Software Sales Tips by Matt Wolach

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Scale Your SaaS

Get More Leads With The Right Messaging Strategy – with Colby Flood

EPISODE SUMMARY While doubling down on advertisements can be the knee-jerk reaction to advertising your software, the answer is more straightforward. Standing out from the crowd and driving leads can be achieved with a well-curated messaging strategy. Now the question becomes, how exactly do you accomplish that? CEO and Founder at Brighter Click Colby Flood

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Scale Your SaaS

How to Cold Call Like the Expert – with Kevin Hopp

EPISODE SUMMARY For a lot of salespeople, cold calling feels like a monotonous task of simply dialing numbers and hoping prospects pick up. Some may even claim that cold calls are no longer effective due to the prevalence of spam calls. But did you know that you can now strategically call several people at the

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Scale Your SaaS

SEO Mistakes to Avoid – with Brendan Hufford

EPISODE SUMMARY A standard piece of advice that both software salespeople and marketers provide when it comes to lead generation is to apply SEO. In fact, the use of SEO is expected nowadays because of how much impact it can have in increasing your close rate. But are you actually executing your SEO correctly? B2B

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Scale Your SaaS

How This Founder Hit $1 Million ARR in 2 Years – with Pierre de Wulf

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,

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Sales Tips

How to Instantly Connect with Your Buyer

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

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Sales Tips

Why is a Demo So Important

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

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Sales Tips

The 3 Worst Discovery Questions

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

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Sales Tips

How Long Should My Demo Take?

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

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Sales Tips

Focus on One Thing To Standout From the Competition

  The SaaS industry is getting crowded.  More and more companies, great products, and amazing salespeople are in the zone. The competition is tough and it can be hard to differentiate yourself. You may think, there should be a lot of aspects to improve to sell differently.  The truth is, you need to pay attention

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Sales Tips

How Do You Keep Your Mind Refreshed

In SaaS, every software leader has trouble staying focused at some point, but some find that distraction is a constant that gets in the way of productivity. When this happens, it may be a warning sign that it’s time to take a break and refresh your mind. So you must pay attention to how you

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Scale Your SaaS

Boost Sales with Automation –  with Kevin Snow

EPISODE SUMMARY In this episode of SaaS-Story in the Making, host Matt Wolach along with Founder and COO of Success Champion Networking, Kevin Snow, talks about what both founders and salespeople should remember. Snow also explains the importance of automated processes and how they can be leveraged for faster growth, improved process efficiency, and more

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Scale Your SaaS

Why You Should Align Marketing and Sales for an Exceptional Growth –  with Steffen Hedebrandt

EPISODE SUMMARY In SaaS, Marketing and Sales are some of the most effective teams. However, they tend to be in a complicated relationship where communication is lacking. But the truth is, they are dependent on each other and that connection should be optimized for growth.  In this episode of SaaS Story in the Making, host

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Sales Tips

Be a Helper Person

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.

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Scale Your SaaS

How the Right Process Leads to an Exit – with Alister Esam

EPISODE SUMMARY Some feel like a process can be too rigid and structured that, when applied, it takes away the team’s creativity and freedom. In this episode of SaaS-Story in the Making, host Matt Wolach and Process Bliss’ Founder and CEO, Alister Esam, talk about the importance of processes and how they should be done.

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Sales Tips

A Discovery Question That Gets Sales

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

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Sales Tips

Stop Making It Hard To Get a Demo

  There’s something that I’ve seen a lot lately that software founders are doing, and I want to make sure you are not doing it because it is killing conversions. It is killing sales and preventing you from closing deals. Companies are making it hard to get a demo. This is a bit concerning- software

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Scale Your SaaS

How to Optimize Growth for a Startup – with Sven Radavics

EPISODE SUMMARY Startups have growth opportunities that should be maximized, especially when it comes to finding new ways to expand their reach. In this episode of SaaS-Story in the Making with host Matt Wolach, Sven Radavics talks about newer and more effective processes that startups should take note of.  PODCAST-AT-A-GLANCE Podcast: SaaS-Story in the Making

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Sales Tips

Avoid This Founder Sales Trap

As you may have seen me say, startup founders, should do the sales in their company. There are so many benefits to it that it would be a huge miss not to do so. But when you do, there are some pitfalls that you must avoid, or else you’ll cost yourself a ton of time

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Scale Your SaaS

Why Influencer Marketing is a Powerful Marketing Strategy – with Natalie Staub

EPISODE SUMMARY In this episode of SaaS-Story in the Making, host Matt Wolach sits with Radd Co-Founder and CMO Natalie Staub as they talk about the rise of e-commerce and how influencer marketing is crucial for businesses. Being a digital marketing and social media senior lecturer at Middlesex University, Staub knows her way in marketing

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Sales Tips

The 3 Steps to Become a Master Closer

When we talk about master closers in the industry of SaaS sales, aspiring salespeople quickly assume others got there because they were born that way. If you ask me, that’s not the case. People who you think might be excellent salespeople are very practiced. They know the techniques and the process that works. Don’t believe

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Scale Your SaaS

How Sales Research Can Help You Close More Deals – with Matt Wood

EPISODE SUMMARY Sales can be tricky—you need to showcase your product without compromising a great customer experience. In this episode of SaaS-Story in the Making, Matt Wood, CEO of CheetahIQ, shares the importance of sales research with host Matt Wolach.  Wood explains how research and prospect intelligence can prepare salespeople to perform better and close

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