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B2B Sales TrendsThis podcast is dedicated to sales leaders in the Author: Global Performance Group
This podcast is dedicated to sales leaders in the B2B space, where we share conversations about innovative and successful sales transformations to keep you up to date on the latest trends that will help you to effectively tackle the challenge of constructing and executing a profitable and sustainable sales process. Language: en Genres: Business Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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107. Product-Led Growth at Navan: Why Not Every Signup Deserves a Sales Call
Thursday, 19 February, 2026
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. 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🔗 Explore more insights: https://www.globalperformancegroup.com/ ⏱ 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: https://www.linkedin.com/in/amitshalev/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern B2B sales, leadership, and performance. 🔗 Explore more at http://www.globalperformancegroup.com/ 📘 Get the 26 Sales Trends for 2026 report: 👉 https://globalperformancegroup.com/26-sales-trends/ 🎙️ Want to Be a Guest on B2B Sales Trends? We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy. If that’s you - or someone you recommend - submit a short application here: 👉 https://globalperformancegroup.com/guest-submission/
