Aug 11, 2026 · 32 min · 12 segments
For years we treated the signature as the finish line. The buyer never did. Now the pre-sales and post-sales orgs are collapsing into one, and the reps who survive it will look nothing like the ones…
James KakosHostThe number one is, like, it's, I'm more a product founder, like, as a, as such, right?
... from experience a lot what that means to win in PLG and not to do things as well.
in this market, going PLG is one way of go-to-market approach, right? This is, we started in 2021-
So the go-to-market is, like, you need to have a strategy around go-to-market.
Either you go top-down enterprise sales, keep calling people [laughs] and then try to sell through that-
The number one is, like, it's, I'm more a product founder, like, as a, as such, right?
... from experience a lot what that means to win in PLG and not to do things as well.
in this market, going PLG is one way of go-to-market approach, right? This is, we started in 2021-
So the go-to-market is, like, you need to have a strategy around go-to-market.
Either you go top-down enterprise sales, keep calling people [laughs] and then try to sell through that-
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3 of 9
Buyers Know More Than Reps
Buyers often know more than sales reps
Become Your Own Buyer
To understand buyers, experience buying software yourself
Inbound SDRs Are Going Away
Inbound qualification may no longer need SDRs
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