Software Sales Tips by Matt Wolach
Even if your SaaS product is amazing, closing the deal will only be affected by your luck if you cannot click with your prospect during the demo. Think of it as being stuck in the talking stage when trying to pursue someone because there simply wasn’t any spark. Now, what is the easiest way to […]
Whether you’re on your first software demo or have been through a few sales calls already, you might be conflicted about using a script. This is perfectly understandable, as sales leaders are still debating which is the best approach. After all, scripted and non-scripted sales calls have pros and cons. Suppose you went scriptless in […]
Have you ever reached a point in your software sales process where you’re so close to onboarding your prospect yet somehow also so far? You feel you have done everything within your power, at least everything realistic, yet they still won’t take that final step and sign up. You start to perform this quick review […]
For a lot of sales leaders out there, their sales process can be summed up in three moves. It all starts with good old prospecting, where ideally, they get some responses. They then head on to do discovery with some of the leads to check if they are the right fit. After that, they finally […]
Have you ever had a prospect who asked you to just jump straight to the software demo? Perhaps you followed their request thinking something along the lines of the customer is always right. Maybe you’re worried about pissing off the prospect because they may think you don’t listen. This is wrong. Besides the fact that […]
Imagine this… your software company finally took off. You are now closing a steady amount of deals. The first year ends with a bang, and you are eager to make bigger profits over the next quarters. Very soon, you hit a wall in the form of your conversion rate being at a plateau. Sounds familiar, […]
Over the years, many can attest to how I have given sales tips (I guess that’s part of being a SaaS Sales Coach). Many of those tips center around ensuring your software demo is a surefire success. When it comes to demo calls, most remember how I frequently talk about The Perfect D.E.A.L Process both […]
Did you know that some software leaders don’t know what an ICP is? How how does it differ from a buyer persona? People usually interchange ICP, buyer persona, and user persona. You might say, “Matt, does it matter? They’re all practically the same. You research the same thing. The usual client pain points, client goals, […]
I’ve noticed a lot of software companies attempting to take their sales effort up a notch. Sadly, I also see too many of them commit some lethal sales errors. No, it’s not their fault if their sales pitch didn’t push through. On the contrary, a lot of them tried their best. They tried so hard […]
The demo is the number one most important part of your entire sales process. If you have a terrible demo, you’re literally losing money. And it can destroy your chance of reaching your dreams. But not to worry. All you have to do is follow this piece of advice. Today, I’m going to share with […]
Software sales leaders often tell you that the minimum close rate is 20% – below that and you’ll likely not survive. But if you can reach 30% or even 40% in your sales calls, then congrats! You’re already considered above average. But what if it was even more? We’re now getting an 83% close rate […]
Business partners aren’t usually what flashes in our heads whenever we think of prospects. Instead, we automatically think of our software salespeople, the marketing team, and paid ads. But did you know that business partnerships can be a golden source of quality leads? Now, I get it. Some might think, “Well, that doesn’t sound like […]
The fame and fortune that comes with success aside, we all know that building a SaaS startup paints the opposite picture. It isn’t sunshine or roses, it’s grinding and grit. Any SaaS founder, regardless of their current ARR, can attest to the monumental effort needed when creating something from scratch. That’s why a SaaS company […]
How do movies connect with millions of people – all motivated by different things – in just a few minutes? You tell a story. Just as movies can move viewers, companies have success stories that prospects crave – leading to more closed deals. But what if you’re a SaaS startup and don’t have relevant customer […]
Many think that a software company’s one-pager is a valuable document. It allows you to present your company’s offer concisely and factually, which can help you attract potential customers. But what if I tell you that it doesn’t work? The goal is that the one-pager is going to convince the decision maker from your prospect’s […]
Early in my SaaS career, when I was taking on sales leadership responsibilities for the first time, I often asked myself if I would have the courage to do the right thing the right way if (and when) challenged with difficult business decisions. Sometimes, you have to make tough business decisions that are right and […]
When people think of discovery, they believe it’s just the getting-to-know stage of the sales process to see if the deal would work out or not. They imagine a ton of questions and answers where both parties check to see if the “relationship” is worth it. But in reality, it’s so much more than just […]
When you think of software demos, content is the most crucial of all the components. It’s akin to the hero of the story, the main star. But what if I told you that the delivery can actually save the day, go beyond, and turn your demo into an absolute legend? Like the moviegoers of a […]
How many demos have you given where the prospect ended up ghosting you? Chances are, you were missing one of the vital ingredients to the formula for successful demos. So here’s a little something for you that will help you start closing those demos at scale: – the three must-have pieces of the demo. By […]
They say that churn is normal in sales regardless of your product efficacy. You could have the most fantastic product to have ever graced the planet, and customers would still leave it. Worse, they may even leave a negative review online or go out of their way to discourage potential buyers. While it’s true that […]
When it comes to scaling a software business or launching a product, the gut instinct might be to fuel the pipeline. After all, how are you going to get leads without strong marketing? This is why most companies invest heavily in marketing whether they’re veterans or start-ups. They want more brand awareness as, intuitively, that […]