Outbound sales requires distinct buyers, messaging, and larger deal sizes
Oliver Jay · Oliver Jay: How To Create and Execute a World-Class Sales Playbook | 20VC #889 · 20VC with Harry Stebbings · May 25, 2022 · at 40:41
Oliver Jay, former CRO at Asana and Head of APAC/LATAM at Dropbox, details the structural differences between inbound PLG sales motions and outbound enterprise selling.
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“For outbound to be successful, generally speaking, you're selling to a different buyer. Probably a more senior persona. You're probably selling a different value. And so therefore you need different messaging. In terms of the sales process, absolutely, you'll have a much lower conversion rate. And to make it for that, your deal size needs to be commensurately bigger. And generally speaking, that will require a different type of talent to execute that.”
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