Minute Monday 13: Feel > See > Hear
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When communicating user and team value, Feel > See > Hear.
As a user looking for a solution to a problem:
experiencing value
is better than
being shown value
which is better than
someone telling you about the value.
With PLG, to feel is better than to see is better than to hear.
You can map this out on a spectrum.
On one end of this spectrum, you have product-led growth (PLG), and on the other, you have sales-led growth (SLG).
With PLG, the product sells itself by letting users and teams experience value with a free plan, free trial, or at a more basic level with interactive demos.
With SLG, sellers try to communicate the value with pitches and live demos.
Communicating value to users is where PLG really shines.
This is what people mean when they say 'the product sells itself'.
Users and teams experiencing value and building habits around the value is an incredibly powerful lever.
Especially when combined with an enterprise sales motion where sellers get to
👉 fuel pipeline with better-qualified opportunities
👉 strengthen the narrative and the business case with demonstrated usage and value
👉 play on a field where trust and credibility are already established
Get users and their teams to feel the value themselves.
Feel > See > Hear