Andrew Johnston

Andrew Johnston, Sales expert focused on breaking into top-tier accounts, shares four actionable takeaways including setting success criteria with customers, dividing prospects into high and low usage groups, and consolidating bills or forming a team when reaching out to multiple people.

Andrew Johnston, Head of Sales at Superhuman and former leader at Scale AI and Twilio, shares his insights on recruiting elite sales reps. He emphasizes the importance of storytelling skills and curiosity, revealing that the questions candidates ask can be as telling as their answers. Johnston advocates for mock pitches that evaluate adaptability and for a reverse interview approach to engage candidates. He discusses the unique challenges of tech sales and highlights key traits to seek in reps, including authenticity and communication prowess.

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.