Product-Led Sales

Scope

Covers

• Designing a product-led sales (PLS) motion: converting self-serve usage into a sales opportunity that can close larger contracts
• Defining product-qualified entities (PQL/PQA), signals, thresholds, scoring, and routing rules
• Designing the sales handoff workflow (alerts, SLAs, dispositions) and a Product↔Sales feedback loop
• Creating a usage-triggered outreach kit (helpful, compliant, not “creepy”)
• Planning instrumentation, reporting, and a pilot-to-scale rollout

When to use

• “We’re PLG/self-serve, but we want to add sales without breaking the low-touch funnel.”
• “Define PQLs/PQAs and the product signals that should trigger outreach.”
• “Create a product-led sales playbook for sales to act on usage signals.”
• “Sales says MQLs are low quality—build a product-qualified pipeline instead.”
• “Design a PLS pilot (routing + SLAs + measurement) before scaling.”

When NOT to use