8min chapter

The Science of Scaling cover image

Becoming a Unicorn Doesn't Happen By Chance w/ Dini Mehta (fmr CRO, Lattice)

The Science of Scaling

CHAPTER

Importance of Understanding the Buyer's Journey and HR Personas in Sales

This chapter stresses the necessity of not giving up easily on PLG strategies, emphasizing the value of starting early with PLG and understanding HR personas' preferences for human assistance. It also discusses gaining insights by personally engaging with the target persona and codifying knowledge through segmenting the team and defining the ideal customer profile.

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