Advice on SaaS conversion rate optimization, selling strategies, inside sales, lead generation and more.
In this month’s feature update we are presenting to you our brand new Customer Feedback Hub. We were actually hesitating to call this blog post a “feature update” because we think it doesn’t really pay justice. But for lack of a better word, let’s just go with it. So what is a Customer Feedback Hub? […]
Two months after our official launch we finally equipped Refiner with a proper survey data Dashboard. A feature that most people would consider table stakes for a survey tool and expect to be included from the very beginning. In this post I’ll explain why we launched Refiner without a real Dashboard and how it worked […]
Selling SaaS products is no small feat, isn’t it? You have to generate leads, qualify them, then, convince those people to try out your product… And only if you see them engaging with it continuously, you can ask for the sale. Madness, right? Yet, for most companies supported by the sales model, doing the above […]
Let’s not beat around the bush, shall we? Attracting new leads isn’t that hard, actually. There are plenty of marketing strategies to help with that. The real challenge is figuring out which of those people you could convert into paying customers, isn’t it? I mean, how can you tell who, out of all the people […]
Many SaaS brands with a self-service model shun away launching an inside sales program and they might be right in doing so. Not every product needs a sales team. Many SaaS applications grow with users going through most of the buying process on their own. But then, there are those companies that want to go […]
Do you plan to start collecting customer feedback on your site or within your app? Are you wondering whether popup surveys can help you increase engagement and collect more responses? FACT: Customer data is the foundation for any online business’ development. Feedback from people visiting your website or app helps drive almost every aspect of […]
How do you feel when you discover that a lead you’ve invested so much time and effort in has no need or budget for your product? Or when you’ve called all your prospects only to realize that none of those people could have become clients anyway? I can well imagine. You, most likely, feel angry, […]
If you are working in SaaS sales or marketing, you know that lead scoring and lead qualification are important topics. And a lot was written about it already. Reading through all the content out there, it’s easy to get the impression that doing lead qualification the right way is complicated and requires using fancy machine […]
Are you about to deliver a product demo for your SaaS but aren’t sure about your presentation skills? Do you need some help to learn how to do a product demo that would convince the lead to buy your product? Most SaaS upmarket sales rely on delivering a strong product demonstration. In fact, the meeting […]
No other metric works as well as the customer engagement score when it comes to predicting churn or identifying new upselling opportunities. In fact, measuring the engagement score is by far the best way to: Identify the most engaged trial accounts that you could convert into paying customers (and when they’re ready to talk to […]
Have you heard about product qualified leads (PQL) but can’t figure out how to use the model to drive more sales? Are you wondering whether the PQL model could help your sales team identify the biggest sales opportunities among your free trial or freemium users? It absolutely can. Before we discuss how it happens, though, […]
As you landed here, I assume that you heard about Product Qualified Leads (PQLs) already somewhere on the internet. You are probably intrigued by the sound of it and wonder if and how you could us PQL metrics for your SaaS business. But first you want to get a quick overview of what PQL actually […]
In SaaS, much of your success depends on the sales model you choose. Why, because, how you decide to convert potential customers into paying customers – the activity in which I include both your sales process and the go-to-market strategy – will affect your chances for generating the growth and revenue you are after greatly. […]
At first sight, the concept of SaaS lead scoring seems so simple, doesn’t it? You need to decide what characteristics define your ideal users and what behavior signifies reaching the activation point in your app and reward each with points. Then, you just have to look for people with the highest score and BAM! as […]
Let’s face it: Having too many leads is never a problem. It’s not knowing which of them are worth your time that makes selling so darn challenging. Because no matter how much effort you put into processing inbound leads, unless you focus on high-value opportunities only, you’ll end up frustrated, tired and, well…most likely, cursing […]
Amazing, isn’t it? Your marketing efforts have started bearing fruits. The team has been working on it for so long, and their hard work paid off. Now you’re getting scores of new signups and inbound leads each day. Yet your sales guys hate it. You hear them cursing the situation and wishing it would stop. […]