Product Led Sales for Revenue Leaders

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Overview

This course is a “how to” guide on launching a hybrid sales motion on top of your PLG 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).

Sandy Mangat

Designer

Sandy Mangat 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.

Information

About

Through this course, learn how to maximize your revenue potential by converting your existing user base, targeting them with PLS playbooks, and running retention and expansion plays to protect your NDR.

Who Should Enroll

This course is designed for GTM leaders across Sales, Success, and Marketing that 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.

This course is also open to  PLG enthusiasts that don’t currently have a PLG motion (self-serve).

Impact

By the end of this course, you will be equipped with the knowledge and skills 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

Why Enroll

Having a PLS in place allows you to create a better customer experience. It minimizes  friction for customers by only adding salespeople when necessary, creates multiple paths for customers which allows you to meet them where they are, and helps you lead with value: helping you focus on solving problems for end-users and not solving for just the bottom line.

Curriculum

Session #1
PLS from 0 to 1: A Framework to Set Up the First Iteration of your 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: 2 Case Studies of Companies Who are Crushing It

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

Frequently Asked Questions

This course is included in the cost of a Pavilion Membership.

At this time, this course is open to Pavilion Members only. Apply to join Pavilion to enroll.

Due to the length of this course, there will be no cohorts.

No, there is no final exam at the end of this course.

Yes, 100% attendance is required. We recommend that participants attend the live sessions for the optimal learning experience. However, watching session recordings count toward attendance for those who have scheduling conflicts or are in time zones where live attendance is a challenge.

Live, virtual sessions occur weekly on Wednesdays from 3:00 pm – 4:30 pm ET.

After successfully meeting attendance requirements, you will receive a certificate of completion for this course.

This course starts on May 10th, 2023, and ends on May 31st.

Applications are due no later than April 27, 2023.

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