Software Sales Tips by Matt Wolach
Demos are a core component in the SaaS sales process. While you can definitely build trust on the discovery call alone, a great demo transforms a new customer into a long-term high-ticket client. Demos also close whatever the remaining gap is for clients still on the fence. There is a common misconception about demos–many people […]
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 […]
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 […]
If you want to sell a lot of software, you have to have an amazing discovery process, and you’ve got to know exactly what to ask and how to ask it. The most essential skill to help with closing deals and negotiation comes down to your first conversation. A great discovery call, typically the first […]