OpenView

Sales models are not one size fits all. There are key differences between traditional enterprise sales, high-volume inside sales, and product-led sales. In her 30 years of experience, Leandra Fishman has led teams in all of these environments. In this episode of BUILD, we unpack these different models and how to apply best practices of the past to a modern product-led sales model.

Leandra is a highly motivated and accomplished executive with over 25+ years experience in both direct and indirect selling models for Hardware, Software and Services companies. Her strong understanding of Enterprise and Consumer markets has allowed her to deliver outstanding results in both domestic and international markets.

As a SVP Go-To-Market leader, her responsibilities span sales, customer success, professional services and revenue operations teams. Leandra has a proven track record leading field and inside sales organizations through rapid growth, turnaround performance and acquisition integration.

As an executive consultant, her projects have ranged from developing sales and marketing strategies for several start up companies to creating business plans and being in an advisory role for venture capitalist firms and board members.

Leandra is passionate about coaching, mentoring and leading global revenue organizations with revenue execution of over $500Mil annual revenue and 200+ quota carrying account executives. 


Leandra Fishman

Chief Revenue Officer at Intercom

Leandra Fishman (Twilio & Intercom): Enterprise vs. Product-Led Sales

Watch on YouTube

It takes 3 ingredients to build a software startup in today’s wild market: people, product and growth. Easier said than done. BUILD is here to help by featuring conversations between venture capitalist Blake Bartlett and the smartest folks in software. OpenView is a VC firm that invests in amazing companies like Datadog, Expensify and Calendly. Visit ov.vc for more details.

Alex MacCaw is the founder of Clearbit and Reflect, and his journey with each company has been wildly different. Clearbit took more of a “classic” startup approach and now he’s building his new company Reflect in with a totally different way—building a fully remote &amp; asynchronous “lifestyle” company that decidedly eschews VC money and the other common hallmarks of a tech startup.&nbsp;Alex shares everything he’s learned as a founder and why he believes building startups should not be one-size-fits-all.

Alex MacCaw (Clearbit & Reflect): Everything I’ve Learned as Startup Founder

BUILD with Blake Bartlett

The differences between enterprise and product-led sales

Building trust in a product-led sales model 

The complexity of an enterprise sales organization

Who's involved in a product-led sales environment

The complexities and customization of the product-led sales model 

The role of marketing and customer success in sales 

How to bring sales into a self-service environment, without risking cannibalization 

Putting the customer first

How to determine segmentation and prioritization 

What should an SDR do

The future of software sales