From B2C to PLS and Everything In Between

Approached with the right strategy, expanding enterprise contracts can lead to big wins. In this episode, Andrew Johnson, head of sales and go-to-market at Superhuman, unveils the secrets behind transitioning from B2C to B2B and leveraging Product Led Sales (PLS) to target enterprise-level accounts.Learn how Andrew's "seed, land, and expand" motion transforms small user engagements into large-scale contracts, and discover the power of product signals in building a robust sales pipeline.From understanding your Ideal Customer Profile (ICP) to navigating the challenges of up-market organizations, Andrew lays out actionable insights that can immediately elevate your revenue strategy. In this episode, you’ll learn: How leveraging product signals can create a warmer, more effective sales motion by operationalizing data for both sales and customer success.Why transitioning from B2C to B2B requires a strategic messaging adjustment and the identification of key customer signals to attain traction.How defining and targeting your Ideal Customer Profile (ICP) is crucial for scaling up and achieving successful product-market fit with enterprise-level accounts.Things to listen for:03:44 Product-led sales focus on usage-based signals for higher intent and a warmer customer experience.07:36 How to expand your user base through high-intent engagement.15:33 Andrew’s tips on using CRM and sales conversations.26:06 Learning to meet client needs in chaos.