What is a good demo close rate?
Have you ever wondered what a good demo close rate is? If you’re a SaaS leader wondering about this, you’re probably having trouble
Sales Tips
Scale Your SaaS
Lessons from Sports that You Can Apply to Business with Lucas Caneda
EPISODE SUMMARY In this episode of SaaS-Story in the Making, host Matt Wolach sits down with Lucas Caneda, the global team leader for
Sales Tips
Resist the Urge: Things to Avoid While Doing Discovery Calls
Discovery is an important aspect of your sales process. It is like the getting-to-know-you stage in any relationship. The more you know about
Sales Tips
Should a Software Founder Do Sales?
The short answer is yes. Being a seller may very well be the last thing on your mind, especially if you are a
Scale Your SaaS
What to Know Before Selling Your SaaS Business with Thomas Smale
EPISODE SUMMARY In this episode, Thomas Smale talks about how his company helps buyers and sellers of businesses with SaaS-Story in the Making
Sales Tips
Why Your SaaS Leads Go Cold
Why do SaaS leads go cold? After the demo (which went great), they never get back to you. And you can’t reach them.
Scale Your SaaS
How To Grow SaaS Revenue by Perfecting the Customer Experience with Ken Rapp
EPISODE SUMMARY In this episode, Blustream Corporation CEO Ken Rapp discusses the SaaS post-sale environment with SaaS-Story In The Making host, Matt Wolach.
Sales Tips
Never Sell During Discovery
Jumping the gun to get to the demo when you should be focusing on discovery is a common problem. The first step to
Scale Your SaaS
How to Hire and Manage an Amazing Sales Team – with Will Yarbrough
EPISODE SUMMARY In this episode, Will Yarbrough, the Vice President of Sales at Fleetio, shares his experiences as a leader in managing an
Sales Tips
How To Stay Cool Under Fire
So, what do you do if things start to get heated in your sales conversation and your prospects are raising objections? You start
Scale Your SaaS
How to Generate SaaS Leads Using a Webinar with Kris Sharma
EPISODE SUMMARY Webinars are perhaps one of the most underutilized resources for SaaS leaders. Educating your prospects about your product or service
Sales Tips
5 Sales Mistakes To Avoid To Scale Your SaaS Business Quickly
Scaling your software business in the easiest, quickest way possible is not as easy as you think. There will be times when you
Sales Tips
What Is SaaS?
You may have heard about the term or read about it elsewhere, and many people have been asking what it is all about.
Scale Your SaaS
How to Manage Your B2B Sales Team Effectively with Emmet Florish
EPISODE SUMMARY In the fast-paced field of sales, managing a team requires a hands-on approach. Constant engagement, support, and development are mandatory when
Sales Tips
3 Deal Breakers That Will Ruin Your Software Demo
Doing a demo is not as easy as one may think. Apart from having the right structure, you need to know what you
Sales Tips
How to Do a Software Demo
In SaaS, demos are a critical part of the sales process. Some companies start with a short list of three or four vendors
Scale Your SaaS
How To Succeed as a Bootstrapped AI Startup with Tigran Nazaryan
EPISODE SUMMARY Tigran Nazaryan, CEO and co-founder of 10Web.io, talks about how AI is transforming the website building industry with Matt Wolach, the
Sales Tips
The 5 Common Sales Mistakes Software Founders Make
People make critical mistakes scaling their businesses all the time, and B2B software founders are no exception. I see these issues often. I
Scale Your SaaS
How to Win More Business by Knowing Your Customers – with Craig Klein
EPISODE SUMMARY In this episode, SalesNexus CEO Craig Klein offers his best advice on how businesses can win more clients by developing a
Sales Tips
Here’s How You Can Make Your Prospects Remember Your Demo Key Points
Did you know that most people forget 90% of what they heard within a week of hearing it? Not all of us have
Sales Tips
Don’t Do Discovery Calls Without Watching This
I’ve seen many discovery calls from SaaS founders, and I could tell you that 94% of them missed their mark. Discovery is the