Software Sales Tips by Matt Wolach
Winemaking has been around for thousands of years. In its basic form, wine production is a natural process that requires very little human intervention. Mother Nature provides everything that is needed to make wine—it is up to humans to embellish, improve, or totally obliterate what nature has provided, to which anyone with extensive wine tasting […]
When selling software, your solution is among your prospects’ many options. Knowing the risks of purchasing a tool, it is normal to seek several choices—at the end of the day, all they want is to solve their pains. But you are not going to be chosen by staying this way. Instead, what you need to […]
Some of the top reasons for wanting to start a software company are to achieve financial freedom and to travel the world. To be able to take a week or a whole month off and splurge in a foreign place is the ultimate goal. But no matter how short or long the actual vacation is, […]
When you are a growing SaaS company, you may want to make sure that you are building a team that knows the intricacies of your product so that they can sell it well. Gaining mastery of its purpose and its ups and downs feels like it allows them to highlight the product’s best features and […]
The term ghosting comes from the dating scenes, but salespeople struggle with the same phenomena in business. I believe every SaaS founder and sales professional can resonate with the following story of their sales career. You had a great conversation going with one of your promising prospects. Exchanged emails, delivered your sales pitch, nailed your […]
Recently, I was listening to a comedian talk about how they do what they do. And something amusing is that they said comedy is 10% what you say and 90% how you say it. It’s crazy because it’s the exact same thing in sales. Yes, you want to say the right thing, but how you […]
Sales, specifically selling your SaaS product, is essential in ensuring that your business will thrive. Sell, or your company will fail, and you will go bankrupt. We’ve all heard that sales and deal-making are the lifelines of any company. Without them, there is no exchange of money, and without money, you will not last long. […]
EPISODE SUMMARY With the rising trends in the SaaS industry, many companies are adopting a fast-paced business environment. That is why in this episode of SaaS Story in the Making, B2B SaaS Sales Coach Matt Wolach talks about the common problems in a SaaS business and provides a unique solution to every single one of […]
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 […]
EPISODE SUMMARY In this episode of SaaS Story in the Making, B2B SaaS Sales Coach and host Matt Wolach and Hypefury’s Co-Founder, Yannick Veys, talk about how anyone can effectively build and market their brand on Twitter. With many social media platforms, it can be challenging to find one where a brand can grow. But […]
In today’s business landscape, it sounds like an easy job to develop a product to the best it can be and let it do all the “selling.” This way, you are relying on the product’s performance and features rather than boosting your sales process. It is a business strategy called Product-Led Growth, which puts the […]
EPISODE SUMMARY In this episode of SaaS Story in the Making, B2B SaaS Sales Coach and host Matt Wolach and Respona’s Co-Founder and Lead Innovator Farzad Rashidi talk about how SEO can significantly impact your company’s success and failure. Search engine optimization is crucial if you’re looking to create long-term brand awareness, expand your target […]
Putting a 1000-piece puzzle together is a real challenge. There are no fixed steps to assemble it, and you can only progress and figure it all out as you go along. My daughter and I spent a couple of weeks (almost) completing one. There were inevitable hurdles in this little journey, but it was fun, […]
A lot of people have asked me how to be a closer. Many people have a vision of that magical, outstanding, smooth-talking salesperson that just says cool words, and people buy. I’m here to tell you that’s not the right image. That is not how it works in the real world. But there’s a sales […]
You can’t give what you don’t have. Unless you have already kept your end of the bargain, you should not keep people’s hopes up. The same situation applies to SaaS, where one of our prospects would ask about a not available software feature. It may sound promising and could be something they need, but if […]
As a SaaS coach, one of the most fulfilling moments is when my clients (software founders) succeed. In my Mastermind Group for software founders, we always exchange experiences, share ideas and challenges, and work on them together. It is a group that encourages collaboration. And one of the best things we do is share and […]
EPISODE SUMMARY In this episode of SaaS Story in the Making, host Matt Wolach and Mikaël Wornoo, COO and Co-Founder of TechWolf, talk about growing a company using the right actions, especially through gathering needed data on employees’ skills. Wornoo shared valuable lessons from his experience in the early days of their company and his […]
If you’re a Formula 1 fan (or even if not like I wasn’t), you might have stumbled already to the show “Formula 1: Drive to Survive.” A Netflix series covering what life is like in the fast lane, featuring the teams, managers, and F1 drivers’ stories. You might enjoy seeing the pit crew quickly change […]
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 […]
EPISODE SUMMARY In this episode of SaaS-Story in the Making, B2B SaaS Coach Matt Wolach sits with CEO and Founder of Strategyn, Tony Ulwick to talk about the importance of customer-defined metrics in product innovation. As one of the pioneers of the Jobs-to-be-Done theory, he shares important points on shifting mindsets in innovation, getting ahead […]
Recently, I spoke to a client who’s really struggling with her demos. She asked me: “How do I take control of the demo? Sometimes they want to skip discovery and go straight to seeing the product.” When prospects start to dominate the conversation and make sure that it goes their way, fire alarms should go […]