Podcast · ~70 min

The ultimate guide to product-led sales

Elena Verna · Lenny's Podcast Free Intermediate

Cuts through the acronym soup of PQL, PQA and MQL and says plainly when a company should add sales on top of self-serve, and what data you need first. The best explanation of the hybrid motion most companies end up with.

Open on lennysnewsletter.com ↗

It answers 2 questions

  1. What is the real difference between product-led, sales-led and everything in between, and which one are we?
  2. What does a genuinely great growth team look like, and how is it different from marketing?

Read with it

  1. Instead of theorising about PLG versus sales-led, it lays out what 30 real companies actually did, segment by segment. It is... Lenny's Newsletter Newsletter · ~15 min read GTM motions of 30 B2B SaaS companies Lenny Rachitsky
  2. Casado's argument that the modern B2B winners combine bottom-up adoption with a sales layer is the clearest framing of why... Andreessen Horowitz Essay · ~15 min read Growth, Sales, and a New Era of B2B Martin Casado
  3. Sorts SaaS businesses into serve-me, guide-me, show-me and enlighten-me based on product and buying complexity, using... SeedToScale (Accel India) Article · ~12 min read Decoding Buyer Matrix and Buyer Journey for your SaaS business Ankit Agarwal
  4. Concrete plays with named examples: Zapier's 70,000 programmatic pages, Airtable's template library, Figma's free editor. This... Lenny's Newsletter Article · 20 min read Product-Led Marketing: How to get traffic and users for your product at a near-$0 CAC Kyle Poyar
  5. Balfour ran growth at HubSpot and later founded Reforge, and this is still the cleanest statement of why a growth team needs... brianbalfour.com Essay · 10 min read Growth vs Marketing vs Product Brian Balfour
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