When selling B2B software, self-serve and product-led growth is appealing business model (no sales people, account managers, etc.). However, it’s much more common that you would still need a sales team and account managers for enterprise customers. They expect to be able to talk to someone about their challenges and guide them through implementation.
See also:
- Very few B2B companies successfully implement PLG because not every product segment will have passionate users that would spread the word
Links to this note
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Discovery Questions in Sales Calls Should Feel Consultative
I used to feel like asking a list of discovery questions to qualify a prospect during a call was awkward and not useful. Now I realize it’s actually a key part to a consultative sales experience and should feel conversational.
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Customer Success Overcomes Technical Hurdles
As much as product builders want to be self-serve and low-touch, there will always be limitations and improvements to make. Sometimes a customer won’t understand how to use the product. Sometimes a customer will make a mistake. Sometimes a customer won’t be able to translate their problem into a solution.
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How to Set up an Inbound Sales Motion
It should be repeatable, measurable, and profitable. Every product and business is different. This will focus on a B2B SaaS product.