Guest: Jeanne DeWitt Grosser - COO at Vercel. Jeanne has built world-class go-to-market teams at Stripe and Google and has advised numerous companies on effective go-to-market strategies. Key Takeaways: AI in Sales: AI can significantly enhance sales efficiency. At Vercel, an AI-driven agent reduced the need for 10 SDRs to just one, maintaining conversion rates while speeding up response times. Go-to-Market as a Product: Treat the go-to-market process like a product by crafting unique customer experiences at every touchpoint, rather than transactional interactions. Segmentation Strategy: Effective segmentation involves more than just company size; consider growth potential and specific business models to tailor sales strategies. Sales and Product Alignment: Sales teams should have deep product knowledge, enabling them to act as an extension of the product team and provide valuable market insights. Pricing Strategy: Approach pricing as a product by aligning it with customer value and cost structure, and be open to revising strategies as the market evolves. Topics Covered: AI in sales, go-to-market strategies, segmentation, sales and product alignment, pricing strategies, PLG (product-led growth), sales compensation, hiring for sales teams.
“80% of customers buy to avoid pain or reduce risk as opposed to increased upside.”
“You can always choose to find a path forward even when that's not super clear.”
“Yeses are great, nos are great, maybes will kill you.”
