Saved by sari
You're in the Business of Selling Promotions by @ttunguz
We are unlikely to be able to sell “a group chat system” very well: there are just not enough people shopping for group chat system (and, as pointed out elsewhere, our current fax machine works fine). That’s why what we’re selling is organizational transformation. What we are selling is not the software product — the set of all the feat... See more
Stewart Butterfield • We Don’t Sell Saddles Here
Ted Glasnow added
For medium and established companies, we've focused more on the sales motion, in particular the bottoms-up product-led motion. What happens is you get inside a company, and the success team over there says, "Well, that's pretty cool." Then some sales leader says, "It'd be cool to have this one tool across the whole journey." And then the support te... See more
Jan-Erik Asplund • Thomas Schiavone, co-founder and CEO of Calixa, on the PLG data pipeline
Ted Glasnow added
Kagle gently cautioned Beirne: “We all have our blind spots, right? Our greatest strength is our greatest weakness. And I think in this case, Dave, we’re all conscious of the fact that there’s a lot of marquee players around this thing. You’re all about marquee players. So we need to make sure that you’re not getting too colored by that relative to
... See moreRandall E. Stross • eBoys: The First Inside Account of Venture Capitalists at Work
Sales-led companies oen add a bottom-up self-serve product, primarily to drive lead gen
Lenny's Newsletter • GTM motions of 30 B2B SaaS companies
Ted Glasnow added
Everything is sales. This is usually framed as career advice—no matter what your role in a company is, your ultimate job is to help sales.
Morgan Housel • Same as Ever: Timeless Lessons on Risk, Opportunity and Living a Good Life
Kaustubh Sule added
.economics .implementation
Personas are people, sales reps who are the end-user, Eric the IT person, and Janet the sales rep, John the champion in the account (the most important).
Lenny Rachitsky • April Dunford on product positioning, segmentation, and optimizing your sales process
Gaia Soykok added
Sales-led companies often add a bottom-up self-serve product, primarily to drive lead gen
Lenny's Newsletter • GTM motions of 30 B2B SaaS companies
Ted Glasnow added