To do that you need to calculate the potential revenue of the customer

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But here’s the thing: you don’t need to select one over another. Enter the hybrid sales model that combines product-led & sales-led. A sales cycle can include a mix of sales-led and product-led. A successful sales cycle can look like this: Lead generation (PL) > Lead qualification (PL) > First interaction (SL) > Nurturing (PL) > Product Demonstration (SL) > Closing (SL). Sales and Growth Hacking can go hand in hand. Combining the two PLG and SLG approaches results in taking the best of the two worlds that used to be very different. The myth of the product that sells itself Whether you need a sales team or not mostly depends on the product category you are in and also on the price level of your product (high ticket or low ticket products). There are some categories that can get you very far with a self-served-only model.

So it’s not so much about the product as about the category you are in. In general, a decision Email List to not have a sales team means that you are probably missing out on a lot of potential growth. Take a look at your CLV (Customer Lifetime Value) and reconsider if the engagement of the sales team would bring more sales.  For example, if a customer stays with you for 10 months and pays you $10 a month, then the CLV is $100. Let us not forget that acquiring this customer cost you money as well. If it requires ads of $20 and a 30’ discovery session with an SDR that comes at a cost of $50 per hour (thus $25 for the 30’ call), then you already have a total cost per acquisition of $45 out of the $100 profit.



Then comes the margin of the product itself. Taking that under consideration and adding the profit you wish to have, will give you the answer to whether sales teams are viable or not. Setting up an intra-company growth hacking team There are two ways you can set up a growth hacking team in a big company. You either build one from the inside or bring one from the outside. On both occasions, everything starts with the Growth Lead – the growth hacking specialist. In the first case, the growth lead will form a growth hacking team using experts from every established department necessary: Customer Service, Sales, Marketing, Reporting & Analytics. That team will be responsible for creating/ optimizing sales flows, user scenarios, user stories, copes, etc.