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One of the most well written pieces I’ve seen on the topic. Thank you guys. The rigidity of sales is becoming more fluid - knowing even the smallest ways to start building a self-sustaining culture of execution is a great first step. Shared with my team unlocking some plg to a sleepy, niche supply chain and logistics market. 🙏🏾👊🏾
"If we can integrate these CS principles into the core of your PLS sales culture, you can differentiate yourself from the competition. " 💯 This POV just sets everyone up for success--the customer, your post sale teams, and your revenue. IMO PLS teams are going to start to look a lot more like CS teams (or maybe onboarding) in the future. Also loved the point about customer service being a conversion lever. I ran all of the post sale teams at a PLG company and our service model was indeed a conversion lever AND a major competitive advantage. Service teams have been massively under-appreciated and under-utilized as a growth lever. The best companies realize this instead of relegated those teams to COGS and driving toward the lowest common denominator, make investments that endear them to their customers.