When we think about the stages of a recruiting, we all probably have a similar idea of that process. Resume screen, phone screen, in-person interview, 2nd round in-person interview, offer letter, reference checks, offer acceptance, and new employee onboarding. Some companies stick a few other steps here and there (like a sample presentation for sales […]

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A new sales leader reached out this week to ask when she should hire her first sales development representative (SDR). What a great question, and luckily, it’s a pretty black and white answer.  LET’S START WITH WHEN IT’S NOT TIME TO HIRE YOUR FIRST SDR. It’s too soon to hire your first SDR when: You haven’t landed any actual, […]

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If you do a search for “SaaS churn reasons” you will see some great articles and pick up some useful advice about combating churn. Many articles will point to “lack of value” as the root of most churn. And they are right. In most cases if a customer doesn’t receive value, they will not continue to use […]

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