#252 - Secrets to Break Into Top-Tier Accounts with Product-Led Growth (Andrew Johnston, Superhuman)

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FOUR ACTIONABLE TAKEAWAYS

• Do not enter a pilot or a POC without setting clear success criteria with your customer.
• The way that you should present the success criteria is to figure out what matters to your customer.
• Break your accounts and prospects into high-usage and low-usage groups. Coach up your low-usage team, and just ask your high-usage group “How can we get this into the hands of other people.”
• Consolidate your bill for people in different departments and consolidate the team for prospects in the same department.

PATH TO PRESIDENT’S CLUB

• Head of Sales @ Superhuman
• Director of Sales @ Scale AI
• Head of Global Email (SendGrid) Sales & GTM @ Twilio
• Manager, Enterprise Sales @ Twiliio

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