Software Sales Tips by Matt Wolach
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 […]
EPISODE SUMMARY Content is king. With the right words aimed at the right audience, your SaaS business can further grow and reach an even wider audience, which ultimately benefits you. In this episode, SaaS-Story in the Making host Matt Wolach talks to Tim King, a creative copywriter and content strategist at hellotimking. Tim delves into […]
EPISODE SUMMARY In this episode, SaaS-Story in the Making host Matt Wolach sits down with Brandon Bornancin, a bestselling author and the CEO of Seamless.AI. This platform helps business owners maximize revenue sales by acquiring the total market instantly using artificial intelligence. A serial salesperson and a two-time, eight-figure entrepreneur, Brandon reveals his secrets on […]
Everyone loves to hear a great story. A good story can captivate us, grab our attention, create engagement, and get us to buy into something. When done right, it can be a potent sales tool. Do you know that there are three types of stories that significantly impact your close rate? Humans are emotional, so […]
EPISODE SUMMARY In this episode, SaaS-Story in the Making host Matt Wolach sits down with Mark Thompson, co-founder of the subscription billing and affiliate management platform, PayKickstart. Mark shares insights and tips for successful affiliate marketing and startup billing. He also talks about how his company started from scratch and grew to empower vendors and […]
Giving software demos has become something of a lost art. Not everyone knows how to do them correctly, especially if they are new to SaaS sales. Apart from that, it’s different from giving demos in general. Just because you have experience in sales elsewhere doesn’t mean it will also work for doing a software demo. […]
Awarded by FE international, SaaS-Story in the Making Recognized as a Leader In a year where our podcast has already seen tremendous growth (with each episode getting thousands of views and downloads), as well as an award for Matt Wolach as top host, another honor has been bestowed on the SaaS-Story in the Making Podcast. […]
Have you ever wondered what a good demo close rate is? If you’re a SaaS leader wondering about this, you’re probably having trouble converting prospects from the demo stage into paying customers. If only giving a successful demo was as simple as explaining what your product is and what it does, right?! Unfortunately, this approach […]
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 […]
You may have heard about the term or read about it elsewhere, and many people have been asking what it is all about. SaaS may be a foreign term to many of us, but it has been an essential part of our everyday lives. Take Gmail as an example. You can access it via your […]
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 […]
People make critical mistakes scaling their businesses all the time, and B2B software founders are no exception. I see these issues often. I work with software founders around the world, helping them grow and scale. So when they come to me, I fix those problems so they can scale quickly. Scaling your software business in […]
Did you know that most people forget 90% of what they heard within a week of hearing it? Not all of us have good memories, and retaining information is a lot easier said than done. The same idea applies to software sales, where technical terms and complex information on demo key points usually make up […]
I’ve seen many discovery calls from SaaS founders, and I could tell you that 94% of them missed their mark. Discovery is the foundation of your entire demo. So if you’re not doing it right, your close rates will suffer. There are four reasons why you need to perform an outstanding discovery. The problem is, […]
The Magic Formula to Impactful, Powerful Software Demos. Software founders often ask me about what makes a strong, convincing demo. However, the bigger question is, how do we structure it the right way? The answer lies in capitalizing on the demo’s key elements, which are discussed in greater detail below. Follow these steps and once […]
Nobody’s perfect. Everyone makes mistakes, but sometimes, these mistakes can make or break you. The good news is you can prevent them, especially if you are giving a software demo to a prospective client. Avoid these seven mistakes, and you will close more deals and win more business quickly. 1. Not Being Enthusiastic Show them […]
Getting prospects to remember what you say in the demo is not always easy. Newsflash: Most people forget 90% of what they hear within a week’s time. Not all of us have good memories – especially not busy business people who have more things to do on their plate than they could remember. And retaining […]
EPISODE SUMMARY Blake Emal, CMO of Copy.Ai, shares his pieces of advice on how to build a personal brand with Matt Wolach, host of the SaaS-Story in the Making podcast. With his years of experience in the marketing field, Blake laid out the steps on making prospects trust a company, which begins from the value […]
Remember when they said the devil is in the details? Indeed, it is – even in sales. Make sure you pay close attention to these seven costly mistakes most SaaS salespeople and leaders make in giving a demo. In this video, you’re going to learn how to handle your demo correctly and get those missteps […]