Software Sales Tips by Matt Wolach
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
At some point in your life, you’ve most likely heard the phrase, “the more, the better.” It could have been said by your mother or wife while they were out grocery shopping. Others probably heard it from other business mentors who practice the abundance mindset in a software business. Applying this to SaaS lead generation, […]
The word “referral” usually paints the image of shiny redeemable coupon customers get after acting as salespeople on behalf of a brand. Give or take, the reward will be unlocked after 5-10 closed deals. What if I tell you that you can flawlessly execute your software company’s referrals with only a slight tweak to how […]
Email swapping is a powerful technique for businesses to promote their SaaS products or services and generate a ton of referral business. In a recent conversation I had during our Software Founders Mastermind, one of our awesome members shared how he has used email swaps to grow his business and generate new customers. The idea […]
Are you really a software business owner if you haven’t stressed over finding ways to keep your business afloat with adequate funding? There’s no doubt that you’re passionate and fully committed to taking your business to the next level. But the sad reality is, at the end of the day, this still demands money to […]
Having a personal brand can be a powerful tool in life and business, but many people don’t know how. That’s why I will share with you four ways you can build your personal brand for free. The first way to build your personal brand is to start posting. Find out your target audience and post […]
We’ve talked before about common misconceptions in software demos. More often than not, they are usually focused on letting results instead of features take center stage and persuading your clients that your demos are worthy buys. You may have thought that that’s what you need to know. If you think so, boy, do I […]
Software sales leaders often overlook how crucial the time between the lead and the demo is. With our hyper fixation on the number of demos we yield, we often need to pay more attention to the fact that this is a challenging undertaking for our clients. Resources could be at risk in case our prospects […]
Have you ever seen someone trying to get into software sales? I’ll bet you the story goes like this. They enter research mode and end up with a long list of sales jargon. You name it: lead generation, discovery, demos, conversion rate, pipeline optimization! After that, they hit the market to look for the perfect […]
Demos are a core component in the SaaS sales process. While you can definitely build trust on the discovery call alone, a great demo transforms a new customer into a long-term high-ticket client. Demos also close whatever the remaining gap is for clients still on the fence. There is a common misconception about demos–many people […]
Have you ever encountered a sure sale? After one or two software demos, the prospect shows a lot of interest, and are you confident you will hit the jackpot with this one. That’s the best feeling, isn’t it? But you and I both know that that’s not always the case. You’ve lost some deals that […]
Slow business days hit software companies now and then. This is inescapable, whether for large-scale organizations or small-to-medium SaaS businesses. Most of the time, these low-sale durations are already considered when developing a yearly plan. Seeing you’re still here, I’m pretty sure you’re not here for that. Have you just experienced the lowest sales […]
Leading a team or running a SaaS company is sometimes a bed of roses. And just because you get to work on your ambitions doesn’t mean your passion wouldn’t run out. I’ve been there. I get burnt out, too, and I’ve seen people do worse. But what if one of your employees is tied up […]