Todd Busler of Champify shares his rants about what people get wrong when claiming they have a PLG strategy. We also discuss what's annoying him about the sales process and the hiring mistakes he made when scaling from 0-50 employees

Demos suck because they waste your prospect's time. We then pivot hard and discuss the problems with getting more revenue from current customers.

The idea of Discovery is shifting. Stop making your Discovery calls an interrogation.    In its current view, Discovery, for many, is selfish. Salespeople are simply running down a checklist of questions that feels like an interrogation.    JC shares how to adjust the mindset.