When it comes to SaaS, you basically have two sales models: high-touch and self-service. Small, bootstrapped SaaS companies often like to go the low-touch, self-service way.
Large, venture-backed startups often like to take the high-touch, Enterprise sales approach.
And sometimes it’s the opposite of that. It depends.
There are just so many different factors that come into play in making the decision about which model to use – not the least of which is who you’re selling to – that it’s simply beyond the scope of this article.
While high-touch Enterprise SaaS vendors could certainly learn a thing or two about sales process optimization from what’s below, this is more aimed at low-touch or self-service SaaS vendors that have a “contact us for Enterprise Pricing” option on their Pricing page.
But why is this necessary if you have a self-service sales model? Well, read on…
I’ve given this advice to my clients over the years and countless times via Clarity, so I thought I’d just share it here once and for all.