The Pocus Unlocking Revenue Podcast
Adam Carroll: Lessons learned from a founder and 3x sales leader
Nov 16, 2023
Adam Carroll, former sales leader at FullStory, Recurly, and Outbrain, shares his advice on segmenting playbooks, moving upmarket, and building a global expansion strategy. He discusses the challenges of international markets, establishing credibility, and the importance of data analysis in sales decisions.
17:56
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Quick takeaways
- Having separate playbooks tailored to different sales motions is crucial for maintaining consistency and success in sales.
- Expanding to new regions requires adapting the sales process to fit cultural expectations and establishing credibility.
Deep dives
The Importance of Having Different Playbooks for Different Sales Motions
Having separate playbooks for different sales motions, such as product led growth (PLG) and enterprise, is crucial for maintaining consistency and success in sales. Using a one-size-fits-all playbook may not drive a repeatable process for enterprise sales. An NFL team uses different playbooks depending on the teams they are playing against, and the same concept can be applied in sales. By building dedicated playbooks tailored to different sales motions, teams can have clearer guidance on customer targeting, value creation, and problem-solving, leading to more effective and efficient sales processes.
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