Software Sales Tips by Matt Wolach
Have you ever had a prospect who asked you to just jump straight to the software demo? Perhaps you followed their request thinking something along the lines of the customer is always right. Maybe you’re worried about pissing off the prospect because they may think you don’t listen. This is wrong. Besides the fact that […]
EPISODE SUMMARY In this episode of SaaS-Story in the Making, B2B SaaS Sales Coach and host Matt Wolach and Fathom’s founder and CEO, Richard White, talk about remote work, the importance of clear communication, and company growth. Having managed his former company for 10 years, White learned valuable lessons that helped him start and successfully […]
If you want to sell a lot of software, you have to have an amazing discovery process, and you’ve got to know exactly what to ask and how to ask it. The most essential skill to help with closing deals and negotiation comes down to your first conversation. A great discovery call, typically the first […]
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. […]
When you’re in discovery, your goal is to get to know your prospect’s pain and twist the knife on it. This may sound like a bad thing, but it’s not. It’s what will set you up for success. So you’ve got to get them to share their goals, what they’re trying to accomplish, what they’re […]
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 […]
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 […]
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 […]