The Science of Scaling Don’t Lead With The Product, Lead To The Product w/ Doug Adamic (CRO, Brex)
6 snips
Jul 26, 2023 AI Snips
Chapters
Transcript
Episode notes
Transactional To Strategic Enterprise Motion
- Brex shifted from a one-week transactional sale to a complex, multi-product enterprise motion requiring contracts, implementation, and success teams.
- That transition demands new positioning, longer sales cycles, and cross-functional execution to capture lifetime value.
Blend Promotion With Targeted Hiring
- Promote willing reps but hire experienced strategic sellers to scale more complex deals quickly.
- Combine internal promoteds and hires to create a balanced culture that can sell upmarket.
Train Around Outcomes And Discovery
- Teach AEs the product impact, target personas, and business outcomes before heavy outreach.
- Give sellers a scripted discovery flow and require disciplined CRM capture to build sustainable pipeline.