Podcast: SaaStr Episode #280
Don Erwin sits with Jason Lemkin and lays out the playbook he used to shift Mixmax from a self serve product to an upselling and outbound sales machinbe.
Don talks about the importance of an early investment into Sales Ops and how that investment helped him build and define his ICP (ideal customer profile). That focus on understaing his ICP became the foundation of his inbound/outbound strategy.
Don uses an activity metrics approicah to outbound; 160 touches a day per rep, with 25% of those (40) as phone calls (split between new and exisiting customers).
“People buy from people they like, people buy from people they trust.”
– Don Erwin, Head of Revenue @ Mixmax