Software Sales Tips by Matt Wolach

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Sales Tips

I Got Sold Hard – and It Felt Great

Sales is an art form that transcends industries, and the ability to master it can make a significant difference in achieving business success. While many might associate sales primarily with software or technology, the truth is that valuable lessons can be drawn from diverse domains. In this video, I delve into a fascinating anecdote highlighting […]

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Sales Tips

The Five Biggest Mistakes When Giving Pricing

  We’ve all been there – a promising sales call with a great product demo, only for everything to turn chilly when it’s time to discuss pricing. It’s a situation that leaves both salespeople and potential clients frustrated, and more often than not, deals fall through. But fear not, because we’re diving into the top […]

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Sales Tips

Mastering the Art of Discovery: 3 Powerful Questions to Boost Your Sales Close Rates

Are you tired of struggling to close deals quickly? Do you wonder if there’s a secret sauce that could transform your software sales process into a deal-closing machine? Well, you’re in luck because, in this post, we’re diving deep into the world of effective discovery questions that can double your demo close rates. Unveiling the […]

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Sales Tips

How To Succeed In A Competitive Market

Anyone with a software company will attest to how competitive the industry is becoming. Long before the recent AI disruption, low-code tools already exist that allow SaaS founders with beginner-level coding skills to create software. Entering the market is one thing. At this point, anyone can do it if they put their mind to it. […]

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Sales Tips

Boost Your Sales Confidence with These 4 Proven Techniques

Do you need help closing deals and gaining more confidence to excel in software sales? Fear not, because today, I have some tips that will help you become a more confident and booming seller. In this week’s sales tip, I’ll guide you through 4 great ways of accelerating sales for software leaders, so let’s dive […]

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Sales Tips

The 3 Most Important Skills in Sales

What do people think of when they imagine a software salesperson? Usually, they see the image of a talkative individual who keeps going on and on about all the features of whatever SaaS product they sell, regardless of whether the other party’s eyes are already glazed over. Two words. Bad sales. Sadly, many people still […]

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Sales Tips

The Most Insane Quick Sales Tip to Close More Deals

Many software leaders ask me: “What’s one closing line I can say that will get the deal done?” Actually, the thinking is off. There isn’t one perfect line that closes deals. If you haven’t done everything right leading up to the end of the call, there’s nothing you can say that will close a deal. […]

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Sales Tips

4 Reasons Why You Would Not Want a Sales Coach

Tapping a software sales coach is one of the surefire ways to scale your business rapidly. After all, there is no need to go through the difficult and expensive process of trial and error. You just sit back, follow their guide, and watch it work its magic on your demo conversion rates as your software […]

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Sales Tips

Is Your Demo Good?

Good demos aren’t good. In the competitive world of software sales, having more than a good demo is needed. Inspired by Jim Collins’ book, “Good to Great,” I emphasize the importance of striving for greatness in every aspect of your software company. According to Collins, “Good is the enemy of great.” While being good may […]

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Sales Tips

Why Selling Your SaaS Doesn’t Work

Generating loads of value is ingrained in us as SaaS founders. We naturally want to create amazing software solutions that help our target customers and truly make a difference in society. To achieve this, we need to spread the word about our SaaS. But this is easier said than done. And you can do this […]

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Sales Tips

How to Prevent Long Sales Cycles

Whether your SaaS is an enterprise or a startup, your primary concern in software sales will always revolve around prospecting and conversion. But the longer you stay in the game, the more you realize that the speed of your sales cycle is also a significant factor in your company’s success. Software sales leaders and business […]

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Sales Tips

A New SaaS Metric That Will Help You Manage Your Business

Growing your software business requires a deep understanding of essential numbers or ‘metrics’ that help run your business. One such crucial metric is the Revenue per Demo, which can help you handle significant changes like adjusting prices. As a SaaS Sales Coach, I get questions from my clients about pricing all the time. Revenue per […]

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Sales Tips

Sales Lies You’ve Been Told

Running a software company is about more than just developing an outstanding product and knowing how to sell it effectively. Throughout your journey, you may encounter misconceptions and fallacies that could derail your sales strategy.  Let’s debunk four significant sales lies and guide you toward the best practices to adopt instead. Firstly, the adage, ‘the […]

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Sales Tips

What is CAC Payback and Why Do We Need to Track It?

The software company you run is complex, with numerous metrics to track and understand, not the least of which is your Customer Acquisition Cost (CAC) and the associated payback period. Understanding these crucial aspects of your business is paramount to managing your expenses and driving your company forward. The CAC metric represents the money spent […]

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Sales Tips

Why Your Sales Process Sucks

It’s kind of a funny thing, but the companies with the best software products, usually have the worst sales processes. You might be thinking, “Matt, I know someone who has to cut down on sales because their product is so good. They don’t even have to get out there and find leads. The stars aligned […]

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Sales Tips

How To Approach a Potential Partner To Drive Great Leads

Great software businesses are built from the efforts of multiple stakeholders.  The credit does not solely belong to the executives or the employees who are directly working on the product. It also rides on the backs of the clients and your business partners. You might be thinking, as a budding software founder or even a […]

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Sales Tips

How To Get To The Decision Maker So You Can Close

When you think about it, SaaS sales is another highly competitive sport with way more dollars on the line. It’s simultaneously both challenging and rewarding, making it super fun. But as you level up and become a pro, you may begin to hit certain roadblocks. Imagine that you are playing darts. Most people think the […]

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Sales Tips

Are Demos a Science or an Art?

A software sales cycle is only complete with a demo. Whether you’re selling a service or a solution. There needs to be some type of demo showcasing what you are selling. Demos are the core of sales. And that is why we are back with yet another demo content. But this time, we will not […]

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Sales Tips

The 3 Best Demo Tips – Win More Deals with These

Previously, we discussed how the demo is not just some long and exhaustive exploration of product features that nobody asked about. This tidbit of SaaS sales insight predictably gave many awesome listeners that ‘Aha!’ moment they’ve been looking for. And so we are back with more demo content. A word of caution, however, especially to […]

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Sales Tips

The Demo is More Than the Demo

  A few years ago, a client of mine said it best: “Matt, you’ve taught me that the demo is so much more than the demo.” Sounds weird, but it’ll make sense once you see this video. As a SaaS sales coach, the topic of demos is simply one of those things permanently etched in […]

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Sales Tips

Software Demos are Not Training Sessions

There’s one big mistake that many make when starting to do demos for the first time. It’s thinking that we need to train the prospect on the product. Truth is, the demo is the number one most important part of the sales process, but many software leaders don’t treat it as such, and don’t learn […]

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