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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.

  • WH

    William Harris

    over 3 years ago #

    That was interesting - I've never though about that before.

  • DS

    Danavir Sarria

    over 3 years ago #

    Haha nice topic! It was really awesome!

  • ML

    Michael Lambourne

    over 3 years ago #

    So true! Good thoughts, nice to see the pros and cons written out like this.

  • HD

    Henning Du Preez

    over 3 years ago #

    I know people ultimately behave according to how they are measured and rewarded - very few Mother Teresa's out there. The sales comm was a very strong driver of behaviour (not saying they were driving always the right behaviour). Just wondering what would be the new measures and rewards for Sales people in this environment!

  • SP

    Sanjay Parmar

    over 1 year ago #

    The topic was really interesting

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