FREEMIUM Chapter 15 Podcast
Selling Tactics for Product-Generated Leads and Product-Led Sales
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The landscape of enterprise software sales has dramatically shifted. No longer are million-dollar deals solely contingent on executive-level negotiations and prerequisite "skin in the game" for trials. Instead, free trials and self-service access, exemplified by companies like Dropbox and Amazon Web Services, have become commonplace.
This evolution has given rise to Product-Led Sales (PLS), an innovative approach where the product itself qualifies customers. Unlike traditional sales, which often avoided non-decision-makers, PLS empowers virtually anyone to activate and use a product
Chapter 15, "Selling Tactics for Product-generated Leads and Product-Led Sales," addresses the tactical differences essential for this new paradigm. It introduces an entirely new sales playbook, recognizing that conventional approaches are inadequate for customers already experiencing product benefits.
Enjoy!
Chapter 15 Podcast:
XOXO,
Chapter 15 Summary
Product-led sales is different from traditional sales, as the “prospects” are already customers, and they already have experience with the product.
Individual users of a PLG product are rarely, if ever, the decision maker for the organization.
The basic approach to PLS involves three steps:
Learn about current use
Develop a narrative
Speak with a decision maker
Depending on the volume and variety of circumstances, PLS plays can be tailored to any level of specificity that makes sense for the business.
Manager Minute
Thinking about your own company, take time to reflect on the following questions:
How do our salespeople incorporate product usage signal into their playbook development?
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Do our salespeople speak with end users of our product? Why or why not? How might this help them develop better Empathy for the Situation, Pain and Impact involved with product use?
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How good are our reps at tailoring their approach to the specifics of the opportunity (industry, product usage patterns, persona, etc.)? Could we deliver systematic intelligence / support to help salespeople better meet customers where they are?
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