Software Sales Tips by Matt Wolach
In the competitive world of SaaS, closing deals is everything. It’s that critical moment when all the hard work you’ve poured into your product, marketing, and lead generation finally pays off. But what happens when your close rate is underwhelming? How do you make sure you’re keeping potential revenue on the table? I was a […]
Software sales can often feel daunting, especially when thrust into it without much preparation. Maybe you’ve built a fantastic product, or perhaps you’re helping out a friend. Whatever your entry point, one thing is clear: to succeed in sales, you must excel. Simply being good isn’t enough because, in SaaS sales, only the best win […]
If you’ve seen The Wolf of Wall Street, you likely remember the iconic scene at the end where Leonardo DiCaprio’s character, Jordan Belfort, tells an audience member to “sell me this pen.” This seemingly simple exercise is a powerful lesson in the art of sales, teaching us three essential principles that can transform your approach […]
In the world of software sales, the ability to deliver compelling demos can make or break your success. Yet, as I’ve pointed out, there’s one crucial element that many SaaS salespeople overlook. If you’re giving demos and not closing deals, this might be the missing piece you need to start implementing immediately. The Missing Ingredient […]
In the high-stakes world of software sales, fostering a competitive yet collaborative environment is essential for success. As a B2B Software Sales coach and seasoned leader in building software sales teams, I joined Scott Leese and Richard Harris on the Surf and Sales podcast and shared some tips on balancing competition and camaraderie within a […]
In the fast-paced software sales world, the demo is the most powerful tool in your arsenal. It’s the heartlinchpin of your sales process, capable of turning prospects into customers or driving them away. Yet, as I’ve been reviewing numerous software demos lately, I’ve noticed three critical elements that are almost universally missing. Addressing these omissions […]
In software sales, following up can make or break a deal. Yet many SaaS sales leaders need help with following up effectively, and some even question whether they should follow up. As a seasoned sales coach, I often hear these concerns from my clients. Today, I want to share insights on mastering the follow-up after […]
When it comes to selling software, one question I frequently encounter is whether an automated demo on a website can effectively drive sales. Many hope that prospects can just watch a demo and then decide to purchase. The short answer? It depends. Let’s discuss the nuances of using automated demos and understand when they are […]
In the world of software sales, time allocation is crucial. Yet, many software leaders are spending their time on the wrong activities. If you’re aiming to grow and scale your software business, you need to reassess where your efforts are going. Today, we’re focusing on the importance of allocating time towards growth activities, particularly closing […]
In the competitive world of software sales, I’ve noticed a common strategy: emphasizing low prices. But this approach is fundamentally flawed. Contrary to popular belief, customers do not necessarily want the cheapest product. Instead, they seek value. Let’s explore why selling on value rather than cost is crucial and how to implement this sales strategy […]
The Power of Stories in Software Sales: A Lesson from Capri I’m currently on the beautiful island of Capri in Italy, and I have a fascinating story that perfectly illustrates the importance of storytelling in software sales. You won’t believe how an Italian heritage tale connects to our industry, but trust me, it’s worth hearing. […]
The Three T’s of Cold Email Outbound Success: A Guide to Boost Your Campaigns Today we’re diving into the essentials for cold email outbound success in the software world. These key elements all start with the letter “T,” and mastering them can transform your email campaigns from mediocre to fantastic. If you miss out on […]
How to Handle a Group Software Demo Handling a group demo with several decision-makers can be daunting, but you can turn this challenge into a substantial opportunity with the right approach. Here’s how to excel when you find yourself presenting to a group, ensuring that every participant is engaged and convinced by your demo. 1. […]
3 Reasons Why Your Software Demo Didn’t Close I’m coming to you from sunny Arizona to discuss something crucial for all you software sales professionals: why your demos aren’t closing deals. I often hear folks saying, “I did a great demo. The prospects seemed to like it, but they never signed up. Why?” Let’s dive […]
The Worst Software Demo I’ve Ever Seen Have you ever watched a software demo that made you cringe? Maybe you’ve even been the unfortunate victim of a genuinely terrible presentation. Strap in because I’ve just witnessed what I can only describe as the epitome of demo disasters. Recently, I had the misfortune of observing the […]
Unlocking Sales Success: Avoiding the Curse of Product In the world of software sales, a phenomenon often goes unnoticed until it’s too late: the Curse of Product. Let’s discuss its potential to derail even the most promising businesses. I’ve outlined how an exceptional product can inadvertently lead to complacency within software sales teams, resulting in […]
How Click Contracts increased their closed deals per month by 400% When my client Kerby came to me, he was looking for coaching to sell his software.\ The story of what I showed him and how he QUADRUPLED subscriptions is wild. Kerby, a top realtor in Minnesota, knew the pain of dealing with time-consuming real […]
Mastering the Art of Timing in Sales: A Subtle Approach to Accelerating Deals One of the key pieces we need to learn from a prospect during a great software sales process is ‘timing.’ As a software sales trainer, I’m constantly asked by my clients how to best learn about the prospect’s timing for purchasing. Follow […]
Avoid These 4 Mistakes When Transitioning Sales from Founder to Team Are you a founder who’s struggled to hand off sales responsibilities to your team successfully? You’re not alone. Many software founders hit a brick wall when transitioning from being the primary salesperson to empowering their team to sell effectively. Let’s discuss four critical mistakes […]
How to Choose the Right Sales Trainer: A Comprehensive Guide Staying ahead requires continuous learning and development. Whether you’re a seasoned software sales professional or leading a sales team, investing in the proper sales training can make all the difference in achieving your goals. However, with so many options available, how do you determine if […]
Do we need sales training? If you’ve ever asked yourself “Do we need sales training?” you’re not alone. In software sales, the question of whether sales training is necessary often surfaces. Through my experience and the inquiries I receive, there needs to be more clarity about when and if software sales training is appropriate. Today, […]