Incentives matter… and there’s an “incentive paradox” at play when product-led meets sales-led.

When you are doing a great job with product education, have transparent pricing, and make it easy for anyone to get started, you will have inherently less meetings as a percentage of traffic.

If you are measured on short term performance on meeting volume, it can be tempting to start to add friction back into the process.

This is often a mistake. Product-led companies with a sales-led component will often do far better in the long run; as an eays to use, helpful, easy to learn product often attracts more champions, awareness, and funnily enough… demo meetings.

You have to work transparently with other teams and to align on the goals and have the tough conversations with the stakeholders ahad of time so you don’t find yourself scambling and making rash decisions.