Having a clear definition of your Ideal Customer is one of the most important things you can do for your business. Your Ideal Customer Profile – ICP – dictates (or should dictate) everything from the features and functionality of your product you build or what makes up your service offering, to the words you use and the emotion […]
Archives for June 2014
4 Sales Mistakes That Lead To High SaaS Churn
Article by Lincoln Murphy
I’ve said many times that the seeds of churn are planted early. Whether it’s in your marketing – both the things you say but also the types of customers you target with your messaging and outreach – to the things you say and do during the sales process, you could be acquiring customers that already […]
SaaS Free Trial: Requiring a Credit Card is Shortsighted
Article by Lincoln Murphy
I got this email asking whether to require a Credit Card to start a SaaS Free Trial or not and what the best Free Trial length is. So instead of just answering him directly, I decide to use it as the basis for this article. Here’s the email: Hey Lincoln, some dude told me to ask […]
3 Email Lead Capture Hacks to Get More Customers
Article by Lincoln Murphy
Sadly (for us… pretty awesome for them, I suppose) Stacklead was acqui-hired by LinkedIn and is being shutdown. If we’re honest, email lead capture is pretty much why we have a website. I mean, aside from making a sale the first time someone hits our site, the main goal of everything we do – especially […]
