Software Sales Tips by Matt Wolach

Scale Your SaaS

How Your Mindset Can Make or Break Your Company – With Gavi Zeitlin

Starting a software company is never easy, but with the right mindset, everything will surely fall into place. It’s all about discovering your best possible offer, understanding your customers, knowing how to market your SaaS product, and executing your marketing strategy.

F.I.R.E. Consulting, Inc. Co-founder Gavi Zeitlin discusses the pillars of the F.I.R.E. marketing method. He shares with Host and B2B SaaS Sales Coach Matt Wolach how the idea came to be, and how it has helped many companies market their businesses.


Podcast: SaaS-Story in the Making

Episode: Episode No. 247, “How Your Mindset Can Make or Break Your Company – With Gavi Zeitlin”

Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor

Guest: Gavi Zeitlin, F.I.R.E. Consulting, Inc. Co-Founder 


Have a Laser-Sharp Focus

You have to know precisely what it is that you’re offering. Who is your target audience? What is your company excellent at delivering? You’ve got to have clarity of vision and action. Know your customers, understand them, and develop software products and services that meet their needs. Focus on your offer, on your customers, and how you can make the offer work for them. Once you find that perfect fit, keep being focused, listening to feedback, and making changes to keep your customers happy and loyal.

Get Involved & Interested

Your customers should be your top interest. You have to study your target audience’s situations, their problems, and what they need, and devise solutions to solve them. Knowing your customers’ preferences is important to maintain interest in the product or service. 

Market the Results

Customers buy results. No matter the offer, there is always a result tied to your product. The products themselves don’t really take center stage. The outcome is the motivational force that attracts customers to your company. People are buying solutions. They’re hoping that your product or service will do something for them. So, you have to be able to tell them how your product or service can change their lives.

Execute Your Plan

You know your customers, their needs, and what you can offer them. Now it’s all about execution. How can you bring your strategy to life? You’ve devised a plan, and it’s time to follow through. You have to be able to show your customers what your offer is, what they can do with it, and how it can solve their pain points. .



Mindset is Everything

When it comes to any software business venture, mindset is everything. If you believe it, then you’re already on your way. You must find something to focus on and have a growth mindset, not a fixed one. More than focusing on success, you must learn to overcome weaknesses and understand that failure is not a problem. Failure is a part of growth. You can’t let it distract you from your vision. In any organization, having the right mindset is the key to success. It’s the very foundation that guides the entire company and everyone in it.

Overcome Imposter Syndrome

 It’s a highly competitive world we’re living in. We have the tendency to compare ourselves with others, and sometimes we believe that we are not as competent as others perceive us to be. This is called Imposter Syndrome. There is one one-size-fits-all approach here, but when managed properly, imposter syndrome can be good. You need to remind yourself that you are growing and you are not expected to be 100% efficient all the time. Setting your own goals and tracking them helps you see what you should focus on more, where you’re doing good, and how you can improve.



Gavi Zeitlin

[05:10] “People don’t really buy products, they buy solutions to problems, and they have to understand where their current situation is and what the desired situation is.”

 [11:16] “And this is why mindset is so important because it will literally act as a glass ceiling for the growth of an individual in an organization.”


Matt Wolach

[11:24] “You can’t have something that’s going to be limiting you.”

 [13:40] “Try not to feel comfortable with where you are. If you want to continue to grow, you’ve got to be hungry. You’ve got to continue to get after it in order to make sure that you’re still getting things done, still improving the company, still growing, scaling, and getting to your dream.”



To learn more about Gavi Zeitlin and F.I.R.E. Consulting Inc, visit

You can also find Gavi Zeitlin on LinkedIn at

For more about how host Matt Wolach helps software companies achieve maximum growth, visit