E25: Transitioning from Product-led to Sales-led Growth with Andrew Johnston of Superhuman

How do you transition from product-led growth to sales-led growth without losing momentum? In this episode, Kyle Norton talks with Andrew Johnston, Head of Sales at Superhuman, about how the company is evolving its go-to-market strategy to win larger B2B deals. They discuss the key challenges of moving upmarket, the differences between PLG and SLG sales motions, and how Superhuman is leveraging data and AI to scale. Andrew also shares insights on building the right sales team, adapting the product for enterprise buyers, and what revenue leaders need to consider when layering in a sales motion.   Thanks for tuning in! Want more content from Pavilion?   New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday.   Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for expert insights from Asad Zaman every Thursday.   Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them.   You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!   Key chapters: (00:00) - The Email Problem: A Universal Challenge (09:49) - Superhuman: Revolutionizing Email Productivity (19:47) - Transitioning from PLG to SLG: A New Sales Approach (30:04) - Building Blocks for Sales Success: Data and Team Dynamics (30:32) - Personalization in Sales Outreach (31:31) - Core Pillars of Sales Strategy (32:27) - Common Pitfalls in Sales-Led Growth (33:25) - Building a Sales Culture at Superhuman (37:17) - Leveraging AI in Sales Processes (42:43) - Skills for Sales Reps in the Age of AI (49:58) - Navigating AI-Generated Communication (56:39) - Lessons in Sales Leadership