If you've worked in a start-up company, you know the feeling of when things really start to scale. Sales reps that used to do everything from prospecting to negotiation to support can no longer give the customer or prospect all the information they need. That's where solutions consultants come in.

Joshua Perk, Senior Director of Solutions Consulting at Drift, came to the company just as it entered this phase. He led the build-out of the solutions consulting team as Drift shifted its messaging and selling motion. In this episode, he tells us what it took to build trust with internal stakeholders, how to measure the effectiveness of a growing SC team, and what he means when he says he hires on a spectrum from "Big S" to "Big E" for his team.

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