SaaStr 634: Scaling a Product-Led Growth Model with 1Password, Apollo.io, Sentry, and Lightspeed
The Official SaaStr Podcast: SaaS | Founders | Investors
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What's the Balance Between Outbound and Backed?
The way we look at it is that we identify those customers that we want to go after proactively and then we define those very specific playbooks. Those are the ones that we implement and enable the sales teams on. And so what we did at last year was just gradually build up the sophistication of that, right? Like the different playbooks that we layered in. The type of salespeople that we ended up hiring went from pure inbound to more proactive outbound but still inside sales.
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