Sales

When a company is transitioning from founder-led sales (FLS) to sales-led sales (SLS), you hear the word “playbook” a lot. For early-stage companies, this rubs me the wrong way because when I hear pla...

Every B2B enterprise nowadays seems to be flirting with the idea of adding a self-serve channel. And why not? The advantages are obvious. Imagine reducing the costs of sales and success or even automa...

The data is increasingly clear: it’s not PLG versus sales, it’s PLG AND sales. Today’s go-to-market playbook embraces product-led sales, which reduces friction in the sales cycle and converts users in...

At Grain, we record every customer meeting by default. And, it serves us well. Today, from product to design to sales, every team uses insights from recorded customer conversations to make informed de...

Sales training isn’t enough when you’re competing for enterprise sales. Great sales training programs will make your sales reps better sellers. But what you really want is to make them experts in sell...