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According to Justin, every scalable sales organization—whether it’s a butcher shop, a SaaS startup, or anything in between—needs four things: A Clear Sales Strategy: Who’s your ideal customer? What makes you different? What do you say when you meet them for the first time? A Defined Sales Organization: Who’s doing what? How are your reps compensated? Are you expecting one person to be a closer, account manager, project lead, and janitor? A Documented Sales Process: When a lead walks in the door, what happens next? How do you move from interest to close? Strong Sales Execution: Are your reps reviewing their pipeline like it's a baseball card stat sheet? Do they know what to expect, what to aim for, and how to improve? Justin builds all of that with his clients, not for them, not in a vacuum. 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