Our guest on this episode is Darren Pierce. Darren is the Founder and CEO at etailInsights a database solution that helps SaaS companies find etailers.    Darren and I start the conversation discussing how to sign your first 10 customers. Darren wisely created a paid beta program to attract early adopters and get them hooked. We then focused on how to retain customers and add more new customers. We’ll also discuss selling to SaaS organizations and the challenge that etailers are facing today.    Other topics Darren and I explore are; 

• SaaS Selling Triangle - CEO-VP Sales-VP Marketing
• BANT lead qualification process
• Outbound prospecting based on a defined TAM