Software Sales Tips by Matt Wolach

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Sales Tips

3 Ways to Increase Your Average Deal Size

Imagine this… your software company finally took off. You are now closing a steady amount of deals. The first year ends with a bang, and you are eager to make bigger profits over the next quarters. Very soon, you hit a wall in the form of your conversion rate being at a plateau. Sounds familiar, […]

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Sales Tips

How to Sell SaaS Without Selling

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. […]

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Scale Your SaaS

How This SMS Marketing Service Can Solve SaaS Problems – with Matt Wolach

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 […]

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Sales Tips

Great Marketing, Terrible Sales

Gone are the days when marketing and sales did not get along and it was fine. Understanding how one department can help the other allows them to work together efficiently. When done right, they can continuously attract and secure customers for the business. However, some SaaS companies fail to create balance among these areas–prioritizing one […]

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Sales Tips

How To Be a Closer

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 […]

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Scale Your SaaS

How to Build Your Customer Success Team That Drives Long Term Growth – with Firaas Rashid

EPISODE SUMMARY Retention and revenue from your customers are critical components for a SaaS company. To achieve these, they need to learn how to employ a strategy that works well in relationships effectively. And this is where Customer Success comes in. In this episode of SaaS Story in the Making, host and SaaS Coach Matt […]

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Scale Your SaaS

Ways To Influence Buyers Positively – with Duncan Stevens

EPISODE SUMMARY In this episode of SaaS-Story in the Making, host Matt Wolach sits with the Mentalist, author, and founder Duncan Stevens. They talked about the power of influence and persuasion, its magic, and the ways to boost your business. Stevens shared tactics and magic tricks that proved the power of mentalism, how to communicate […]

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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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Sales Tips

Sell SaaS Without Being Sleazy

Reframing the way you sell isn’t always a bad thing. In fact, it may be the perfect time to change old ways and have a non-sleazy sales technique. Sales is a survival skill to help you get what you want. But first, you have to help other people get what they want. The first trait […]

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Sales Tips

What is BANT and Why Is It Outdated

BANT is an old-fashioned, old-school sales discovery technique that must go and if you’re still using it, stop right now. One of the most popular ways to do discovery out there is BANT, which stands for Budget, Authority, Need, and Timing.  Many people like using it, but we’re going to talk today about why you […]

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Scale Your SaaS

Know Your Customers’ “Jobs-to-be-Done” to Generate More Revenue for Your Business – with Jay Haynes

EPISODE SUMMARY In this episode, SaaS-Story in the Making host Matt Wolach talks to Jay Haynes, the founder, and CEO of Thrv.com, the first and only software application for Jobs-to-be-Done (JTBD) product, marketing, and sales teams. Jay talks about what JTBD is all about and how this idea can help your business be more profitable. […]

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Sales Tips

Three Reasons Software Founders Struggle with Sales

Difficulties are an inevitable part of life.  How we deal with them will determine our success.  However, for many of us, we would end up struggling with the challenges we face regularly. It’s a painful occurrence, and nobody is safe from it.  The same idea also applies to being a software founder. Whether you’re new […]

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Scale Your SaaS

Startup Billing and Marketing Mistakes To Avoid – with Mark Thompson

EPISODE SUMMARY In this episode, SaaS-Story in the Making host Matt Wolach sits down with Mark Thompson, co-founder of the subscription billing and affiliate management platform, PayKickstart. Mark shares insights and tips for successful affiliate marketing and startup billing.  He also talks about how his company started from scratch and grew to empower vendors and […]

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Sales Tips

Master the Art of the Demo with The Perfect DEAL Process

Giving software demos has become something of a lost art.   Not everyone knows how to do them correctly, especially if they are new to SaaS sales. Apart from that, it’s different from giving demos in general. Just because you have experience in sales elsewhere doesn’t mean it will also work for doing a software demo. […]

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Scale Your SaaS

SaaS-Story in the Making Named a Top SaaS Podcast of 2021

Awarded by FE international, SaaS-Story in the Making Recognized as a Leader In a year where our podcast has already seen tremendous growth (with each episode getting thousands of views and downloads), as well as an award for Matt Wolach as top host, another honor has been bestowed on the SaaS-Story in the Making Podcast. […]

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Sales Tips

What is a good demo close rate?

Have you ever wondered what a good demo close rate is? If you’re a SaaS leader wondering about this, you’re probably having trouble converting prospects from the demo stage into paying customers. If only giving a successful demo was as simple as explaining what your product is and what it does, right?! Unfortunately, this approach […]

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Sales Tips

Resist the Urge: Things to Avoid While Doing Discovery Calls

Discovery is an important aspect of your sales process. It is like the getting-to-know-you stage in any relationship. The more you know about the person, the more you will understand who they are and what they want. However, you can only go so far with it. You wouldn’t want to jump the gun and increase […]

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Sales From Pop Culture

Sales From Pop Culture: Ratatouille

An outstanding lesson for software founders, can be learned from a French rat. ? Sounds crazy? Let me explain: I’m a HUGE Pixar fan. I love all of their movies. And one of the best is Ratatouille, the story of Remy the Rat. As many of you know, Remy learns at an early age that […]

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Sales Tips

3 Deal Breakers That Will Ruin Your Software Demo

Doing a demo is not as easy as one may think. Apart from having the right structure, you need to know what you should avoid saying or doing during the presentation. You also need to understand your role and how you can help your prospect in the best way possible.  If you’re not sure how […]

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Sales Tips

Here’s How You Can Make Your Prospects Remember Your Demo Key Points

Did you know that most people forget 90% of what they heard within a week of hearing it? Not all of us have good memories, and retaining information is a lot easier said than done. The same idea applies to software sales, where technical terms and complex information on demo key points usually make up […]

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Sales Tips

Your 3-Step Demo Framework For Exponential Growth

The Magic Formula to Impactful, Powerful Software Demos. Software founders often ask me about what makes a strong, convincing demo.  However, the bigger question is, how do we structure it the right way?  The answer lies in capitalizing on the demo’s key elements, which are discussed in greater detail below. Follow these steps and once […]

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