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Why 90% of Companies That Use a Guided Sales Process Are Top Performers

There’s a lot that goes into successful sales. And even the best, brightest, most talented reps can benefit from some type of standardized system. One that simplifies and streamlines sales to convert the maximum number of leads into customers. And that’s where a guided sales process comes in. For this post, I’m going to provide […]

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Published on Nov 10, 2022

See Why 98% of SaaS Businesses See Positive Results with Dynamic Pricing

Businesses across all industries have evolved significantly over the course of the 21st century. But the evolution of SaaS has moved at an even greater speed. Case in point — SaaS pricing. In recent years, there’s been a growing trend where more and more companies are using dynamic pricing, which, simply put “means that your […]

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Published on Jul 26, 2021

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

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

Average SaaS Salespeople Ask Leads 6 or Less Questions. Top Performers Ask 11-14: Why Discovery Call Questions Are Essential

In a previous post, I mentioned that 88% of today’s leads are only willing to buy when they see the salesperson as a trusted advisor. I also pointed out that hyper-aggressive sales tactics often turn leads off and can be potential deal-breakers.  One of the best ways to assume the role of trusted advisor is […]

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Published on Apr 12, 2021

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