According to Forrester research, almost 75% of B2B Buyers prefer buying online over buying through a salesperson. So it’s no wonder that companies with traditional sales-led models are scurrying to enter into the Product-Led universe in any capacity. However, as anyone familiar with PLG knows–– it’s challenging to retrofit the product-led experience onto a sales-led […]
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Great Pricing is Consistent, Transparent, and Fair
This is a guest post by Steven Forth Co-Founder at Ibbaka Performance. Pricing is often thought of as a transactional part of business. Two parties get together and negotiate a price they can both live with. Done. Move on to the next deal. This is why the strategic nature of pricing decisions gets little attention […]
7 Articles to Guide You Through Product-Led Sales
With companies like Slack and Calendly generating over 10 million monthly users in roughly their first decade, the idea of product-led growth is becoming an aspiring concept for every SaaS company. But true product-led growth is a mighty concept and is extremely rare (even product-led companies have to layer in a sales team eventually.) For […]
Adding Outbound Sales to Product-Led Growth
In a product-led company, initial growth is usually driven by a self-service channel. Potential customers find, try, and buy the product without ever interacting with a person from the company. These same customers can continue to expand and renew on their own, making for a highly efficient, predictable revenue machine. As a product-led company continues […]
Aligning Sales Development Motion to Lead Type
One of the biggest pitfalls of scaling the work that Sales Development Representatives (SDRs) do is neglecting to align the type of outreach to the lead type. Different types of leads need a different type of outreach in order to maximize the chances of making a meaningful connection to the prospect, establishing fit & need, […]
Introduction to Product-Led Sales
Product-led growth, in the most classic sense, is a very specific approach to go-to-market that relies on a self-service customer acquisition channel—where people can try, buy, expand and renew without ever talking to a person from the company. “A very specific approach to go-to-market that relies on a self-service customer acquisition channel—where people can try, […]
12 SaaS Pricing Strategy Resources
Pricing is one of the highest-impact strategic decisions that startups make, yet often the least amount of time is spent on it. As 2021 begins, companies are sitting down to finish up their annual plans. One of the most crucial parts of this process is often reviewing and refining pricing strategy, which can seem daunting. […]
Is Sales Oversegmented?
Back in the dark ages (when dinosaurs roamed the Earth), I grew up in the enterprise sales world of having to do everything myself: Researching my market Prospecting my target buyers Discovery calls Strategy Sales meetings Closing Account management Client success And while I understand why so many celebrate the ways found to make the […]
Sales Motions for a Product-Led Company
A reoccurring theme of conversations I’ve had lately is what types of sales-motions fit best at a product-led company, and how to get an inside sales machine set up to complement product-led growth. Many product-led companies start out purely product-led. There may be some light sales assistance, but the bulk of new customer acquisition comes […]
Who owns SaaS customer revenue?
In the past, I’ve shared some perspective about whether sales or customer success should own SaaS customer expansion and renewals, and the answer was a resounding, “it depends”. “It depends” is one of my least favorite responses to a question. But in this case, it’s true. Ultimately both sales and customer success can be equally […]
