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Lenny's Podcast: Product | Growth | Career cover image

The ultimate guide to product-led sales | Elena Verna

Lenny's Podcast: Product | Growth | Career

NOTE

**PLS vs PLG accountability metrics **

In a product-led sales (PLS) model, collaboration between product and sales teams is crucial. Unlike traditional sales, where marketing generates leads for sales, in PLS, the product team must take on accountability for pipeline creation and revenue targets. This shift requires product teams to embrace ownership over monetization, which many find uncomfortable. It's essential for product leadership to focus on long-term goals while product teams should concentrate on key performance indicators (KPIs) such as free-to-pay conversion rates and product-qualified leads (PQLs), rather than short-term revenue targets. Success in PLS hinges on restructuring internal collaboration; product must have a significant role and responsibility in the revenue process, making it imperative for them to be involved at strategic levels.

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