Sales Bites

Justin Turner, Good leads vs. Bad Leads

Episode Summary

In this episode of Sales Bites, Will Jenkins sits down with Justin Turner, Managing Partner at Journey, to unpack the sales strategies that separate high-performing reps from the rest. They explore how to qualify leads effectively, the role of buyer personas in B2B sales, and the importance of collaboration between sales and operations. Justin also shares how to evaluate customer potential, when to step away from low-value accounts, and what it really takes to improve your sales performance. If you’re looking to close more deals and stop wasting time on bad leads, this episode is a must.

Episode Notes

SUMMARY:

In this episode of Sales Bites, Will Jenkins sits down with Justin Turner, Managing Partner at Journey, to unpack the sales strategies that separate high-performing reps from the rest. They explore how to qualify leads effectively, the role of buyer personas in B2B sales, and the importance of collaboration between sales and operations. Justin also shares how to evaluate customer potential, when to step away from low-value accounts, and what it really takes to improve your sales performance. If you’re looking to close more deals and stop wasting time on bad leads, this episode is a must.

TAKEAWAYS:

• Great salespeople know how to spot a good lead early, and when to walk from a bad one.
• Locking in the right buyer persona from the start saves time, budget, and energy.
• For SMB reps, long sales cycles aren’t always worth the squeeze.
• Real relationships come from solving real problems, not just pitching products.
• Winning deals takes strong internal alignment between sales, ops, and leadership.
• Low engagement? Low response? Probably not worth chasing.
• Know when it’s a personality clash, not a pipeline problem.
• Time is your most valuable resource, spend it on accounts that show real return.
• Great client relationships work both ways: honest feedback, shared goals, real trust.
• Long-term sales success is built on partnerships, not one-off transactions.

CHAPTERS:

00:00 – Welcome to Sales Bites: Quick, sharp sales advice that actually helps you close.

00:58 – Good Leads vs. Time-Wasters: How to tell if a lead is worth your time—and why most reps wait too long to walk.

04:08 – Find the Right Buyer Fast: Tips for identifying the decision-maker early and avoiding dead-end convos.

06:57 – Build Relationships That Last: Why solving real problems beats a slick pitch every time.

10:12 – Know Your Customer’s Potential: What signals to look for—and when to stop forcing a fit.

14:01 – Get Your Team in the Game: The role internal alignment plays in closing bigger, better deals.