Product-led growth (PLG) is a go-to-market strategy that places emphasis on the product to drive user acquisition, expansion, and retention. It allows users to experience value before making a purchase, often through freemiums or trials. While PLG is powerful, there are challenges such as execution complexities, ongoing product innovation, and standing out in a crowded market. To address these challenges, many thriving PLG SaaS companies are leaning towards product-led sales. This approach directly engages customers, helps understand their needs, and drives tailored product innovation. It also allows companies to differentiate themselves in a congested market and build trust-based relationships with larger enterprise clients. Product-led sales is a hybrid approach that integrates the principles of PLG with traditional sales efforts, catering to specific client needs and scenarios. It offers a blend of autonomy and personalized assistance, bridging the gap between self-service and traditional sales. Companies should consider integrating sales into their PLG model if their PLG engine is already working well and they can add value through targeted sales, if their LTV and sign-up volumes are plateauing or decreasing, if they are losing leads during the onboarding phase, or if they need help catering to the needs of large clients. The transition to product-led sales should be gradual and based on indicators such as a matured PLG engine, unit economics, onboarding obstacles, challenges with large clients, lengthening sales cycles, customer feedback, increasing customer support tickets, geographical expansion, or new product/feature launches. Product-led sales have certain key characteristics, including a sales-assisted motion where sales complement the product experience, creating rules for user engagement to efficiently utilize sales resources, carefully placed human touchpoints at crucial moments, a focus on product qualification to gauge genuine interest, and a data-driven approach to drive growth.