Software Sales Tips by Matt Wolach
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 […]
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 […]
EPISODE SUMMARY Digital marketing for SaaS is different from every other type of marketing. Every step requires critical strategizing, and the process gets time-intensive. In this episode, SaaS-Story in the Making host Matt Wolach interviews Jackie Hermes, the founder, and CEO of Accelity. Running a digital marketing company that serves a variety of B2B SaaS […]
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 […]
EPISODE SUMMARY In this episode, SaaS-Story in the Making host Matt Wolach talks to Jay Haynes, the founder, and CEO of Thrv.com, the first and only software application for Jobs-to-be-Done (JTBD) product, marketing, and sales teams. Jay talks about what JTBD is all about and how this idea can help your business be more profitable. […]
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 […]
EPISODE SUMMARY In this episode of SaaS-Story in the Making, host Matt Wolach sits down with Lucas Caneda, the global team leader for Uniqorn Incubator – the most significant rural tech incubator accelerator in the world. Lucas is also a professional rugby player that has won multiple championships in his home country, Argentina. Lucas talks […]
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 […]
EPISODE SUMMARY In this episode, Thomas Smale talks about how his company helps buyers and sellers of businesses with SaaS-Story in the Making host, Matt Wolach. He highlights the importance of working with an expert when undergoing the processes, how software company leaders can set up their businesses to look great to potential buyers, and […]
EPISODE SUMMARY In this episode, Blustream Corporation CEO Ken Rapp discusses the SaaS post-sale environment with SaaS-Story In The Making host, Matt Wolach. He talks about the importance of addressing customers after making a sale and how his software, Blustream, can assist with consumer and product engagement insights. Coming from a science and medicine background, […]
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 […]
EPISODE SUMMARY In this episode, Will Yarbrough, the Vice President of Sales at Fleetio, shares his experiences as a leader in managing an amazing sales team with SaaS-Story In The Making podcast host, Matt Wolach. He particularly offers his best advice on how technology sales leaders can manage their team to outstanding results, and how […]
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 […]
EPISODE SUMMARY Webinars are perhaps one of the most underutilized resources for SaaS leaders. Educating your prospects about your product or service and showing them precisely what they need in real-time can lead them into your funnel, eventually closing them. In this episode, WebinarGrowth founder Kris Sharma talks about how webinars can help SaaS […]
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, […]
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 […]
EPISODE SUMMARY Tigran Nazaryan, CEO and co-founder of 10Web.io, talks about how AI is transforming the website building industry with Matt Wolach, the host of SaaS-Story in the Making Podcast. He highlights the importance of focusing on just one goal and building the right team to succeed as a startup despite being bootstrapped. Tigran emphasizes […]