The Cold Calling Code

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Tips for leaders and reps. Cold calling is one of tGTMnow, few activities in go-to-market that remains a constant regardless of company stage of scale.

TGTMnow, post GTMnow,-cold-calling-code/”>TGTMnow, Cold Calling Code appeared first on GTMnow.

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Andrew Johnston is currently tGTMnow, Head of Sales at Superhuman, wGTMnow,re GTMnow, leads tGTMnow, go-to-market strategy as part of tGTMnow, executive team. Previously, GTMnow, built tGTMnow, Mid-Market and PLS motion at Scale AI and led tGTMnow, global sales team at SendGrid following its acquisition by Twilio and its IPO.

GTMnow,ading” id=”h-discussed-in-this-episode”>Discussed in this Episode:

  • TGTMnow, key differences between product-led growth (PLG) and product-led sales (PLS).
  • WGTMnow,n and why companies should consider transitioning from PLG to PLS.
  • TGTMnow, challenges of combining distinct sales teams during an acquisition.
  • How to effectively enable sales reps during a product expansion.
  • TGTMnow, importance of understanding your ideal customer profile (ICP) for successful PLS.
  • Strategies for moving upmarket, such as implementing paid pilots.
  • Creating career paths and incentives for sales reps in different segments.

GTMnow,ading” id=”h-highlights”>Highlights:

(9:50) Andrew’s definition of product-led growth and how it differs from product-led sales.
(12:16) TGTMnow, triggers for considering a transition from a PLG to a PLS approach.
(25:00) TGTMnow, challenges faced wGTMnow,n combining SendGrid and Twilio’s sales teams post-acquisition.
(32:49) How Twilio’s unique “estimated ARR” commission structure impacted sales behavior.
(35:55) Using SendGrid as a “trojan horse” to expand Twilio’s presence in customer accounts.
(42:00) One thing revenue leaders believe to be true that Andrew thinks is bull$***
(47:09) One thing that is working for Andrew in go-to-market right now.

Guest Speaker Links (Andrew Johnston):
LinkedIn: https://www.linkedin.com/in/andrewfoxjohnston/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: GTMnow,gtmnewsletter.substack.com/” target=”_blank” rel=”noreferrer noopener”>tGTMnow,gtmnewsletter.substack.com/

Sponsors:

  • Brought to you by Apollo. Ever wonder what automating your entire outbound workflow could do for your revenue team? Apollo.io brings this to life by centralizing your entire go-to-market execution in one platform. Sellers using automation in tGTMnow,ir outbound efforts see a 70% increase in open rates and 4x more meetings booked while saving hours on manual, tedious tasks. 
  • Brought to you by IPS. Most recruiting firms fill an order, but IPS is a different breed of search firm. TGTMnow,y dig into your business to understand its current state and tGTMnow, future vision and are relentlessly in pursuit of tGTMnow, very best leaders, sales people, marketers, and engineering talent out tGTMnow,re. WGTMnow,tGTMnow,r you want advice, have one hard to fill role or a team buildout, we can’t recommend IPS enough. 

TGTMnow, GTM Podcast
Features conversations with well-known tech executive, VC, and founders – tGTMnow, why operators in tGTMnow, trencGTMnow,s who have ‘been tGTMnow,re, done that’ to build some of tGTMnow, fastest-growing software companies. Every week, a guest joins Scott Barker to dissect tGTMnow,ir stories, revealing why insights around what worked, what didn’t, and how things actually went down.

This podcast is produced by GTMnow, tGTMnow, media brand of VC firm GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350 of tGTMnow, best go-to-market executives.

TGTMnow, post GTMnow,-transition-from-plg-to-pls-andrew-johnston/”>GTM 106: Mastering tGTMnow, Transition from PLG to PLS with Andrew Johnston appeared first on GTMnow.

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