Your SaaS Pricing Model is Outdated. Let’s Fix It
For years, B2B SaaS companies have relied on a simple, predictable pricing model—feature-based, per-user, tiered subscriptions. It was the gold standard for monetizing software, easy for companies to implement, and familiar to customers. But the landscape has changed. Buyers now expect pricing to match the value they receive, not just a rigid seat-based or flat-rate […]
7 Ways to Ensure Prospects Show Up for Demos
A “Book a demo” notification excites every SaaS team—it’s a signal of potential sales amid fierce competition. But what happens when too many of these demos requests turn into no-shows? Maybe your calendar is filled with tire kickers—people who sign up but with no intention of committing—or leads who ghost you last minute. Whatever the […]
How I (Almost) Saved a Client $100,000—The Plot Twist That No One Saw Coming
As someone who has worked with a wide variety of clients over the years, I’ve seen just about every type of agency-client relationship. Some work like a well-oiled machine, while others become expensive exercises in frustration. This story, though, falls into a category of its own. It’s a perfect example of how business can be […]
How Barefoot Wine Mastered Brand Positioning and Customer Research to Capture a Market Gap
Every great entrepreneurial story has a moment when everything just clicks—a realization that you’re on to something bigger than you ever imagined. For Barefoot Wine founders Michael Houlihan and Bonnie Harvey, this came from two key insights: brand positioning and customer research. I recently listened to their interview on the How I Built This podcast, […]
Customer Onboarding: Strategies for Success and Long-Term Loyalty
Introduction Welcome to Marketing Spark, a podcast delivering actionable insights, strategies, and stories from B2B and SaaS entrepreneurs and marketing leaders. In this episode, we’re diving into one of the most critical components of customer success: onboarding. Today’s conversation features Dale Harrison, a seasoned marketer whose expertise is shaped by his background in mathematics, statistics, […]
Authentic Marketing Lessons from Teddy Swims
Have you ever stumbled upon something that unexpectedly inspires you? That’s exactly what happened to me with Teddy Swims on TikTok. Until recently, I had never heard of Teddy Swims or listened to his music. But after stumbling upon one of his videos, it’s safe to say I’m hooked. His videos have become a quasi-obsession […]
Two Easy Ways to Eliminate Demo No-Shows
No-shows at demos: what does it mean? A meeting was booked but someone bails on it. It’s disappointing and frustrating, given the effort to drive demos. Here are two easy ways on how reduce no-shows: #1: Market them as opportunities for prospects to learn about how your product could solve their problems. Present a demo […]
The Best Salesperson That I’ve Ever Met
It’s amazing when an old dog teaches you new (sales) tricks. Here’s the story: My wife and I are travelling through Guatemala and Mexico. While wandering the cobblestones of Antigua, we were charmed by Marco, an 80-year-old guide/hustler, who offered us a tour of a local coffee plantation. Marco told us the tour was $5, […]
How to Get B2B SaaS Prospects to Embrace Change
I’m a sucker for shiny, new online services. Even when I’m happy with what I’m using, it is tempting to try something else. For example, I participated in a conference call with someone using Sessions.us, an AI-powered platform. A friend who raved about it (and the sweet deal he purchased on AppSumo) piqued my interest. […]