Slack replaced SMB sales reps with automated onboarding to move upmarket
Danny Herzberg · From Freemium to Enterprise with Slack · Jul 1, 2019 · at 21:18
Danny Herzberg, Director of Sales at Slack, explains how Slack reorganized sales resources by automating downmarket inquiries through product growth.
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“What we decided to do was completely shift the SMB team upmarket turn them into a mid-market organization. Work super closely with our counterparts in the product growth team and the marketing team to figure out how do we systematically build the kinds of questions, the answers to the kind of questions we were getting into the product onboarding process to give the buyer what they want.”
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