By Sandy Mangat, Ivanha Paz, Claire Seaver, and the Pocus Team 🔮
<aside> 🪄 Who is this for?
If you’re a revenue leader or scrappy seller looking to…
Then, welcome to the world of Product-Led Sales (PLS)!
PLS is a go-to-market approach that relies on existing users of the product to drive revenue, including conversion, upsell, cross-sell, and expansion.
What you’ll learn
And more!
But, wait, why are we qualified to teach you all of this?
TL;DR: We’ve been building the PLS category with our 2.5K+ community and customers. This guide summarizes the insights we’ve all learned together over the last two years.
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If you’re a Product-Led Sales newbie (or need a refresher), we recommend you start from the beginning of this guide! If you’re already familiar with PLS, maybe running a few playbooks or defining PQLs, you might want to skip around to the topics that best fit your PLS maturity stage.
📍 [You’re here] Homepage
Identifying where you land on the product-led spectrum
How business model impacts GTM strategy (bottom-up, top-down, hybrid)
PLS goals for product-led and sales-led companies
Getting exec buy-in and building internal support for your PLS motion
[Template] Exec proposal and GTM alignment for PLS
How to analyze usage data to create Product-Qualified Lead (PQL) definitions
✚ [[Bonus] PQAs vs. PQLs](<https://pocus.notion.site/Bonus-PQL-vs-PQA-1ff6cfa637d74e878849ed082c6b3424>)
How to set up your PLS playbook experiments