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26 episodes with product led sales
5 episodes with product led sales
2 episodes with product led sales
4 episodes with product led sales
2 episodes with product led sales
2 episodes with product led sales
2 episodes with product led sales
2 episodes with product led sales
2 episodes with product led sales
Most teams are messing up their opportunity to scale their product into higher-value deals—without even realizing it.They're following someone else's Product-Led Sales playbook. ICPs are fuzzy. Qualification is weak. Sales motions aren't landing.Some teams are stuck in the messy middle: a PLG motion that's working (sort of), but sales is jumping in too early—or not at all. Customers are confused. Deals stall.Others know it's time to evolve beyond pure PLG—but aren't sure how to layer in sales without breaking what's already working.In this episode of The Forget the Funnel Podcast, Georgiana Laudi and April Dunford break down the real meaning of product-led sales, and the common mistakes that keep even experienced teams stuck—like unclear ICPs, poor qualification, and misapplied sales motions. Whether you're adding sales to a PLG motion, or trying to make your sales-led org more product-led, this episode will help you avoid costly missteps and find clarity fast.What you'll learn:Why PLG alone isn't enough to close bigger dealsThe real role of sales in a product-led motion (and how to get it right)How to identify product-qualified accounts and avoid jumping the gunWhat's in the episode:(00:00) What is product-led sales, really?(03:00) Why your users ≠ your buyers—and why that matters(06:00) The shadow IT opportunity most teams miss(09:30) Postman's evolution from PLG to strategic sales(14:00) The biggest misstep: Sales jumping in too early(20:00) What smart outbound looks like today(25:00) Faux freemium and low-risk PLG experiments(30:00) How to know when your product is ready to support salesLinks & ResourcesLenny's newsletter on GTM motions of 30 startups Explore April's workCheck out April's books Follow Georgiana on LinkedInForget The Funnel Podcast Forget The Funnel on YouTube As always, you can learn more about Forget The Funnel here: Read the Forget The Funnel Book Check out Forget the Funnel's website
About the Episode Elena Verna is a renowned growth consultant who has worked at and with a glittering array of well-known tech companies. She's a strong advocate of career optionality and solopreneurship, as well as the author of a popular growth newsletter, Reforge instructor and popular LinkedIn content creator with her insightful posts and searing memes. Just don't call her an influencer. Episode highlights: 1. Solopreneurship is about having optionality; it doesn't mean you never take a full-time job again. You can build a portfolio career with a variety of different offerings, and get involved in the types of problems that excite you. This feels risky, but people get laid off from "real" jobs all the time. The most important thing is to optimise for what you're passionate about, and it may well be that you move between full-time employment and advisory or fractional roles. It's not a one-way street, and you're in control. 2. Humour disarms people, so memes are a great way to talk about difficult topics and build empathy Content creators should not be scared of poking fun at meaningful topics. Using humour is a great way to help build connections with people around potentially sensitive areas. That doesn't mean you should make everything a joke, but you can certainly mix it up. You might think it's risky for a solopreneur, needing to build credibility, to be seen as an unserious clown. But, do you really want to work with people who can't take a joke? 3. Product-Led Sales is all about using self-service as a lever to fill up your sales pipeline with healthy, qualified leads Speaking of knowledge (nice segue!), Elena has written a lot about Product-Led Growth (PLG) and Product-Led Sales (PLS). PLG is the strategy of using your product as its own acquisition channel through enabling a great self-service experience, quick time-to-value and all the other things that B2C apps have had to worry about for years. PLS, on the other hand, is about filling your sales team's pipeline with high-quality leads that have already experienced your product through PLG, and demonstrated enough usage to make it worth having a data-backed conversation with the buyers at that organisation. 4. There are signals that it's time to try out Product-Led Sales Don't adopt PLS for the sake of it; instead, look for signals that it's appropriate for you. Traditional sales-led motions focus on the buyer but, if you solve a problem that matters more to end users than buyers, you should consider Product-Led Sales as a method for building internal champions and advocacy for your product. You should also be conscious of competitive threats; your traditional, top-down buyer-led sales motion may work today, but keep your eyes open for new PLG players attacking your underbelly. 5. You probably need new capabilities (and talent) within your organisation if you want to get started with Product-Led Sales. Let's face it, most sales-led organisations are terrified of giving sales prospects access to their product without supervision. The user experience is almost certainly terrible and there's no "Aha!" moment to speak of, just a pile of features that got added to satisfy procurement teams. You need to get a good product manager in to overhaul the experience, good product marketers to work on optimising acquisition, and great data analytics so you can make sure you aren't just sending garbage to the sales team. If you don't send them high-quality leads, they'll stop trying to sell to them. 6. Product-Led Sales is not an on/off switch but a dial. Traditional sales-led organisations that are crushing their quotas don't need to go down the product-led growth or product-led sales route if it doesn't work for them. Similarly, product-led companies shouldn't have to go upmarket to succeed. The most important thing to consider is how to build on your existing strengths and complement them, and getting the mix right. You can run both at the same time, and this is better than throwing all-in on a go-to-market motion where you have no credibility, experience or right to win. Contact Elena Check out Elena's newsletter and other work: ElenaVerna.com Follow Elena on LinkedIn: https://www.linkedin.com/in/elenaverna/
In this episode of McKinsey on Building Products, host Rikki Singh and Robert Chatwani, President of Growth at DocuSign, discuss how to drive sustainable revenue growth and brand love through product-led sales. They explore the importance of creating value for customers before capturing it, delivering a great end-to-end customer journey, and aligning teams to pursue shared outcomes through data.See www.mckinsey.com/privacy-policy for privacy information
In this episode of McKinsey on Building Products, host Rikki Singh and Varun Parmar, General Manager at Adobe and former CPO at Miro and Box, discuss how exceptional products drive growth. They explore the importance of reducing time to customer value, achieving cross-functional alignment, and embracing cultural shifts – key elements for advancing product-led sales, an evolution from product-led growth.See www.mckinsey.com/privacy-policy for privacy information
Companies often struggle to convert potential leads into loyal customers while maintaining long-term engagement. With so many customer interactions happening across various touchpoints, staying on top of these interactions becomes overwhelming. How can businesses streamline customer relationships, prevent churn, and boost revenue? Successeve Successeve is a comprehensive customer intelligence platform that drives growth and retention …
Plancraft's extrem intuitive SaaS-Lösung macht Büroarbeit und Teamwork maximal effizient. Von der Angebotserstellung über die Projektplanung bis zur Arbeitszeiterfassung - grundlegende Prozesse werden digitalisiert und für eine chronisch überlastete Zielgruppe simplifiziert. Plancraft vereint erstmals die Flexibilität der Cloud mit der Spezifität von Branchensoftware, wodurch ein neuer Standard gesetzt wird.
Kevin Tate was former Chief Revenue Officer at Clearbit. His expertise lies in strategic marketing, specifically in eCommerce, enterprise SaaS, social media, digital marketing and the like. He has over 24 years of experience in the field and has led several go-to-market software professional services and hardware-enabled SaaS companies. In this talk, he explains how Clearbit boosted their product-led to a 5x pipeline as well as how the company creates a seamless experience for their corresponding prospects. There's a lot to dig into this episode. Tune in to find out. Show Notes [0:36] What brought Kevin to Clearbit? [1:56] Some of the big steps that he took in order to get to where he's at [4:12] Kevin talks about MEL's (marketing engages leads). [8:24] Creating the weekly visitor report [11:06] What type of problem space do they want to help companies explore with these tools? [18:41] What metric do they use to reach out to people? [28:56]. How to further accelerate your pipeline growth? [31:19] Try to make your tools as accessible, available, and convenient as possible. [32:07] How can you identify the best person for your ICP and prioritize your best accounts better? [34:07] The importance of having a portable segmentation approach [36:28] Kevin's recommendations in nailing the company's segmentation process About Kevin Kevin Tate is a charismatic leader who likes to work swiftly to adhere to the vision, mission, and goals of his company. With over 24 years of experience, Kevin is well-seasoned to help people fully succeed when they deep dive into the market. He is currently the Chief Revenue Officer of Clearbit, an investor, mentor, and business tycoon at heart. Links Clearbit Profile Kevin's LinkedIn
Many people don't realize this but quite a few of your favorite platforms, including LinkedIn and Cameo, have implemented a product-led sales (PLS) motion a long time ago.In short, product-led sales is a go-to-market approach that relies on existing users of the product to drive revenue.Here's the problem - if your PLS motion is implemented without a strategic approach to customer experience and enablement, you'll end up in a worse position than if you gated the platform from the get-go. Today's episode welcomes Karen Chi - Founder of Karen Chi Consulting and former GTM leader of LinkedIn and Cameo. She's also the Co-Founder and Managing Partner of inVest Ventures - a Community VC fund investing in LinkedIn alumni founders building great companies.There's a common theme between signal-based GTM and product-led selling - interpreting data and predicting behaviors. Even though the concept of signal-based sales and product-led platforms started making waves recently, the concepts have been around for a long time. Karen recently attended the PLGTM conference and she's ecstatic to see that there's a passionate community around product-led companies.Building a successful product-led sales motion requires a huge paradigm shift in how you think about your go-to-market. Karen says that you can't expect your product-led motion to carry the weight throughout the whole sales process. Instead, you need to approach it with the mindset of “how do I build my product so our customers can get from 0-1 themselves” and then sales can take them from 1-100. The self-service experience can't be just a glorified lead generation tool, as you end up creating a situation where your potential client lowers their expectations of the value of the platform effectively disqualifying themselves early in the process.Check out the full episode to learn more about product-led go-to-market!Connect with Karen - https://www.linkedin.com/in/karenychi/ Connect with Alan - https://www.linkedin.com/in/alan-j-zhao/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/ (05:32) - Starting a Venture Capital fund (08:32) - What is Product-Led Selling & Signal-Based GTM (10:31) - How to set up your PLG/PLS motion (14:05) - When to involve salespeople into your PLS motion (16:33) - How to educate your users (20:46) - Using the right channels to convert clients (22:57) - How to serve your free tier users (25:51) - Growing Cameo's PLS motion (31:10) - How to become a great PLS sales rep
In this curated episode of the Revenue Builders Podcast, we dive into the complexities of scaling Product Led Growth (PLG) models with guest Oliver Jay, former Product Led Sales leader at Dropbox and CRO at Asana. In this insightful conversation, they explore the nuances of PLG, its effectiveness in different market landscapes, and the strategies required to navigate its scalability challenges. From understanding the dominance dynamics in PLG markets to dissecting the intricacies of selling to end-users versus enterprise buyers, this episode offers invaluable insights for companies looking to leverage PLG for accelerated sales performance.KEY TAKEAWAYS[00:00:00] PLG dominance dynamics: In PLG markets, the winner typically garners 80% market share due to the model's viral nature.[00:01:50] Challenges for non-leading PLG companies: Companies beyond the top two struggle to gain traction and should consider pivoting towards enterprise-focused strategies.[00:02:49] PLG's compatibility with enterprise sales: While PLG excels with end-users, scaling to enterprise level introduces complexities due to the lack of traditional enterprise sales infrastructure.[00:05:04] Hybrid approach for PLG scalability: Successful PLG companies often combine PLG with sales-led growth, using PLG to seed accounts and leveraging sales teams for enterprise deals.[00:08:30] Layered nature of PLG scalability: Scaling PLG resembles building a multi-layered cake, with each layer representing different levels of customer engagement and sales complexity.HIGHLIGHT QUOTES[00:01:26] "If you're like number three, four, five, six... the wind is not going to be behind your sails. Might as well tweak your product to be a bit more enterprise from day one."[00:04:45] "A lot of companies... seed the account with end users, then back it up with sales-led growth... to get an enterprise purchase order."[00:08:30] "Building a PLG company over time... you have a strawberry shortbread bottom, you have a chocolate middle, you have a tiramisu top. It just keeps going."Listen to the full episode with Oliver Jay through this link:https://revenue-builders.simplecast.com/episodes/product-led-growth-in-b2b-sales-with-oliver-jayCheck out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/
Brendan joins me live in the studio for a 90-min episode where we dig into Product-Led Sales. We also talk about his experience moving from a founder to a VP inside of the acquirer.
Det kryllar av tech-bolag i Ängelholm i Skåne. Jonas Bonde har startat två av dem, Prisjakt och senast Car.info som just nu växer så det knakar med väldigt fin lönsamhet. Vi pratar om hur Jonas inte fick köpa en Tesla Model S, men att han investerade samma pengar i Tesla-aktier istället (och att Jonas inte höll i aktierna lika länge som Ängelholmskompisen Christian von Koenigsegg gjorde). Och så pratar vi om:Franz Hänel (nämns ett par gånger… Jonas partner i bolaget).Att Car.info stänger året med 55% omsättningstillväxt och 40% EBITDA-marginal (borde bli nånstans runt 43/17MSEK).Om hur Jonas sade nej till traditionell VC för att istället bygga bolaget boot-strappat med egna pengar och några änglar (varav en är Peter Carlsson, gamla konkurrenten och Pricerunner-grundaren).Om hur kulturen med Öppen Data och offentlighetsprincipen i Sverige gör att det, tack vare tjänster om car.info, är mycket svårare för bedragare att göra bilaffärer.Om hur han gillar lönsamhet och intäkter, men har svårt för traditionell säljkultur.Om hur marknadsföringsbudgeten = lite pennor. Länkar:- Prisjakt- Car.info Dagens Tech-nyheterUkraina är förbannade på Elon Musk för att Ryssarna också har Starlink vid frontenJane Walerud och Marta Sjögrens nya “carbon capture”-startup Dagens Tech görs av Halvt Vargtjut Media AB.Redaktör: Richard Sandenskog
Jessica Watts is an ex-SaaS Sales VP of a $70MM HR Tech company turned Agency Co-Founder turned Free Agent Advisor for early stage founders. In this conversation, we explore the evolving dynamics of the sales process and how technology, particularly artificial intelligence (AI), is influencing this transformation. We discuss the shift in work environment for sales, the application of AI in sales and marketing, and the importance of aligning company messaging with customer expectations for successful sales. EPISODE LINKS: LinkedIn: Jessica Watts https://www.demandbase.com/blog/100-powerful-women-in-sales-51-100/ https://podcasters.spotify.com/pod/show/refine-labs/episodes/S2-E56---Its-About-Time-We-Talk-Outbound--Jessica-Watts-e1pghae/a-a8nfido TIMESTAMPS: (00:00:12) Intro, Sales (00:04:15) Sales Process (00:06:39) Overlap distinction between sales and marketing (00:09:31) Evolution of sales and buyers (00:12:47) Stack, CRM (00:17:04) Sales tools, data (00:21:03) AI in Sales (00:25:17) Human element in sales (00:27:05) AI replacements, automation in sales (00:32:21) Strategy, Evolution of sales (00:39:45) End user expert, Messaging (00:45:04) Early stage vs Large companies (00:47:34) B2B Sales (00:49:25) Closing CONNECT: Website: https://hoo.be/elijahmurray YouTube: https://www.youtube.com/@elijahmurray Twitter: https://twitter.com/elijahmurray Instagram: https://www.instagram.com/elijahmurray LinkedIn: https://www.linkedin.com/in/elijahmurray/ Apple Podcasts: https://podcasts.apple.com/us/podcast/the-long-game-w-elijah-murray/ Spotify: https://podcasters.spotify.com/pod/show/elijahmurray RSS: https://anchor.fm/s/3e31c0c/podcast/rss --- Send in a voice message: https://podcasters.spotify.com/pod/show/elijahmurray/message
Pour l'épisode de cette semaine, je reçois le CEO et cofondateur de LocalRanker. LocalRanker c'est une solution permettant aux enseignes de suivre et gérer leur positionnement SEO “local”. Lors de notre épisode nous avons parlé du parcours de Nicolas, des débuts de LocalRanker, de SEO, de Google Business Profile, du pivot qu'ils ont fait avec un gros changement de stratégie de mise sur le marché : de “product-led” à “sales-led”. On a également discuté des particularités qu'il y a quand on vend à des enseignes ou à des agences. Enfin, nous avons parlé des ambitions de LocalRanker. Vous pouvez suivre Nicolas sur LinkedIn. Bonne écoute ! _____ Mentionnés pendant l'épisode : Episode 38 avec Tom Benattar de PixelMe Episode 45 avec Nicolas Samir de Pongo Make de Pieter Levels La semaine de 4 heures de Tim Ferris _____ Pour soutenir SaaS Connection en 1 minute⏱ (et 2 secondes) : Abonnez-vous à SaaS Connection sur votre plateforme préférée pour ne rater aucun épisode
This time Justin talks to Ferdinand Goetzen - a customer insights expert. They discuss dark funnel marketing and the art of understanding the part of the buyer journey before a potential client engages with your marketing or sales channels. They also discuss product-led sales, understanding which product users should be targeted for conversion, and how to target to close deals and upsell. About Ferdinand: Ferdinand Goetzen is the CEO & Co-Founder of Reveall, an AI-powered customer insights platform that helps product teams. He has spent the better part of the last decade supporting teams at the intersection of commercial and product. He was previously the Chief Growth Officer at Recruitee and Director of Growth at Hubs (both exited in 2021) and worked extensively with teams at Homerun, ING, Pipedrive, Transavia and Philips. Topics he's most passionate about include product-led growth, B2B marketing, product discovery and brand. Follow Ferdinand and Reveall here: https://www.linkedin.com/in/ferdinandgoetzen/ https://www.reveall.co/ Thanks to our sponsor SalesSource. Sign up for their newsletter here: https://www.linkedin.com/newsletters/7049616550982504448/ https://www.linkedin.com/company/sales-source-ai/ https://www.salessource.ai/ Follow Justin here: https://www.linkedin.com/in/justinsalessource/ Future Fuzz - The Digital Marketing Podcast #podcast #futurefuzz #digitalmarketing #B2B #darkfunnel #productledsales
Join hosts John McMahon and John Kaplan in a profound exploration of Product-Led Growth (PLG) and its seamless integration with traditional sales strategies. Guest expert Alex Bilmes, CEO of Endgame, shares practical insights and strategies for revenue leaders aiming to leverage product data to supercharge their sales efforts. Discover how PLG, far from being a threat to sales, serves as a force multiplier when intelligently integrated. Gain valuable perspectives on aligning product signals with conversion and expansion, making sales teams more efficient, and navigating the evolving landscape of modern go-to-market strategies.Tune in and learn more in this episode of the Revenue Builders podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:04:10] Understanding PLG Spectrum[00:05:54] Product Suitability for PLG[00:09:38] PLG Implementation Questions[00:13:28] Sales Integration with PLG[00:22:32] Ownership of PLG[00:35:11] Implementing PLG[00:43:42] Endgame's Role[00:46:39] Implementation Process[00:49:06] Standard Product Signals[00:55:30] Navigating Uncertain EconomiesADDITIONAL RESOURCESLearn more about Alex Bilmes: https://www.linkedin.com/in/bilmes/Download our Sales Transformation Guide for Leaders: https://forc.mx/3sdtEZJHIGHLIGHT QUOTES[00:02:24] "The definition of PLG is effectively that the product is the primary driver of your go-to-market."[00:06:19] "Calendly is a prototypical, very easy-to-get-started-with PLG example. The product would be so great that people could just come in and use it."[00:10:59] "We see a huge opportunity for a PLG company who's done some amount of that work already. How do you better tie in the sales efforts to accelerate the sales process using a lot of that product data?"[00:24:20] "In a PLG motion, everybody's interfacing on the same product data. So that entire team is operating against that shared source of truth, which makes it more multi-threaded, maybe a little bit more complex, but also easier for the customer to understand."
Krish Ramineni is Co-Founder of Fireflies.ai, which helps teams transcribe, summarize, search and analyze voice conversations. He previously worked at Microsoft and has been featured within Forbes 30 Under 30. He is also passionate about Product-Led Growth.In today's episode:• Fundamentals of Product-Led Growth (PLG)• How Fireflies.ai scaled with PLG• How to implement PLG into a business—Krish's contact and company info:• Instagram: https://www.instagram.com/krishramineni• LinkedIn: https://www.linkedin.com/in/krishramineni/• Twitter: https://twitter.com/krishramineni/• Fireflies.ai: https://fireflies.ai—Where to find the host, Adam Wakeling:• Twitter: https://twitter.com/adamjwakeling• LinkedIn: https://www.linkedin.com/in/adam-wakeling-26494b35/—In this episode, we cover:(00:00) Introduction(00:47) Krish's background(04:18) What is Product-Led Growth (PLG)?(07:47) B2B vs B2C in PLG(13:28) Acquisition, Retention and Monetization(17:25) Aha moments and customer empathy(19:55) Challenges implementing PLG(23:30) How Fireflies.ai approaches PLG(25:53) First version of Fireflies.ai(28:53) How AI product SMEs can compete with Google and Microsoft?(32:48) Frameworks that Fireflies.ai leverages(35:26) Where to start with PLG implementation(38:09) Product-Led Sales(39:30) PLG to PLS funnel(40:46) OutroFollow the podcast on Twitter: @proddevpodcastGet in touch with the host, Adam Wakeling, on Twitter: @adamjwakeling
Product-Led Sales, cos'è e come usarlo? Lo spiega Leah Tharin, Head of Product di Jua.ai, una delle principali esperte sul tema.Il Product-Led Sales sta rivoluzionando il modo di vendere prodotti e servizi. Partendo dall'analisi del comportamento dei propri utenti è infatti possibile ottimizzare il processo di acquisizione. Un approccio che fonde il Sales-Led Growth e il Product-Led Growth estrapolando il meglio da questi due mondi.Lo spiega in modo molto semplice Leah Tharin in questo podcast in cui si parla anche di cosa significa lavorare per una startup e quando e perché si decide di tentare la carriera come consulente, trovando anche il modo di combattere la sindrome dell'impostore. Grazie a Leah riusciamo a mettere a confronto il modo di fare prodotto in Europa e negli Stati Uniti d'America e impariamo, attraverso i suoi racconti e la sua esperienza, come essere dei Product Manager migliori.Leah Tharin, Head of Product di Jua.ai, è una delle maggiori esperte e consulenti in materia di product-led growth & sales. È stata a capo del team di prodotto di Smallpdf, prodotto B2C con oltre 50 milioni di utenti attivi mensili, cresciuti di 3 milioni in 2 anni: risultato che l'ha resa una delle più grandi piattaforme di gestione dei documenti al mondo. Leah parla di prodotto e si occupa di product-led growth & sales su www.leahtharin.com e nel suo podcast "ProducTea with Leah".---Product Heroes è il punto di riferimento per il Product Management in Italia.ℹ Chi siamo: https://bit.ly/3D8wSz7
שירי אירחה את גל, CPO & Founder @Aligned גל סיפר לנו על המסע האישי שלו לניהול מוצר ועל המסע של החברה שלו לחברה שמובלת על ידי המוצר, במתודת Product-Led Sales. האזנה נעימה!
שירי ואסיה שוחחו לקראת המיטאפ הקרוב. דיברנו על גדילה של מוצרים ועל גישות שונות, והתמקדנו בגישת Product Led Sales: מאיפה היא צמחה, מה האתגרים ואיך לעשות את זה נכון. הגשה: שירי ארד איבצן הלחנה: מיכאל ינטיס עריכה: תמר הלוי
Weflow is a leading sales performance & intelligence platform. Revenue teams grow revenue with a tool designed to close more deals, drive process adherence, and improve forecast accuracy. Weflow has received outstanding reviews and a 4.9 star rating on G2. Hundreds of the world's most innovative companies, like Zeotap, Remerge, and Garden, drive more revenue with Weflow.
Jennifer Smith is the CEO & Co-Founder of Scribe, A screen capture tool that turns any process into a step-by-step guide. Jennifer shares a day in the life of a tech CEO, how she came up with the idea for Scribe and insights on Product-Led Sales. SPONSORS: • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year • Overloop (Run multi-channel outbound campaigns, from a single platform) - https://get.overloop.com/ssp use this link for an extended trial and additional onboarding hours • Close (The CRM Built for Growth) - https://refer.close.com/ssp EPISODE LINKS: • Connect with Jennifer on LinkedIn: https://www.linkedin.com/in/jenniferreneesmith/ • Try Scribe for Free: https://scribe.how/tryfree CONNECT WITH JESSE: • Linkedin: https://www.linkedin.com/in/jessewoodbury/ • Twitter: https://twitter.com/jessewoodbury • Website: https://jessewoodbury.com/ HELP GROW SSP: • Join the Slack Community: https://launchpass.com/saas_sales_players • Subscribe! • Leave a rating, write a review and share • Ask about 1:1 performance and career coaching with Jesse • Check out the above sponsors, it's the best way to support the show GUEST HIGHLIGHTS: Ian Koniak, Brandon Fluharty, Scott Leese, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Rafael Figueroa, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Dustin Brown, Patrick Baynes, Jeroen Corthout
As a founder, it can be tough to balance work and personal life, make tough decisions, and stay motivated.In this episode, Alexa Grabell, founder of Pocus, shared some valuable insights and advice for other founders out there. Alexa is the co-founder and CEO of Pocus, the first Product-Led Sales (PLS) platform. Pocus helps go-to-market teams use data to improve customer acquisition, conversion, and expansion - without relying on engineers. Alexa's passion for PLS began when she led sales strategy & operations at Dataminr, where she built internal solutions to power sales teams with data.Alexa also shared her experience as a first-time founder and how she has learned to delegate tasks to her team members. She emphasized the importance of hiring the right people and putting them in the right positions to do their best work.Overall, Alexa's journey highlights the importance of flexibility, adaptability, and a willingness to learn and evolve. By prioritizing your team, setting goals, and staying true to your vision, you can navigate the challenges of building a successful startup.If you want to hear more about Alexa Grabell's journey be sure to listen to this episode.TopicsEmpowering Women in TechCreating a Culture for Female FoundersBuilding a Diverse TeamProduct Led Sales Challenges of Building Internal Data SystemBuilding vs BuyingInvestment from Design Partners Creating a Category Building a CommunityLearning as a Founder Empowering OthersFinding a Peer Group Passion and Trade-offs Prioritizing Self-CareRecruiting ProcessMarketing as the First HireShow LinksConnect with Alexa Grabell on LinkedIn, TwitterConnect with David Khim on LinkedIn and TwitterConnect with Omniscient Digital on LinkedIn or TwitterPast guests on The Long Game podcast include: Morgan Brown (Shopify), Ryan Law (Animalz), Dan Shure (Evolving SEO), Kaleigh Moore (freelancer), Eric Siu (Clickflow), Peep Laja (CXL), Chelsea Castle (Chili Piper), Tracey Wallace (Klaviyo), Tim Soulo (Ahrefs), Ryan McReady (Reforge), and many more.Some interviews you might enjoy and learn from:Actionable Tips and Secrets to SEO Strategy with Dan Shure (Evolving SEO)Building Competitive Marketing Content with Sam Chapman (Aprimo)How to Build the Right Data Workflow with Blake Burch (Shipyard)Data-Driven Thought Leadership with Alicia Johnston (Sprout Social)Purpose-Driven Leadership & Building a Content Team with Ty Magnin (UiPath)Also, check out our Kitchen Side series where we take you behind the scenes to see how the sausage is made at our agency:Blue Ocean vs Red Ocean SEOShould You Hire Writers or Subject Matter Experts?How Do Growth and Content Overlap?Connect with Omniscient Digital on social:Twitter: @beomniscientLinkedin: Be OmniscientListen to more episodes of The Long Game podcast here: https://beomniscient.com/podcast/
Beaucoup pensent que c'est impossible de vendre sans commerciaux et pourtant c'est faux. Vous connaissez tous les succès de Slack, Zoom, Dropbox ou Calendly. Leur point commun ? Ils ont tous connu une croissance rapide grâce à un excellent produit et sans équipe de vente au début. Ils ont utilisé la stratégie du "product led sales", un modèle qui utilise le produit comme principale source d'acquisition de revenus : génération de leads, closing et upsell. En gros, vous laissez votre produit faire le travail. J'ai échangé avec Maxim Poulsen, Growth chez Contrast qui explique en quoi le “product-led sales” est un modèle qui bouleverse les codes du B2B. Dans ce sales talk, on parle de : Product led growth, comme stratégie de go-to-market qui place le produit en première ligne Des conditions pour réussir une stratégie de vente libre service Comment convertir des utilisateurs finaux en clients En bonus
There is no one-size-fits-all approach to product-led companies. It's all about how the product becomes central to the customer experience. But what are the secrets for making your product central to the customer experience? In this episode, Kyle is joined by Todd Olson, CEO and Founder of Pendo - a platform that focuses on improving product experiences. They dive into what it takes to build a successful company using a PLG motion, Todd's journey with Pendo, the importance of validating ideas, obsessively monitoring beta users, and finding product-market fit. They also explore the three key areas for implementing product-led growth and the myth of a product selling itself. Join us for an insightful conversation on how to create a product-led organization that puts the customer experience first. Here's what's inside: Get rid of the product-led misconceptions: A common misconception for Product-Led Growth is “the product sells itself.” Todd says this isn't the case. If you're selling to a large organization, you're going to need a human involved. You can't sell a product without somebody to understand the customers' needs and tailoring things to their business. Become product-led for effective inbound demand: A Product-Led organization can help optimize inbound demand by directing customers to a tailored experience based on their segment. Todd says this involves creating a culture centered around using data to understand company goals, automating high-volume tasks, promoting cross-functional collaboration, and embracing an experimental mindset. Prioritize self-service to free up time and energy: By providing customers with a range of self-service options, such as chatbots and in-product help, Product-Led companies offer a better user experience and reduce support volume. This time and energy saved, can be put towards other areas of the business for improvements and meeting customers needs. Grab this week's Checklist Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. → Clari.com
Brought to you by Linear—The new standard for modern software development | Braintrust—For when you needed talent, yesterday | Rows—The spreadsheet where data comes to life—Elena Verna is a leading growth expert with over 15 years of experience in tech. She was SVP of Growth at SurveyMonkey and interim CMO at Miro, where she built high-performing teams that drove significant growth. She recently served as interim Head of Growth at Amplitude and currently advises and is a board member for early-stage startups. In today's podcast, we discuss:• What product-led sales is• How product-led sales differs from product-led growth• Unpacking common acronyms: PQAs, PQs, PQLs, and MQLs• When and how to consider investing in PLS• Metrics for identifying qualified accounts• The team, data, and tooling required for implementing PLS• Common pitfalls to avoid when adding PLS—Find the full transcript at: https://www.lennyspodcast.com/the-ultimate-guide-to-product-led-sales-elena-verna/#transcript—Where to find Elena Verna:• LinkedIn: https://www.linkedin.com/in/elenaverna• Twitter: https://twitter.com/elenaverna• Newsletter: https://elenaverna.substack.com/—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• Twitter: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Elena's background and what she's doing now(07:13) Product-led sales (PLS) vs. product-led growth (PLG)(12:47) How sales solutions can be applied to enterprise-level problems(15:06) Defining enterprise-level problems (17:51) How product-led companies start with PLS(20:30) When to add sales(22:36) Two ways to get to PLS(24:27) Why every sales-led-growth company needs to add PLG(26:50) Two ways you can own revenue(28:37) PQAs, PQs, PQLs, and MQLs(37:17) How to get started adding PLS(42:01) Metrics to identify PQAs(47:00) Why sales should be carefully applied (49:07) Systems, infrastructure, and tooling(50:59) The people and resources required for PLS(53:42) Why you should have a clear ROI for every new hire(55:05) Why product needs to be accountable for monetization with PLS(59:57) Revenue-based goals product teams should have(1:06:28) Common pitfalls startups run into when implementing PLS(1:09:15) Benchmarks and the amount of time needed for implementing enterprise solutions(1:12:04) Using onboarding to profile users(1:13:08) Will AI be the next sales movement?—Referenced:• Elena's previous episode on Lenny's Podcast: https://www.lennyspodcast.com/elena-verna-on-how-b2b-growth-is-changing-product-led-growth-product-led-sales-why-you-should-go-freemium-not-trial-what-features-to-make-free-and-much-more/• Miro: https://miro.com/• Figma: https://www.figma.com/• Elena's PLS funnel diagram: https://www.linkedin.com/posts/elenaverna_b2b-product-led-sales-guide-activity-7052664130763206658-yxLK/?utm_source=share&utm_medium=member_desktop• Elena's memes: https://www.elenaverna.com/memes• Mixpanel Signal reports: https://mixpanel.com/blog/mixpanel-signal-launch/• Amplitude Compass chart: https://help.amplitude.com/hc/en-us/articles/235147347-The-Compass-chart-discover-your-users-a-ha-moments• Looker: https://www.looker.com/• Tableau: https://www.tableau.com/• Salesforce: https://www.salesforce.com/• HubSpot: https://www.hubspot.com/• Marketo: https://nation.marketo.com/• Waitlist for PLG course on Reforge: https://www.reforge.com/programs/product-led-growth—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. Get full access to Lenny's Newsletter at www.lennysnewsletter.com/subscribe
Revenue Generator Podcast: Sales + Marketing + Product + Customer Success = Revenue Growth
The problem with PLG brands is that they have plenty of signups they can't keep up with and don't know who to target. They also generate a ton of data, and they don't know which is relevant and which isn't because much of it is difficult for humans to make sense of. How does machine learning help with this problem to drive product-led sales? Listen to Thomas Schiavone, the CEO and Co-founder of Calixa, as he discusses machine learning's role in product-led sales. Show NotesConnect With:Thomas Schiavone: Website // LinkedIn // TwitterThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
Revenue Generator Podcast: Sales + Marketing + Product + Customer Success = Revenue Growth
Product-led growth companies struggle with sales. They wrongly assume that the product will sell itself--that's false. They need to grow to a point where they get good at selling. When do you need product-led sales? How do you go about it? Listen to Thomas Schiavone, the CEO and Co-founder of Calixa, as he discusses when you need product-led sales and how PLG companies can go about it. Show NotesConnect With:Thomas Schiavone: Website // LinkedIn // TwitterThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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UNLOCKING YOUR CUSTOMER'S DATA IS LIKE MAGICCollin welcomes Alexa Grabell to the show. She is the Co-founder and CEO of Pocus. Alexa shares her sales story and how her career led her to found Pocus, the first Product-Led Sales platform that turns data into revenue. We all know that sellers need customer data to build their lists and it was difficult to unlock back in the day. Tune in as Alexa discusses how Pocus was made to solve this problem. Learn more in this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! TRANSFORMING MOMENTSALEXA: THE PAIN POINT BEHIND POCUS“Data lived all over the place, and sales teams would always say, how do I even get access to what my customers are doing? Who are they? Where are they in the sales journey, how many users from the company are already on the product on the free plan, or whatever that was? And so I ended up hacking together solutions to give sales reps the power of getting access to the data that they needed.”ALEXA: UNLOCKING THE POCUS IDEA“I then left Data Miner to go to Stanford for Business School, where I met my co-founder, and we went really deep into this topic of how you unlock data for revenue teams for sales, customer success, and marketing. And that led to the founding of POCUS as a product lead sales platform on how do you unlock all this great data and make it very usable for a salesperson.”Connect with AlexaAlexa Grabell | Pocus | Pocus.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok
Do you have what it takes to be a founder? Alexa Grabell stops by the Beyond Quota studio with Ross and Ben to discuss her path to becoming one of the few female founders in the data and sales space and how her experience in sales operations & strategy got her there. Also, is data-driven sales the future? What is Product Led Sales and RevOps? And where the heck did they get that quota number we all have to hit? Please rate, review, subscribe, listen wherever you get your podcasts and more importantly, share this episode with a friend who might enjoy it. Thanks!Follow Alexa Grabell:https://www.linkedin.com/in/alexagrabell/ https://twitter.com/alexa_grabellhttps://www.pocus.com/Follow Pouyan Salehi:scratchpad.comlinkedin.com/in/pouyansalehihttps://www.linkedin.com/company/scratchpad-ae/Follow Ross Pomerantz:linkedin.com/company/corporatebroinstagram.com/corporate.browww.corporatebro.com
Revenue Generator Podcast: Sales + Marketing + Product + Customer Success = Revenue Growth
The problem with PLG brands is that they have plenty of signups they can't keep up with and don't know who to target. They also generate a ton of data, and they don't know which is relevant and which isn't because much of it is difficult for humans to make sense of. How does machine learning help with this problem to drive product-led sales? Listen to Thomas Schiavone, the CEO and Co-founder of Calixa, as he discusses machine learning's role in product-led sales. Show NotesConnect With:Thomas Schiavone: Website // LinkedIn // TwitterThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
Revenue Generator Podcast: Sales + Marketing + Product + Customer Success = Revenue Growth
Product-led growth companies struggle with sales. They wrongly assume that the product will sell itself--that's false. They need to grow to a point where they get good at selling. When do you need product-led sales? How do you go about it? Listen to Thomas Schiavone, the CEO and Co-founder of Calixa, as he discusses when you need product-led sales and how PLG companies can go about it. Show NotesConnect With:Thomas Schiavone: Website // LinkedIn // TwitterThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
本集節目由【謝榮雅的想像力商學院】贊助 雖然課程名稱有想像力三個字，但這門課超過一半的重點都放在怎麼「做生意」，這點讓我很感興趣。此外，授課者是謝榮雅這件事也頗吸引我，因為拿超過 120 座設計獎，還有產品募資成績破 2 億的成就的他一直是我心中「懂設計的生意人」的代表之一。 課程介紹 https://go.sat.cool/4g37kv 結帳輸入專屬優惠碼 mannyli500 可以再折 $500 元 2022/10/31 前 #限時優於 43 折 - - 00:00 - 09:33：白話文談什麼是 Product-led Growth (PLG) 09:33 - 25:56：PLG 興起的脈絡 25:39 - 46:35：PLG 的十大原則 46:35 - 62:06：PLG 公司還需要業務嗎？如果需要該找怎樣的人？ 62:06 - 73:16：新一代的 CRM 軟體公司 - - 以下是幾篇推薦閱讀的文章 Monzo Growth PLG by Openview What is Product-Led Sales? 10 product-led growth principles Roadmap: Software powering the PLG era - - 訂閱《曼報》電子報，與 18,000+ 人一起探索科技與商業趨勢：https://manny-li.com/ 或是追蹤《曼報》IG： @mannyli Powered by Firstory Hosting
HashiCorp started as an open-source tool.It's now a $6B public company with PLG, enterprise, and open-source products.Caroline Guo, HashiCorp's Head of Growth, shared with us how HashiCorp built a cutting-edge internal engine for its PLG motion.Here are some of the learnings we discussed on the latest episode of the Product Led Sales podcast:The data available from open-source products differs from sales-led and product-led products. HashiCorp had to retool it's approach to data as it moved into PLG.Product and GTM teams in PLG should be goaled against a standardized set of metrics. Listen to the episode to hear Caroline deep dive into the exact metrics HashiCorp cares about at each step of the user journey.How HashiCorp enriches its Salesforce to arm its sellers with product usage data and PQL scores…and much much more in the full episode!
Evernote has hundreds of millions of users.So how does this OG PLG juggernaut keep on growing?Data, data, data. At this scale the company is more like a B2C than B2B company. No wonder Rick Sawyer, Evernote's Senior Director of Product, Growth used to work at DraftKings, a sports betting company. From the backend, to the human resources, Evernote has built up a sophisticated set of data operations.Personalization along the funnel. Having been around for 15 years, Evernote has accumulated tons of features. Not every user is interested in all of them, so the Product team works hard to funnel users towards the right set of experiences. No one should feel overwhelmed by the features. A large analytics function to support GTM and growth teams. Oftentimes, Growth teams notice user needs through the data, not just from talking to customers. When your users number in the millions, sometimes the data tells a more complete story than trying to sample the user base.Listen to this episode for even more on Evernote's sophisticated PLG data engine!Connect with Rick on Linkedin for more information.Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin. If you have questions for me about PLG, growth, or marketing, here's my Linkedin and Twitter.
One of the pillars of every company is a sales team - but when a company is product-led, does you still need a sales team? According to our guest, Aron Vuijsje of Monday.com, you do.In this episode of Product Led Revenue, Aron shares the lessons learned since the early days of joining Monday.com. He reveals what it's like being the first sales hire and standing up for what he believed was the best course for the business — which resulted in the executive team allowing him to build a sales team.Aron and our host Breezy Beaumont also touch upon structuring your sales team, how to find great hires, and what skills to looks for. Finally, Aron talks about how his experience at Monday.com helped him grow as an individual contributor and understand the difference between a manager and a leader.
How do you design the perfect SaaS free plan?CircleCI re-designed it's free plan recently, giving users up to 3x more credits and unlocking features that were previously only for paid users.While a ceiling on a free plan is better for conversion, sometimes optimizing for that one metric is too short-term.CircleCI made the decision to enhance their free plan after speaking to users.They realized that a better experience for these users would: - increase engagement- allow users to get a deeper experience of the product- help with users who are choosing between competing solutionsWe spoke to Sammy Shreibati, CircleCI's VP of Product, Growth about this decision. We discussed how to think about structuring your free plan based on your objectives and the nature of your product. Connect with Sammy on Linkedin for more information.Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin. If you have questions for me about PLG, growth, or marketing, here's my Linkedin and Twitter.
Alexa Grabell is the co-founder and CEO of Pocus. Pocus is a Product-Led Sales platform that helps go-to-market teams use data to improve customer acquisition, conversion, and expansion - without relying on engineers. This is Alexa's second time on Not Boring Founders and she joins us to discuss some big news, what Pocus has been up to for the last 8 months, and how she's approaching operating Pocus in an uncertain macro environment. Sponsor Season 2 of Not Boring Founders is sponsored by FTX US. You may know FTX because of its innovations in crypto derivatives or its ultra-rich & altruistic founder, SBF -- but what you may not know is that the FTX App is available in the US for all crypto traders...and that it's the cheapest exchange out there, with no minimum, ACH, or withdrawal fees. The company is moving fast and now offers crypto trading (Bitcoin, Eth, Sol, Doge, etc) and supports NFTs -- and is releasing new products seemingly every month. Download the FTX App today, invest $10 and get a free coin from FTX in exchange. Use this download link and enter code "notboring" when you sign up to redeem the offer. --- Send in a voice message: https://anchor.fm/notboring/message
Alexa Grabell is the co-founder and CEO of Pocus. Pocus is a Product-Led Sales platform that helps go-to-market teams use data to improve customer acquisition, conversion, and expansion - without relying on engineers. This is Alexa's second time on Not Boring Founders and she joins us to discuss some big news, what Pocus has been up to for the last 8 months, and how she's approaching operating Pocus in an uncertain macro environment. Sponsor Season 2 of Not Boring Founders is sponsored by FTX US. You may know FTX because of its innovations in crypto derivatives or its ultra-rich & altruistic founder, SBF -- but what you may not know is that the FTX App is available in the US for all crypto traders...and that it's the cheapest exchange out there, with no minimum, ACH, or withdrawal fees. The company is moving fast and now offers crypto trading (Bitcoin, Eth, Sol, Doge, etc) and supports NFTs -- and is releasing new products seemingly every month. Download the FTX App today, invest $10 and get a free coin from FTX in exchange. Use this download link and enter code "notboring" when you sign up to redeem the offer. --- Send in a voice message: https://anchor.fm/notboring/message
Elena Verna has led growth at some of today’s most successful B2B businesses, including Miro as CMO, Surveymonkey as SVP of Growth, and now at Amplitude as interim Head of Growth. She’s also worked closely with over a dozen companies on growth and product strategy, including companies like MongoDB, Clockwise, and Netlify (where she sits on the board of directors). Elena is undoubtedly one of the smartest people on growth strategy in the world.—Thank you to our sponsors for making this episode possible:• Persona: https://withpersona.com/lenny• Stytch: https://stytch.com/• PostHog: https://posthog.com/lenny—In this episode, we cover:1) How did Elena go from an analyst at Safeway to Head of Product at Amplitude?2) What’s changing in B2B growth?3) What exactly is “product-led growth,” and how can you apply it at every stage of growth?4) How is PLG already transforming itself?5) Why do you need to be both product-led and sales-led?6) Why does PLG often get crushed when you move upmarket, and how do you avoid this?7) What it looks like when your PLG motion is dying.8) Why product-led is the future of sales.9) Why is freemium the way to go, over trial?10) Why should you hire internally for your first growth hire?—Where to find Elena:• LinkedIn: https://www.linkedin.com/in/elenaverna• Twitter: https://twitter.com/elenaverna Get full access to Lenny's Newsletter at www.lennysnewsletter.com/subscribe
Kevin Tate is the Chief Revenue Officer at Clearbit. His expertise lies in strategic marketing, specifically in eCommerce, enterprise SaaS, social media, digital marketing and the like. He has over 24 years of experience in the field and has led several go-to-market software professional services and hardware-enabled SaaS companies. In this talk, he explains how Clearbit boosted their product-led to a 5x pipeline as well as how the company creates a seamless experience for their corresponding prospects. There's a lot to dig into this episode. Tune in to find out. Show Notes [0:36] What brought Kevin to Clearbit? [1:56] Some of the big steps that he took in order to get to where he's at [4:12] Kevin talks about MEL's (marketing engages leads). [8:24] Creating the weekly visitor report [11:06] What type of problem space do they want to help companies explore with these tools? [18:41] What metric do they use to reach out to people? [28:56]. How to further accelerate your pipeline growth? [31:19] Try to make your tools as accessible, available, and convenient as possible. [32:07] How can you identify the best person for your ICP and prioritize your best accounts better? [34:07] The importance of having a portable segmentation approach [36:28] Kevin's recommendations in nailing the company's segmentation process About Kevin Kevin Tate is a charismatic leader who likes to work swiftly to adhere to the vision, mission, and goals of his company. With over 24 years of experience, Kevin is well-seasoned to help people fully succeed when they deep dive into the market. He is currently the Chief Revenue Officer of Clearbit, an investor, mentor, and business tycoon at heart. Links Clearbit Profile Kevin's LinkedIn
Why is product-led sales so challenging? Are you really doing a product-led growth motion or just looking at different reports?Listen to this discussion between Sam Levan and Sasha Samoilov as they discuss how MOPs can utilize a maturity model to align teams, drive change, and combine meaningful insights from product and sales.
Most traditional SaaS companies will not successfully pivot to PLG.They will disrupted by PLG challengers just like on-prem companies vs the cloud.This was a surprising learning in our latest podcast episode. Mark Roberge runs Stage 2 Capital and was CRO at HubSpot. He's seen how hard it's been for many top-down companies to try to go bottoms-up. Listen to the episode to understand:Why it's so hard to pivot into PLGThe only way to survive the transition if you are dead set on becoming PLGHow to develop your PLG go-to-market tech stack and why growth stage companies are better off buying tech rather building in-houseFollow Mark on Linkedin for more such content. Also check out Stage 2 Capital's Accelerator programme that just launched! Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin. If you have questions for me about PLG, growth, or marketing, here's my Linkedin.
Rob Falcone is Senior Director, Product-Led Sales at Guru, backed by Accel (Venmo, Atlassian), Thrive Capital (Instagram, Slack), Emergence Capital (Zoom, Box), and FirstMark Capital (Pinterest, Airbnb). He is a former Vice President of Sales at Zoomer, backed by Foundation Capital (Netflix), Y-Combinator (Airbnb), and DST (Facebook). He's worked with some of the world's leading retail brands, including Office Depot, Brooks Brothers, and Famous Footwear as a top-performing sales rep at Monetate (acquired by Kibo Commerce). Rob also co-founded an award-winning social media startup that was selected for funding by DreamIt Ventures (Parsely, SeatGeek), one of the world's top 15 startup accelerators.
Product-led sales is selling to companies that already use your product. How hard can that be? Very hard, it turns out. PLG companies need to think about sales in a fundamentally different way in order to succeed. Alex has dedicated his career to solving this problem, and he shares his expertise with us.To hear this interview and more like it, subscribe on Apple Podcasts, Spotify, our website, or search for BUILD with Blake Bartlett in your favorite podcast player.Mentioned in this episode:Sign up for OpenView's weekly newsletterAlex Bilmes, Founder and CEO at EndgameEndgameFollow Blake Bartlett on Linkedin.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook
Sandy Mangat opens the episode by sharing a bit about herself, including the main pillars of her role today. To set the stage for the conversation, she discusses why they launched the Product-Led Sales (PLS) Community and their goals for it. Next, she shares how the PLS Community supports people and companies building their Product-Led Sales motion from 0 to 1 with tactical information, frameworks, and foundational knowledge. However, not every PLS Go-To-Market (GTM) motion will be the same at every company, given how closely intertwined it is to the product(s). Stepping back for a moment, our conversation goes into what is Product-Led Sales and how people support users in that GTM motion. Approximately eight months into their community-building journey, Sandy discusses the growth of their community, focusing on quality over quantity, in relation to the metrics that they will focus on as they approach 1,000 members. Lastly, she opens up about the lessons they've learned through building the PLS Community and the most exciting trends in community she's looking out for in 2022. Follow Sandy on Twitter. Follow Pocus on LinkedIn and Twitter.
Are most startups one-hit wonders?Find out how Kontent by Kentico engineered a second act.Kentico Software was established in 2004 and Kontent by Kentico is their Enterprise headless CMS that was initially founded as an internal startup 7 years ago. Incubating products internally may not be very common, but this one was wildly successful.Vojtech Boril came onto the podcast to share how companies can develop adjacent products and write a successful second chapter to its growth story. How do you come up with a good idea for the next problem your company should solve? Should you run the 2 products as one company or keep them separate? When do you even consider this strategy?Listen to this episode to find out!Connect with Vojtech on Linkedin for more information.Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin. If you have questions for me about PLG, growth, or marketing, here's my Linkedin and Twitter.
'PLG signals' sound complicated. They don't have to be.Want to find out LaunchDarkly about how they use them in their GTM?Check out our latest podcast episode, featuring 3 core members of the LaunchDarkly PLG team!We spoke to Joe Ryan (Chief of Staff of Revenue), Kevin Gemulla (Sales), and Sydney Ziegler (CS) to get a deep dive into all things PLG at LaunchDarklyThis was an amazing interview packed with takeaways, such as:How LaunchDarkly thinks about #productledgrowth and what distinguishes its approachHow to identify PLG signals - who needs to be involved, what the tech stack looks likeHow to practically deploy these signals into Sales and CS teamsConnect with Sydney, Kevin, and Joe on Linkedin for more information.Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin. If you have questions for me about PLG, growth, or marketing, here's my Linkedin and Twitter.
When Alexander Younes first joined Dovetail, it was a dozen-strong.Less than 2 years later, they just raised a $60m series A.In the early days, demand was exploding, with tens of thousands of users in their product. Yet their revenue team had only a handful of people.How did Dovetail stay incredibly disciplined and efficient, and what can we learn from them when creating our own revenue teams?Listen to this episode to find out!We talked about how Alex thinks about sales efficiency, how to funnel enterprise customers to self-serve instead of talking to sales, and why even optimizing your legal documents can help your product led growth.Connect with Alex on Linkedin for more information.Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin. If you have questions for me about PLG, growth, or marketing, here's my Linkedin and Twitter.
"How do I think about org in productledgrowth?"We've had many listeners ask us about this. So we are sharing a masterclass in all things org!Kristen Habacht is a PLG veteran. Before joining Shogun as CRO, she led revenue teams in Atlassian and Trello.Having seen so many flavors of org structures, and designed revenue orgs herself, she's super qualified to teach us about all the tough choices and trade-offs.Listen to this episode if you are part of a growing revenue team.Topics we covered include:What are the most gnarly questions when it comes to org structures?Org is all about trade-offs. There is no perfection. So what are the key trade-offs to think about?What should the revenue org look like at $10m ARR, $50m ARR, and beyond that?The common mistakes people make when it comes to orgKristen's path to being CRO and how to chart your own progression in revenue leadershipConnect with Kristen on Linkedin for more information.Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin. If you have questions for me about PLG, growth, or marketing, here's my Linkedin and Twitter.
Georgios has tried dozens of experiments at Toggl. On today's episode we get to hear his most interesting results.Toggl is a time-tracking tool loved by more than 1 million users globally. That also means they have a lot of data to learn from and experiments to run. And Georgios is one of the most thoughtful and curious experimenters I've met, especially when it comes to pricing and packaging his products!Here are just a few experiments we discussed:Should you push your free users to do a trial of the premium product, before they are allowed to stay on the free plan?Should you bundle seats (e.g., bundles of 5) or charge for each incremental user?What's this one pricing change that resulted in much more expansion with enterprise users?Listen to the full episode to hear much much more!Connect with Georgios on Linkedin for more information.Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin.If you have questions for me about PLG, growth, or marketing, here's my Linkedin and Twitter.
Not every product-led company sells to tech startups.Some customers are just a little more traditional.So what do you when your customers aren't used to buying with a self-serve motion? Does that mean you have to give up being PLG?Rohan Bairat is an old hand at this. At Spreedly, he sometimes encounters customers who even ask for a proposal or RFP.Listen to this episode to find out:What Rohan's playbook is when faced with a RFPHow to think about navigating more traditional enterprise customersWhat to do when competing against more top-down, sales-led companiesConnect with Rohan on Linkedin for more information.Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin.If you have questions for me about PLG, growth, or marketing, here's my Linkedin and Twitter.
What happens when you combine 2 PLG superstars?Christof Jaritz is working on it right now at Bitly.Bitly acquired QR Code Generator last year. Also known as Egoditor, it is one of the world's most popular providers of QR codes with 12 million users.Since then Christof has been thinking about how to drive growth across the combined company.He came onto the podcast recently and we talked aboutWhat's exciting and what's hard about bringing together 2 winning self-serve toolsWhether it's better to be a GTM specialist or generalist, since Christof has spent time in Sales, Growth, and marketingHow to leverage culture to bring out the best of your team membersConnect with Christof on Linkedin for more information.Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin.If you have questions for me about PLG, growth, or marketing, here's my Linkedin and Twitter.
"We're building a cathedral at Vercel."We knew this episode would be a great one when Kevin brought this up at the start of the recording.Vercel is one of the hottest product-led startups with a ton of love amongst developers.Morgane Palomares and Kevin Van Gundy came onto the podcast to pull back the curtain on Vercel's go-to-market. Here's what you can catch in this episode:Vercel's 'product advocates' team - what is it, how is it different from sales or sales-assist, and how did they build it up?The unique advantages and challenges of building an open-source productSome common pitfalls in PLG GTM that Morgane and Kevin have seen across the yearsConnect with Kevin on Twitter or Linkedin, and here's Morgane's Linkedin!Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin.If you have questions for me about PLG, growth, or marketing, here's my Linkedin and Twitter.
Alexa Grabell is the co-founder and CEO of Pocus. Pocus is the Product-Led Sales platform that helps sales teams turn their existing users into high-value customers. Pocus combines customer fit and product usage data into a single source of truth so that sales teams can prioritize the best opportunities and take the right action at the right time… all without relying on their engineering team. With Pocus, sales teams can convert more free trial / self-serve users, reach out to the right buyer at the right time, find 'needle in the haystack' opportunities, and save time sifting through data. Show Notes [0:20] Alexa introduces Pocus, her benchmark report on sales, and how it captures the findings to gain data. [1:39] She explains what product-led sales is and how it leverages growth. She talks about the AI of user interaction rather than just traditional sales. [2:46] On how the Product-led world makes the most out of platforms that generate more work efficiency [4:21] The takeaway on product-led growth shows that over 97 of respondents have a sales team or plan to have a sales team. [5:37] She gives us a perspective on what goes on within the sales organization among companies. She also talks about what sales assist is. [7:27] On the principle of show value instead of just selling on the value [8:26] Alexa predicts 2022's take on PLS's innovation stage at its infancy to accelerate revenue. [10:37] She emphasizes the importance of focusing on PLG motion rather than traditional sales. About Alexa Grabell As the co-founder and CEO of Product-Led Sales' first platform specialized for sales teams, Pocus created the 2021 Product-Led Sales Benchmark Report in partnership with First Round Capital → you can see more detail about it here Links Slack Airtable Asana Profile Pocus Pocus Community Alexa on LinkedIn Alexa on Twitter Pocus Weekly Newsletter
Invoice2Go was founded in 2002 and was self-serve from the get-go! They targeted the under-served small business market and helped them generate, send and manage invoices.Today, Invoice2Go has more than 200,000 customers. As part of the Bill.com family, it is starting to think seriously about adding a sales-assist motion. Pranav Piyush is leading these efforts. He came onto the podcast to talk about his learnings, what common pitfalls to avoid, and how to use experiments to learn before scaling up the sale-assist engine.Connect with Pranav on Linkedin.Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin.If you have questions for me about PLG, growth, or marketing, here's my Linkedin and Twitter.
Have you seen a company build a free tool just to attract customers?Clearbit's Weekly Visitor Report and CoSchedule's Headline Analyzer come to mind.Sadra Boutorabi is someone who is no stranger to this strategy. As co-founder and head of growth of Namescan, he built and launched a free tool, and helped to secure the first $1m in revenue for the company.Today, Sadra leads growth at Tiny, a fast-growing company that provides an open-source rich text editor. On this episode we discussed:When is it a good idea to launch a free tool for lead genHow to decide what free tool to buildHow much resources to dedicate to this initiativeWhat other growth initiatives and experiments he has been runningConnect with Sadra on Linkedin for more information. Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin.If you have questions for me about PLG, growth, or marketing, here's my Linkedin and Twitter.
Some companies have a free trial, whereas others have a free tier that encourages users to upgrade.When do you know which strategy to pick? Chang Chen, who leads growth and marketing at Otter.ai, has tried it all - freemium, free trial, even how long each free trial should be. In this episode, she didn't just talk about which one worked for Otter, she dropped some brilliant frameworks for you to figure out what's best for your own product. We also discussed:How to run experiments to figure out what's the optimal length for a free trialHow to conduct user research to understand how to structure your trial or free tierWhy it often doesn't work to have both a free trial AND a free tierCommon mistakes made when designing these free versions of your productConnect with Chang on Linkedin if you wish to discuss more about free trials vs freemium!Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin.If you have questions for me about PLG, growth, or marketing, here's my Linkedin and Twitter.
Allen Liao joined Lucid in 2018 and has been working on growth ever since. The company has added $50m+ in ARR since he joined! Listen to this episode to find out how! One initiative Lucid's product team has been working on lately is how to improve user engagement. I discussed with Allen:How to identify the right baseline and set the appropriate goals for user engagementHow to segment and prioritize your users'Bright spot' and 'dark spot' analysis - what it means and how to use itWhat worked and what didn't, and common pitfalls people encounter when working on growthConnect with Allen on Linkedin. Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin.If you have questions for me about PLG, growth, or marketing, here's my Linkedin and Twitter.
When Kelly Goetsch first joined commercetools, the company was heavily focused on selling bottoms up to developers. Why did it pivot towards a more Enterprise go-to-market motion?Their self-serve engine was going too slowly.Although developers were the users, they weren't the best buyers for a commerce platform. Often it was the Sales or Revenue executives who championed the purchase.So how did commercetools layer on a successful top-down engine onto a #productledgrowth business?What they did obviously worked, as they are a $1.9b business today. This episode covers:How to hire the right people to layer on an enterprise go-to-market motion effectivelyWhat are the most common needs of an enterprise customerHow to conduct research and build product for the enterprise, when you have far fewer users than a PLG companyWhat Kelly's career advice is for Product ManagersConnect with Kelly on Linkedin. Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin.If you have questions for me about PLG, growth, or marketing, here's my Linkedin and Twitter.
Alexa Grabell is the co-founder and CEO of Pocus, the first product-led sales platform. Pocus enables sales teams at PLG companies to identify, prioritize, and understand their self-serve users to convert them to high-value customers ultimately. In today's episode, she will share her knowledge about empowering sales teams with data. She then gives her two cents on what are the common mistakes, essential qualifications, and red flags to avoid when you are looking out for the best salesperson to fit in your product-led company. Show Notes [00:31] Common mistakes that people should avoid when adding on product-led sales [02:48] Laying out important roles and characteristics before hiring a salesperson [06:39] What other things to look out for in the qualification process? [ 08:16] Red flags to look out for that might not fit in the product sales motion [13:12] Advice to companies that are switching from sales-led to product-led [16:39] Do a brainstorm session for all the things that you need in your business [19:45] Why is it important to shift your mindset? [20:50] Experimentation and keep learning from your users About Alexa Grabell Alexa started the company while getting her MBA at Stanford GSB based on her experience leading up sales strategy and operations at Dataminr. Her goal and passion is for product-led sales to turn their best users into high-value customers. And her company called Pocus, is the best platform to do that. Pocus brings together product usage, customer fit, and buying intent data into one view, with insights tailored to your business. Profile Alexa on Twitter Alexa on LinkedIn Pocus
Peter Soung founded Sprout Social, Inc. more than 10 years ago, and today it is a public company with $200m+ in annual revenue.More impressively, he's knows all about the ins and outs of growing a self-serve product.There's been a ton of content created about #productledgrowth in the past year. You might think you've seen it all.But, if you want to actually hear about the tactical details of what worked and what didn't, or about the hard-won lessons that came from growing a company for an entire decade - this is the podcast to check out.Things we covered include:How to find the 'dead ends' in your product that users can get stuck inHow to streamline the user experience while customizing it for different use cases and different levels of user sophisticationHow to run effective growth experiments for your productConnect with Peter on Linkedin or at peter [at] sproutsocial.com if you want to get in touch.Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin.If you have questions for me about PLG, growth, or marketing, here's my Linkedin and Twitter.
James Labastida is the go-to guy if you want to talk all things revenue in product-led growth.As the Chief of Staff of Revenue at ClickUp, he's overseeing a lot of the strategic work that's going on to fuel the crazily-fast-growing company (it grew more than 4x in a year!) Listen to this episode to find out more about:How revenue and product teams work together at ClickUp What metrics are the most important to align teams with at PLG companies, and which to use at each stage of growthWhat kinds of growth experiments were the most impactful, and how long should you run them forWhat are some common misconceptions and pitfalls in PLG If you wish to connect with James, check out his Linkedin.Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin.If you have questions for me about PLG, growth, or marketing, here's my Linkedin and Twitter.
If you want to see a company in hypergrowth, look at Bitrise. It's doubling its revenue year on year, raised a $60m Series C recently, and serves 100,000+ developers worldwide. And Alex Kudelka is holding the reins at Bitrise's sales org, as the VP of Sales. Having cut his teeth at other PLG superstars like Doodle, and Algolia, he's building an incredibly efficient sales org at Bitrise.Have a listen to this episode to find out: How Bitrise built out its data stack to arm their sellers with the appropriate data How else you can make each seller extremely productive at a PLG companyHow to resist the urge to increase sales headcount while still overdelivering on your quotasHow Sales leaders can embrace PLG completely instead of seeing it as just a change to the top-of-the-funnelConnect with Alex on Linkedin if you want to reach out!Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin.If you have questions for me about PLG, growth, or marketing, here's my Linkedin and Twitter.
As a marketer of a product for sales teams, I was pretty excited to speak to Pete von Burchard. He's a seller selling to marketers!At Wistia, Pete and his colleagues truly understand their customers. They see go-to-market as a holistic craft blending product, sales, and marketing. If you need any proof of that, just check out their videos on youtube. They range from videos featuring their sales teams to a full-blown cartoon series!Pete shared some great tips on: How Sales in PLG should work on customers across the journey, not just at the point of conversion. How Wistia thinks about PQLs, usage milestones, and identifying the right signals that predict conversion. What sellers in a PLG company should focus on, especially if they are looking to upskill themselvesCheck out Wistia's cartoon series - it's super fun! Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin and Twitter.If you have questions for me about PLG, growth, or marketing, here's my Linkedin and Twitter.
Heroku is huge. Like, really really huge. It processes 60+ billion requests per day, and 13 million apps have been built with it.And Christopher Lauer has been there right from the beginning. He joined Heroku when it was just a handful of employees and has been building its self-serve engine ever since. In this episodes he shares a few golden nuggets about product growth, like why we should be more patient when working on growth, how to run the right experiments, and how to identify conversion signals.Chris has been working on PLG and PQL before these terms even existed. And what he taught me in our podcast wasn't anything I heard from anyone else!Connect with Chris on Linkedin if you have more questions. Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin and Twitter.If you have questions for me about PLG, growth, or marketing, here's my Linkedin and Twitter.
How do you grow your PLG product? What are the metrics you should look out for? How do you prioritize between different customers and their needs? Product Growth in PLG is still very much uncharted territory, and to help everyone get smart on it we spoke to one of the pioneers in this space. Partho has been running product growth teams for almost at decade at companies like Unbounce, Bananatag, and now Hootsuite. If anyone knows PLG, PQLs, and product data inside out, it's him. Have a listen to this episode if you've been thinking about how to grow and monetize your product. If you want to reach out to Partho, here's his LinkedIn. Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin and Twitter.If you have personal questions for me about PLG, here's my Linkedin and Twitter.
Community-building is all the rage today, but Bubble mastered it way before it was cool. Way back in 2012, Emmanuel and his co-founder chanced upon the no-code movement before they knew it was going to take the world by storm. However, building a no-code tool takes time and patience. For almost 5 years, they barely hired anyone and quietly worked on Bubble. In that time, they built a community of steadfast supporters.On this episode, Emmanuel shared his hard-won lessons on community, as well as what's next after Bubble's $100m Series A. Have a listen to find out:When is community-building the right way to grow your user baseHow to do it well, and how to nurture your community championsCommon pitfalls when it comes to communityBubble's next act after its recent $100m Series AWhat Emmanuel believes the future of the no-code movement is headedCheck out Bubble.io, and follow Emmanuel on Linkedin or Twitter.Visit our Product Led Sales blog for more insights, and follow HeadsUp on Linkedin and Twitter. If you have personal questions for me about PLG, here's my Linkedin and Twitter.
Fred Melanson is the co-founder and CEO of Bliinx, the revenue engine for product-led sales. In today's episode, he weighs in on the role of sales in PLG companies, how Bliinx engages with its users, and the recent shift among salespersons. He also shares some actionable steps for companies that are looking to switch to a product-led sales motion. Show Notes [02:00] Some misconceptions about product-led growth and sales [04:12] How sales and product-led work together in organizations that combine both [09:10] When is the best time to reach out to users [12:10] The qualification metrics by Derek Skaletsky of Sherlock [14:18] Fred's observations about salespersons in product-led companies [17:28] How to measure the success of a product-led sales strategy [21:20] On getting buy-in, having data to track, and acting on that data [25:25] Fred's advice on keeping things simple and providing value for users About Fred Melanson Fred Melanson is a McGill University graduate who started Bllinx out of frustration for the current ways to scale business relationships. Bliinx was among the 29 companies that had made the cut for Batch 26 of 500 Startups' seed program. Fred likes listening to podcasts while walking his dog in the morning. Links How I Built This with Guy Raz The SaaS Podcast Sales Transformation Podcast Millennial Sales Podcast Notion Mero UserPilot Hugo Lemlist Userflow Mixpanel Amplitude Heap Snowflake Flinks Asana Customer.io Segment Census High Touch Profile Bliinx Fred Melanson's LinkedIn Value First: The Product-Led Sales Podcast
When it comes to Product-Led Sales, it's hard to beat Kevin Nothnagel's resume. Kevin has spent the last 7 years in Sales roles at product-led growth companies, starting at Dropbox, before moving onto Facebook, Productboard, and now Clockwise. Listen to this episode to find out:Why Kevin chose to do a rotation in Sales Strategy and Ops, and how that made him a better seller How product led selling has changed since 2014 The lessons from selling an enterprise software in a consumer company at FacebookHow different companies equipped their sellers with product usage dataWhat skillsets or knowledge product-sellers should focus onConnect with Kevin on Linkedin or Twitter, and also check out Clockwise!Follow HeadsUp's blog, and LinkedIn for more PLG contentConnect with Nathan on Linkedin and Twitter
Alexa and I discuss: The myth of a no sales product-led growthRepeatable trends, Tests, and Metrics: When this happens, know why it will happenMarketing-qualified leads versus product-qualified leadsCombine customer firmographic data and product usage to get to closed-wonWhen to you add a sales team to your self-serve modelLead scoring and prioritizationHow to test and measure the benefits of your product-led sales motionCommunity: where to talk and read about product-led salesHope you enjoy this SaaS Open Mic episode!ResourcesAlexa Grabell on LinkedInAlexa Grabell on TwitterPocus
The Digital Helpdesk - Marketing, Vertrieb, Kundenservice und CRM
Kund*innen gewinnen mithilfe des Produkts – gerade als Start-up kann sich dies in der Anfangszeit als eher schwierig gestalten ohne viel Budget und einem Akquise-Team. David Maurice Chevalier, Gründer des SaaS-Unternehmens Leadjet, kann davon ein Lied singen: Um ihren eigenen Pain Point zu lösen, entwickelten David und sein Team vor einem Jahr Leadjet, um LinkedIn-Kontakte oder Nachrichten direkt in ein CRM zu synchronisieren. Zusammen mit Host Andreas Graßer teilt er seine detaillierten Learnings, warum PQLs besser als MQLs für ein Start-up sind und welchen Fehler Start-ups oft machen, sobald ein Funding gesichert wurde. Themen: [01:19] Vorstellung zu David und Leadjet [05:18] Die verschiedenen Leadtypen bei SaaS [11:27] Sind PQLs der wichtigste Leadtyp? [14:48] Wie PQLs bei Leadjet aussehen [35:08] Davids Top 3 Learnings In der Show erwähnt: Leadjet: www.leadjet.io Feedback? Gerne an podcast-dach@hubspot.com Mehr über uns unter: https://www.hubspot.de/podcasts/the-digital-helpdesk
Julio Bermudez leads Amplitude's sales efforts for APAC and LATAM as VP of Sales. This episodes covers Julio's wide-ranging career where he joined 2 product-led startups early on, and helped grow them to valuations of $4B+ today. Julio shares his learnings from running both enterprise and product-led sales teams. Julio also had an unconventional start to a sales career - listen to find out what he used to do in a previous life!Follow HeadsUp's blog, and LinkedIn for more PLG content.Connect with Nathan on Linkedin and Twitter.
Sales models are not one size fits all. There are key differences between traditional enterprise sales, high-volume inside sales, and product-led sales. In her 30 years of experience, Leandra Fishman has led teams in all of these environments. In this episode of BUILD, we unpack these different models and how to apply best practices of the past to a modern product-led sales model.
The ABM Conversations Podcast - for B2B marketing professionals
Getting into product-led growth (PLG), from being a sales-driven organization is quite a decision and journey. Your sales people are going to lose a lot of control and your product in itself needs to evolve for the PLG journey. Stephanie Cox, the VP of Sales and Marketing at Lumavate, joins Yaag and Manish to discuss her experience and learnings from her PLG journey.
This whole product-led discussion has raised the bar really high for some tech businesses up to the point that sales are not considered necessary if your product is good enough. But is this true or it a myth? In this interview with Francis Brero, we are busting some common myths about product-led businesses and explaining how sales are not expired but just...different in the product-led era. Key Takeaways: - How to do sales in a product-led organisation - How popular businesses like Slack or Invision actually do sales - How your product can signal you that you need to reach out and try to upsell The interviewee: Francis Brero is the Co-founder and Chief Revenue Officer of MadKudu, the leading marketing operations platform for B2B. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.
Brianne Kimmel joins Product Love to talk about product-led sales by Eric Boduch
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