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How B2B Marketers Use Product-Led Sales to Convert Free Users
Description
Lucas and Luna dive into product-led sales (PLS) — the hybrid go-to-market model that blends product-led growth with traditional sales. They break down how companies like Canva, Calendly, and Snowflake use product usage data to trigger human outreach at the right moment. Lucas explains the 'aha moment' metric and why PLS is becoming the default for B2B SaaS companies targeting mid-market accounts. Luna pushes back on whether PLS works for complex enterprise deals. They also discuss the tools that power PLS — from Pendo to Outreach — and share a concrete four-step framework for marketing teams looking to build a PLS motion. If you're a B2B marketer trying to bridge the gap between self-serve and sales-led, this episode gives you the playbook.