The Product-Led Sales Blog

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The Product-Led Growth Spectrum
The Product-Led Growth Spectrum
Is PLG binary?
Alexa Grabell
November 22, 2022
Product-Led Sales (PLS) AMA: Patrick Woods
Product-Led Sales (PLS) AMA: Patrick Woods
Learn his 3 step framework to launch your community like a product.
Patrick Woods
November 15, 2022
October Product Update
October Product Update
We’re focused on making the most powerful and flexible Product-Led Sales platform solution for our customers. We shipped a few new features recently to make that vision a reality.
Alexa Grabell
November 10, 2022
Feature Launch: Magic Playbooks
Feature Launch: Magic Playbooks
We’re officially launching our most significant redesign — introducing Magic Playbooks, the easiest way to define and action Product-Led Sales!
Alexa Grabell
November 7, 2022
Product-Led Sales (PLS) AMA: Nicholas Mills (Pitch)
Product-Led Sales (PLS) AMA: Nicholas Mills (Pitch)
Nick is President and go-to-market lead at Pitch, a collaborative platform that helps teams build beautiful presentations.
Nick Mills
November 6, 2022
Everything you need to know to define, operationalize, and convert PQLs
Everything you need to know to define, operationalize, and convert PQLs
An updated (and condensed) version of our PQL 101 guide you can share with your team!
Sandy Mangat
October 24, 2022
4 Things we learned from the 2021 Product-Led Sales Benchmark Report
4 Things we learned from the 2021 Product-Led Sales Benchmark Report
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.
Sandy Mangat
October 18, 2022
September Product Update
September Product Update
This past month we launched our biggest redesign with Magic Playbooks along with two new features to save our customers time: Pinned Lists and Bulk Actions.
Alexa Grabell
October 13, 2022
Product-Led Sales (PLS) AMA: Andrew Capland (Delivering Value)
Product-Led Sales (PLS) AMA: Andrew Capland (Delivering Value)
Andrew Capland is the founder of Delivering Value, where he provides coaching and advising services for PLG (that’s Product-Led Growth) companies.
Andrew Capland
October 13, 2022
How to evaluate Product-Led Sales platforms step by a step (with template!)
How to evaluate Product-Led Sales platforms step by a step (with template!)
Choosing the right PLS solution for your team will come down to how well a vendor can align to your short term and long term goals, their ability to serve your use case, and if they can align to your timeline for success.
Alexa Grabell
October 10, 2022
Is Outbound worth it for Product-Led Growth (PLG) companies?
Is Outbound worth it for Product-Led Growth (PLG) companies?
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.
Alexa Grabell
October 3, 2022
Product-Led Sales (PLS) AMA: Ben Sabrin (ngrok)
Product-Led Sales (PLS) AMA: Ben Sabrin (ngrok)
Ben is the CRO at ngrok, which has become one of the most widely-used platforms for developing web hook integrations, building bots, running secure demos, testing on mobile devices, and more.
Ben Sabrin
September 19, 2022
Playbook: Find product champions to drive expansion
Playbook: Find product champions to drive expansion
This is a new series where we break down popular Product-Led Sales playbooks that teams use to prioritize opportunities and convert them into revenue.
Sandy Mangat
September 12, 2022
Introducing Magic Playbooks
Introducing Magic Playbooks
We’re launching our most significant redesign into early access with customers today — introducing Magic Playbooks, combining the power of your strategy docs and data in Pocus!
Alexa Grabell
August 30, 2022
Product-Led Sales (PLS) AMA: Eleanor Dorfman (Retool)
Product-Led Sales (PLS) AMA: Eleanor Dorfman (Retool)
Eleanor shares the secrets behind Retool's go-to-market success.
Eleanor Dorfman
August 25, 2022
Product-Led Sales (PLS) Vendor Spotlight: Pitch
Product-Led Sales (PLS) Vendor Spotlight: Pitch
Pitch: one of a few next-generation tools built for the “Slack generation” of users who want beautifully designed presentations, and easy collaboration.
Nick Mills
August 24, 2022
Real GTM Advice Recap: Community Building
Real GTM Advice Recap: Community Building
In this recap of our Real GTM Advice series, we discussed what community means in the SaaS space, zeroing in on PLG, and how to start and build your own high-value community.
Sandy Mangat
August 23, 2022
How Clockwise harmonizes PLG and sales to convert enterprise customers
How Clockwise harmonizes PLG and sales to convert enterprise customers
From PLG to a sales-assisted motion. Learn how Clockwise uses Pocus to operationalize PLS.
Sandy Mangat
August 16, 2022
Product-Led Sales (PLS) AMA: Lauryn Isford (Airtable)
Product-Led Sales (PLS) AMA: Lauryn Isford (Airtable)
As Head of Growth at Airtable, Lauryn Isford owns the Product-Led Sales pipeline development and handoff.
Lauryn Isford
August 8, 2022
Product-Led Sales Tools: Build or Buy?
Product-Led Sales Tools: Build or Buy?
What are the pros and cons for building a PLS solution?
Sandy Mangat
August 3, 2022
8 Sales Outreach Best Practices Your Team Needs to Try ASAP
8 Sales Outreach Best Practices Your Team Needs to Try ASAP
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.
Sandy Mangat
August 1, 2022
Product-Led Sales AMA: Mathias Saint-Jean
Product-Led Sales AMA: Mathias Saint-Jean
Meet Mathias, Head of RevOps at Unito and PLG revenue operations expert.
Mathias Saint-Jean
July 26, 2022
Announcing our first cohort of Product-Led Sales Ambassadors
Announcing our first cohort of Product-Led Sales Ambassadors
Highlighting the people helping us build the category of Product-Led Sales.
Sandy Mangat
July 19, 2022
Product-Led Sales (PLS) AMA: Pouyan Salehi (Scratchpad)
Product-Led Sales (PLS) AMA: Pouyan Salehi (Scratchpad)
CEO & Co-Founder of Scratchpad shares his advice thinking strategy first, sales motion second.
Pouyan Salehi
July 12, 2022
What is Product-Led Sales?
What is Product-Led Sales?
What is PLS really? Breaking down the buzzword.
Alexa Grabell
July 5, 2022
Year One: The Product-Led Sales Platform is Here to Stay
Year One: The Product-Led Sales Platform is Here to Stay
An update on what we've been building and what we've learned in year one.
Isaac Pohl-Zaretsky
July 5, 2022
How Airtable keeps product and sales in sync
How Airtable keeps product and sales in sync
Q&A with Daniel Levine and Sam Werboff: Powering PLG by aligning product and sales
Alexa Grabell
June 30, 2022
Listen: Alexa Grabell on the Not Boring Podcast (pt. 2)
Listen: Alexa Grabell on the Not Boring Podcast (pt. 2)
An expansive conversation with Packy McCormick on the fundraise, hiring, and the future of PLS.
Packy McCormick
June 28, 2022
Announcing $23M to transform how go-to-market teams use data to drive revenue
Announcing $23M to transform how go-to-market teams use data to drive revenue
Pocus’ Product-Led Sales platform unlocks the data warehouse for go-to-market teams.
Alexa Grabell
June 22, 2022
Product-Led Sales (PLS) AMA: Chris De Vylder
Product-Led Sales (PLS) AMA: Chris De Vylder
When and how to grow your PLS team
Chris De Vylder
June 14, 2022
How to layer sales on top of self-serve user onboarding with Wes Bush
How to layer sales on top of self-serve user onboarding with Wes Bush
Q&A with Wes Bush, bestselling author and Founder of the ProductLed community
Sandy Mangat
May 31, 2022
3 Best ETL Tools to Own Your PLG Tech Stack
3 Best ETL Tools to Own Your PLG Tech Stack
How to choose the right ETL tool for your stack
Team Pocus
May 30, 2022
Community Spotlight: Ben Pollack
Community Spotlight: Ben Pollack
From BDR to Head of Growth. Spotlighting Ben Pollack's career in Marketing
Ben Pollack
May 24, 2022
Product-Led Sales (PLS) AMA: MayC and Robert (Asana)
Product-Led Sales (PLS) AMA: MayC and Robert (Asana)
MayC Huang (Growth Manager) and Robert Jones (Hybrid GTM Lead) tell us all about Asana's hybrid PLG and sales-led motions.
Sandy Mangat
May 17, 2022
Product-Led Growth (PLG): The Business Strategy Everyone Should Be Paying Attention to
Product-Led Growth (PLG): The Business Strategy Everyone Should Be Paying Attention to
Learn about the meteoric rise of product-led growth.
Sandy Mangat
May 11, 2022
Product-Led Sales (PLS) AMA: Julia Gilinets
Product-Led Sales (PLS) AMA: Julia Gilinets
How to sell without "selling" to developers
Julia Gilinets
May 10, 2022
Real GTM Advice: From Sales-Led to Product-Led Sales
Real GTM Advice: From Sales-Led to Product-Led Sales
Catch up on 'Real GTM Advice' featuring GTM experts from Guru, Vidyard, and DevRev
Sandy Mangat
May 10, 2022
What Is Reverse ETL & Do You Actually Need It?
What Is Reverse ETL & Do You Actually Need It?
Discover if a reverse ETL tool is right for your company.
Sandy Mangat
May 10, 2022
Product-Led Sales (PLS) AMA: Kenny Vincent
Product-Led Sales (PLS) AMA: Kenny Vincent
The opportunities and challenges of moving from sales-led to product-led
Kenny Vincent
May 3, 2022
Embracing Sales at a PLG Company
Embracing Sales at a PLG Company
Transitioning smoothly from pure PLG to a hybrid approach
Chris De Vylder
May 3, 2022
Product-Led Sales (PLS) AMA: Clearbit's Lead Qualification Engine
Product-Led Sales (PLS) AMA: Clearbit's Lead Qualification Engine
Featuring Julie Beynon, Head of Analytics and Colin White, Head of Demand Gen at Clearbit.
Alexa Grabell
April 26, 2022
Making the Switch from Sales-Led to Product-Led Sales
Making the Switch from Sales-Led to Product-Led Sales
Culture, process, and hiring - everything you need to know to make the transition from sales-led to product-led.
Rob Falcone
April 21, 2022
Product-Led Sales (PLS) AMA: Ben Lang
Product-Led Sales (PLS) AMA: Ben Lang
Community-Led Growth expert and current Head of Community at Notion
Ben Lang
April 19, 2022
Community Spotlight: Conor Dragomanovich
Community Spotlight: Conor Dragomanovich
Director of Commercial Sales at Productboard
Conor Dragomanovich
April 19, 2022
Pocus is SOC 2 Type 2 compliant
Pocus is SOC 2 Type 2 compliant
Learn more about our data privacy and security policies
Isaac Pohl-Zaretsky
April 14, 2022
Product-Led Sales (PLS) AMA: Packy McCormick
Product-Led Sales (PLS) AMA: Packy McCormick
Community builder, Web3 expert, investor, and founder of Not Boring
Alexa Grabell
April 12, 2022
Celebrating 1000+ Members in the Product-Led Sales Community
Celebrating 1000+ Members in the Product-Led Sales Community
How did we get here and where are we going next...
Alexa Grabell
April 5, 2022
Is the data warehouse the new system of record?
Is the data warehouse the new system of record?
Living in a data warehouse first world
Isaac Pohl-Zaretsky
March 24, 2022
Product-Led Sales (PLS) Vendor Spotlight: Appcues
Product-Led Sales (PLS) Vendor Spotlight: Appcues
Interview with Ramli John, Head of Content at Appcues
Sandy Mangat
March 22, 2022
Product-Led Sales (PLS) AMA: AJ Bruno
Product-Led Sales (PLS) AMA: AJ Bruno
Sales compensation expert and CEO at QuotaPath
Alexa Grabell
March 22, 2022
Sneak peek at Pocus' Product-Led Sales Platform
Sneak peek at Pocus' Product-Led Sales Platform
Your first look at what we've been building for the last 8 months
Alexa Grabell
March 15, 2022
3 Types of Product-Led Sales Workflows
3 Types of Product-Led Sales Workflows
How to turn data-driven insights into action
Alexa Grabell
March 8, 2022
Product-Led Sales (PLS) AMA: Allison Pickens
Product-Led Sales (PLS) AMA: Allison Pickens
Former COO of Gainsight, current solo GP, and independent board director at dbt Labs
Allison Pickens
March 1, 2022
Product-Led Sales (PLS) Vendor Spotlight: Navattic
Product-Led Sales (PLS) Vendor Spotlight: Navattic
Interview with Natalie Marcotullio
Sandy Mangat
March 1, 2022
Product-Led Sales (PLS) AMA: Ramli John
Product-Led Sales (PLS) AMA: Ramli John
Appcues Director of Content and "Product-Led Onboarding" author
Ramli John
February 23, 2022
Community Spotlight: Thao Le (mmhmm)
Community Spotlight: Thao Le (mmhmm)
How curiosity and rock climbing helped her build a career in Solutions Engineering
Thao Le
February 22, 2022
Launching the Product-Led Sales Playbook
Launching the Product-Led Sales Playbook
Expert advice on foundational frameworks and PLS best practices.
Alexa Grabell
February 15, 2022
Valentine's Day Sales Playbook: The Bachelor Edition
Valentine's Day Sales Playbook: The Bachelor Edition
What can sales teams learn from ABC's The Bachelor franchise?
Sandy Mangat
February 14, 2022
Community Post: The PLG Revenue Organization
Community Post: The PLG Revenue Organization
7 ways PLG will impact revenue teams
Alfie Isa Marsh
February 10, 2022
5 Product-Led Sales (PLS) Definitions
5 Product-Led Sales (PLS) Definitions
Building a shared language for PLS alignment
Alexa Grabell
February 1, 2022
Product-Led Sales (PLS) AMA: Pete Prowitt
Product-Led Sales (PLS) AMA: Pete Prowitt
VP Revenue at Rewatch and former sales leader at Loom, Quip, and Box.
Pete Prowitt
February 1, 2022
PLS Community Spotlight: Natalie Kwong (Airbyte)
PLS Community Spotlight: Natalie Kwong (Airbyte)
Meet Growth Product Manager and non linear career champion
Sandy Mangat
January 25, 2022
How to convert product-qualified leads (PQLs) into revenue
How to convert product-qualified leads (PQLs) into revenue
Operationalizing PQLs? Start with segmentation.
Sandy Mangat
January 11, 2022
Product-Led Sales (PLS) AMA: Kyle Poyar
Product-Led Sales (PLS) AMA: Kyle Poyar
Usage-based pricing is all the rage, but is it right for you?
Kyle Poyar
January 4, 2022
Product-Led Sales Community Wisdom Highlights 2021
Product-Led Sales Community Wisdom Highlights 2021
Our top 10 insights from the PLS community
Alexa Grabell
December 21, 2021
5 Steps to Layer Sales On Top of your PLG Motion
5 Steps to Layer Sales On Top of your PLG Motion
Product-Led Sales strategy from zero to one
Alexa Grabell
December 16, 2021
Listen: Alexa Grabell on the Not Boring Podcast
Listen: Alexa Grabell on the Not Boring Podcast
Listen to Packy McCormick's podcast episode "Not Boring Founders"
Packy McCormick
December 14, 2021
Product-Led Sales (PLS) AMA: James Underhill
Product-Led Sales (PLS) AMA: James Underhill
How does MongoDB 's sales team sell without "selling"?
Alexa Grabell
December 7, 2021
9 predictions for Product-Led Sales trends in 2022
9 predictions for Product-Led Sales trends in 2022
Pocus community driven predictions for the future of PLS
Alexa Grabell
December 7, 2021
Product-Led Sales (PLS) AMA: Marie Gassée
Product-Led Sales (PLS) AMA: Marie Gassée
Advice on everything from PQLs to sales compensation
Alexa Grabell
November 30, 2021
Is your CRM really your source of truth?
Is your CRM really your source of truth?
Why CRMs are no longer enough for sales…
Isaac Pohl-Zaretsky
November 22, 2021
PLS Community Spotlight: Karishma Rajaratnam
PLS Community Spotlight: Karishma Rajaratnam
Meet the former behavioral psych academic turned growth marketer
Sandy Mangat
November 21, 2021
Introducing Pocus' Product-Led Sales Platform
Introducing Pocus' Product-Led Sales Platform
What is a Product-Led Sales platform?
Alexa Grabell
November 16, 2021
What is the sales-assist role?
What is the sales-assist role?
Defining this emerging Product-Led Sales role
Alexa Grabell
November 9, 2021
The Definitive PQL Guide Part 1
The Definitive PQL Guide Part 1
How To Define and Identify Product Qualified Leads
Alexa Grabell
November 4, 2021
The Definitive PQL Guide Part 2
The Definitive PQL Guide Part 2
How To Develop Your Product-Qualified Lead Engine
Alexa Grabell
November 4, 2021
The Definitive PQL Guide Part 3
The Definitive PQL Guide Part 3
Advanced Product-Qualified Lead Scoring Concepts
Alexa Grabell
November 4, 2021
Product-Led Sales (PLS) AMA: Oran Akron + Tom Ronen
Product-Led Sales (PLS) AMA: Oran Akron + Tom Ronen
How monday.com scaled ARR and went upmarket
Alexa Grabell
November 2, 2021
Product-Led Sales 101 with GC Lionetti
Product-Led Sales 101 with GC Lionetti
Insights on product-led, human-led and everything in between
GC Lionetti
October 28, 2021
PLS Community Spotlight: Rob Falcone
PLS Community Spotlight: Rob Falcone
Meet the product-led sales innovator and community all-star.
Sandy Mangat
October 11, 2021
Introducing the Product-Led Sales Pulse Benchmark Survey
Introducing the Product-Led Sales Pulse Benchmark Survey
We’re setting out to take the first-ever industry-wide pulse check on sales at PLG companies.
Alexa Grabell
September 28, 2021
When To Add A Sales Team To Your PLG Company
When To Add A Sales Team To Your PLG Company
Sales teams can supercharge your self-serve machine, but you must be thoughtful about timing
Alexa Grabell
September 22, 2021
Product-Led Sales (PLS) AMA: David Apple
Product-Led Sales (PLS) AMA: David Apple
4 Product-Led Sales takeaways from David Apple, CRO at Zingtree
David Apple
September 16, 2021
Product-Led Growth Tools: The Modern Tech Stack for PLG Companies
Product-Led Growth Tools: The Modern Tech Stack for PLG Companies
Breaking down the best of breed tools you need for Product-Led Growth
Isaac Pohl-Zaretsky
September 15, 2021
Product-Led Sales (PLS) AMA: Kenny Van Zant
Product-Led Sales (PLS) AMA: Kenny Van Zant
10 takeaways from Asana’s former Head of Business
Kenny Van Zant
September 3, 2021
Sales Compensation: How to Choose the Best Plan for Your Product-Led Team
Sales Compensation: How to Choose the Best Plan for Your Product-Led Team
In the era of product-led growth, sales compensation is a confusing and hot topic. But it doesn’t have to be.
Sara Archer
August 31, 2021
Onboarding: A Crucial Piece of the PLG Puzzle
Onboarding: A Crucial Piece of the PLG Puzzle
Why a Good Onboarding Process Matters…Especially for PLG Companies
Esben Friis-Jensen
August 30, 2021
How Vidyard Uses Product-Qualified Leads to Enhance their PLG Strategy
How Vidyard Uses Product-Qualified Leads to Enhance their PLG Strategy
An interview with Karishma Rajaratnam
Karishma Rajaratnam
August 23, 2021
The Account Executive 2.0: Account Executives at a PLG company
The Account Executive 2.0: Account Executives at a PLG company
Hot take: in a product-led company, the Account Executive is responsible for both user acquisition AND customer adoption/expansion.
Garrett Scott
August 16, 2021
Sales Development 2.0: Sales Development at a PLG company
Sales Development 2.0: Sales Development at a PLG company
The SDR has transitioned from 24/7 cold-calling to data-driven outreach
Garrett Scott
August 10, 2021
5 Characteristics to Look For When Hiring the Sales-Assist Role
5 Characteristics to Look For When Hiring the Sales-Assist Role
What to look out for when hiring your sales-assist (aka product specialist) team
Rob Falcone
August 4, 2021
What Does A Product-Led Sales Team Look Like?
What Does A Product-Led Sales Team Look Like?
We sat down with product-led sales experts to better understand how they structure their teams
Alexa Grabell
July 30, 2021
The Myth Of "No Sales" at Product-Led Growth Companies
The Myth Of "No Sales" at Product-Led Growth Companies
And why some of the biggest product-led growth (PLG) companies actually have huge sales teams
Alexa Grabell
July 26, 2021
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