Product-led sales (PLS) is the next big shake-up in B2B SaaS, but making it work isn’t the same playbook as traditional enterprise sales.

In PLS the customer relationship starts with product usage, vs top-down sales ends with it.

By starting with usage, companies can build a habitual user base without requiring financial commitment. This reduces friction (and cost) of entry for the end user and enables a product feedback loop that would otherwise take years or decades in a traditional enterprise model.

But it's not all smooth sailing because:

🙉 Sales: were not designed to start with hundreds of thousands of users, often leaving the sales team feeling that they are dealing with 'junk leads'.

🙈 Product: has to take accountability for creating demand for enterprise sales, which cannot be simply pushed off to marketing.

🙊 Marketing: has to understand how to assist in converting usage into pipeline, while balancing traditional enterprise marketing work when hunting for enterprise buyers

Read more on my Endgame's blog: https://www.endgame.io/blog/elena-verna-difference-enterprise-sales-product-led-sales

Help Me Welcome: Product-Led Sales