Product Led Sales for Revenue Leaders

This course is a “how to” guide on launching a hybrid sales motion on top of your PLS flywheel to maximize your revenue potential. Students will learn how to surface the best opportunities to convert from your existing user base and target them with PLS Playbooks, as well as run retention and expansion plays to protect your Net Dollar Retention (NDR).

Enrollment Closed. View Course Catalog >>

Sandy Mangat - Product Led Sales for Revenue Leaders

Sandy Mangat, Instructor

Sandy is currently the Head of Marketing at Pocus, a Product-Led Sales platform that helps go-to-market teams turn their product data into revenue. She is a go-to-market expert, specializing in product-led motions. Sandy has spent the better part of the last decade working at the intersection of strategy, creativity, data, and product. Prior to joining Pocus, she held various marketing and growth leadership roles at venture-backed startups, scale-ups, and fortune 500s.

Connect with Sandy

Course curriculum

This course is designed for GTM leaders across Sales, Success, and Marketing who are interested in optimizing revenue levers through more value-driven sales tactics. You should already be familiar with PLG and are now looking for strategic advice and tactical information you can use to layer in sales to your self-serve flywheel.

Session 1:
Setting up your Product Led Sales (PLS) Motion

By the end of this class, you will be able to:

Define and test PQL/PQA through hypothesis formulation, running experiments, metrics to track, iterating, and refining
Understand which tools are required (including PLS platform and DIY workarounds)
Set up your first playbook

Session 2:
PLS Data and Metrics

By the end of this class, you will be able to:

Select PLS metrics to track including how to measure, analyze, and optimize
Understand common examples of product usage data used in PLS playbooks
Map product usage triggers to your playbook goals

Session 3:
GTM Team Structure

By the end of this class, you will be able to:

Lead cross-functional efforts including assigning owners at different stages
Assign playbook ownership by teams according to goals
Identify compensation best practices

Session 4:
PLS in Real Life

By the end of this class, you will be able to:

Define and test PQL/PQA through hypothesis formulation, running experiments, metrics to track, iterating, and refining
Understand which tools are required (including PLS platform and DIY workarounds)
Set up your first playbook

Expected Results

By the end of this school, you will have the knowledge and skills to be able to:

Increase net new revenue: surface and action better quality leads for free to paid conversions
Increase revenue expansion: spot and act on opportunities for expansion, consolidation, up-sell, and cross-sell
Increase NDR: Take a proactive approach to churn prevention with the right product signals
Lower CAC: Increase sales efficiency by surfacing warm leads – and leave the rest to automated marketing nurture
Discover how a hybrid motion can level up your product-led philosophy by refining your ICP definition, informing your product roadmap, and helping users unlock value

Enrollment Closed. View Course Catalog >>