With more companies leading with their products (aka freemium or having some type of free plan to starts) marketers -- and anyone focused on growth -- now care about driving Product Qualified Leads (PQLs) instead of the traditional Marketing Qualified Leads (MQLs). But there's a huge mistake a lot of companies make with this new model: assuming that they don't need sales reps anymore. Even Slack ("the best product ever!") is now hiring sales reps. So with this new model of freemium sales and land and expand, we thought it would be fun to interview a few sales leaders themselves to see how they are structuring their teams under this new model. One thing is becoming very clear about the future of sales: land and expand is coming the choice of this product-driven companies, which puts reps in a position of helping instead of selling.
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