Mercy Lee Bell is a Sales Enablement Manager at Webflow. There are distinct differences between traditional selling and product-led growth. Mercy digs into how PLG frames questions with insight and how to tell a story that visualizes the buyer's vision of success.
Mercy shares how to frame discovery calls as more of a listening exercise than a speaking opportunity. She talks about presenting points of view that add value to your prospect and the need for sellers to adapt to the present environment of recession fear.
HIGHLIGHTS
- Product-led growth defined
- Selling in a recession requires changing selling behaviors
- Discovery in PLG: An opportunity to guide prospects with questions
- Tell a story about what success looks like for the buyer
QUOTES
PLG discovery extracts value from product Andy: "The difference is that the user's experience of the product in product-led growth is not just a demo or necessarily a trial. It's they're actually using it. There's a value being extracted from the product and that's sort of the premise you go into is that yeah, we're able to create... a proposition, that short time to value for the end user, and it's being driven by the end-user, as opposed to being driven by a manager."
Adapt micro conditions to macro conditions - Mercy: "This level of instability or uncertainty is in every buyer's mind. So when we have these macro conditions, we create new micro or mental conditions for the buyer. And that's who we're here to, in a perfect world, support on their buying journey. In PLG, they've already been touching the product potentially. And so there's a new way to think about how do we sell well."
Tell a story that highlights your buyer's vision of success - Mercy: "If we think about this idea of authenticity and PLG selling, in a moment where it's easier to go fearful or talk a lot or try to convince, the real opportunity here is for sellers to get very, very, very quiet. Ask the questions with insight. Have a mental model in your head before you step into a call of what you think the challenges are or the vision for success might be."
Connect with Mercy in the link below:
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