Stay in the latest updates. Get the latest tips and advice delivered straight to your inbox. Email Guy Nirpaz | December 1, 2011 | What is the Best Sales Model for You? So how do you know which sales model is best for you – zero touch vs. low touch vs. high touch vs. field? In his last tip from the Sales 2.0 Convention, Mark Roberge, VP Sales at Hubspot explains that it’s really depends on your buyer, what you’re selling and the full sales context and it does require some experimentation. Preferably you should aspire to go on no touch or low touch as possible as the economical will always be best if you can pull that off. But it is best to simply run experiments – set 100 leads to no touch and 100 leads to low touch and check the conversion rate, revenue, Customer Lifetime Value and in SaaS see what the CAC to LTV is (Customer Acquisition Cost to Lifetime Value) and what the payback periods are and take the approach which has the best economics. Furthermore, as mentioned in many of my previous posts, it is highly recommended to keep a thorough and updated Cohort Analysis for your metrics so that user behavior would come out accurately. This is the only way a successful SaaS business could reach the right consequences and choose its suitable sales model! Review Mark’s first tip “Do you Distinguish Your Sales to Hunters and Farmers?” Review Mark’s second tip “Top-of-Funnel Strategy” To read the full transcription of the video, click here Video Transcription: Mark Roberge, VP of Sales at Hubspot. Yes so, zero touch versus low touch versus high touch versus fields, the quick answer is it depends, unfortunately, and I’ll walk through the dynamics. It really depends on your buyer and what you’re selling in the full sales context. And it’s gonna require some experimentation. I think in general you’d prefer to go as no touch or low touch as possible. I think the economics will always be best if you can pull that off. But hey, if you’re wondering, “Here’s a lead that has 50 employees in this particular segment. Should this be a no touch or a low touch or a high touch?” You run experiments. You send a hundred leads like that to no touch, you send a hundred leads like that to low touch, and you see what the conversion rates are, you see what the revenue is, you see what the lifetime value is, in a SaaS role you see what the LTV to CAC and the payback periods are, and then whichever ones have the best economics, you take that approach. Popular Posts A day in the life of a Customer Success Manager: What do they do? 15,902 views The difference between Customer Success Managers and Account Managers 12,963 views Your 90 day plan as a new VP of Customer Success 5,518 views Guy Nirpaz Guy Nirpaz is a Silicon Valley-based Israeli entrepreneur and CEO of Totango, a Customer Success software platform. A pioneer in the Customer Success field, Guy established the Customer Success Summit and is a well-regarded industry speaker and community contributor. Guy loves people and technology and has dedicated his career to improving the way in which business is done through innovation. Fun Facts: Guy moonlights as the lead guitarist in a rock band based out of his garage in Palo Alto and used to command a tank battalion...as well as having grown oranges. Pingback: Best of 2011: SaaS Sales Models Tips() Pingback: Make SaaS Sales Social with LinkedIn Connector for Totango() You might also like You might also likeGrowth Hacking with User BehaviorCustomer Success – The Farming Paradigm (With Gifs!)Top Executives Weigh In On Lessons Learned In Customer Success BACK TO BLOG | NEXT ARTICLE Let's stay in touch! We’re passionate about customer success. Sign up to get the latest in thought leadership and to follow our adventures.