Software Sales Tips by Matt Wolach

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Scale Your SaaS

How Analytics Can Guide Your Decisions – with Mark Stouse

EPISODE SUMMARY Data is information that is collected for us to review what happened in the past. This helps you to create and weigh decisions in the future. But, data is not enough to help you. You need to know how to transform that data into something that will guide you to success.  In this

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Sales Tips

Stop Having Prospects Ghost You

The term ghosting comes from the dating scenes, but salespeople struggle with the same phenomena in business. I believe every SaaS founder and sales professional can resonate with the following story of their sales career. You had a great conversation going with one of your promising prospects. Exchanged emails, delivered your sales pitch, nailed your

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Sales Tips

How Sales Is Like Comedy

Recently, I was listening to a comedian talk about how they do what they do. And something amusing is that they said comedy is 10% what you say and 90% how you say it. It’s crazy because it’s the exact same thing in sales.  Yes, you want to say the right thing, but how you

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Sales Tips

Be a Helper Person

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.

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Sales Tips

Stop Making It Hard To Get a Demo

  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

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Sales Tips

The Pain-Solution Recap

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

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Sales Tips

Ask Me Anything SaaS Edition

  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

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Sales Tips

Demos Are Not Training

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.

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