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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Why Your PLG Company Should Invest in Sales
A sales team is like sunscreen––you need it even when you think you don’t. Chase Roberts, Twitter When you think of product-led growth, your first thought is, of course: the product. You simply cannot have a product-led company without a compelling product or service that solves an unmet and obvious need. But the truth is, […]
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 […]
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 […]
More on the SaaS Sales Playbook for Product-Led Growth
I recently shared a few quick thoughts on how the SaaS sales playbook has to be adapted to work well in a product-led organization. Here are some more details on those thoughts…in no particular order. Assess the current state. The biggest mistake you can make when building the sales motion at a product-led growth is […]
