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
Just a moment...
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