Make It Happen Mondays - B2B Sales Talk with John Barrows Larry Kim: Scaling Sales with a Product-First Mindset
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Mar 17, 2025 In this engaging discussion, Larry Kim, founder and CEO of Customers.ai and the mastermind behind WordStream, shares valuable insights on scaling businesses. He emphasizes a strong product-first mindset over traditional sales tactics. Larry discusses his experiences in hiring and firing sales leaders and the transformative power of founder-led sales. He reveals how he streamlined his team while tripling revenue, and stresses the importance of building customer trust and adapting to market dynamics for sustained growth.
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Early Entrepreneurial Influences
- Larry Kim's mother, a piano teacher, instilled his entrepreneurial spirit.
- She taught him about marketing, ICP, and taxes through her small business.
Shift to Software
- Larry Kim, an electrical engineer, discovered software during the dot-com boom.
- An internship in Silicon Valley solidified his interest in software, product management, and marketing.
The Leverage of Go-to-Market
- Early in his career, Larry Kim recognized the leverage of go-to-market strategies, especially in software.
- He saw how online marketing drastically opened up markets and fueled hyper-growth for B2B software companies.