Saad Khan is the Director of Sales and Business Development at Aligned. Before Aligned, Saad was instrumental in growing Business Development teams at Enable, Dooly, and Vendr. Saad is a signal-based selling advocate who advises GTM teams on integrating signals into their outbound strategy. In this episode, He talks us through building signal-powered outbound at-scale

Angelica is currently the Head of Demand Generation at Vercel where she’s helped the company scale their PLG acquisition motion. She’s an expert in growing developer facing products and brands. Her background in sales development and marketing operations brings a unique viewpoint to building and executing revenue marketing programs.

Zack Turner, RVP of Enterprise Sales at Slack, shares stories about the early days of Product-Led Sales at Box and how things have changed in the last decade for sales at PLG companies. Alexa and Zack discuss the idea that everyone "needs to be PLG" and what that means in practice for most organizations. They dive into how the best fit PLG motion for your company may not resemble the Slack or Box model.

When you have millions of users, turning that into revenue should be easy, right? Alexa sits down with Taylor Gibson, GTM lead at Writer, to talk about bridging the gap between PLG and enterprise sales. Taylor shares the story of how her previous team at Loom used their strong user base as an advantage when selling enterprise contracts. It's not as easy as it sounds; tune in to hear her best practices and frameworks for building product usage-driven playbooks for sales. 

Alexa sits down with Melissa Ross, GTM at Heygen, a cutting-edge AI-powered platform revolutionizing the world of video creation. Prior to joining Heygen, Melissa held several senior GTM roles at top PLG companies like Clockwise and Asana. Melissa breaks down the Product-Led Sales playbooks she helped build at Clockwise to successfully move from smaller PLG deals to enterprise upmarket contracts.

Simran Duggal, Enterprise Sales Leader at Webflow shares the value-selling framework that helps Webflow translate product usage into an enterprise ROI story. Simran and Alexa walk through how Webflow structures discovery conversations and why she thinks most reps could be doing more disco before demo.

Alexa sits down with Lilly Skolnik, North American Sales Leader at Ashby, to discuss the differences in selling horizontal vs. vertical PLG products, how to nail the "imaginative sale," and lessons on building the enterprise playbook at Slack and Loom.

Alexa and Kevin Young, VP of Sales at UserEvidence dive right into what Kevin calls his "anti-playbook playbook," why he feels strongly that repeatability is sometimes overrated, and how to build a sales team that thinks from first principles.

Alexa chats with Adam Carroll, Founder at Carroll Sales Consulting and former sales leader at FullStory, Recurly, and Outbrain. Adam shares his advice on segmenting your playbooks, moving upmarket, coaching your team on playbooks, and how he built a global expansion strategy.

Alexa chats with Kareem Agha, Head of Sales at Haus about the value of warm outbound, the dangers of ignoring cold outbound, and how to get the entire team excited about doing pipe gen.