3 Secrets of High-Converting SaaS Free Trials

3 Secrets of High-Converting SaaS Free TrialsWhile just about every B2B SaaS company offer a Free Trial – especially those with self-service sales models – in my experience, the percentage of SaaS companies that feel their Free Trial is “successful” is fairly low.

Disappointingly low, actually.

And it absolutely doesn’t have to be that way and in this article I’ll show you how to create high-converting Free Trials!

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Customer Psychology and the Wasted Power of Surveys

Customer Psychology and the Wasted Power of SurveysSurveys can be dangerous if used wrong, but can be super-powerful if used correctly!

Whether it’s the Net Promoter System to gauge customer satisfaction, doing pre-launch customer development work for your startup, or one of the myriad methods we use to interact with and learn from our customers, prospects, and other people, surveys are by far the easiest implement and most effective feedback mechanism at scale.

The problem with surveys, aside from all the ways that people generally mess them up (too many questions, leading the witness, not specific enough, poorly targeting / segmenting the audience, etc.), is that the underlying psychology of surveys is rarely taken into consideration.

Now I’ve said before that I’m not a big city psychologist, but I spend a lot of time studying psychology and human behavior as I try to figure out why people do what they do and also how to get them to do what I want them to do.

And some of that studying led me to realize that many of the behaviors we employ around surveys – especially in the Customer Success world with the use of NPS surveys – can have a very negative impact that does the exact opposite of what we’re trying to do.

In this article I explore how we use surveys and suffer the often-unintended consequences.

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How Social Proof Actually Works in Marketing

How Social Proof Actually Works in Marketing

I'm not a psychologist, but I play one every day as I try to figure out why people (users, customers, visitors, etc.) do what they do... and how to get them to do more of what I want them to do.I spend a lot more time reading books about - and … [Continue reading]

Customer Success Starts at Sales Done Right

Greg Pietruszynski - CEO - Growbots

After getting a demo of their new product from their Chief Data Officer (Luke Deka) while I was in Poland, I was excited to catch-up with Greg Pietruszynski, CEO of Growbots, when I got back to San Francisco.We talked about lots of different … [Continue reading]

Achieve Network Effect on a Smaller Scale

Piotr Zaniewicz - Right Hello

I was talking to my friend Piotr Zaniewicz the other day about the importance of network effects on SaaS businesses.I mentioned how the common misconception around network effects is that, in order to achieve a real network effect (this is the … [Continue reading]

How To Get Sales To Help Test your Ideal Customer Profile

How to Get Sales to Help Test your Ideal Customer Profile

I was talking to the CEO of a SaaS startup on Clarity about a dilemma many companies go through.They've decided it's time to get deliberate about their progress and start testing their Ideal Customer Profile... but there's a problem.They … [Continue reading]

Stick Point: When Your SaaS Customer is Truly a Customer

Stick Point - What it is and Why it Matters in SaaS

In my recent article on accurately calculating your SaaS metrics, I mentioned how some customers shouldn't be considered customers yet.I referred to the fact that there's a "stick point" or that point in time in the early part of the customer … [Continue reading]

Free Trials Do Not Devalue Your Enterprise SaaS

free-trials-enterprise-sales-buidling-trust

The CEO of a SaaS company reached out to me on Clarity the other day and he had a very dangerous misconception that could seriously impact their potential as a company.I hope by talking about it here I can save more SaaS companies from falling … [Continue reading]

4 Undercover Ways to Hack Social for More Sales

max-altschuler-sales-hacker

How often do you hear the term "Social Selling" and either can't figure out what it actually means or just want to call shenanigans on it?You know you're not going to close a six-figure deal on Twitter, right? That's not reality. But that doesn't … [Continue reading]

The Success Gap: A HUGE Opportunity You Haven’t Considered

success-gap

There is often a gap between the functional completion of your product and the customer's Desired Outcome.I call this the Success Gap.And this Success Gap that stands between what your product does and your customer's Desired Outcome is a … [Continue reading]