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 […]
Read morePublished on Jul 26, 2021
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 […]
Read morePublished on Jul 19, 2021
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 […]
Read morePublished on Jul 12, 2021
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 […]
Read morePublished on Jun 21, 2021
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 […]
Read morePublished on Apr 12, 2021
There are certain professions that people are inherently wary of. Car salesmen, real estate agents, and lawyers are just a few that come to mind. But it turns out that there’s also a growing distrust of salespeople these days. One study found that just 32% of buyers view sales as a “trustworthy profession,” while another […]
Read morePublished on Oct 2, 2020
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