Guides

Dial in your product-led sales motion.

How to surface product data in your CRM

A step by step guide on connecting product data into your CRM with BigQuery, Segment, Salesforce, and Hightouch

Build vs Try: A new approach to build vs buy that accelerates GTM iteration

In this guide, learn how the traditional approach to build vs buy is incomplete and how build vs try can help you accelerate GTM iteration.

The Build vs. Buy Guide for Product-led Sales Tooling

A guide to outline the 4 key factors to consider of building vs. buying product-led sales tooling. Hint, the real question is do you need pipeline and revenue now or can you wait 10+ months?

How to run expansion plays with product-led sales

Learn about the four types of expansion plays and how to build a playbook that drives expansion revenue

Guide to Launching Product-led Sales

5 steps to launch product-led sales from aligning on key goals, identifying signals, operationalizing the strategy, creating the sales playbook, and measuring impact

How to build a product-led GTM strategy

A framework to analyze your funnel and build a product-led GTM strategy across sales, marketing, and product

How to know when PLG companies are ready for product-led sales

In the part 3 of this guest series, learn from Elena Verna about the signs you're ready for product-led sales and best practices on how to layer on new growth motions.

Seed, land, and expand framework for product-led sales

In this guide, Andrew Johnston shares a framework for how to seed, land, and expand deals with product-led sales so that as customers realize more value in product, it's easy for them to buy more.

What are PQAs and PQLs and how to use them in product-led sales

In part 2 of this guest series, learn from Elena Verna about the fundamentals of PQAs and PQLs and how to use them in your GTM motion to fuel revenue growth.

The difference between traditional enterprise sales and product-led sales

In part 1 of this guest series, learn from Elena Verna about why product-led sales is the next big shake-up in B2B SaaS and the key differences between traditional enterprise sales and product-led sales.

Why PLG companies need more than a CRM to run product-led sales

Spoiler: CRMs still play a role in PLG – but that role is changing. In this post, we dig into those reasons and share the challenges our customers have faced as it relates to making their CRM work for product-led sales.

Product-led sales starts with customer segmentation

So you’ve built a great bottom-up funnel and your users are highly engaged. Now you’ve raised a ton of capital and have sales targets to hit. In PLG, customer segmentation is critical to identify the core opportunity areas for growth.