Rebels of RevOps: Mallory Lee
Building Blocks for PLG-to-SLG Transition
Johnston identifies five core pillars for successfully layering sales-led motion onto product-led growth:
Johnston identifies five core pillars for successfully layering sales-led motion onto product-led growth:
- ICP Refinement: Use PLG data to identify buyers (not just users). Superhuman discovered their ICP shifted from individual power users to "outbound professionals" handling 30-50+ emails daily across
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Rosenberg's approach emphasizes several core principles:
Flexibility Over Rigid Playbooks: He diverges from many sales leaders by advocating against importing fixed "playbooks" from previous roles. While acknowledging 80% commonality across sales processes, he believes the critical 20%—unique to each company's product, market, pricing, and... See more
Flexibility Over Rigid Playbooks: He diverges from many sales leaders by advocating against importing fixed "playbooks" from previous roles. While acknowledging 80% commonality across sales processes, he believes the critical 20%—unique to each company's product, market, pricing, and... See more
Just a moment...
The strategist of the future isn’t going to be a deck-maker who hands off to creative. They’re going to be embedded, fluid, multi-faceted – part strategist, part creative, part cultural translator, part systems thinker. The old silos are breaking down because the work demands it. But that’s not a threat. That’s an invitation to become more of what... See more