In the Room With Alexa Grabell, Co-founder of Pocus
S12E2: Supercharging Sales Teams with AI: A Conversation with Alexa Grabell, Co-Founder of Pocus
In this episode, we’re joined by Alexa Grabell, Co-Founder and CEO of Pocus, a company revolutionizing how sales teams work by creating AI agents that supercharge sales representatives. Pocus has developed a suite of tools that combine internal and external data to help sales teams identify opportunities, prepare for calls, and close deals more effectively, generating over half a billion dollars in pipeline for their customers in a single quarter.
Join us as Alexa shares her journey from consulting at KPMG to Stanford Business School and eventually founding Pocus with her co-founder Isaac through the Lean Launchpad program. In this episode, we discuss building PLG tools as a non-PLG founder, early GTM hiring missteps and fundraising hot takes, and the future of AI-powered selling.
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T1: Building PLG tools as a non-PLG founder
Alexa’s journey began with a strong background in engineering and consulting, where she honed her skills in understanding business fundamentals. However, it wasn’t until her time at Stanford’s Graduate School of Business that she realized her passion for building rather than investing. During her studies, she co-founded Pocus, a platform designed to supercharge sales reps by leveraging AI to streamline the prospecting process.
Despite the initial focus on product-led sales, Alexa faced criticism for not embodying the PLG model herself. Many questioned how a company could sell PLG tools without being a PLG company. This tension led to a pivotal moment for Alexa, where she had to confront doubts about her approach. Ultimately, she recognized that the core of Pocus was about solving real problems for sales teams, regardless of the label attached to the business model. This experience underscores the importance of staying true to one’s vision and adapting to market needs, even when faced with skepticism.
T2: Early GTM hiring missteps and fundraising hot takes
As Alexa navigated the early stages of Pocus, she candidly discussed the common missteps founders make when building their go-to-market (GTM) teams. One of the key takeaways from her experience is that the path to a successful sales team is fraught with uncertainty. Founders often grapple with questions about ideal customer profiles, sales strategies, and the right mix of junior versus senior sales representatives.
Alexa emphasized that many first-time founders, including herself, often feel overwhelmed by the complexities of GTM strategies. She shared that only about 50% of account executives (AEs) typically work out, highlighting the trial-and-error nature of building a sales team. This insight serves as a reminder that experimentation is crucial in finding the right fit for a startup’s unique needs.
On the fundraising front, Alexa offered a hot take that resonated with many founders: fundraising should be kept as short as possible. She advised that founders should not begin fundraising until they have a term sheet in hand, as this creates a sense of urgency and FOMO among potential investors. This approach can be particularly beneficial in today’s competitive landscape, where time is of the essence.
T3: The future of AI-powered selling
The conversation also delved into the future of AI-powered selling, a space that is rapidly evolving. Alexa articulated a clear vision for how AI can enhance the sales process by automating tedious tasks and providing valuable insights. Pocus aims to empower sales reps by surfacing relevant data and recommendations, allowing them to focus on building relationships rather than getting bogged down in manual research.
As AI continues to reshape the sales landscape, Alexa noted that the key is not to replace sales reps but to supercharge their capabilities. This perspective aligns with the broader trend of integrating AI into various business functions, where the goal is to enhance human performance rather than eliminate jobs.
Moreover, Alexa highlighted the importance of being strategic in outreach efforts. In an era where mass outreach is no longer effective, sales teams must adopt a more personalized approach, leveraging AI to craft tailored messages that resonate with potential clients. This shift towards value-driven selling is essential for success in a competitive market.
In conclusion, Alexa’s insights from her journey with Pocus provide valuable lessons for founders navigating the complexities of building PLG tools, hiring for GTM teams, and leveraging AI in sales. As the landscape continues to evolve, embracing adaptability and a customer-centric approach will be crucial for success in the future of selling.
Sponsor Info:
Special thanks to our Season 12 sponsors, Perkins Coie and Mercury, who we are thrilled to partner with for a third consecutive season.
Mercury is the fintech ambitious companies use for banking* and all their financial workflows. With a powerful bank account at the center of their operations, companies can make better financial decisions and ensure that every dollar spent aligns with company priorities. That’s why over 200K startups choose Mercury to confidently run all their financial operations with the precision, control, and focus they need to operate at their best.
*Mercury is a financial technology company, not a bank. Banking services provided by Choice Financial Group and Evolve Bank & Trust, Members FDIC.
Perkins Coie is a leading full-service, international law firm known for providing high-value, strategic solutions for startups and investors. Lawyers in Perkins Coie’s Emerging Companies & Venture Capital practice support the most innovative entrepreneurs and investors in fast-moving and high-growth sectors across the country, addressing the myriad legal needs that arise when fundraising and scaling their businesses. The firm’s tailored legal services are informed by an understanding of each client’s discrete needs.
