#159 - Building trust when selling at early-stage companies (Miles Kane, VP, Sales @ Tenderly)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Grow your existing pipeline 50% by asking for referrals. Use these 3 common PLG (product-led growth) triggers to engage freemium users: sign-ups, increased usages, and multiple users on one account. Don’t immediately sell your roadmap. Instead, find customers who are 80% aligned with the vision and use the roadmap to bridge the 20%. If you’re selling early-stage, focus on the early adopters / innovative buyers. PATH TO PRESIDENT’S CLUB VP, Sales @ Tenderly Director, Enterprise Sales @ Drift VP, Sales @ Altocloud | Acquired by Genesys Director, Sales @ SmartBear RESOURCES DISCUSSED Join our weekly newsletter Things you can steal