Front VP of Sales Andrew Berger- attacking a horizontal TAM and driving internal alignment

Andrew Berger VP of Sales at Front joined Scott Britton and Andrei Newman on the Built by Humans podcast to discuss how to attack a horizontal TAM, the importance of saying no, and how to effectively drive internal alignment

Here are some quick takeaways:

-You need to be okay with churn amongst customers you are not building for (outside of ICP)

-Saying ‘no’ to prospects that are bad fits will allow revenue teams to focus on the prospects that matter most (and make more money in the physical treat)

-Storytelling is especially critical when you cannot gather metrics from a prospect

-Effective managers drill down expectations yearly, quarterly, monthly, weekly, and take their people ‘along the journey.’

Listen now on Apple or Spotify by searching “Built by Humans”