The Revenue Leadership Podcast with Kyle Norton E25: Transitioning from Product-led to Sales-led Growth with Andrew Johnston of Superhuman
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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.
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COO's Reliance on Superhuman
- Andrew Johnston shared how a Fortune 500 COO, a Superhuman user, had IT block Superhuman.
- This caused issues for the COO who couldn't function without it, showing the product's value.
Superhuman's Broad Applicability
- Many believe Superhuman is a niche product for keyboard shortcut enthusiasts.
- However, its value extends to anyone receiving over 30-50 emails daily, regardless of their role.
PLG to SLG Transition
- When transitioning from PLG to SLG, consider data, product, and team dynamics.
- Ensure marketing and messaging align with the team product narrative, not just individual use.
