Software Sales Tips by Matt Wolach

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 […]

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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 […]

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Scale Your SaaS

Pricing Mistakes to Avoid – with Chris Mele

EPISODE SUMMARY Mistakes are inevitable, be it in business decisions or personal endeavors. While they may feel unpleasant, they’re actually fundamental in life, as how would you determine the correct method without knowing what doesn’t work. B2B SaaS Sales Coach, Host Matt Wolach, and Managing Partner Chris Mele from Software Pricing Partners bring you many […]

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Scale Your SaaS

How To Drive Traffic and Leads Non-Traditionally – with John Ferrara

EPISODE SUMMARY Nurturing customer relationships takes time, the right process, and the entire team’s effort to be successful. Using a good CRM and employing the perfect process can help you scale fast. In this episode of SaaS Story in the Making, host Matt Wolach and John Ferrara, the Founder and CEO at Nimble, talk about […]

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Scale Your SaaS

Boost Sales with Automation –  with Kevin Snow

EPISODE SUMMARY In this episode of SaaS-Story in the Making, host Matt Wolach along with Founder and COO of Success Champion Networking, Kevin Snow, talks about what both founders and salespeople should remember. Snow also explains the importance of automated processes and how they can be leveraged for faster growth, improved process efficiency, and more […]

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Sales Tips

No More Mr. Nice Guy

What would you do if you realized a prospect was doing things the wrong way? Maybe they’re not aware of it, they just think it’s the way it’s done. But you know better. So how do you handle it? SaaS founders fall into two categories. One, those who just passively listen, nod, and might sometimes […]

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Sales Tips

Do Not Sell Vaporware

While building my SaaS companies, I would often have prospects ask about a feature we hadn’t released yet (and in many cases, we hadn’t started building it yet). I would tell them that it’s almost here and that they should sign up. They would, then development delays would cause the new customer to be very […]

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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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Scale Your SaaS

How To Succeed as a Bootstrapped AI Startup with Tigran Nazaryan

EPISODE SUMMARY Tigran Nazaryan, CEO and co-founder of 10Web.io, talks about how AI is transforming the website building industry with Matt Wolach, the host of SaaS-Story in the Making Podcast. He highlights the importance of focusing on just one goal and building the right team to succeed as a startup despite being bootstrapped. Tigran emphasizes […]

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Sales Tips

The 5 Common Sales Mistakes Software Founders Make

People make critical mistakes scaling their businesses all the time, and B2B software founders are no exception. I see these issues often. I work with software founders around the world, helping them grow and scale.  So when they come to me, I fix those problems so they can scale quickly.  Scaling your software business in […]

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Sales Tips

Don’t Do Discovery Calls Without Watching This

I’ve seen many discovery calls from SaaS founders, and I could tell you that 94% of them missed their mark. Discovery is the foundation of your entire demo. So if you’re not doing it right, your close rates will suffer. There are four reasons why you need to perform an outstanding discovery. The problem is, […]

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Scale Your SaaS

Where SaaS Companies Fail

EPISODE SUMMARY In this episode, I shared the answers to your burning questions about the most common mistakes SaaS founders make. SaaS Story in the Making is a podcast that primarily interviews recognized personalities, but I recorded it solo this time to make sure I get those questions answered for your software business. To get […]

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Sales Tips

How to Double Your Demo Close Rate

I was a guest on the Digital Conversations Podcast with Billy Bateman, the VP of Operations & Co-founder of ChatFunnels. Sometimes all it takes is a bit of structure to make an improvement. Here’s how. In this episode, I provide exact steps to take to implement the Perfect DEAL Process. I also lay out how […]

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Sales Tips

How to Achieve Win Rates that are Double your Competition

NOTE: I originally wrote this for SaaSSales.io, a terrific resource for learning more about SaaS sales. I’m a Founding and Premium Author over there so go subscribe and get the best content routinely. Software companies these days face an uphill battle as there are more competitors in each space than ever before. And to the buyer, they […]

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Sales Tips

3 Steps for Software Founders to Close Deals in the Early Days

Most software founders are technical founders. Engineers who came up with a great solution to a problem many have faced. Like any engineer, they saw a need and they built a better way...

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Scale Your SaaS

VIDEOCAST: How to Master Social Media Marketing – with Arjun Rai

Founder of "HelloWoofy", Arjun Rai Teaches on How to Master the Skillsets Required for Social Media Marketing.

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Scale Your SaaS

VIDEOCAST: Utilizing a Fractional CFO to Achieve Success – with Benjamin Friedman

Founder of “Build Scale Grow” Benjamin Friedman Shares Nuggets of Information on How to Utilize a Fractional CFO to Achieve Success. To learn more about Benjamin Friedman and “Build Scale Grow” visit: https://www.webuildscalegrow.com/ Find Benjamin Friedman on LinkedIn at:  https://www.linkedin.com/in/benjaminbfriedman/ Want to work with Matt and have him help you turn your sales process into a […]

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Scale Your SaaS

VIDEOCAST: Using Video as a Key Marketing Strategy – with Kate Skavish

Co-Founder and CVO of Wave.video Kate Skavish talks on How to Use Video as a Key Marketing Strategy To learn more about Kate Skavish and Wave.video visit: https://wave.video/ Find Kate Skavish on LinkedIn at: https://www.linkedin.com/in/kateskavish/ Want to work with Matt and have him help you turn your sales process into a conversion engine? Visit his Coaching page here. […]

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