👋 Hi, this is Vincent from Growth Machines. This week I’m talking with Laura Erdem, sales leader at Dreamdata, about how they learned to leverage a free trial in their sales process and built it into a competitive advantage. Find the episode on your favorite podcast channel at this link or continue below for more details.
“This is how we win, because we're able to do such narrow, focused, guided trials for the people to try this out." – Laura Erdem
Laura delves into her role and the evolution of Dreamdata's sales strategy, from a sales-led model to incorporating a free trial product-led component.
They discuss the trials and triumphs of this transition, the importance of understanding customer needs, and how personalized trials have become a key part of their success.
Laura also shares insights into how close collaboration between sales and product teams has become essential and unexpected learnings that have shaped their strategy.
00:00 Laura's Background and Dreamdata's Journey
01:55 Transition to Product-Led Growth
03:09 Sales and Product Integration
05:19 Customer Trials and Sales Strategy
09:53 Unexpected Insights and Challenges
16:29 Segmentation and Qualification
20:21 Wrap Up and Get in Touch
For more content like this, check out the previous episodes on GrowthMachines.com or have a look at my recently published book on Product-Led Sales 👇
Available on Amazon: Product-Led Sales
Thanks for reading and have a great rest of your week!
👋 Vincent
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