Software Sales Tips by Matt Wolach

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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

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Scale Your SaaS

The Best Ways to Implement an Employee Stock Option Plan (ESPO) – with Jason Atkins

EPISODE SUMMARY Every founder would love to build their own ‘dream team,’ but that is usually easier said than done. Fortunately, tools like the Employee Stock Option Plan (ESOP) help achieve that goal. But then, how exactly do you implement ESOP in your SaaS company? Cake Equity Co-Founder and CRO Jason Atkins reveals the magic

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Sales Tips

The 4 Reasons SaaS Companies Fail

The fame and fortune that comes with success aside, we all know that building a SaaS startup paints the opposite picture. It isn’t sunshine or roses, it’s grinding and grit. Any SaaS founder, regardless of their current ARR, can attest to the monumental effort needed when creating something from scratch. That’s why a SaaS company

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Scale Your SaaS

The Future of Your Workforce – with Shahar Erez

EPISODE SUMMARY Recent trends show that a new era is about to dawn upon the software business world. As many of you have noticed, there is a rapidly increasing shift towards freelancing among young professionals. If your business is to survive, it’s essential you ride this wave of change, and we will show you exactly

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Scale Your SaaS

When and How to Sell your SaaS – with Andrew Gazdecki

EPISODE SUMMARY There comes a point in every founder’s life that they must leave their current business. This means selling the company to regain capital. However, many founders find themselves stumped on the path to getting acquired. Fortunately, MicroAcquire is there to help you close trading your business without anchoring you with a hefty commission

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Sales Tips

3 Easy Ways to Prevent Churn Through Great Sales

They say that churn is normal in sales regardless of your product efficacy.  You could have the most fantastic product to have ever graced the planet, and customers would still leave it. Worse, they may even leave a negative review online or go out of their way to discourage potential buyers. While it’s true that

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Scale Your SaaS

How to Differentiate Through Process – with Casey Hill

EPISODE SUMMARY Automation is great, but are some people taking it too far? What happened to a personal approach (that buyer’s love)? The rise of automation software made it easy for companies to reach a large percentage of their market quickly. However, it cannot guarantee customer satisfaction and experience. In this episode of SaaS-Story in

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Scale Your SaaS

How Improving Operations Can Make Your Company Stand Out – with Tommy Yionoulis

EPISODE SUMMARY In this industry, the competition is tough. Companies are always finding ways to stand out. One way to do this is to make processes efficient. It would help improve almost all aspects of the business, leading them to achieve their goals. Some may focus on sales or marketing but little did they know

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SaaS of the Year Finalists

An Amazing List of Innovative and Smart Companies Who Owned 2021 2021 has been an incredible year for SaaS, and so many companies and leaders showed how to run a software business extremely well. So narrowing down the list was challenging to say the least. But the panel has selected the finalists in each category

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Sales Tips

The Pain-Solution Recap

Only 3% of people selling software use this tactic. But it might be the most powerful motivator to close. It’s the pain-solution recap. And when done right, it gets prospects to realize that YOUR solution is the one for them. If you follow The Perfect D.E.A.L. Process, you’ll know that it’s really important that you

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Sales Tips

Ask Me Anything SaaS Edition

  A few weeks ago, I posted an AMA portion on LinkedIn, and the responses have been overwhelming.  Out of these, I chose 3 of the best questions with my corresponding answers to them. I narrowed them down here: ✔️ What are the best practices to reduce a sales cycle? ✔️ What are your thoughts

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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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Scale Your SaaS

SaaS Copywriting: Here’s Why You Should Generate Attention-Grabbing Content for Your Business Now – with Tim King

EPISODE SUMMARY Content is king. With the right words aimed at the right audience, your SaaS business can further grow and reach an even wider audience, which ultimately benefits you. In this episode, SaaS-Story in the Making host Matt Wolach talks to Tim King, a creative copywriter and content strategist at hellotimking. Tim delves into

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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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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.

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Sales Tips

The Software Demo Framework That Delivers 70% Close Rates

I see a lot of software demos. And most of them…are a mess. In fact, so many times software leaders think they’re doing the right thing, but they’re actually doing something that is killing their chance at closing the deal. That is why software founders often ask me about what makes a strong, convincing demo. 

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Sales Tips

What Not To Say About Your Competition

Pointing a finger at your competitor won’t make you look good, because by taking a good look at yourself, turns out, you’re pointing more fingers to yourself.  In this video, let’s talk about what not to say about your competition. There are some things that actually HURT your chances to close the deal, and you

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Sales Tips

3 Steps to a Solid Sales Process

Your software project has reached MVP, and you’re ready to show it to the world. You might have generated a few leads, but to no avail – you’re left waiting for a response. Sales in the SaaS world is challenging, especially if you’re just starting out in the industry. It can even be discouraging at

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Scale Your SaaS

Why Security Around Your Development is Critical with Brittany Greenfield

EPISODE SUMMARY We had Brittany Greenfield, CEO and Founder of Wabbi, tackle cybersecurity and its importance in the digital world with Matt Wolach, the host of Saas-Story in the Making. Brittany highlights the importance of cybersecurity in a SaaS startup’s development cycle, and how you and your team are vulnerable to various attacks. She also

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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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