Software Sales Tips by Matt Wolach

transparent-png-file-1-logo-matt-wolach
Sales Tips

Why Your Sales Process Sucks

It’s kind of a funny thing, but the companies with the best software products, usually have the worst sales processes. You might be thinking, “Matt, I know someone who has to cut down on sales because their product is so good. They don’t even have to get out there and find leads. The stars aligned […]

Read More
Sales Tips

Should You Ever Skip Discovery in a Sales Process?

Have you ever had a prospect who asked you to just jump straight to the software demo? Perhaps you followed their request thinking something along the lines of the customer is always right. Maybe you’re worried about pissing off the prospect because they may think you don’t listen. This is wrong.  Besides the fact that […]

Read More
Scale Your SaaS

3 Simple Tactics to Master Sales – Speak on Podcast ft. Matt Wolach

EPISODE SUMMARY There are many ways in order to reach the top in the world of software sales but the process does not have to be extremely complex. If anything, tried and tested basic strategies actually work the best and would be effective regardless if you are a sales veteran or an industry newcomer. There […]

Read More
Sales Tips

3 Huge Demo Mistakes

The demo is the number one most important part of your entire sales process. If you have a terrible demo, you’re literally losing money. And it can destroy your chance of reaching your dreams.  But not to worry. All you have to do is follow this piece of advice. Today, I’m going to share with […]

Read More
Sales Tips

Good Is the Enemy of Great

I recently had a client who told me that their sales process and the demo were good. They were happy in the situation that they were in. However, being good is not entirely “good.” This suddenly reminded me of the book “Good to Great” by author Jim Collins. It is an excellent book about the […]

Read More
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 […]

Read More
Scale Your SaaS

How to Beat the Rollercoaster of a Startup – with Sonciary Pérez

EPISODE SUMMARY One way to beat the ups and downs of a startup is to follow the data. Data is the most reliable resource in decision-making and formulating a strategy. It gives you a clear view of everything and it allows you to strategize rationally. But to acquire what’s needed, you have to obtain the […]

Read More
Sales Tips

The Pain-Solution Recap

Only 3% of people selling software use this tactic. But it might be the most powerful motivator to close. It’s the pain-solution recap. And when done right, it gets prospects to realize that YOUR solution is the one for them. If you follow The Perfect D.E.A.L. Process, you’ll know that it’s really important that you […]

Read More
Sales Tips

Leading the Witness in SaaS

There’s one thing we can learn from another industry that we can use in the world of SaaS, it’s the way lawyers lead the witness. I know sometimes people make fun of attorneys because of what they do.  However, their methods with witnesses are very similar to how we lead the prospects into the buying […]

Read More
Sales Tips

Why Cooler Heads Prevail

Ways to Persevere in the Heat of the Moment   I live in Arizona, where it is usually warm and sunny all year round. The upside is that the winters are perfect, which clocks in at about 70°F every day. Summer is another story. For me, it’s like living in the sun, and it can […]

Read More
Sales Tips

Never Sell During Discovery

Jumping the gun to get to the demo when you should be focusing on discovery is a common problem. The first step to an effective sales process is knowing how you can help your prospect.  It would help if you took the time to ask open-ended questions that allow a prospect to share critical details […]

Read More
Sales Tips

5 Sales Mistakes To Avoid To Scale Your SaaS Business Quickly

Scaling your software business in the easiest, quickest way possible is not as easy as you think. There will be times when you are bound to make wrong decisions and commit unfortunate sales mistakes, which can stop you from achieving your dreams.  The good news is you can avoid these mistakes before you make them, […]

Read More
Scale Your SaaS

How To Succeed as a Bootstrapped AI Startup with Tigran Nazaryan

EPISODE SUMMARY Tigran Nazaryan, CEO and co-founder of 10Web.io, talks about how AI is transforming the website building industry with Matt Wolach, the host of SaaS-Story in the Making Podcast. He highlights the importance of focusing on just one goal and building the right team to succeed as a startup despite being bootstrapped. Tigran emphasizes […]

Read More
Scale Your SaaS

Using Your Customer Success Function to Boost Revenue with John Tzagkarakis

EPISODE SUMMARY Great customer success can boost revenue. In this episode, John Tzagarakis shares his expertise on how using customer success stories can increase your ROI in the SaaS world as he joins Matt Wolach, the host of SaaS-Story in the Making Podcast. Tzagarakis discusses the customer management tactics he uses as founder and director […]

Read More
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.  […]

Read More
Sales From Pop Culture

Sales From Pop Culture: Three Amigos

How a strong Discovery process could have helped big time Have you ever seen the movie Three Amigos? It all happened because the Amigos didn’t follow a key sales guideline, something that could have saved them a ton of headache (but would have led to a terrible movie and may have not been the best […]

Read More
Sales Tips

How to Structure Your Demo to Double Your Software Sales Close Rate

You have an exciting new software product that is the perfect solution for the market. You’ve set up a great marketing campaign and created a way for people to find you and become aware of your solution. Maybe you’ve got a funnel set up to make sure that you’re converting leads off of your website. […]

Read More
Sales Tips

How to Successfully Scale a Software Business: Tips For Software Founders and People Who Hate Sales

Are you a software founder or software developer? Do you struggle with sales and taking your product to market? Are you creating great software solutions that generate a lot of buzz but no sales? I know the feeling. As a software founder myself, I’ve been there. I know what it feels like to have a […]

Read More
Sales Tips

The Top 5 Things You Need to be Successful in Software Sales

How to close deals at a rapid pace NOTE: I originally wrote this for SaaSSales.io, a terrific resource for learning more about SaaS sales. I’m a Founding and Premium Author over there so go subscribe and get the best content routinely. Closing a software sale is not easy.  The software sales cycle can be a drawn-out, back-and-forth […]

Read More
Sales Tips

What is The Perfect DEAL Process?

A framework for selling software that makes closing deals easier and quicker. But what is it? When I first got into software with my first SaaS startup, I thought I knew how to sell. I had some success in other industries so I figured now that we built this new, amazing product, it would be […]

Read More
Sales Tips

Want to Scale Your SaaS Company to $1 Million? Here’s What You Need

NOTE: I originally wrote this for SaaSSales.io, a terrific resource for learning more about SaaS sales. I’m a Founding and Premium Author over there so go subscribe and get the best content routinely. Every day, software founders approach me asking what’s the one thing they need to do to scale their SaaS company. I enjoy hearing this […]

Read More