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By Ben Bronsther

Product-led Sales, a Conversation with Jorge Soto, Reprise's Director of Community

Jorge Soto is a marketer, product manager, and sales leader. He founded Sotoventures, is an Acceleprise and 500 Startups Mentor, a Podcast host, and an active investor and advisor in his own right.

Jorge and I met through RevGenius, a group of sales, marketing, rev-ops, and customer success professionals. Through this connection, we quickly found a shared interest in talking all things Sales, Product-led Growth, and content. Jorge describes himself as "an entrepreneurial marketer, recovering salesperson now heading up content and community at Reprise."

When discussing the state of sales, Jorge draws on his entrepreneurial, startup, and sales experience over the last 20 years. In answer to our questions, Jorge shares:

  • His thoughts on how Sales and Buying Processes have changed in recent years
  • How up-and-coming salespeople can go about creating a personal brand, and why doing so is important
  • Insight on Product-led Growth (PLG) and how the sales role is different within a PLG environment

How do you think the life of the average seller has changed over the last five years?

“This is not about how you sell, this is about how your prospects buy… I think that has become more important than ever before… so I think that’s the first thing - this psychological shift to a buyer first mentality, and your sales motion has to mirror that…”

🔊🔊 Watch and listen to Jorge's full response to the above question here 🔊🔊

What sales skills are more important now than in the past?

“The ability to communicate on camera, audio-visual, doing podcasts, becoming a personality is more important than ever… you just can’t be a regular salesperson that is just going through a motion and that’s it… You have to be larger than life these days to stand out from the clutter…. It’s about being able to create a personal brand and putting yourself out there and becoming a leader.  It’s more important today to be the expert in the room. Period.” 

🔊🔊 Watch and listen to Jorge's full response to the above question here 🔊🔊

What advice do you have for up-and-coming AEs?

“We are scared of public speaking at times… but you know what, you got to get over that stuff, you have to be a public speaker moving forward, you have to be a leader in your community and that’s just it... If you’re walking into meetings and all you know is your motion, sorry, that’s not good enough. You have to be a category export…  and you do that by researching and practicing.”

🔊🔊 Watch and listen to Jorge's full response to the above question here 🔊🔊

How do you define Product-led Growth and how is the sales role different in PLG companies?

“Anytime you put your product in front of the prospect to experience - touch and feel - before making a decision… Product-led Growth is all about giving the salesperson the opportunity to (A) focus on the parts of the sales motion or sales cycle that are most important in assisting the buyer to the next stage and then (B) giving them real intent data… this is now the ultimate intent signal”

🔊🔊 Watch and listen to Jorge's full response to the above question here 🔊🔊

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Reprise is a leading Product-led Growth Platform that makes it easy to create interactive product tours and demos for specific verticals, personas, and use cases. Jorge heads up Reprise's partner marketing and community-building efforts.

You can watch/listen to the entire interview from start to finish here.

You can follow Jorge on LinkedIn here.

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Main InterfaceProduct-led Sales, a Conversation with Jorge Soto, Reprise's Director of Community