Software Sales Tips by Matt Wolach
EPISODE SUMMARY Matt talks with Safa Mahzari, the host of Revenue Podcast, about the art of defining target audiences and the importance of focusing or narrowing down on a niche. Matt elaborates on a ton of sales and marketing concepts. Amongst them, the practice of hiring for culture, the art of catching up in a […]
You have an exciting new software product that is the perfect solution for the market. You’ve set up a great marketing campaign and created a way for people to find you and become aware of your solution. Maybe you’ve got a funnel set up to make sure that you’re converting leads off of your website. […]
In sales, it’s great to know what TO do. But it’s equally important to know what NOT to do. Because losing a deal over one bad mistake hurts. In this quick 5-minute video you’ll see exactly what prevents deals from closing.
Selling can be scary. But once you know the right process and framework, it brings confidence. See how to overcome your fear of selling.
Are you a software founder or software developer? Do you struggle with sales and taking your product to market? Are you creating great software solutions that generate a lot of buzz but no sales? I know the feeling. As a software founder myself, I’ve been there. I know what it feels like to have a […]
EPISODE SUMMARY Matt talks with Stephanie Sims, the host of the What’s Your Ask podcast, about the workings of an ideal sales process. Matt discussed the importance and intricacies of the discovery process. He also touched on a metrics-based revival process for hitherto successful companies. Matt elaborated on the role of sales in Capital generation […]
How to close deals at a rapid pace NOTE: I originally wrote this for SaaSSales.io, a terrific resource for learning more about SaaS sales. I’m a Founding and Premium Author over there so go subscribe and get the best content routinely. Closing a software sale is not easy. The software sales cycle can be a drawn-out, back-and-forth […]
A framework for selling software that makes closing deals easier and quicker. But what is it? When I first got into software with my first SaaS startup, I thought I knew how to sell. I had some success in other industries so I figured now that we built this new, amazing product, it would be […]
NOTE: I originally wrote this for SaaSSales.io, a terrific resource for learning more about SaaS sales. I’m a Founding and Premium Author over there so go subscribe and get the best content routinely. Every day, software founders approach me asking what’s the one thing they need to do to scale their SaaS company. I enjoy hearing this […]
I was a guest on the Sales Games Podcast and shared one of my favorite sales team games When Sales Games Podcast host Andrew Phelps asked me to come on the show and talk about my favorite sales team game, I immediately thought of poker. I love poker, it’s a fun and tense/exciting game. But […]
I was a guest on the Digital Conversations Podcast with Billy Bateman, the VP of Operations & Co-founder of ChatFunnels. Sometimes all it takes is a bit of structure to make an improvement. Here’s how. In this episode, I provide exact steps to take to implement the Perfect DEAL Process. I also lay out how […]
I Was a Guest on the Flying Cat Podcast with Maeva Cifuentes and We Discussed Giving Great Demos I had a great chat with Maeva as I discussed the 4 steps to The Perfect DEAL Process: Discover Educate Associate Lead The software companies who can successfully deliver all four parts during their sales calls see […]
NOTE: I originally wrote this for SaaSSales.io, a terrific resource for learning more about SaaS sales. I’m a Founding and Premium Author over there so go subscribe and get the best content routinely. Software companies these days face an uphill battle as there are more competitors in each space than ever before. And to the buyer, they […]
During Discovery, it’s up to you to figure out what the prospect needs This is something that usually only experts know, but I think it’s time to share this secret with you. You see, average sales people, they’re typically trying to do what their prospect is asking for. If the prospect asks for this, they’re […]
Most software founders are technical founders. Engineers who came up with a great solution to a problem many have faced. Like any engineer, they saw a need and they built a better way...
I’m sure you’ve heard the expression “The product sells itself.” I mean you may have even said it. Time to stop saying it. It’s so easy to think: we have this amazing product, it’s so simple to use and saves a ton of time for people in this industry. Of course it’s the product that […]
A Great Way to Handle Objections Ever get an objection and not know what to do? ?♂️ You know they’re wrong, but you don’t know what to say. Try this tip: ? This is something I learned a LONG time ago from a great sales mentor I had: Rich Zurek. And I’m so glad he […]
A compelling perspective when it comes to B2B SaaS Sales and the demo process. Everyone wants to have a good sales process. And everyone knows it’s important to give a good quality demo to potential customers in order to ensure the best outcome (closing the most amount of deals with ideal customers). But not everyone […]
People Buy with Emotion, But They Justify with Logic Ever heard the phrase: “people buy with emotion, but justify with logic”? It’s very true, so how can you use that in a sales call or demo? One of the most important points of this, is knowing how to structure your calls to generate the emotional […]
Here’s some of what I’ve been seeing so far this year There are some major recent developments in sales processes and technologies that you should not overlook. Let’s discuss them in detail. 1. Sales Enablement There has been a lot of growth in the application of sales enablement in the past few years as more […]
Quick tips to help you win in discovery It seems like everyone in SaaS knows to do Discovery as part of their sales process. The problem is that not everyone knows how to do it correctly. I see A LOT of demos; I perform Sales Process Audits for my clients where I act like a […]