VIDEOCAST: What Investors are Looking For – Katie Bronnenkant
SaaS Finance & Investment Expert Katie Bronnenkant Joins Matt Wolach
Scale Your SaaS
Sales Tips
VIDEO: No Sales Process, No Deal
It doesn’t matter how good your marketing is, if you can’t sell, you’re doomed Do you think great marketing will work even without a good sales process? Listen to this story: This just happened to me a couple weeks ago. I do Sales Process Audits. My clients pay me to “mystery shop” their company, and […]
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VIDEOCAST: What to NOT Say in Sales – with Kyle Coleman
Sales Expert Kyle Coleman Joins Matt Wolach to Talk About Words to Avoid Did you know that there are many things that are used frequently by sales rep that actually kill their deals? Learn what to say, and what not to say as Matt is joined by Clari VP of Revenue Growth & Enablement, Kyle […]
Sales Tips
Video: Don’t Sell During Discovery
Why you should wait just a bit before pushing your solution Here’s one thing that is very tough for software founders and sales reps to master. You see, this goes against their natural instincts and everything they stand for when they thing of selling. And it’s going to sound weird, but I’m going to tell […]
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VIDEOCAST: How to Negotiate Like a Ninja – with Mark Raffan
Expert negotiator Mark Raffan Joins Matt Wolach for Quick Negotiation Tips I love Mark’s focus on how to learn and improve your skills. It works in any area, but he gives specific example of negotiation here. Learn more about Mark and subscribe to his show here: https://www.negotiations.ninja/
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VIDEOCAST: Go for Broke or Land and Expand? – with Vijith Kumar
Vijith Kumar Nandanam Joins Me to Discuss the PROs and CONs of Each There are merits to both strategies, but the video shows the two seems to lean one way.
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VIDEOCAST: Selling to Enterprises versus Small and Medium Companies – with Joe Escobedo
What are the PROs and CONs of each type of selling process? Selling to large enterprise organizations gives a big boost to revenue with high dollar deals, but it can take a long time to close. Selling to small and medium organizations can give you that quick win, but you need to close a lot […]
Sales Tips
Using Data and Process in Order to be Proactive
Piyush Parikh and Matt Wolach discuss why setting up automation will help you win Episode Transcript: Welcome to SaaS-Story in the Making. The podcast that features the people who made the software world what it is today and the leaders who are shaping the future of technology. Here’s your host, Matt Wolach. Matt Wolach: Yes, […]
Sales Tips
Selling Your Software: Separating Fantasy from Reality
Episode Transcript: Matt: Hi and welcome to Saas-Story In The Making. This is Matt, your host, and I’m very excited today. I’ve got Stuart Marshall live Australia with me. Stuart, how are you doing? Stewart: Very well, thanks mate. Yourself? Matt: Good. I’m doing great. Stuart, he is the man. He is a co-founder of […]
Sales Tips
Video Tip: How to Handle the Competitor Question
Here’s something that I know is quietly killing deals. Quietly because it’s something that sales reps think is helping them, but it’s actually doing the opposite – it’s causing them to lose trust and eventually lose the deal. Have you ever gotten the question from a prospect, usually after a long, well executed demo or […]