Software Sales Tips by Matt Wolach

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Sales Tips

What is an ICP?

Did you know that some software leaders don’t know what an ICP is? How how does it differ from a buyer persona? People usually interchange ICP, buyer persona, and user persona. You might say, “Matt, does it matter? They’re all practically the same. You research the same thing. The usual client pain points, client goals, […]

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Sales Tips

What Is SaaS?

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 […]

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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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Sales Tips

The 7 Most Common Demo Mistakes

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 […]

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Sales From Pop Culture

Sales from Pop Culture: Breaking Bad

How Walter White’s multi-million dollar drug empire from Breaking Bad can help you close software deals. Being bad can actually be a good thing. No pun intended.  Just ask Walter White, who is one of the most complex and most polarizing fictional characters in the history of television.  For an established protagonist like him, his […]

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Sales Tips

The Software Demo Framework That Delivers 70% Close Rates

I see a lot of software demos. And most of them…are a mess. In fact, so many times software leaders think they’re doing the right thing, but they’re actually doing something that is killing their chance at closing the deal. That is why software founders often ask me about what makes a strong, convincing demo.  […]

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Scale Your SaaS

Why Giving Value to Customers Leads to Sales Growth with Len Finkle

EPISODE SUMMARY Len Finkle, CEO of Profisee, rethinks the strategies of giving clear value to customers, especially SaaS customers, and how it leads to an exponential sales growth, with Matt Wolach, host of the SaaS-Story in the Making podcast. Len also talks about the advantages of having constant connection and communication not only with the […]

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Sales Tips

What Not To Say About Your Competition

Pointing a finger at your competitor won’t make you look good, because by taking a good look at yourself, turns out, you’re pointing more fingers to yourself.  In this video, let’s talk about what not to say about your competition. There are some things that actually HURT your chances to close the deal, and you […]

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Sales Tips

5 Reasons Your SaaS Company Is Not Growing

I’ve talked to various SaaS owners like you and it’s always these five reasons that your SaaS company is not growing. Don’t do this to your company. Take note of these things that keep your SaaS from growing. Stop copying failed businesses and start learning from their mistakes! I’ll talk about it in this video […]

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Sales Tips

3 Steps to a Solid Sales Process

Your software project has reached MVP, and you’re ready to show it to the world. You might have generated a few leads, but to no avail – you’re left waiting for a response. Sales in the SaaS world is challenging, especially if you’re just starting out in the industry. It can even be discouraging at […]

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