Software Sales Tips by Matt Wolach
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 […]
Giving software demos has become something of a lost art. Not everyone knows how to do them correctly, especially if they are new to SaaS sales. Apart from that, it’s different from giving demos in general. Just because you have experience in sales elsewhere doesn’t mean it will also work for doing a software demo. […]
Have you ever wondered what a good demo close rate is? If you’re a SaaS leader wondering about this, you’re probably having trouble converting prospects from the demo stage into paying customers. If only giving a successful demo was as simple as explaining what your product is and what it does, right?! Unfortunately, this approach […]
Discovery is an important aspect of your sales process. It is like the getting-to-know-you stage in any relationship. The more you know about the person, the more you will understand who they are and what they want. However, you can only go so far with it. You wouldn’t want to jump the gun and increase […]
The short answer is yes. Being a seller may very well be the last thing on your mind, especially if you are a software founder. In most cases, you would rather focus on building the product and hire an expert to do all the selling instead. The idea may sound convenient, but it wouldn’t be […]
Why do SaaS leads go cold? After the demo (which went great), they never get back to you. And you can’t reach them. And they’re not responding to emails, which is very frustrating. Well, one of my clients just asked me about this exact scenario and wondered why it was happening to them. They see […]
Jumping the gun to get to the demo when you should be focusing on discovery is a common problem. The first step to an effective sales process is knowing how you can help your prospect. It would help if you took the time to ask open-ended questions that allow a prospect to share critical details […]
So, what do you do if things start to get heated in your sales conversation and your prospects are raising objections? You start to feel a little hot. But the key to handle this situation with grace lies in staying cool under fire. In this video, I’ve narrowed down three tips to retain your composure […]