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.

Hosted by

Leah Tharin

Head of Product at Jua, Ex-Smallpdf, Microsoft. Serial Advisor

Leah Tharin

Head of Product at Jua, Ex-Smallpdf, Microsoft. Serial Advisor

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

Senior to VP Level product and sales leaders in tech scale-ups

B2C leaders wanting to move into B2B or Sales-Led leader wanting to expand downmarket by understanding self-serve for enterprise customer

Anyone who wants to understand why Product-led Sales disrupts classical Sales-led acquisition markets.

Senior to VP Level product and sales leaders in tech scale-ups

B2C leaders wanting to move into B2B or Sales-Led leader wanting to expand downmarket by understanding self-serve for enterprise customer

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.

What people are saying

No one, and I mean no one, will give you the straight talk on PLG like Leah. Transform your company, reduce your acquisition costs, and grow more sustainability with the knowledge she’ll impart.

Adam Fishman

Interim Executive, Program Partner and Exec in Residence, Advisor for Product and Growth, Board Member

Leah has the superwoman ability to share really key concepts for people across the board (PMs, founders, marketers) in a very succinct way and still have room for questions. We covered a lot of content in 6 hours and left with a lot of resources!

Aateka Shashank

Product Manager @MyHeat

Leah is incredibly good at explaining complex topics and giving advice from various standpoints. Her material has helped me a lot in my profession by exposing tools and methods to me, making my everyday work easier

Gemma Kim

Product Manager, Properti

As a Growth PM, I'd read a ton of other material on Growth; yet Leah helped me identify my blind spots - diving into data and clearly outlining actionable insights. Leah's material on product growth is my first stop whenever I'm looking to clarify a growth concept.

Priya Bhatia

Growth Product Management Lead, Growth at 7Shifts

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.

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