In this discussion, we are joined by Pouyan Salehi, Founder & CEO of Scratchpad and Kris Rudeegraap, Founder & CEO of Sendoso, as well as Olivier to explore the undeniable impact of building strong relationships in driving revenue growth. They challenge the notion of purely transactional sales approaches and shed light on the importance of personalized engagement, PLG strategies, and understanding customer motivations. Discover how gifting, direct mail, and innovative go-to-market motions can redefine your sales strategy and cultivate long-term customer loyalty.

Episode Highlights:

The Complexity of Driving Pipeline Efficiency: Olivier and Pouyan kick off the episode by highlighting the challenges faced by sales teams in building and optimizing their pipelines. They explore the tension between a seller's time in the market and the company's need for data and process standardization.
Building Better Relationships through Gifting and Direct Mail: Kris, the founder and CEO of Sendoso, shares his company's unique approach to driving pipeline and building relationships with prospects and customers. He emphasizes the importance of personal connections in today's business landscape.
PLG vs. Sales-Led Approach: Olivier raises the topic of Product-Led Growth (PLG) and its impact on sales strategies. Kris and Olivier engage in a lively discussion, highlighting the various ways PLG and sales-led approaches can work together to drive revenue growth.
Adapting Go-to-Market Strategies: Kris explains how Sendoso implemented a PLG strategy alongside their traditional B2B go-to-market approach. They discuss the benefits of driving signups through the website and focusing on lifecycle marketing to maximize pipeline and revenue from existing customers.
Measuring Success in a Shifting Economic Environment: Kris and Pouyan delve into the importance of measuring ROI and showcasing value to prospects. They share their approaches, including leveraging ROI calculators, involving CFOs in sales meetings, and showcasing success stories from customers.
Transitioning to a PLG Motion: Olivier seeks advice from Kris and Pouyan for go-to-market leaders who are considering transitioning to a PLG motion. They provide insights into evaluating whether a company is suitable for a PLG approach, aligning company priorities, and managing potential challenges during the transition.

Tune in to this thought-provoking episode of Customer Led Growth to gain valuable insights from industry leaders in sales, marketing, and corporate finance. Discover how to drive pipeline efficiency, build stronger relationships, and adapt your go-to-market strategies in the era of Customer Led Growth.

Connie Guglielmo, CNET Editor-in-Chief (Part 2)