Leandra Fishman is the Chief Income Officer at Apollo.io, a number one go-to-market answer for gross sales and advertising and marketing groups. Apollo.io is without doubt one of the fastest-growing firms in SaaS, with 9x ARR progress since 2021 and at the moment valued at $1.6 billion. Leandra brings over 30 years of expertise to Apollo.io. Most not too long ago, Fishman was the CRO at Intercom, which throughout her tenure ranked No. 35 on the 2022 Forbes Cloud 100 Listing with over $200 million in annual income. Beforehand, because the SVP of Gross sales and Success for SendGrid, she led the corporate by way of a profitable IPO and helped double its market cap in its first 12 months as a public firm. As an government marketing consultant, she has executed tasks starting from creating gross sales and advertising and marketing methods for startups to creating enterprise plans and serving in an advisory position for enterprise capitalist companies and board members.
Mentioned on this Episode:
- Apollo’s product-led progress (PLG) mannequin and the way it permits an incredible buyer expertise.
- Balancing self-serve and sales-assisted motions to drive progress throughout segments.
- The position of AI in enhancing gross sales productiveness fairly than changing salespeople.
- Recommendation for salespeople on redefining success and being type to your self.
- Leandra’s unconventional journey to turning into a CRO and classes realized alongside the way in which.
Highlights:
(10:25) The facility of Apollo’s PLG mannequin in driving progress.
(13:13) Balancing self-serve and sales-assisted motions.
(18:01) How bigger offers can come by way of with minimal gross sales interplay in a PLG mannequin.
(23:47) The way forward for AI in gross sales as an enhancement fairly than substitute.
(29:46) Leandra’s journey from beginning in gross sales to turning into a CRO.
(44:15) One factor income leaders imagine to be true that Leandra thinks is bull$***.(49:30) One factor that’s working for Leandra in go-to-market proper now.
Visitor Speaker Hyperlinks (Leandra Fishman):
LinkedIn: www.linkedin.com/in/leandra-fishman/
Host Speaker Hyperlinks (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
E-newsletter: thegtmnewsletter.substack.com/
Sponsors:
- Dropped at you by Upland Altify. A number one supplier of AI-enhanced gross sales options, Altify is designed to assist income groups work smarter. This Salesforce-native suite of gross sales options empowers vendor productiveness, streamlines workflows, and uncovers hidden alternatives – all resulting in important income progress – study extra.
- Dropped at you by IPS. Most recruiting companies fill an order, however IPS is a distinct breed of search agency. They dig into your online business to grasp its present state and the long run imaginative and prescient and are relentlessly in pursuit of the perfect leaders, gross sales individuals, entrepreneurs, and engineering expertise on the market.
The GTM Podcast
Options conversations with the highest 1% of tech executives, VCs, and founders – the specialists who’ve ‘been there, completed that’ to construct a number of the fastest-growing software program firms. Each week, a visitor joins Scott Barker to dissect their tales – revealing what labored, what didn’t, and the way issues really went down.
