Software Sales Tips by Matt Wolach
Scaling your software business in the easiest, quickest way possible is not as easy as you think. There will be times when you are bound to make wrong decisions and commit unfortunate sales mistakes, which can stop you from achieving your dreams. The good news is you can avoid these mistakes before you make them, […]
You may have heard about the term or read about it elsewhere, and many people have been asking what it is all about. SaaS may be a foreign term to many of us, but it has been an essential part of our everyday lives. Take Gmail as an example. You can access it via your […]
Doing a demo is not as easy as one may think. Apart from having the right structure, you need to know what you should avoid saying or doing during the presentation. You also need to understand your role and how you can help your prospect in the best way possible. If you’re not sure how […]
In SaaS, demos are a critical part of the sales process. Some companies start with a short list of three or four vendors but even with that small number of potential solutions, sitting through several days worth of demos can test your patience. That’s why you need to separate yourself from the herd. Because most […]
People make critical mistakes scaling their businesses all the time, and B2B software founders are no exception. I see these issues often. I work with software founders around the world, helping them grow and scale. So when they come to me, I fix those problems so they can scale quickly. Scaling your software business in […]
Did you know that most people forget 90% of what they heard within a week of hearing it? Not all of us have good memories, and retaining information is a lot easier said than done. The same idea applies to software sales, where technical terms and complex information on demo key points usually make up […]
I’ve seen many discovery calls from SaaS founders, and I could tell you that 94% of them missed their mark. Discovery is the foundation of your entire demo. So if you’re not doing it right, your close rates will suffer. There are four reasons why you need to perform an outstanding discovery. The problem is, […]
The Magic Formula to Impactful, Powerful Software Demos. Software founders often ask me about what makes a strong, convincing demo. However, the bigger question is, how do we structure it the right way? The answer lies in capitalizing on the demo’s key elements, which are discussed in greater detail below. Follow these steps and once […]
In the SaaS world, when you’re doing a demo of your services, it’s important that you do it the right way. But I see many people who are selling software, actually training their prospects at the onset instead, which is a big NO-NO. Remember: demos are for show, and training has a more hands-on approach. […]
Nobody’s perfect. Everyone makes mistakes, but sometimes, these mistakes can make or break you. The good news is you can prevent them, especially if you are giving a software demo to a prospective client. Avoid these seven mistakes, and you will close more deals and win more business quickly. 1. Not Being Enthusiastic Show them […]
Getting prospects to remember what you say in the demo is not always easy. Newsflash: Most people forget 90% of what they hear within a week’s time. Not all of us have good memories – especially not busy business people who have more things to do on their plate than they could remember. And retaining […]
Remember when they said the devil is in the details? Indeed, it is – even in sales. Make sure you pay close attention to these seven costly mistakes most SaaS salespeople and leaders make in giving a demo. In this video, you’re going to learn how to handle your demo correctly and get those missteps […]
I see a lot of software demos. And most of them…are a mess. In fact, so many times software leaders think they’re doing the right thing, but they’re actually doing something that is killing their chance at closing the deal. That is why software founders often ask me about what makes a strong, convincing demo. […]
Pointing a finger at your competitor won’t make you look good, because by taking a good look at yourself, turns out, you’re pointing more fingers to yourself. In this video, let’s talk about what not to say about your competition. There are some things that actually HURT your chances to close the deal, and you […]
Your software project has reached MVP, and you’re ready to show it to the world. You might have generated a few leads, but to no avail – you’re left waiting for a response. Sales in the SaaS world is challenging, especially if you’re just starting out in the industry. It can even be discouraging at […]
I’ve talked to various SaaS owners like you and it’s always these five reasons that your SaaS company is not growing. Don’t do this to your company. Take note of these things that keep your SaaS from growing. Stop copying failed businesses and start learning from their mistakes! I’ll talk about it in this video […]
Let me guess: people are signing up for free trials for your solution, but those trials don’t convert and they never start paying for your product. If so, something’s wrong in your free trial process. Free trials are a great way to build trust with the client, but they’re supposed to end with you closing […]
The laws of attraction are surprisingly the same whether it’s dating…or selling software. Think you’ll win by smothering your prospect and talking all about yourself? Think again. Check out my latest video explaining how to use this powerful force to your advantage and close more deals (in software at least, haha).
There are certain words and phrases that, if you use them in your sales calls and emails, you will likely lose the deal. SaaS Leaders: “We know, Matt. We know not to say stupid things in our software demos.” Matt: “The problem is that these are every day words that many people are used to […]
In my latest video, I explain the metrics you should be tracking and why. I also show you what the goals and benchmarks for each of these Key Performance Indicators (KPIs) are. If you’re looking for investment for your SaaS, or perhaps looking for an exit, you had better be all over these. And once […]
Learn How To Close Startup SOFTWARE Deals. Check this out!