Approached with the right strategy, expanding enterprise contracts can lead to big wins.
In this episode, Andrew Johnston, head of sales and go-to-market at Superhuman, unveils the secrets behind transitioning from B2C to B2B and leveraging Product Led Sales (PLS) to target enterprise-level accounts.
Learn how Andrew’s “seed, land, and expand” motion transforms small user engagements into large-scale contracts, and discover the power of product signals in building a robust sales pipeline.
From understanding your Ideal Customer Profile (ICP) to navigating the challenges of up-market organizations, Andrew lays out actionable insights that can immediately elevate your revenue strategy.
In this episode, you’ll learn:
- How leveraging product signals can create a warmer, more effective sales motion by operationalizing data for both sales and customer success.
- Why transitioning from B2C to B2B requires a strategic messaging adjustment and the identification of key customer signals to attain traction.
- How defining and targeting your Ideal Customer Profile (ICP) is crucial for scaling up and achieving successful product-market fit with enterprise-level accounts.
Things to listen for:
03:44 Product-led sales focus on usage-based signals for higher intent and a warmer customer experience.
07:36 How to expand your user base through high-intent engagement.
15:33 Andrew’s tips on using CRM and sales conversations.
26:06 Learning to meet client needs in chaos.
