Braucht dein Business ein Vertriebsteam?

0:00If you had a sales team to most businesses, most businesses will make more money. And so if you were to think about your attention like a pyramid, um, if you just draw a line at the top of the pyramid, that's what you would convert automatically. If you go lower than that, then you basically convert a a colder percentage of the audience because the sales team kind of nudges people, kind of grabs people from below and then pulls them up, right? Um, I think that like for what my plan is for 2026, I probably will not have a sales team um, for what I'll be doing. And I think about that because um, I mean honestly, it's just because like I have enough traffic that I don't feel like building a 200 person sales team, which is what I would probably have to do in order to handle the traffic that I have.

0:42Um, and so I've just set the, you know, restriction for us as a company like we just won't have one and we will figure out how to do it without. So, I'll have tons of data on this next year because that's going to be a big focus of mine and I'm going to hold the line with that um as like a big a big priority. I do think all the benefits that I that we kind of talked about which is like if people click buy, I do think they're they have higher intent. I do think they'll probably stay longer than people who are sold over the phone. I think you have fewer chargeback, fewer refunds. I think reputational risk goes down. So, I think there are a lot of benefits um to that. But from a like make money fast button, adding a sales team pretty much does that. Um and so if if there is a world where you can get higher conversions without the work of managing a sales team then I think everyone will jump onto that. Um the early signs that I've seen because I look at a lot of businesses um I have seen a proliferation of people who were selling via automated chat things like that um and what what from from what I've heard early on from the guys that I know um who are doing decent numbers the advantage of no sales team you will you will convert a smaller percentage of people who see the offer but 10 times as many people might see the offer and that's so because you don't have to deal with schedules no shows getting to somebody like all of that disappears and so it's really just it's going to be offer driven to be fair cuz like the offer is going to carry a lot of the weight es especially if you don't have a brand but basically showing the offer to as many people as you can in general tends to get more um also I think the higher the qualifications of who you're looking for um the less some people want to hop on sales calls. So I think there's like I do think there's some stuff in terms of culture that's moving. Um, you know, 20 years ago, uh, answering phone calls was really normal.

2:25Now it's rude. >> Yeah. That part's super interesting cuz me personally and everyone I talked to, it's like they don't want to get on a sales call. They just want to buy. >> Yeah. >> And you even like bought your Tesla by clicking buy now. >> Yeah. >> That's likeund and something grand. You just click buy now. You don't go to the dealership anymore. You don't even talk to someone. >> Someone sends you a text, you're like gh, come on, just let me buy it. um but when they're more qualified. So that's why these two things can kind of work together. I think a a more experienced business owner that is making more money probably just wants to see the price, see what they get clicked by.

2:59>> Yeah. >> And that's a little bit of a preview of what I'll probably be doing next year. Um it's like how can I how can I make it for the right avatar? They just want to be able to make the decision in two minutes and be in or out. Um, and so that's I'm going to basically orient towards that. >> And I guess you also just experienced this with your launch cuz >> yeah, there was no sales team really. Yeah. >> Okay. >> And people and I think there there's also like there's a lot of limiting beliefs in the space of like anything above $3,000 you have to have a sales team for. I don't think I mean fundamentally it's like go down to physics like no. I mean people are buying $170,000 cars online. So no, I don't think that's true. I do think that people need a certain amount of information in order to make a purchasing decision. And the amount of information required to make that decision depends on the qualification of the prospect. So you have a high a super highly qualified person and a low price relative to their qualification, they don't need a lot of information to make the decision. If you have a a BTOC customer and you're selling them a house, they need a lot of information to make that decision. Um or at least significantly more. And so functionally brand serves as the proxy for lots of information prior to the purchase. And then they just need enough information about the offer in order to buy. And so that's where like I think many of you guys who here is organic as like one of your primary ways of getting customers.

4:12Yeah, it's probably 80% of you guys are are organic first. And I think that that's actually just going to continue to increase. I mean it already is, you know, 80%. But if if we had asked this question like 5 years ago, I mean it probably would have been like 10. Like a lot of things have changed. And so, um, I think obviously invest, I mean, if you just model what I'm doing, like I'm investing super heavy in media, super heavy in brand, um, A16Z, which is a big, um, VC firm, they've got like 40 billion, you know, under management.

4:44They're building a a separate media house because they see the value of, um, of media and production and how it merges with commerce and business. And so, like, I don't think this is going away. I only think it's going to get more aggressive and that's why I'm getting really aggressive in my investment with it. >> Very interesting. >> Yeah. [applause] I got applause. Real quick, I'm going to show you the exact 10stage road map from zero to 100 million plus that less than 1% of companies finish. I've now done multiple times. And so I can say with a lot of confidence that these are the stages as headcount increases that you need to get through. And I broke each of these down by eight different functions of the business, what the constraint feels like, like what are the symptoms of it when you're going through it. And then what steps we actually took to graduate.

5:26And we've done this across software, physical products, uh, service businesses, brick and mortar, all of this, and it works. And it's my gift to you. It's absolutely free. And so the link's in the description, but you just go acquisition.comroadmap. Just enter your info and it'll spit it right back to you. Offering.