Software Sales Tips by Matt Wolach
A lot of people have asked me how to be a closer. Many people have a vision of that magical, outstanding, smooth-talking salesperson that just says cool words, and people buy. I’m here to tell you that’s not the right image. That is not how it works in the real world. But there’s a sales […]
You can’t give what you don’t have. Unless you have already kept your end of the bargain, you should not keep people’s hopes up. The same situation applies to SaaS, where one of our prospects would ask about a not available software feature. It may sound promising and could be something they need, but if […]
As a SaaS coach, one of the most fulfilling moments is when my clients (software founders) succeed. In my Mastermind Group for software founders, we always exchange experiences, share ideas and challenges, and work on them together. It is a group that encourages collaboration. And one of the best things we do is share and […]
When your prospect signed up for a demo call, you’re either one step closer to closing the deal or drawing near to never hearing from them again. It’s a make-or-break moment that you should prepare for. The entire sales process should be worth it, and you should be able to close that deal. You may […]
Recently, I spoke to a client who’s really struggling with her demos. She asked me: “How do I take control of the demo? Sometimes they want to skip discovery and go straight to seeing the product.” When prospects start to dominate the conversation and make sure that it goes their way, fire alarms should go […]
Is product knowledge really important in sales? Most modern buyers come into any sales conversation having done their research. Your prospects have likely scoped out all the information about your product available on your company’s website. They may have even looked at what other people say about your product— glowing reviews and significant complaints. So […]
Sales can be tricky. You cannot be solely pushing the product– it takes building up a connection to your prospects, techniques to persuade them, and the proper process to make them close. You need to employ the right actions across the cycle every time. The SaaS sales cycle has one goal– to close deals. Every […]
For SaaS founders, here’s one thing you need to know about your sales process: The software demo is the number one thing that leads you to success. Product demos are central to any software sales process. Poorly executed demos significantly slow down close rates. On the other hand, they can be very effective if done […]
If you want to sell a lot of software, you have to have an amazing discovery process, and you’ve got to know exactly what to ask and how to ask it. The most essential skill to help with closing deals and negotiation comes down to your first conversation. A great discovery call, typically the first […]
Many SaaS founders I’ve worked with carried out a different approach to their demos before they met me. Most of them would ask me how long should my demo take? Well, there’s definitely a right answer to this. Most of the time, people either do it too quickly, or they spend too long. One factor […]
The SaaS industry is getting crowded. More and more companies, great products, and amazing salespeople are in the zone. The competition is tough and it can be hard to differentiate yourself. You may think, there should be a lot of aspects to improve to sell differently. The truth is, you need to pay attention […]
In SaaS, every software leader has trouble staying focused at some point, but some find that distraction is a constant that gets in the way of productivity. When this happens, it may be a warning sign that it’s time to take a break and refresh your mind. So you must pay attention to how you […]
SaaS may be one of the most lucrative industries to venture into for many entrepreneurs, but selling it is just as hard, and very unique. It can be an outright burning of a dollar if your sales strategy isn’t what it should be. So, how does one jump on this rocketship with a dream exit […]
Selling without being pushy or obnoxious may be unchartered territory for some – especially startup founders with less experience than master closers. But here’s what I’m going to tell you: Pushing a sale will only make your prospects run away. And one of the greatest fears great entrepreneurs face when selling is being too pushy. […]
When you’re in discovery, your goal is to get to know your prospect’s pain and twist the knife on it. This may sound like a bad thing, but it’s not. It’s what will set you up for success. So you’ve got to get them to share their goals, what they’re trying to accomplish, what they’re […]
There’s something that I’ve seen a lot lately that software founders are doing, and I want to make sure you are not doing it because it is killing conversions. It is killing sales and preventing you from closing deals. Companies are making it hard to get a demo. This is a bit concerning- software […]
As you may have seen me say, startup founders, should do the sales in their company. There are so many benefits to it that it would be a huge miss not to do so. But when you do, there are some pitfalls that you must avoid, or else you’ll cost yourself a ton of time […]
When we talk about master closers in the industry of SaaS sales, aspiring salespeople quickly assume others got there because they were born that way. If you ask me, that’s not the case. People who you think might be excellent salespeople are very practiced. They know the techniques and the process that works. Don’t believe […]
Losing deals out of your funnel is one of the worst things that can happen. It can throw away your hard work with all of the potential clients. And most SaaS founders experience this. Recently I had the chance to talk to a software founder, and they have a similar struggle. But losing deals don’t […]
Today, we’re going to talk about why demos are bad. Too many times, we see a demo that doesn’t have structure and lacks completely – or it is not conducive to buyers. Another thing. Your demos may suck because they’re focused on your product. Knowing your product doesn’t always make a demo successful. In this […]
Reframing the way you sell isn’t always a bad thing. In fact, it may be the perfect time to change old ways and have a non-sleazy sales technique. Sales is a survival skill to help you get what you want. But first, you have to help other people get what they want. The first trait […]