Software Sales Tips by Matt Wolach
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 […]
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. […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]