There are a few businesses out there that have managed to achieve the nirvana in a key part of their sales cycle: moving customers from trial to purchase without needing a salesforce to assist with that conversion. The financial models of these companies are extraordinary. Examples of this include SurveyMonkey, ZenDesk, and SquareSpace.
Examples of the financials
Once you have looked at these financials, you will realized that getting to a touchless conversion is like achieving nirvana. Clearly one of the most expensive parts of the entire sales process is the sales force, and by eliminating or dramatically lowering that cost, these companies have been able to achieve extraordinary levels of profitability.
Observation: Customers like to sell themselves
Where does this break down?
What kinds of products/services are suitable for touchless conversion?
Is there an interim step that you can use in your sales cycle to take advantage of touchless conversion?
Use a simpler sub-set of your product/service, then upsell
Theory: Easier to upsell an existing customer