Growth Machines: Combining Product-Led…

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Streamlining Lead Assignment Without Losing Revenue | Sara Archer, Chartmogul

Saison 3 · Épisode 1

mercredi 2 juillet 2025 • Durée 17:48

Key Quote: "What’s good for the business is good for you. And if I’m wrong, I’ll do right by you."

Summary:

In this episode of Growth Machines, I sit down with Sara Archer from ChartMogul to unpack how she overhauled their lead qualification process to reduce sales workload without sacrificing revenue.

With a hybrid go-to-market model and 800+ monthly trial signups, Sara faced the tough call of removing 80% of inbound leads from sales. She shares how she did it—what changed in the signup flow, how reps reacted, and what actually happened to conversion rates.

Chapters:

00:00 Introduction to Chart Mogul and Sales Challenges

03:00 Revising Lead Assignment Strategy

06:05 Implementation and Team Communication

08:43 Evaluating Conversion Rates and Success Metrics

11:48 Long-term Sales Strategy and Rep Tenure

14:50 Monitoring Effectiveness and Continuous Improvement

Links:

🔗 Connect with Sara on LinkedIn

🌐 Try ChartMogul

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Driving Growth and Go-To-Market Efficiency with PLG | Jesse Ervin, Nylas

jeudi 12 septembre 2024 • Durée 22:24

In this episode of the Growth Machines Podcast, host Vincent Jong speaks with Jesse Ervin, CRO at Nylas, about the company's journey from a sales-led approach to a hybrid product-led sales model over the past two years. Jesse introduces Nylas and describes how the migration from traditional sales to a product-led growth strategy has impacted the company's sales, customer acquisition, and internal processes. They discuss challenges faced, surprising insights, customer behavior monito...

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Using in-app messaging for tailored user experiences | Todd Olson

jeudi 11 avril 2024 • Durée 18:35

In the sixth episode of the Growth Machines podcast, I speak with Todd Olson, the co-founder and CEO of Pendo, about leveraging in-app messaging for tailored user experiences and the impactful role of Product-Led Growth (PLG) in sales operations. We discuss robust PLG strategies employed by companies ranging from startups to large enterprises, including personalized onboarding flows, efficient go-to-market approaches, and AI-driven campaign suggestions for improved user engagement and re...

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The sales paradigm shift | Leah Tharin

jeudi 28 mars 2024 • Durée 28:30

In the fifth episode of the Growth Machines podcast, I sit down with Leah Tharin. Leah is a leading Product-Led Growth (PLG) advisor for scaling B2B companies and Interim CPGO of GotPhoto. She led products like Jua and Smallpdf and is portfolio growth advisor to VC funds like Notion Capital. She writes about her experiences and hosts a podcast on Leah’s ProducTea.In our talk, Leah emphasizes the merging of PLG and traditional sales approaches, advocating for data-driven sales strategies. She ...

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Introducing PLG when you are doing sales | Ben Williams

jeudi 14 mars 2024 • Durée 21:18

In the fourth episode of the Growth Machines podcast, I sit down with Ben Williams, a product and growth executive with over 20 years of experience at companies like Snyk and Cloudbees, and the author of The Product-Led Geek. We talk about how to combine Product-Led Growth (PLG) with sales strategies to drive company growth. Ben shares insights from his experiences, including his time at Snyk, on how companies can blend PLG with traditional sales methods. He highlights common challenges ...

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Secrets to Success from Leadfeeder's Growth Model | Pekka Koskinen

jeudi 29 février 2024 • Durée 18:42

In the third episode of the Growth Machines podcast, I talk with Pekka Koskinen, Co-Founder of Leadfeeder (nowadays part of Dealfront). He explains how they developed a successful Product-Led Sales model long before PLG became a buzzword.Leadfeeder was founded in 2012 when Pekka and his co-founders hit a wall with traditional sales methods in their previous company. Right out of the gate, they embraced a Product-Led Growth model for Leadfeeder, drawing inspiration from successful American com...

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Pricing challenges in PLG | Kyle Poyar

jeudi 15 février 2024 • Durée 29:37

In the second episode of the Growth Machines podcast, I talk with Kyle Poyar, Operating Partner at Openview and writer of the Growth Unhinged newsletter. We talk about what to do when you have a pricing model in place for a sales motion and are considering to introduce PLG.Pricing and packaging can be an enabler or blocker when thinking about product-led approaches. Kyle talks about the different challenges this can present. He includes suggestions how to gradually introduce the product-led e...

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Introducing a self serve plan at Amplitude | Franciska Dethlefsen

jeudi 1 février 2024 • Durée 26:17

In this first episode of the Growth Machines podcast, I talk with Franciska Dethlefsen, the Head of Growth Marketing at Amplitude. We discuss the recent experiences they’ve had launching the Plus plan, a new self serve option for Amplitude. We focus on how companies can successfully transition to a product-led strategy if they are doing sales today. Franciska shares insights about the process of building internal support for this approach, ensuring the product is actually ready to sell when t...

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Adding Sales to a Scaling Product-Led Business | Kristen Habacht, Typeform

jeudi 29 août 2024 • Durée 19:32

In this episode of the Growth Machines podcast, host Vincent Jong speaks with Kristen Habacht, Chief Revenue Officer at Typeform, about integrating sales into a product-led growth framework as a company scales. Kristen discusses the evolution of Typeform from a PLG pioneer to incorporating sales without creating artificial barriers for customers. She highlights the importance of customer success, segmentation strategies, and the role of tech partnerships. The conversation also delve...

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Learnings From a 2-Year Journey Towards Product-Led Growth | Sindre Haaland, SalesScreen

jeudi 15 août 2024 • Durée 18:55

In this episode of the Growth Machines podcast, host Vincent Jong speaks with Sindre Haaland, CEO of SalesScreen, about the company’s nearly two-year journey to launch a Product-Led Growth offering. Sindre discusses SalesScreen history, their sales gamification platform, and the challenges and strategies involved in shifting from a sales-led to a product-led approach. Key topics include the importance of internal alignment, the role of different team members in driving the project, ...

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