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Leveraging Trials When Selling Complex Products | Laura Erdem, Dreamdata
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In this episode of the Growth Machines podcast, host Vincent Jong talks with Laura Erdem from Dreamdata about their unique approach to combining product-led growth and traditional sales in their go-to-market strategy.
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
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