Minute Monday #4: Landing small to win big
Deliberate underselling to drive higher LTV and NDR
The key to unlocking effective Product-Led Sales (PLS) contradicts all conventional wisdom from saled-led businesses.
Why? I hear you ask!?
In traditional enterprise sales-led businesses, you incentivise and reward the largest (ideally multi-year) lands, and worry about user adoption and engagement later.
The focus is on pulling forward an artificial ramp …
