Kyzer

Use Product-Led Growth to create sales opportunities

Hey Fellow Sales Folks,

I'd appreciate your insights on the following. You can share your experience/thoughts to better address these from an AE role perspective.

1). Freemium customer base in thousands. These are individuals, not actual decision-makers working at targeted organizations.

2) What process would you take to turn these individuals into team licenses?

3) How would you get in touch with key decision-makers at these orgs to set up conversations/demos?

🔎 Prospecting

👑 Sales Strategy

📣 Demos

6 comments

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Kosta_Konfucius

Politicker

Sales Rep

I would be meeting with the individuals a part of the freemium customer base to gain understanding their thoughts and how they utilize the tool and the results.

Then message VP of X saying x number of your employees are utilzing our products and the results are y.

I would try to make the meeting about showing the VP something their employees are doing compared to showing them a product

I have never done a message for anything like this, just my thoughts on how I would do it

Kyzer

Fire Starter

Appreciate your input, thanks!

TennisandSales

Politicker

Head Of Sales

So i did this in my last role.
here is what i would do:
1. understand what you need to see for a conversion to a paying customer to be worth it. Do they need to hit a certain usage limit? or are there other metrics they need to hit?
2. when someone from a named account signs up, stay involved. if there is any sort of intro call or something try to set it up to do a bit of discovery. try to understand what they are looking to do. is there one function they plan on using. would it make sense for the whole company to use it?
- or are they testing it out to try and see if its worth it.
3. If there are lots of ppl from one org signed up, figure out who the leader is and reach out and mention that all these ppl are using the software and that maybe a conversation would be helpful.

for me the most important thing is to understand WHY upgrading off the free version is a good idea. and make sure the right people hear it.

Kyzer

Fire Starter

yes usage is one of the metrics

braintank

Politicker

Enterprise Account Executive

What do they get in premium vs free?

Kyzer

Fire Starter

- Unlimited credits vs Limited
- more storage
- integrations
- Priority support
etc

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Kyzer

Use Product-Led Growth to create sales opportunities

6 comments

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