Not Every Signup Deserves Your Sales Team's Time | B2B Sales Trends Podcast

Описание: Product led growth isn’t about generating more leads - it’s about deciding who deserves a conversation. In this episode, we unpack how Navan approaches lifetime value optimization, balances CAC to LTV, and uses product qualified leads to increase sales efficiency while scaling sales teams intelligently.
The real challenge in modern B2B selling isn’t demand - it’s focus. In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher sits down with Amit Shalev, VP of Growth at Navan, to explore how product signals, data, and human judgment work together in a high-volume product led growth model.

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⏱ Timestamps
00:00 – Why product led growth breaks without prioritization
04:18 – The “activity trap” hurting sales efficiency
08:40 – CAC to LTV and lifetime value optimization in SMB sales
13:25 – What makes a Product Qualified Lead (PQL)?
18:05 – AI in sales & automating repetitive work (without losing the human touch)
24:35 – Leadership, empathy & scaling sales teams the right way

You’ll learn:
– Why not every inbound signup deserves a sales conversation
– How CAC optimization and lifetime value should guide scaling decisions
– When AI in sales increases efficiency - and when it shouldn’t replace people
– How product qualified leads help sales teams focus where they add value

💡 Key Takeaways
Product-led growth requires disciplined prioritization - not more activity.
CAC to LTV is the economic guardrail for scaling sales teams sustainably.
Product signals should determine when human intervention creates value.
AI in sales should remove repetitive work, not remove the human connection.
High-volume environments demand clarity, not more effort.

About Guest
Amit Shalev is VP of Growth at Navan, where he leads the SMB revenue engine at the intersection of product led growth and sales strategy. He specializes in using product qualified leads, CAC to LTV modeling, and data-driven prioritization to scale sales teams without unnecessary headcount growth.

Connect with Amit Shalev on LinkedIn:
  / amitshalev  

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