The Pocus Unlocking Revenue Podcast
Pocus
Unlocking Revenue is a podcast from the team at Pocus that dives into the modern go-to-market strategies of your favorite software businesses. Each episode features experts sharing their best practices, frameworks, and advice on how to build a modern go-to-market engine. This podcast covers everything from building out the sales function, to using community as a growth channel, to launching effective onboarding strategies all with a product-led lens. Hear real world stories from experts at companies like Webflow, Retool, and Clearbit.
Episodes
Mentioned books
Mar 26, 2024 • 16min
Taylor Gibson: Harmonizing PLG and enterprise sales
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.
Mar 26, 2024 • 22min
Melissa Ross: Building Product-Led Sales foundations
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.
Mar 26, 2024 • 21min
Simran Duggal: Value-driven selling at Webflow
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.
Mar 26, 2024 • 20min
Lilly Skolnik : Nailing the ‘imaginative sale’ with a PLG product
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.
Nov 16, 2023 • 22min
Kevin Young: The anti-playbook playbook
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.
Nov 16, 2023 • 18min
Adam Carroll: Lessons learned from a founder and 3x sales leader
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.
Nov 16, 2023 • 16min
Kareem Agha: Warm vs. cold outbound playbooks
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.
Nov 16, 2023 • 10min
Riley Harbour: Grammarly's playbook from B2C to enterprise
Alexa interviews Riley Harbour, Head of Business Development at Grammarly about how Grammarly built a successful playbook for B2C user acquisition and how they're turning that success into a powerful enterprise motion.
Nov 16, 2023 • 12min
Devin Schiller: Product-Led Sales playbooks from Slack to Sprout Social
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.
Nov 16, 2023 • 15min
Andrew Thompson: Continuous playbook iteration
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.
