The Revenue Leadership Podcast with Kyle Norton
Transitioning from Product-led to Sales-led Growth with Andrew Johnston of Superhuman
Mar 19, 2025
Andrew Johnston, Head of Sales at Superhuman, shares his expertise on transitioning from product-led to sales-led growth. He discusses challenges in targeting larger B2B deals and emphasizes the importance of a skilled sales team. The conversation highlights leveraging data and AI for customer engagement and sales strategies. Johnston also explores the cultural shifts needed for successful implementation, the necessity of personalization in outreach, and how to balance AI efficiency with the human touch in communication.
01:00:49
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Quick takeaways
- Superhuman is shifting from product-led growth to sales-led growth to effectively engage larger organizations after a successful Series C funding round.
- The transition from PLG to SLG requires training existing team members to adopt an outbound-oriented mindset while maintaining product enthusiasm.
Deep dives
Email Challenges and Organizational Impact
Email is often seen as a personal inconvenience, but it fundamentally affects productivity across entire organizations. Many people mistakenly believe that email issues are only a concern for executives, while in reality, every employee faces similar challenges. This widespread email problem not only hampers daily functions but also impacts overall organizational efficiency. Improving email management can enhance productivity for everyone, suggesting the need for organizations to prioritize better email systems.
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