Software Sales Tips by Matt Wolach
Properly qualifying SaaS prospects is tough. It takes a lot of energy to identify new leads and move them through the qualification and discovery process. Sometimes, you may not discover a new lead is a poor fit until after you’ve spent hours on research and calls. If your sales team is struggling to close the […]
BANT is an old-fashioned, old-school sales discovery technique that must go and if you’re still using it, stop right now. One of the most popular ways to do discovery out there is BANT, which stands for Budget, Authority, Need, and Timing. Many people like using it, but we’re going to talk today about why you […]
SaaS has indeed become a lucrative business in recent times. Founders scale their software companies by closing a lot more deals a lot more quickly than they ever have before. And today, we’re going to talk about how you can sell software without actually selling. I know it sounds counterintuitive. You feel like, hey, I […]
Building a startup from scratch may feel like a roller coaster ride. But there are three ways you can eliminate the dips and see a lot more of the rises. To solve this roller coaster conundrum and avoid feeling high and sometimes low, you need to pay attention to detail. First of all, if you’re […]
In SaaS, we feel like our solution should have all the answers. So it’s understandable to think that when you’re running the show, you should have your best foot forward and make the soundest decisions. You are the expert, and you’re selling not just your brand but yourself and what you can do to make […]
It’s obvious that bad products will quickly disappear from the market. But what can be scary, is that even great SaaS products can be in danger. Eventually, your product gets to a point where you’re delighted with it. And maybe it’s the best product on the market. What happens during that time, though, is […]
As a startup in SaaS, your small business needs an optimized process and well-executed marketing strategy to attract leads. But in order to convert those leads into buyers, you need to spend time nurturing them. At the end of the day, there are countless competitors vying for the same leads you are. So, unless you’re […]
If there’s one thing you should be working on to improve the overall quality of your demo, it’s the first four seconds. Having an enthusiastic start already says a lot about what’s to come. Studies have shown that many deals are lost in just the first few seconds of the demo. So to put it […]
Only 3% of people selling software use this tactic. But it might be the most powerful motivator to close. It’s the pain-solution recap. And when done right, it gets prospects to realize that YOUR solution is the one for them. If you follow The Perfect D.E.A.L. Process, you’ll know that it’s really important that you […]
There’s one thing we can learn from another industry that we can use in the world of SaaS, it’s the way lawyers lead the witness. I know sometimes people make fun of attorneys because of what they do. However, their methods with witnesses are very similar to how we lead the prospects into the buying […]
In the world of SaaS, before diving into pricing, branding, or building a team, it’s important to make sure you have a clear problem to address and a solution that alleviates it. After all, if you’re not solving a problem, you don’t have a business. But the real deal is that creating a perfect SaaS […]
Pricing is an essential part of running a business, yet many founders are afraid of it (I know I was when I first started). Most software startups price their services really low to gain early market shares and customers. While doing so may help you in the short term, it will hurt you in the […]
One of the biggest mistakes software founders often make in designing their sales process is thinking that they can automate their sales so that they don’t have to talk to anyone. It rarely works, and in many cases it causes the business to fail. Many software founders have asked me why. This is because the […]
EPISODE SUMMARY “I coach founders to understand: here’s how you can set up your process such that it’s going to make sure your market knows that this is a problem and they know that your solution is THE one that’s going to be the answer to all of their needs.” – Matt Wolach In this […]
A few weeks ago, I posted an AMA portion on LinkedIn, and the responses have been overwhelming. Out of these, I chose 3 of the best questions with my corresponding answers to them. I narrowed them down here: ✔️ What are the best practices to reduce a sales cycle? ✔️ What are your thoughts […]
Many software founders ask me if they should do discovery with the demo together, or split them up and make discovery a separate call. Well, there are many reasons to do either, so I break them down in this video. If you have a big and complex product that needs to be explained over a […]
Ways to Persevere in the Heat of the Moment I live in Arizona, where it is usually warm and sunny all year round. The upside is that the winters are perfect, which clocks in at about 70°F every day. Summer is another story. For me, it’s like living in the sun, and it can […]
What would you do if you realized a prospect was doing things the wrong way? Maybe they’re not aware of it, they just think it’s the way it’s done. But you know better. So how do you handle it? SaaS founders fall into two categories. One, those who just passively listen, nod, and might sometimes […]
While building my SaaS companies, I would often have prospects ask about a feature we hadn’t released yet (and in many cases, we hadn’t started building it yet). I would tell them that it’s almost here and that they should sign up. They would, then development delays would cause the new customer to be very […]
Difficulties are an inevitable part of life. How we deal with them will determine our success. However, for many of us, we would end up struggling with the challenges we face regularly. It’s a painful occurrence, and nobody is safe from it. The same idea also applies to being a software founder. Whether you’re new […]
Everyone loves to hear a great story. A good story can captivate us, grab our attention, create engagement, and get us to buy into something. When done right, it can be a potent sales tool. Do you know that there are three types of stories that significantly impact your close rate? Humans are emotional, so […]