PLS Foundations

Should you use a Playbook or lead score to run your PLS motion? Let's break down the pros and cons of Playbooks and lead scores and how AI plays into both.

Every PLG company wants to move upmarket, but why is this motion easier said than done?

How has Product-Led Sales evolved in 2023? We're launching our third annual PLS Benchmarks Survey to find out just how much PLS has changed. Plus, a few of our own predictions.

Frameworks and templates to help you plan for each stage of your PLS roll-out.

A template to launch your warm outbound playbook. This playbook prioritizes accounts based on their overall enterprise value (ARR potential) and conversion likelihood. The warm outbound playbook also relies on a Product-Qualified Account (PQA) score that looks at the level of engagement across the account (seats used, feature usage), the ICP fit (ARR potential), and expansion signals.

Adam Carr (Head of Global Sales at Miro) discusses how his sales team uses Pocus to accelerate revenue from their self-serve pipeline.

Are customer success and sales-assist actually different roles in a hybrid go-to-market motion?

From reactive to proactive, here are three major account management frameworks to scale your CS team’s revenue impact.

How (and why) to improve your traditional SaaS sales process with a Product-Led Sales strategy.

Everything you need to know to set up and launch a successful sales-assist team to support your PLS motion.

Must have playbooks to activate your PLS motion in 2023

In 2021 we set the foundation for understanding how revenue engines are built in a product-led world. In 2022 we're curious to see how things have evolved.

Outbound is becoming part of the normal progression of growth at product-led companies. However — and this is key — it will often show up further down the funnel.

This is a series where we break down popular Product-Led Sales playbooks that teams use to prioritize opportunities and convert them into revenue.

In this blog, we’ll break down how to evaluate a build vs. buy decision, specifically for Product-Led Sales tools -although it's a framework that applies to most categories.

We spoke to GTM experts from the Product-Led Sales community to summarize 8 proven outreach best practices you can incorporate into your sales outreach strategy.

What is PLS really? Breaking down the buzzword.

Q&A with Daniel Levine and Sam Werboff: Powering PLG by aligning product and sales

What is PLS really? Breaking down the buzzword.

Q&A with Wes Bush, bestselling author and Founder of the ProductLed community

Learn about the meteoric rise of product-led growth.

Catch up on 'Real GTM Advice' featuring GTM experts from Guru, Vidyard, and DevRev

Transitioning smoothly from pure PLG to a hybrid approach

Culture, process, and hiring - everything you need to know to make the transition from sales-led to product-led.

How to turn data-driven insights into action

Expert advice on foundational frameworks and PLS best practices.

Building a shared language for PLS alignment

Product-Led Sales strategy from zero to one

Defining this emerging Product-Led Sales role

Sales teams can supercharge your self-serve machine, but you must be thoughtful about timing

In the era of product-led growth, sales compensation is a confusing and hot topic. But it doesn’t have to be.

Why a Good Onboarding Process Matters…Especially for PLG Companies

Hot take: in a product-led company, the Account Executive is responsible for both user acquisition AND customer adoption/expansion.

The SDR has transitioned from 24/7 cold-calling to data-driven outreach

What to look out for when hiring your sales-assist (aka product specialist) team

We sat down with product-led sales experts to better understand how they structure their teams

And why some of the biggest product-led growth (PLG) companies actually have huge sales teams