How to Handle the “I Want to Try It Myself” Objection in PLG Sales
May 26, 2025
A practical guide for handling trial requests in product-led growth companies
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Kyle has spent the bulk of his career at Qualtrics. He was hired as an SDR and promoted into a VP role less than seven years later.
Accomplishments include finishing years as the #1 corporate AE, #1 corporate team lead, and #1 corporate sales manager for a highly competitive, fast-growing company acquired for $8 billion and then went public at a $15 billion valuation.
He then spent nearly 2 years helping build MongoDB’s sales team as a second-line leader, ultimately serving as the RVP of North America Acquisition.
Currently, Kyle is the VP Global Growth Sales at LaunchDarkly where he’s responsible for global midmarket and BDR functions for both net new acquisition and customer growth.
For more details of his professional accomplishments, please refer to his LinkedIn.
Kyle currently lives in the Chicago suburbs with his wife and three children.
A practical guide for handling trial requests in product-led growth companies
Are your prospects asking to skip discovery and jump straight to demos? Here’s why you should say yes – and how to still get the discovery information you need.
Have you noticed buyers becoming more resistant to drawn-out sales processes? You’re not alone. Today’s buyers are more skeptical, have tighter budgets, and show less patience for traditional multi-step evaluations.
Account Manager at Dropbox
I constantly return to Kyle’s core tenants that leverage what goes through the mind of a buyer. His writing is honest in uncovering the motivating and enabling factors that bring about winning deals. I’ve led a few sessions preaching his ideas with my AEs and have had rave reviews from their simplicity and effectiveness.
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