Hey Jane! Thanks for the question.
Basically I found what worked for us by hopping on calls with people who signed up for a trial. I found the audience we were attracting, wanted to talk to us. That’s what led to higher sales conversions.
It was effective and still had good unit economics paired with SEO - inbound leads, so we just kept doing it and scaling out “what worked” in the early days.
It wasn’t so much of a decision, but more of just following what the customer needed.
Building the team modeled after how I did it in the early days. It has since matured to a team of 3 sales consultants and a manager. I can’t say I built that part out myself but had great people to help build and scale a team off of the initial model.