RevOps Corner

The future of Product-Led Sales: 5 Predictions

Yves Delongie
Yves Delongie
September 19, 2023
The future of Product-Led Sales: 5 Predictions

The business world is in a state of perpetual evolution, and one of the most significant shifts we're witnessing is the transition from traditional sales-led growth to the era of product-led sales (PLS). In this blog post, we're embarking on a journey into the future of PLS, where we'll explore five intriguing predictions that will shape the landscape.

Prediction 1: Self-Serve for All

Regardless of how sophisticated a platform is, a self-serve onboarding motion will take center stage. Companies are already recognizing that the key to user satisfaction and long-term loyalty lies in making it as easy as possible for users to get started. After all, a user who quickly understands and appreciates the value of a product is more likely to become a loyal customer.

In the near future, self-serve onboarding will become even more user-friendly. Complex setup procedures will be simplified, and barriers to entry will be reduced to a minimum. Whether it's a highly technical software platform or a user-friendly mobile app, the goal is to empower users to explore and unlock the full value of a product on their own terms.

Imagine signing up for a new software tool and being guided through the setup process with clear, concise instructions. No need to wait for a sales representative to schedule a demo or explain the basics. Instead, you're in the driver's seat, configuring the product to meet your specific needs.

But it doesn't stop there. Companies will invest heavily in creating intuitive user interfaces, informative tooltips, and interactive tutorials that guide users through the product. The aim is to make the onboarding process so seamless that users can become proficient without ever needing to consult a manual.

Moreover, even for the most sophisticated platforms that cater to professionals in complex industries, the focus will remain on simplicity. And even when certain aspects of the software may seem challenging to be understood on one’s own, demonstrating the value of simpler features initially can trigger an "aha moment." This will motivate users to sign up and explore further, possibly leading them to even engage with an expert later on. However, this interaction occurs only after they've independently discovered that the product is indeed worth a closer look.

Prediction 2: Embracing Hybrid Go-to-Market Strategies

One of the most exciting aspects in driving growth is the realization that there's no one-size-fits-all approach. Companies are discovering that a diverse user base demands a diverse set of strategies. While self-serve onboarding is becoming increasingly prevalent, it's not the only path to success.

In the future, companies will execute multiple "hybrid" go-to-market (GTM) strategies simultaneously. These strategies will combine the efficiency of product-led motions with the relationship-building prowess of sales-led approaches. The key is to offer users the flexibility to choose their preferred journey, whether it's a self-serve adventure or one guided by a dedicated sales representative.

For example, a SaaS company might provide a user-friendly, free trial version of its software for those who prefer a self-serve experience. Users can explore the product, discover its features, and even achieve meaningful outcomes without ever engaging with a sales team. However, for larger enterprise clients with complex needs and specific customization requirements, a sales-led approach will remain a critical part of the strategy.

This hybrid approach will be a win-win. Users who prefer autonomy can have it, while those who need more guidance and personalized support will receive it. Companies can strike a balance between efficiency and high-touch interactions.

Moreover, the blending of these strategies will extend beyond the initial onboarding phase. Companies will continue to engage users throughout their journey, offering them opportunities to explore additional features, discover advanced use cases, and receive tailored assistance when needed. The result is a dynamic, user-centric approach that caters to the diverse needs of an ever-expanding user base.

Prediction 3: The AI Revolution in Customer Engagement

Artificial intelligence (AI) is poised to revolutionize how companies engage with their users. In the not-so-distant future, AI-driven algorithms will play a pivotal role in identifying and surfacing important accounts and engaging with them in hyper-personal ways that were once unimaginable.

Imagine this scenario: You've just signed up for a new software platform that helps businesses streamline their operations. As you begin exploring the product, a friendly virtual assistant, powered by AI, pops up in the corner of your screen. It greets you by name, asks if you have any questions, and offers to provide a guided tour of the platform.

As you interact with the AI assistant, it's not just responding to your inquiriesβ€”it's learning from your behavior. It observes which features you're most interested in, where you're spending the most time, and where you might be encountering difficulties. It uses this data to tailor its guidance and suggestions to your unique needs.

But it doesn't stop there. The AI assistant is also constantly analyzing user data across the platform to identify accounts that might benefit from personalized outreach. It can detect signs of user frustration or stagnation and proactively intervene to offer assistance or suggest relevant resources.

This level of AI-driven engagement goes beyond reactive responses to user queries. It's about proactive, personalized interactions that enhance the user experience and drive user success. Users feel supported, understood, and valued, leading to higher levels of satisfaction and loyalty.

Moreover, AI will play a crucial role in automating routine tasks, such as answering common user inquiries, scheduling demos, and gathering feedback. This automation frees up human agents to focus on more complex user interactions that require human expertise and empathy.

The AI revolution in customer engagement isn't limited to virtual assistants. It also includes AI-powered recommendation engines that suggest relevant content, features, or products based on a user's behavior and preferences. These recommendations drive user engagement, encourage feature adoption, and even facilitate upselling opportunities.

Prediction 4: PLS for Small and Medium Businesses

While the concept of product-led sales has gained significant traction among larger enterprises, the future holds a promising shift: PLS will become accessible and effective for small and medium-sized businesses (SMBs) from the earliest stages of their growth.

Historically, SMBs have faced challenges when it comes to adopting advanced software tools. Budget constraints, limited resources, and a focus on survival often led to delayed technology adoption. However, the future is bright for SMBs, as PLS strategies are tailored to meet their specific needs and budgets.

Indeed, the democratization of PLS for SMBs has made PLS affordable. Small and medium-sized businesses can now access powerful software tools that enhance their operations, improve their efficiency, and fuel their growth. This shift levels the playing field, enabling SMBs to compete with larger enterprises on a more equal footing.

In this future landscape, PLS will become a growth engine for SMBs, empowering them to scale their operations, expand their market reach, and deliver exceptional value to their customers. The focus will be on providing tailored solutions that address the specific challenges and opportunities that SMBs face.

Prediction 5: Sales Reps and CS Managers as Product-Usage Data Champions

As companies continue their journey into the world of PLS, a profound transformation will occur within their sales and CS teams. Sales representatives, account and customer success managers will evolve into product-usage data champions. In other words, understanding how users interact with a product will become a core competency for sales and CS teams.

In the traditional sales-led model, sales reps relied heavily on persuasive pitches and relationship-building to close deals. While these skills remain valuable, they are no longer sufficient in a PLS-driven world. Sales reps must also become adept at analyzing product-usage data to better serve their customers.

Here's how this transformation will unfold:

1. Data-Driven Personalization: Sales reps and Customer Success Managers will leverage product-usage data to personalize their interactions with customers. They'll understand which features or modules the customer has been using most and tailor their recommendations and guidance accordingly. For example, if a customer has shown a strong interest in advanced analytics, the sales rep can focus on showcasing related features and benefits.

2. Proactive User Support: CS will proactively identify opportunities to provide user support and guidance. They won't wait for customers to reach out with questions or concerns; instead, they'll use data to detect signs of user friction or confusion and offer timely assistance.

3. Upselling and Cross-Selling: Armed with insights from product-usage data, sales reps will identify upselling and cross-selling opportunities. They'll be able to pinpoint when a customer might benefit from upgrading to a higher-tier plan or adding complementary products or services.

4. Product Feedback Loops: CS will serve as vital conduits for gathering valuable product feedback from customers. They'll have firsthand knowledge of user pain points, feature requests, and enhancement suggestions. This feedback will be relayed to product development teams, ensuring that the product evolves in alignment with user needs.

5. Data-Driven Training: Sales reps themselves will receive training in interpreting product-usage data. They'll understand how to analyze user behavior, track feature adoption rates, and identify areas where customers may need additional training or resources before buying.

This transformation represents a profound shift in the role of sales reps. They won't just be closing deals; they'll be partners in user success, using data to enhance the customer experience and drive growth.

One final note to emphasize is that AI will also step in as a valuable support tool for sales reps and CS managers. It will assist in deciphering the available usage data, offering guidance on how to approach each individual customer, and ultimately aiding in the formulation of data-driven sales and support strategies.

AI creating tasks for sales reps with best-next actions.


The future of product-led sales is nothing short of exhilarating. It's a future where user empowerment, flexibility, and AI-driven insights take center stage. As companies transition from sales-led growth to product-led sales, they are poised to deliver more value to their users than ever before. Self-serve onboarding, hybrid go-to-market strategies, AI-driven engagement, SMB empowerment, and data-driven sales teams are the cornerstones of this exciting journey.

This transformation isn't just about changing the way businesses operate; it's about putting users at the forefront of every decision. It's about recognizing that the best way to succeed is to empower users, provide them with remarkable experiences, and constantly innovate based on their needs and preferences.

The business landscape is evolving, and those who embrace these predictions are primed to thrive in the dynamic world of product-led sales. As we look ahead, it's clear that the possibilities are limitless, and the future is filled with opportunities for those who are willing to adapt, innovate, and put their users first.

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