Software Sales Tips by Matt Wolach

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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 From Pop Culture

Sales from Pop Culture: Breaking Bad

How Walter White’s multi-million dollar drug empire from Breaking Bad can help you close software deals. Being bad can actually be a good thing. No pun intended.  Just ask Walter White, who is one of the most complex and most polarizing fictional characters in the history of television.  For an established protagonist like him, his

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Scale Your SaaS

The Best Outbound Prospecting Tactics with Jason Bay

EPISODE SUMMARY Jason Bay, the Chief Prospecting Officer at Blissful Prospecting, delves deep into what it takes to be successful in outbound sales while discussing the best outbound prospecting tactics with Matt Wolach, the host of SaaS-Story in the Making Podcast. Jason elaborates on the REPLY framework for effective messaging that converts. Jason also touches

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Scale Your SaaS

Cybersecurity: Who Needs It and Why – with Andrew Rinaldi

EPISODE SUMMARY Andrew Rinaldi, a co-founder at Defendify, lays Cybersecurity bare while discussing the tactics he and his team used to scale Defendify with Matt Wolach, the host of SaaS-Story in the Making podcast. Andrew discusses the pivotal role Cybersecurity plays in business today. He touches on the ideal treatment Cybersecurity should get from the

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Scale Your SaaS

Ways to Improve Sales through Humour and Community with Ross Pomerantz

EPISODE SUMMARY Ross Pomerantz, the brain behind Corporate Bro and the “General” of The War Room, discusses his passion for sales, his crusade against the marginalization of salespeople, and his incorporation of comedy into sales with Matt Wolach, the host of SaaS-Story in the Making Podcast. Ross also discusses the importance of belonging to a

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Scale Your SaaS

VIDEOCAST: Exact Steps to Launching Your SaaS Company – with Lee Gladish

EPISODE SUMMARY Lee Gladish, the Co-founder, and CEO of AirborneApp discuss the right steps SaaS founders should take when launching their software companies with Matt Wolach, the host of SaaS-Story in the Making Podcast. Lee talks about the importance of prospecting and how fundamental it is to succeed in a chosen niche. Lee elaborates on

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Sales Tips

Defining Your Target Audience

EPISODE SUMMARY Matt talks with Safa Mahzari, the host of Revenue Podcast, about the art of defining target audiences and the importance of focusing or narrowing down on a niche. Matt elaborates on a ton of sales and marketing concepts. Amongst them, the practice of hiring for culture, the art of catching up in a

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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.

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Scale Your SaaS

VIDEOCAST: How to Market Large Enterprises – with Tim Whiting

EPISODE SUMMARY Tim discusses the ins and outs of marketing large enterprises with Matt Wolach, the host of SaaS-Story in the Making Podcast. Tim masterfully dissects the differences (in scale and requirements) between marketing enterprises and marketing small and medium-sized businesses. While sharing the current top marketing tactics for engaging enterprises’ customers, Tim touches on

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Scale Your SaaS

VIDEOCAST: Resilient Applications – Why They’re Critical – with Tobias Kunze

EPISODE SUMMARY Tobias talks with Matt Wolach, host of SaaS-Story in the Making podcast, about the intricacies and the importance of resilient applications. Tobias, while discussing the tactics he used to scale his company, Glasnostic, analyzed the complexities of cloud architectures and their relation to application behavior and control. Tobias touches on the internetwork operations

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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

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Scale Your SaaS

VIDEOCAST: How to Launch and Beat Big Competitors – with Jeroen Corthout

EPISODE SUMMARY Jeroen discusses the strategies he used to launch and scale Salesflare (an automated CRM tool) with Matt Wolach, host of SaaS-Story in the Making Podcast. He also discussed the inspiration for Salesflare as well as Salesflare’s unique features. While elaborating on how to beat big competitors in the market, Jeroen touched on the

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Sales Tips

Why A Solid Sales Process Requires Discovery

EPISODE SUMMARY Matt talks with Stephanie Sims, the host of the What’s Your Ask podcast, about the workings of an ideal sales process. Matt discussed the importance and intricacies of the discovery process. He also touched on a metrics-based revival process for hitherto successful companies. Matt elaborated on the role of sales in Capital generation

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Scale Your SaaS

VIDEOCAST: How Listening to Your Customers Can Grow Your Company – with Sameer Narkar

EPISODE SUMMARY Sameer discusses the science and the art of applying the tool of social listening to scale businesses with Matt Wolach, host of SaaS-Story in the Making Podcast. Sameer shed light on the subtle difference between social CRM and social listening while broadening on how both could be used to evaluate and act on

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Scale Your SaaS

The Sales Mindset That Delivers Closed Deals

EPISODE SUMMARY Matt talks with Josh Wagner, the host of the Loving Selling Hate Sales podcast, about the basics of the Sales Mindset and the Sales Process.  Matt delved into the difference between the typical sales approach of startups and their bigger counterparts. While discussing the art of leveraging on social media, Matt touched on

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Scale Your SaaS

VIDEOCAST: How to Scale your Software Company with a Tiny Team – with Ashutosh Priyadarshy

EPISODE SUMMARY Ashutosh discusses the unique sales strategies he is using to scale Sunsama, a daily task manager, with Matt Wolach, host of the SaaS-Story in the Making podcast. Ashutosh talked about the art of achieving big results with a small team and the art of standing out in a crowded market while sharing proven

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Scale Your SaaS

VIDEOCAST: How to Level up Your Life and Career – with Eric Siu

EPISODE SUMMARY Eric talks with Matt Wolach, host of SaaS-Story in the Making podcast, about mastering the game of life and the ultimate game of business. While broadening on the tactics that could be applied to revive a failing company, he discussed novel business strategies, the rudiments of an SEO Strategy as well as marketing

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Scale Your SaaS

VIDEOCAST: How to Use Inbound Principles to Achieve Quick Growth – with Dan Tyre

EPISODE SUMMARY Episode 143 of SaaS-Story in the Making Dan discusses the unique sales and marketing experience he has had at HubSpot with Matt Wolach, host of the SaaS-Story in the Making Podcast. He also touches on the principles of the Inbound Marketing Philosophy, the need for an Inbound Revolution in the industrial space, the

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Scale Your SaaS

VIDEOCAST – How to Move Upmarket to Reach $100 Million – with David Hart

EPISODE SUMMARY David Hart, COO and Co-Founder of Screencloud, discusses the lucrative market of SaaS as well as his success story in upscaling to $100 million, with Matt Wolach, host of the Saas-Story in the Making Podcast. David also talks about the significance of stagnation in the industry and how to shake it off by

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