them to discuss the situation? What options do managers have available to them when faced with a burned out employee? How does micro-management fit into the signals that suggest clear burnout of the individual?  Justin has said before that “culture must precede performance”, what did he mean by this? What actions and communications must they adopt to ensure that this feeling of culture over performance is accepted by the team? With that in mind, how does Justin think about KPI and goal-setting? What can leaders do to create an environment of safety for their team? Where do many leaders go wrong here?  Having seen multiple scaling culture, where do SaaS organisations tend to break down both in terms of culture and process? What are those inflection points? What can be done to actively mitigate these 2 significant points of failure?    Justin’s 60 Second SaaStr: What does Justin know now that he wishes he had known when he started at PatientPop? Sales leader Justin most respects and why? If Justin could change one thing about the world of SaaS today, what would it be?  Read the full transcript on our blog.  If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Justin Welsh Ever feel like you can’t really connect with prospects or have an organized workflow to get deals closed? Outreach.io, the leading Sales Engagement platform, supports sales reps and their managers by making it simple to humanize and personalize communication at scale; automating the soul-sucking manual work; and dramatically increasing the productivity and efficiency of all revenue-generating teams. You can check them out at outreach.io/saastr to chat with them and receive a free copy of their new book -- Sales Engagement: How The World's Fastest-Growing Companies are Modernizing Sales Through Humanization at Scale.

Many huge industries are still in the early stages of digital disruption, but innovative platforms, like PatientPop, are creating remarkable ecosystems for great change.  In this episode of Platform Players, PatientPop's Co-Founder, Travis Schneider, discusses how to effectively introduce cutting edge digital transformation to the industries that need it most.

Kevin Dorsey is known for mic drops. In this episode, PatientPop’s VP of Inside Sales has a very frank discussion with Jeremey about sales compensation. In short, he thinks we’re doing it wrong. Kevin and Jeremey dig into what’s broken in sales compensation, and how it has created lazy managers and pushy salespeople.

Unlike many leaders, Kevin Dorsey figured out his sales team doesn't have a work ethic problem. When they don't do what they're supposed to do, it's not because they're lazy. It's because they're scared. Kevin is the VP of Inside Sales at PatientPop. One of his biggest passions there is coaching salespeople beyond their fears. But, he's coaching them in a way the industry has yet to see. Kevin had an epiphany one night as he was thinking about why his sales reps just wouldn't do what they were supposed to do. At the time, he was reading a book that advised, when it comes to solving a problem, throw your first answer away and see what answer #2 is. His first answer was the same one most leaders have: The problem was the salesperson's work ethic. They just don't know how to work hard. He decided to follow the advice of the book and rule that out. After two whiskeys, he thought, It has to be fear. What else could it be? With this realization in mind, and a little more research, Kevin started doing three things with his team that has seen tremendous results. Tune in to hear more.

Want to get better at swimming?  Hire a swim coach.  Want to improve your golf game?  Hire a golf coach.  If you want to get better at pretty much anything hiring a coach can accelerate your learning curve because you get immediate feedback.  Yet in sales, we rarely practice our "golf swing" or get coaching.  How do you practice and coach sales?  In this episode, Kevin Dorsey the VP of Inside Sales at PatientPop shares his secrets for coaching sales teams into top performers.

Want to get better at swimming?  Hire a swim coach.  Want to improve your golf game?  Hire a golf coach.  If you want to get better at pretty much anything hiring a coach can accelerate your learning curve because you get immediate feedback.  Yet in sales, we rarely practice our "golf swing" or get coaching.  How do you practice and coach sales?  In this episode, Kevin Dorsey the VP of Inside Sales at PatientPop shares his secrets for coaching sales teams into top performers.

Excited to welcome Kevin Dorsey to the Just Get Started Podcast. Kevin has been ranked as a top Sales Leader in across the industry and is currently the VP of Sales at PatientPop. Been wanting to speak with Kevin for a while on all things sales...and of course other tangents popped up...but had a great conversation about a lot of the hot topics in sales today and I know that sales folks as well as any leaders and business owners would benefit from his insight.Find Kevin Online:https://www.linkedin.com/in/kddorsey3/Books Kevin recommends as an avid reader and learner:Gap Selling by Keenan - https://www.asalesguy.com/gap-selling/Radical Candor - https://www.radicalcandor.com/the-book/Leaders Eat Last by Simon Sinek - https://www.amazon.com/Leaders-Eat-Last-Together-Others/dp/1543614620Methods of Persuasion by Nick Kolanda - https://www.amazon.com/Methods-Persuasion-Psychology-Influence-Behavior/dp/0615815650The Happiness Advantage by Shawn Achor - https://www.amazon.com/Happiness-Advantage-Principles-Psychology-Performance/dp/0307591549........For more episodes of the Just Get Started Podcast visit https://shows.pippa.io/justgetstarted or Follow the Just Get Started Podcast on Instagram at @justgetstartedpodcast or Facebook https://www.facebook.com/justgetstartedpodcastTo learn more about the host, Brian Ondrako, check out https://www.brianondrako.com or find Brian on Instagram at @brianondrako See acast.com/privacy for privacy and opt-out information.

We've all been there. Every one of us has worked for one of those bosses. The one that hovers over your shoulder making sure that you do things right. Or the one that seems to burn all their employees out in record time. Recently on the Sales Engagement Podcast, we sat down with Justin Welsh, Senior Vice President of Sales at PatientPop, to talk about letting go of control, finding the best talent, and so much more.

Aaron Ross, author of Predictable Revenue, queries how CMOs can cut through the noise of modern-day advertising, with solutions from leading marketing officers Chathri Ali of ReCharge, Julie Roy of ChromeRiver, and Terry Welty of PatientPop.

On today's tech podcast I wanted to feature a Tech Startup Story that highlighted that the solution isn't as important as the problem. I also wanted to explore where startups begin when market testing their technology. Not to mention the growing pains and the hurdles of managing of funding once you're lucky enough to get it. Today's guest is Luke Kervin, the founder & Co-CEO at PatientPop which is the only complete practice growth solution. The company hit the headlines last year PatientPop after increasing their total funding to $75M to fuel product innovation and market expansion. PatientPop helps providers thrive in the digital age by enhancing and automating each touchpoint in the patient journey — from first impression online to digital booking to post-visit follow-up — PatientPop makes it easy for healthcare providers to attract more patients, manage online reputation, modernize the patient experience, and automate the front office. Luke has a reputation for being highly motivated, goal-focused, and passionate entrepreneur. Successful track record working with start-up and early-stage companies; participated in two successful exits. Specialties: Start-ups, E-commerce; Online Advertising; Search & Online Marketing; Analytics; Product Management; Process Management; Strategy; Financial Modeling; Capital Raising; Team Building & Management

Learn about PatientPop EMR integrations, and how customers can determine their eligibility.

Welcome to the Sales Leadership Podcast, where the most successful leaders and practitioners of the art and science of sales share their knowledge and insights. Each week, you'll hear froma sales leader who is driving performance that's beating their market. These quota-crushers share actionable strategies and tactics that have fueled their success. Episode 3, Obsession with Execution: The Doorway to Hypergrowth welcomes Justin Welsh, SVP of Sales for PatientPop. Justin shares how obsession with execution helped him get PatientPop in HyperGrowth mode in year 1 and keep them there for four straight years. His blueprint focuses on 3 areas to get right first and he shares the 4 step process his leaders use to execute in the present. These tactics will help you…regardless of your company’s size or growth phase… create a culture where your salespeople are the evangelists of learning and execution…no micromanagement required.

Luke Kervin is the founder and co-CEO of PatientPop, an all-in-one marketing automation platform for healthcare providers. The company was founded in 2014 and has raised around $24 million to date. Prior to launching PatientPop, my guest co-founded two companies that both had successful exits and were acquired. The Show Notes PatientPop AthenaHealth Toba Capital Travis Schneider on LinkedIn Luke Kervin on LinkedIn PatientPop on Twitter Omer on Twitter Enjoyed this episode? Subscribe to the podcast Leave a rating and review Follow Omer on Twitter Need help with your SaaS? Join SaaS Club Plus: our membership and community for new and early-stage SaaS founders. Join and get training & support. Join SaaS Club Launch: a 12-week group coaching program to help you get your SaaS from zero to your first $10K revenue. Apply for SaaS Club Accelerate: If you'd like to work directly with Omer 1:1, then request a free strategy session.

Luke Kervin is the founder and co-CEO of PatientPop, an all-in-one marketing automation platform for healthcare providers. The company was founded in 2014 and has raised around $24 million to date. Prior to launching PatientPop, my guest co-founded two companies that both had successful exits and were acquired.The Show NotesPatientPopAthenaHealthToba CapitalTravis Schneider on LinkedInLuke Kervin on LinkedInPatientPop on TwitterOmer on TwitterEnjoyed this episode?Subscribe to the podcastLeave a rating and reviewFollow Omer on TwitterNeed help with your SaaS?Join SaaS Club Plus: our membership and community for new and early-stage SaaS founders. Join and get training & support.Join SaaS Club Launch: a 12-week group coaching program to help you get your SaaS from zero to your first $10K revenue.Apply for SaaS Club Accelerate: If you'd like to work directly with Omer 1:1, then request a free strategy session.

Luke Kervin is the Co-Founder & Co-CEO @ PatientPop, where he has scaled the team from 10 to over 130 in just 12 months. As a result, PatientPop recently raised their Series A led by Toba Capital, allowing them to further ramp up their customer base and expand the employee ranks to over 200 people. In Today’s Show with Luke We Discuss: How Luke came to found his first SaaS business in PatientPop? What is Luke’s criteria for selecting a potential business idea? What does the idea need to have? What elements of an idea will concern Luke? How did Luke go about validating the idea for PatientPop? What are the most common methods founders get product validation wrong? Why did Luke build a fake product, a fake website and fake business cards to validate the idea? PatientPop has grown from 10 to 130, so how did they scale so fast? What are the inherent challenges of company culture maintenance with such hyper-growth.  If you would like to find out more about the show and the guests presented you can follow us on Twitter here: Jason Lemkin Harry Stebbings Saastr

Notes on Justin Welsh * 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 Get all of the show notes for every episode of The Sales Podcast ( https://www.thesaleswhisperer.com/podcasts/ ) with Wes Schaeffer, The Sales Whisperer® ( https://www.thesaleswhisperer.com/ ). Use these resources to grow your sales: * Sell More This Month ( https://www.thesaleswhisperer.com/30-day-sales-growth ) * Hire Better Salespeople ( https://talentgenius.simplybook.me/v2/ ) * Hire The Best Keynote Speaker ( https://www.wesschaeffer.com/ ) * Find Your Best CRM ( https://info.thesaleswhisperer.com/best-crm-quiz ) * Join the Free Facebook Group ( https://www.facebook.com/groups/theimplementors/ ) Check out early episodes of The Sales Podcast: * Episodes 1 to 10 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-one-to-ten ). * Episodes 11 to 20 ( https://www.thesaleswhisperer.com/blog/the-sales-podcast-episodes-11-20 ). * Episodes 21 to 30 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-21-30 ). * Episodes 31 to 40 ( https://www.thesaleswhisperer.com/blog/sales-podcast-episodes-31-40 ). Support this podcast at — https://redcircle.com/the-sales-podcast/exclusive-content Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy