Product-led Sales
10 Days
·Cohort-based Course
The best tactics and frameworks in product-led sales to bridge the difficult gap from classical sales-led growth acquisition to self-serve.
Product-led Sales
10 Days
·Cohort-based Course
The best tactics and frameworks in product-led sales to bridge the difficult gap from classical sales-led growth acquisition to self-serve.
Course overview
Combine the best from Sales and Product
Product-led Sales is an upmarket extension of classical Product-led Growth or - self-serve distribution. It's the most effective way to qualify your deal pipeline through product engagement metrics.
We combine behavioural data from our product analytics with firmographics to lower CAC and optimize lead time.
This is an advanced course and requires an application.
(See my other course for a foundational understanding of Product-led Growth in B2B)
Leveraging the strengths of PLG by connecting them to what Sales-Led struggles with:
- Setting up proper product qualified accounts/lead pipelines through correct activation signals
- Onboarding enterprise clients with little friction to set them up for expansion
- Separate enterprise from midmarket clients
- Qualification of Deals by identifying buyer intent before sales touch
- Driving down CAC and shortening lifecycle
- Easier trust generation in oversaturated AI Marketing / Sales farmed markets
- Nailing usage based ICP definitions
- Ideal sales comp plans for product-led sales organizations
Limited to 20 seats to ensure valuable Q&A engagement.
Requirements:
- Established usage based data tracking
- 15 million yearly revenue or more
- Mature data skills present in your organization
Who is this course for
01
Senior to VP Level product and sales leaders in tech scale-ups
02
B2C leaders wanting to move into B2B or Sales-Led leader wanting to expand downmarket by understanding self-serve for enterprise customer
03
Anyone who wants to understand why Product-led Sales disrupts classical Sales-led acquisition markets.
What you’ll get out of this course
Understand current Market disruptions from Product-led Growth
Understand where Product-led Sales is positioned and when it makes sense to double down and when to walk away.
Positioning with a Self-serve Enterprise product
How to position yourself while changing market segments which behave different.
How to leverage PQA and PQLs to drive pipeline
Product-qualified Accounts/Leads are a crucial instrument to replace our current SQL (Sales Qualified Lead) understanding.
We can qualify our leads by engagement instead of demographics to drive down CAC, and payback periods despite lower ACVs
How to plan and execute for expansion revenue as a company strategy
Binding customers with a product that can expand aims at closing low and expanding high.
How to structure a strategy that allows you to get to that point is crucial for long term success.
Avoid common pitfalls.
Product-led Sales
What people are saying
Adam Fishman
Aateka Shashank
Gemma Kim
Priya Bhatia
Meet your instructor
Leah Tharin
Head of Product / PLG B2B Scaleup Advisor
Leah Tharin specializes in bringing product-led growth and sales-led together in B2B through product-led sales
- Head of product at Jua.ai, ML/AI revolutionizing weather forecasts
- Core product at Smallpdf a B2C platform with over 32'000'000 monthly active users. From 20 - 150 FTEs in 2 years
- Microsoft Online Lead Switzerland
- PLG, PLS & Growth advisor to a dozen companies
She writes about her experience on www.leahtharin.com (Podcast, Newsletter, Youtube Channel) and is a renowned Growth advisor to dozens of senior leaders and companies.
Course schedule
4-6 hours per week
Tuesdays & Thursdays
Evening for Europe / Morning for US
If your events are recurring and at the same time, it might be easiest to use a single line item to communicate your course schedule to students
2 Weeks
2 sessions per week each 1.5h
Short burst sessions with exercises to retain what you learned leaving enough room for questions
Learning is better with cohorts
Active hands-on learning
This course builds on live workshops and hands-on projects
Interactive and project-based
You’ll be interacting with other learners through breakout rooms and project teams
Learn with a cohort of peers
Join a community of like-minded people who want to learn and grow alongside you