Aug 17 • 26M

Founder-led sales done right: An interview with Abeed Mohamed, Chief Commercial Officer of Birdie

Find the urgent problem, solve it and be a great partner.

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Weekly advice on the top sales, marketing and leadership issues that prevent startups from growing faster.
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I’m trying something new this week—a podcast! I recently had the pleasure of chatting with one of my subscribers, Abeed Mohamed, co-founder and head of go-to-market of at-home elderly care startup Birdie, about how he built their go-to-market motion over the last 5 years.

From day one sitting in a startup incubator sending cold emails to prospects, to the present day as Chief Commercial Officer of a 100+ person company with $50M in venture funding, Abeed’s journey is a case study in how to do founder-led sales successfully.

From testing value props to find an urgent customer problem, to figuring out which systems to integrate with, to building feedback systems between commercial and product teams, to figuring out how to connect with prospects, the podcast is packed with lessons that any early stage sales leader will find incredibly useful.

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!

Podcast contents:

  • 0:30 — How did you get the idea for Birdie?

  • 4:30 — How did you find your first customers?

  • 6:20 — What kind of objections did you run into in the early days and how did you overcome them?

  • 10:00 — How long did it take you to figure out your ideal customer profile and value prop?

  • 12:10 — Looking back, what are some things you got right along the way?

  • 15:20 — How did you generate leads in the early days?

  • 21:00 — How has the go-to-market team grown since you started?

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