The following is a guest post by Matt Heinz of Heinz Marketing. Matt's career has focused on revenue acceleration via sales & marketing strategy, demand generation and sales pipeline & process improvement. Enjoy!

There’s no shortage of biases, prejudices and opinions around how ‘different’ Gen Y sales reps are. What is lacking is a clean examination of how Gen Y sellers differ from their Gen X & Boomer peers in terms of motivations, aspirations & future plans.

 
The following is a guest post by Peter Cohen, Managing Partner of SaaS Marketing Strategy Advisors.

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Lots of companies offer a free trial of their SaaS offerings. For some, it works well -  cost-effectively bringing in new, paying customers. Emphasis here is on "paying." 

For others, it's an unproductive drain on company resources that doesn't bring in nearly enough customers to justify the expense.

Why do free trials work for some SaaS companies and not for others? 

 
Hiring great Inside Sales reps has never been harder.

Increased competition for top talent and supply lagging behind demand means that when we land that great rep we have to make their experience with us outstanding! It is as much about retention as recruitment, right?

Our recent hiring infographic noted that 41% of reqs take 45+ days to fill. This is creating quite a revenue gap.

I recently shared my thoughts about how you have to be interesting and different to draw talent to you. But let’s say you are successful, what then?

• How do you close the revenue gap by onboarding these reps as quickly as possible?
• How do you ensure a great experience for them and for the buyers that are going to be working with them?

Let’s start with the underlying problem