Product-Led or Sales-Led? Or Both?

Last week I had a conversation with one of the most ambitious people I know.

He was all in on product-led growth.

While sipping our coffees, I listened to his plan.

He was convinced that a strong product would organically attract all the clients he needs for his new offering.

As much as I admired his commitment to excellence in his offer, I couldn’t help but recognize the pitfalls of this strategy.

Relying solely on product-led growth can be like trying to use a boat with one oar.

Sure, you might move, but you’ll likely be going in circles.

Many, just like my friend, struggle to generate consistent, high-quality leads and solidify their position as authorities in their respective market.

Burning the midnight oil, brainstorming ways to stay ahead of the competition and increase visibility on LinkedIn.

A lot of times, the reason for this is a fear of being “salesy”(a topic I also recently wrote an article on).

In product-led growth, the product is so compelling that it naturally draws in users.

However, it needs a very strong brand, and virality, which is inherently challenging for newer businesses like my friend’s.

Sales-led growth, relies on outreach and relationship building.

It enables you to understand your customers needs directly and communicate how you can meet those needs.

On LinkedIn, this involves personalized messaging, engaging content, and network building.

Without a strong product though, it won’t scale as efficiently.

But the real magic?

That happens when you combine them.

In my experience, what works best is a balanced approach, integrating both product-led and sales-led strategies.

It creates a “flywheel effect”, where they complement eachother.

Your product’s strengths are amplified through targeted sales efforts.

Your product draws people in, and your sales strategy personalizes the experience.

This creates a loop of attraction and engagement.