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Churn Rate and Contract Length: Finding the Sweet Spot for Your SaaS Product

Churn. It’s a word that keeps many SaaS business owners up at night.  Although inevitable and unavoidable, churn is something you want to constantly monitor and keep in check. Otherwise, things can get out of control in a hurry, and before you know it you’ve got a full-blown mass exodus on your hands.  There are […]

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Published on Jul 19, 2021

Should You Require Free SaaS Users to Provide Their Credit Card Info? Here’s What the Data Says.

Offering a free trial has basically become the norm for SaaS companies these days. In fact, roughly three-quarters use this tactic to generate leads, with the hopes of ultimately turning many into paying customers.  And for the most part, it’s really effective. More than 50% of new business comes from free trials for 16% of […]

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Published on Jul 12, 2021

Sales Salary Transparency: Why Listing How Much Salespeople Earn Can Generate 75% More Clicks for Your Job Posts

There are several factors that impact how many candidates apply to your job posting for a salesperson. Your industry, scheduling, benefits, advancement opportunities, and company culture are a few prime examples. But hands down, sales salary is one of the biggest factors across the board.  At the end of the day, top sales recruits want […]

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Published on Jul 5, 2021

How to Launch an Employee Referral Program Step-By-Step

There’s a ton of data out there that shows, when implemented correctly, employee referral programs can have a massive impact.  45% of salespeople that are referred from internal employees, for example, stay for over four years. By comparison, only 25% sourced from job boards hang around for 2+ years. Employee referrals also save companies over […]

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Published on Jun 28, 2021

High-Performing SaaS Sales Teams Are 2.3x More Likely to Use This Technique

A term you’ll hear me use a lot on this blog is trusted advisor. In our modern era, leads no longer respond to high-pressure sales tactics where reps aggressively push products on them.  It’s just not something most people will put up with. Rather, they respond positively when a rep assumes the role of trusted […]

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Published on Jun 21, 2021

Top Skills Sales Managers Assess Based on In-Depth Data

In my last post, I discussed that having the ability to close was the number one skill top sales managers assessed in salespeople. This was the most important metric for 70% of sales managers. And it’s easy to see why given how critical closing deals is to profitability and the overall success of a company.  […]

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Published on Jun 7, 2021

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