The Pocus Unlocking Revenue Podcast

Zack Turner, RVP of Enterprise Sales at Slack, shares stories about the early days of Product-Led Sales at Box and how things have changed in the last decade for sales at PLG companies. Alexa and Zack discuss the idea that everyone "needs to be PLG" and what that means in practice for most organizations. They dive into how the best fit PLG motion for your company may not resemble the Slack or Box model.

When you have millions of users, turning that into revenue should be easy, right? Alexa sits down with Taylor Gibson, GTM lead at Writer, to talk about bridging the gap between PLG and enterprise sales. Taylor shares the story of how her previous team at Loom used their strong user base as an advantage when selling enterprise contracts. It's not as easy as it sounds; tune in to hear her best practices and frameworks for building product usage-driven playbooks for sales. 

Alexa sits down with Melissa Ross, GTM at Heygen, a cutting-edge AI-powered platform revolutionizing the world of video creation. Prior to joining Heygen, Melissa held several senior GTM roles at top PLG companies like Clockwise and Asana. Melissa breaks down the Product-Led Sales playbooks she helped build at Clockwise to successfully move from smaller PLG deals to enterprise upmarket contracts.

Simran Duggal, Enterprise Sales Leader at Webflow shares the value-selling framework that helps Webflow translate product usage into an enterprise ROI story. Simran and Alexa walk through how Webflow structures discovery conversations and why she thinks most reps could be doing more disco before demo.

Alexa sits down with Lilly Skolnik, North American Sales Leader at Ashby, to discuss the differences in selling horizontal vs. vertical PLG products, how to nail the "imaginative sale," and lessons on building the enterprise playbook at Slack and Loom.

Alexa and Kevin Young, VP of Sales at UserEvidence dive right into what Kevin calls his "anti-playbook playbook," why he feels strongly that repeatability is sometimes overrated, and how to build a sales team that thinks from first principles.

Adam Carroll, former sales leader at FullStory, Recurly, and Outbrain, shares his advice on segmenting playbooks, moving upmarket, and building a global expansion strategy. He discusses the challenges of international markets, establishing credibility, and the importance of data analysis in sales decisions.

Alexa chats with Kareem Agha, Head of Sales at Haus about the value of warm outbound, the dangers of ignoring cold outbound, and how to get the entire team excited about doing pipe gen.

Alexa and Andrew Thompson, VP of Sales at Agora, talk through the foundational elements of any good sales playbook, how to build a feedback loop on playbooks, and how to iterate your playbooks.

Alexa and Devin Schiller, Enterprise Sales Leader at Sprout Social talk about the early days of PLS playbooks at Slack, the learnings he brought over to Sprout Social, and how the playbooks have changed.