Software Sales Tips by Matt Wolach
Putting a 1000-piece puzzle together is a real challenge. There are no fixed steps to assemble it, and you can only progress and figure it all out as you go along. My daughter and I spent a couple of weeks (almost) completing one. There were inevitable hurdles in this little journey, but it was fun, […]
A lot of people have asked me how to be a closer. Many people have a vision of that magical, outstanding, smooth-talking salesperson that just says cool words, and people buy. I’m here to tell you that’s not the right image. That is not how it works in the real world. But there’s a sales […]
EPISODE SUMMARY Throughout any SaaS founders’ journey, they can learn from countless struggles and successes. But the realization is not always instant. Instead, these learnings are often applied on their next venture–toward a new journey to growth. In this episode of SaaS Story in the Making, SaaS Coach and host Matt Wolach and ScrapingBee’s Co-Founder, […]
You can’t give what you don’t have. Unless you have already kept your end of the bargain, you should not keep people’s hopes up. The same situation applies to SaaS, where one of our prospects would ask about a not available software feature. It may sound promising and could be something they need, but if […]
As a SaaS coach, one of the most fulfilling moments is when my clients (software founders) succeed. In my Mastermind Group for software founders, we always exchange experiences, share ideas and challenges, and work on them together. It is a group that encourages collaboration. And one of the best things we do is share and […]
EPISODE SUMMARY In this episode of SaaS Story in the Making, host Matt Wolach and Mikaël Wornoo, COO and Co-Founder of TechWolf, talk about growing a company using the right actions, especially through gathering needed data on employees’ skills. Wornoo shared valuable lessons from his experience in the early days of their company and his […]
If you’re a Formula 1 fan (or even if not like I wasn’t), you might have stumbled already to the show “Formula 1: Drive to Survive.” A Netflix series covering what life is like in the fast lane, featuring the teams, managers, and F1 drivers’ stories. You might enjoy seeing the pit crew quickly change […]
When your prospect signed up for a demo call, you’re either one step closer to closing the deal or drawing near to never hearing from them again. It’s a make-or-break moment that you should prepare for. The entire sales process should be worth it, and you should be able to close that deal. You may […]
EPISODE SUMMARY In this episode of SaaS-Story in the Making, B2B SaaS Coach Matt Wolach sits with CEO and Founder of Strategyn, Tony Ulwick to talk about the importance of customer-defined metrics in product innovation. As one of the pioneers of the Jobs-to-be-Done theory, he shares important points on shifting mindsets in innovation, getting ahead […]
Recently, I spoke to a client who’s really struggling with her demos. She asked me: “How do I take control of the demo? Sometimes they want to skip discovery and go straight to seeing the product.” When prospects start to dominate the conversation and make sure that it goes their way, fire alarms should go […]
EPISODE SUMMARY Starting a SaaS business is not easy. It requires knowledge, experience, and consistent improvement of the product. While it may look like it’s easy to develop and scale, there are still a lot of steps to success that founders need to know. In this episode of SaaS-Story in the Making, SaaS Coach Matt […]
Is product knowledge really important in sales? Most modern buyers come into any sales conversation having done their research. Your prospects have likely scoped out all the information about your product available on your company’s website. They may have even looked at what other people say about your product— glowing reviews and significant complaints. So […]
EPISODE SUMMARY In this episode of SaaS-Story in the Making, SaaS Coach Matt Wolach, and Founder and CEO of Tiny Marketing, Sarah Block, talk about optimizing content marketing. She also shares important tips to guide SaaS companies on the right path towards their content marketing journey. As one of the most powerful marketing strategies, SaaS […]
Sales can be tricky. You cannot be solely pushing the product– it takes building up a connection to your prospects, techniques to persuade them, and the proper process to make them close. You need to employ the right actions across the cycle every time. The SaaS sales cycle has one goal– to close deals. Every […]
EPISODE SUMMARY Retention and revenue from your customers are critical components for a SaaS company. To achieve these, they need to learn how to employ a strategy that works well in relationships effectively. And this is where Customer Success comes in. In this episode of SaaS Story in the Making, host and SaaS Coach Matt […]
For SaaS founders, here’s one thing you need to know about your sales process: The software demo is the number one thing that leads you to success. Product demos are central to any software sales process. Poorly executed demos significantly slow down close rates. On the other hand, they can be very effective if done […]
EPISODE SUMMARY Personalization is not the wave of the future, but the now. Giving your prospects a unique experience with your product can be the best strategy you have ever done. In this episode of SaaS Story in the Making, host Matt Wolach and Ian Naylor, Co-Founder of Hyperise and Founder and CEO at AppInstitute, […]
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 […]
EPISODE SUMMARY Nurturing customer relationships takes time, the right process, and the entire team’s effort to be successful. Using a good CRM and employing the perfect process can help you scale fast. In this episode of SaaS Story in the Making, host Matt Wolach and John Ferrara, the Founder and CEO at Nimble, talk about […]
Many SaaS founders I’ve worked with carried out a different approach to their demos before they met me. Most of them would ask me how long should my demo take? Well, there’s definitely a right answer to this. Most of the time, people either do it too quickly, or they spend too long. One factor […]
EPISODE SUMMARY In this episode of SaaS-Story in the Making, host Matt Wolach sits with the Mentalist, author, and founder Duncan Stevens. They talked about the power of influence and persuasion, its magic, and the ways to boost your business. Stevens shared tactics and magic tricks that proved the power of mentalism, how to communicate […]