Expert advice on implementing Product-Led Sales, scaling onboarding, structuring sales compensation, driving community-led growth, and more.
Volume 2 of the PLS Playbook includes
"Outbound sales can revolutionize revenue at your PLG company — but only if you go after it with an outbound tech stack full of the tools you need for research and productivity, build a consistent outbound strategy, and put in the work to deliver personalized outbound emails."
"Sales doesn't focus on first-time buyers. They don’t really need to. It’s not a hard sell because our price point is reasonable... Instead, our sales team focuses on the expansion after the land. They want to get into a production use case and move beyond scattered users to get up to the decision-making echelon of the company."
"Businesses with the mindset that onboarding and support are always a partial revenue driver will unlock tremendous value for customers. Think of a company like Zappos that invests heavily in customer support. They use support to delight customers, and in turn drive word of mouth marketing and revenue."
"The data and analytics teams tend to think about things from a team or user-based perspective, while sales and GTM folks think about everything from an account perspective. My job in RevOps is to understand where both are coming from, translate a bit, and create a common language based on the data."