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