Selling Saas

Should you even have a sales team if you're running a PLG Strategy?

Episode Summary

In this episode, host Duane Dufault talks about the role of sales reps in product-led growth. Product-led growth (PLG) is a strategy that helps users start using the tool, find value in the tool, and solve a specific problem for the prospect. Though PLG can do what sales reps are supposed to do, such as helping people understand how to use the tool, understand its value, and take action on it, sales reps still have an important role to play. Sales reps can provide the human elements that PLG cannot, such as training and managing how reps interact with prospects. Additionally, sales reps can be helpful when prospects do not know what they want when they start the trial.

Episode Notes

This conversation emphasizes the importance of having a clear product-led growth strategy when launching a product. PLG is a great way to establish product-market fit, but it requires a well-defined messaging strategy and a clear activation path that is easy to follow.

The product team, product marketers, UI people, and data analysis people are all key parts of a product-led growth strategy. To get buyers to stay with the product long enough to see the value, the salespeople should be engaged early on and not be picky and choosy. If someone submits a trial form, they should be called, and an in-trial nurture campaign should be set up to engage with them, guide them, and learn about where they came from. This is an essential part of the product-led growth strategy, especially if the product is early stage and the messaging and positioning are not yet perfected.

Exploring Product Led Growth and the Role of Sales Reps
Product-Led Growth: The Benefits of Including Sales"
Product Led Growth: How to Achieve Activation and Conversion
The Benefits of Engaging with Prospects During the Early Stages of Product Development

Key Takeaways:

1) Just because you have a PLG strategy doesn't mean you shouldn't have sales reps call on leads.

In fact, if you’re within your first two years, you’re losing out if you don't.

2) Sales is there to help fill the gaps between your product and your prospect.

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