What Was the Biggest Problem in Sales?

I think the biggest problem was getting declarity across the PLG team that was driving on the improvement. We quickly recognized there's a difference between traditional SDRs and customer success-oriented SDRs. Another tricky question was how valuable of a lead do we send down the path versus saying, you know, you need to talk to sales. But I think the biggest thing was getting the focus on what exactly we wanted the customers to do as they moved down the bowling lanes.

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