Executing the shift from outbound to inbound: An interview with Justin Schweisberger, CRO of Pramata
Meet buyers where they are and help them through the buying process
Justin is big on using process and data to inform his decisions, which has helped him execute a shift from doing complex outbound sales across multiple stakeholders to simpler inbound sales with a consolidated buyer in legal ops.
He also took a non-traditional route to being a CRO, coming up from law school via consulting and product, a journey that has heavily influenced how he approaches his role. From how he created a webinar that broke Zoom, to how he qualifies buyers, to how he deals with investor pressure, to how he handles buyer objections: there’s so much gold in this podcast I’ve personally learned a ton!
Please give it a listen and let me know if you’d like to hear more real world stories like this. And if you haven’t done so already, please consider subscribing!
0:15 — Can you give us a primer on Pramata and the problem you are solving
1:10 — You took a very non-traditional career path to becoming a CRO. Can you tell us about your journey?
3:20 — How has your experience shaped how you solve problems as a CRO?
6:00 — How did you figure out who your ideal customer profile is?
8:25 — Legaltech is a fairly new category in SaaS. How ready are they to buy?
12:15 — How do you qualify where buyers are in their journey?
14:50 — What strategies are working for you in generating leads?
17:10 — How do you handle leads that aren’t ready to buy?
18:30 — Dealing with investor pressures.
19:30 — What objections do you run into and how do you overcome them?
23:30 — How has your GTM team grown over the years?
26:00 — How going downmarket and simplifying the product actually led to more enterprise deals