Great to see this playbook out @steli + @ramin ! I thought the sales pod model was super interesting. I've seen that cross-functional setup be applied to product / engineering teams and it's nice to it applied here to make sales customer-centric. I'm curious about how sales teams approach selling SaaS products when there's a free signup available to the pros…See more
@lethargarian@ramin great question :) Free trials aren't a big issue as long as they are short (14 days / 30 days max). Different story if you have a 60 or 90 day free trial or even a good free version of the product. In that case you need to look at them as MQL (marketing qualified leads) and not necessarily SQLs (Sales qualified or sales ready leads).
Y…See more
Thanks @steli Makes a lot of sense. Don't see this angle — how MQLs & product usage affect or interact with the sales process — discussed much (maybe I'm not looking in the right places!) so super interesting to get your take. Thanks!
