Expert advice on defining PQLs, crafting the Product-Led Sales user journey, hiring the role of sales-assist, and more.
The Product-Led Sales (PLS) Playbook includes
"One key piece of advice here: Every metric identified doesn’t have to be shared. Be wary of overwhelming your sales reps with too many metrics. Prioritize carefully and use just enough science in scoring for credibility, but don’t go overboard with too much complexity all at once."
"To find the right balance between PLS and traditional sales-led, you need a keen understanding of how customers of different segments and sizes prefer to buy and a plan for how you’ll guide folks down the appropriate paths based on this understanding — plus what’s economically viable."
"Your core sales team will function much like other traditional SaaS sales teams, but they will primarily target product-qualified leads (PQLs) rather than MQLs or cold leads. So the reps who make up this team need to have at least some level of sales experience. And since you’re in a product-led environment, they should also have deep product expertise."
"Product-Led Sales requires a new type of customer success initiative that comes in earlier in the customer journey. We want to help individual users adopt the product, find ways to help individual users refer their teammates, and get introductions to leaders or influencers within the organization who can encourage and enable adoption across groups of users."