Software Sales Tips by Matt Wolach

transparent-png-file-1-logo-matt-wolach
Scale Your SaaS

What Your SaaS Marketing is Missing – with Nathan Yeung

EPISODE SUMMARY Marketing is often associated with creative visuals and compelling messages, but there’s a hidden side to it that’s just as crucial for success in the software industry. In this week’s episode of Scale Your SaaS, we’ll dive into key takeaways from Nathan Yeung, the Vice President and CMO at Find Your Audience, with

Read More
Sales Tips

Why Selling Your SaaS Doesn’t Work

Generating loads of value is ingrained in us as SaaS founders. We naturally want to create amazing software solutions that help our target customers and truly make a difference in society. To achieve this, we need to spread the word about our SaaS. But this is easier said than done. And you can do this

Read More
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

How to Become an Elite Closer – Sales Team Metrics Podcast ft. Matt Wolach

EPISODE SUMMARY Did you know that only 3% of salespeople become elite at closing deals? Sadly, while dedicated reps eventually become good, their true potential remains unrealized without the right process. And you know what else that translates to? Recurring losses from unrecognized sales. Thankfully, Ringbot CEO & B2B SaaS Sales Coach Matt Wolach is

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
Scale Your SaaS

How an Event Can Generate a Huge Amount of Leads – with Jon Kazarian

EPISODE SUMMARY Remember when events used to take up a considerable chunk of the marketing budget only to have barely any insights? Fortunately for us, that’s become a thing of the past as events now take the cake in generating leads. But to maximize that benefit, it’s crucial for software founders to have the right

Read More
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

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
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

Read More
Scale Your SaaS

The Four Biggest Deal Killing Mistakes in a Demo – with Matt Wolach

EPISODE SUMMARY In this episode, B2B Sales Coach and SaaS-Story in the Making host Matt Wolach talks about the four biggest software demo mistakes sales leaders commit that steer them away from closing a deal. If you’re a SaaS founder struggling with the same mistakes, stay put and read on to find out how to eliminate

Read More
Sales Tips

Why Demos Are Bad

Today, we’re going to talk about why demos are bad. Too many times, we see a demo that doesn’t have structure and lacks completely – or it is not conducive to buyers. Another thing. Your demos may suck because they’re focused on your product. Knowing your product doesn’t always make a demo successful. In this

Read More
Sales Tips

How To Win Demos in the First 4 Seconds

If there’s one thing you should be working on to improve the overall quality of your demo, it’s the first four seconds. Having an enthusiastic start already says a lot about what’s to come. Studies have shown that many deals are lost in just the first few seconds of the demo. So to put it

Read More
Sales Tips

Should Discovery be its own call?

Many software founders ask me if they should do discovery with the demo together, or split them up and make discovery a separate call. Well, there are many reasons to do either, so I break them down in this video. If you have a big and complex product that needs to be explained over a

Read More
Scale Your SaaS

How to Win More Business by Knowing Your Customers – with Craig Klein

EPISODE SUMMARY In this episode, SalesNexus CEO Craig Klein offers his best advice on how businesses can win more clients by developing a service or product they can’t refuse. He shares his CRM secrets with SaaS Story In The Making host Matt Wolach and expounds on funnel building for effective lead generation and conversion. SalesNexus

Read More
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

Read More
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

Read More
Sales Tips

Demos Are Not Training

In the SaaS world, when you’re doing a demo of your services, it’s important that you do it the right way.  But I see many people who are selling software, actually training their prospects at the onset instead, which is a big NO-NO. Remember: demos are for show, and training has a more hands-on approach.

Read More
Sales Tips

7 Costly Mistakes to Avoid in Delivering a Software Demo

Nobody’s perfect. Everyone makes mistakes, but sometimes, these mistakes can make or break you. The good news is you can prevent them, especially if you are giving a software demo to a prospective client. Avoid these seven mistakes, and you will close more deals and win more business quickly.  1. Not Being Enthusiastic Show them

Read More
Sales Tips

3 Ways To Get Buyers To Remember Your Key Points

Getting prospects to remember what you say in the demo is not always easy. Newsflash: Most people forget 90% of what they hear within a week’s time. Not all of us have good memories – especially not busy business people who have more things to do on their plate than they could remember.  And retaining

Read More
Sales Tips

The 7 Most Common Demo Mistakes

Remember when they said the devil is in the details? Indeed, it is – even in sales.  Make sure you pay close attention to these seven costly mistakes most SaaS salespeople and leaders make in giving a demo. In this video, you’re going to learn how to handle your demo correctly and get those missteps

Read More