EPISODE SUMMARY
The discovery call is the heartbeat of the software sales process. It’s not just the initial conversation; it’s where deals are made and money is secured. I was invited to be a guest on The Sales Evangelist Podcast, I sat down with host Donald C. Kelly and dove deep into the significance of discovery calls.
Having successfully exited multiple companies and now coaching over 270 organizations worldwide, my insights into the discovery process are transformative. I offer a structured approach that can significantly enhance your SaaS sales performance. Read more to find out.
PODCAST-AT-A-GLANCE
Podcast: The Sales Evangelist Podcast, with Donald Kelly
Episode: Episode No. 1797: My Three-Step Process for Closing Deals – Matt Wolach
Guest: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Host: Donald Kelly, founder of The Sales Evangelist
TOP TIPS FROM THIS EPISODE
Mastering the Software Demo: The Perfect DEAL Process
The demo is a pivotal moment in the software sales journey. It can make or break a deal. It’s so important to have a well-structured demo. I developed a process called The Perfect DEAL Process, which stands for Discovery, Educate, Associate, and Lead:
- Discovery: Understand the prospect’s pain points and challenges. This phase involves asking probing questions to uncover the depth of their problems. The goal is to make them realize that their situation is worse than they initially thought.
- Educate: Provide insights and information that the prospect may not be aware of. This could involve market trends, best practices, or specific issues related to their industry. The aim is to position yourself as an expert who understands their problems deeply.
- Associate: Connect their pain points with your product’s features and benefits. Show them how your solution can specifically address their challenges and improve their situation.
- Lead: Guide the prospect towards the next steps. This involves addressing any objections they might have and creating a sense of urgency. The goal is to get them emotionally invested in solving their problem with your solution.
Emotional Engagement: The Key to a Successful Software Demo
A successful software demo goes beyond showcasing product features. It’s about creating an emotional connection with the prospect. When prospects realize the severity of their problems and see a clear path to resolution, they are more likely to take action. Some of my clients have reported prospects becoming emotional, even crying, during demos. This level of engagement signifies a deep connection with the problem and a strong desire for a solution.
Follow-Up: Persistence Pays Off
A well-executed software demo is just the beginning. The follow-up process is equally critical. Studies and real-world experiences have shown that persistence in follow-up significantly increases close rates. One of my clients discovered that by averaging 14 follow-up touchpoints per demo, they doubled their close rate compared to those who averaged only two follow-ups.
The follow-up process should be systematic and consistent. Use your CRM to create tasks and reminders for follow-up actions. Personalize your follow-ups by referencing specific pain points and solutions discussed during the demo. The goal is to remind the prospect of the urgency and importance of solving their problem with your solution.
Building Trust: Help, Don’t Sell
Modern SaaS sales is about problem-solving and building relationships. The old-school approach of hard selling and trickery is outdated and ineffective. Instead, focus on helping your prospects. Understand their needs, offer valuable insights, and position your product as a solution to their problems. This approach not only builds trust but also sets you apart from competitors who might still be using high-pressure tactics.
I also emphasized the importance of a mindset shift. Think about the prospect’s outcome rather than your own. If your product genuinely solves a problem and provides value, it’s your duty to help them realize this. This mindset makes follow-up less about being pushy and more about being helpful.
Differentiation in a Crowded Market
In today’s market, buyers experience software fatigue. They are inundated with messages and offers from various vendors, making it difficult to stand out. To combat this, you must differentiate your product from the competition from the very first interaction.
- Clear Value Proposition: Clearly articulate how your product or service solves specific problems better than others. Highlight unique features and benefits that directly address the prospect’s pain points.
- Personalization: Tailor your messaging and demos to each prospect’s unique situation. This requires thorough research and understanding of their business and challenges.
- Emotional Connection: As discussed earlier, create an emotional connection by making prospects realize the severity of their problems and the potential benefits of your solution.
Automation vs. Personalization in Follow-Up
The extent to which you automate your follow-up process depends on your product’s price point and target market. Automation can be effective for initial follow-ups for lower-priced software products. However, personalized follow-ups are crucial for higher-priced solutions.
- Automation: Use automated emails and reminders to ensure no follow-up opportunity is missed. These can include general updates, educational content, and reminders of the benefits of your solution.
- Personalization: For higher-value deals, mix automated touchpoints with personalized emails, calls, and even video messages. Personal touches show prospects that you care about their specific needs and are committed to helping them.
Tracking and Improving Your Software Sales Process
To know if your software sales strategies are working, track your performance meticulously. Key metrics to monitor include:
- Close Rate: The percentage of demos that convert to sales.
- Follow-Up Touchpoints: The number of follow-ups per prospect and their impact on conversion rates.
- Customer Acquisition Cost (CAC): The cost of acquiring a new customer.
- Lifetime Value (LTV): The total revenue a customer expects over their relationship with your company.
Use tools like spreadsheets or CRM dashboards to track these metrics. Review and analyze your data regularly to identify areas for improvement. I offer a SaaS scorecard tool to help founders track their sales performance and set benchmarks. Check it out and grab it for free here.
EPISODE HIGHLIGHTS
The Reality of Bootstrapped Founding
Contrary to the myth that institutional funding arrives early for most software founders, many start their journeys without significant outside investment. While some do secure seed funding or even a Series A round, the majority are bootstrapped, relying on their resourcefulness and determination to drive growth.
Bootstrapped software founders face unique challenges. They must build a solid sales process to prove their product’s value and attract potential investors down the line. This often means generating leads, closing deals, and establishing repeatable software sales processes without the luxury of a hefty budget. However, this approach has its advantages. By proving their ability to generate revenue and manage efficient operations, bootstrapped founders can attract investment on better terms, retaining more equity and control over their companies.
The Importance of a Strong Software Sales Process
A robust software sales process is crucial for bootstrapped founders. It not only drives revenue but also demonstrates the business’s viability and scalability to potential investors. The first step in creating a strong sales process is mastering the demo.
The Role of the Founder in Software Sales
In the early stages, founders often lead the sales efforts. This hands-on involvement is crucial as it allows them to understand the market, refine the sales process, and build relationships with early customers. SaaS founders who succeed in software sales often credit it as one of the most important skills they developed.
As the company grows, the founder’s role may shift from direct sales to sales leadership. This involves training and mentoring sales teams, refining processes, and ensuring the company’s sales strategy aligns with its overall vision.
Conclusion: Embrace the Sales Journey
Software sales is an essential skill for bootstrapped founders. By mastering the demo, building a robust follow-up process, focusing on helping rather than selling, and differentiating your product, you can drive growth and build a sustainable business. Embrace the journey, track your progress, and continually refine your approach. Remember, your goal is to solve problems and provide value, and in doing so, you will create loyal customers and a successful company.
By focusing on practical, actionable strategies and maintaining a customer-centric mindset, bootstrapped founders can navigate sales challenges and achieve remarkable success.
TOP QUOTES
Matt Wolach
[05:30] “Create that process, have that documented, show them exactly what works, exactly what doesn’t. And the organizations that have that kind of a structure in place, it’s so much easier for them to scale.”
[08:20] “Discovery is equally as important for your buyer as it is for you.”
LEARN MORE
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
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Check out the whole episode transcript here:
Donald Kelly
Discovery call is where the money is at. This is where the deal closes. And on today’s episode, we’re going to talk about all about disco all about a disco, and how you can make sure you have an effective discovery calls and how these discovery calls can turn into deals and money.
Donald Kelly
Hey, hey, hey, everyone. Welcome to another great episode of the sales evangelist podcast. I’m your host, Donald C. Kelly, the sales evangelist and I’m so excited for another great episode. I’m so excited to be here with you today. And on this episode, I have an amazing guest. His name is Matthew Wolach, Matthew and I had a conversation not only about the disco, but a lot of it was about the discovery call of the sales process and how important this is. He has a four step method that he’s utilized not only to help his own Oregon, his own pipeline as individual seller, but also his friends and his clients. And then also his organization. And he’s exited, I think, like three times companies and dude knows what he’s talking about. So let’s break down this framework is not difficult. It’s simple, and it can help you no matter what you’re selling. If this is your first time listening to our podcast, please subscribe, because we’re going to notify you every time we drop a new piece of content, just like this one, we’re dropping like it’s hot. So as we dive in, you get a chance to hear this The four step process, I won’t tell you what it is yet. And you’ll see how you can apply it to your process. Please, if you haven’t done so already, make sure to share this episode with somebody. It’s good, as you’re gonna see, as we dive in. It’s real good.
Matt Wolach
Matt, welcome to the show. Thanks, Donald happy to be here, my man. I’m
Donald Kelly
really looking forward to this conversation. Because especially as leaders, when we are trying to guide our team and help them especially in the climate that we’re in right now to be more effective, and to be able to improve their closing, we know that there’s, there’s, there’s ways you can get your team aligned, and there are unconventional ways that we can go about doing this. So I’m really looking forward to tapping into that portion here with you for the next 20 minutes. But before we dive in, I bragged about a little bit of a teaser, why don’t you give us a little bit more about what you do, man?
Matt Wolach
Yeah, thank you. So I started out in software a long time ago, getting closer to 20 years now. And what makes me sound old. And in my early days trying to sell it was a struggle and really couldn’t figure out what to do. Even though I had some sales experienced prior. None of it really applied to what I was doing in software. And so I had to kind of learn on my own and try and figure it out. And fortunately, I was able to put together a process took years for it to happen and years for us to take off. But that company did take off it eventually exited for quite a nice number decided that was fun started another company exited that one as well and had a few people saying Hey, Matt, like, it looks like you’re doing great. Can you tell us the secret what’s going on. And I said, Hey, I just kind of follow this process. And it was great. You should do it too. And so after doing that a few times, my friends, they would go off and have success. And I realized this is fun. Like I get energy from helping people understand how to improve. And so I decided to make that a full time thing. And now I’m a software sales coach to help people understand how to close more deals, how to get more, more revenue per deal, how to make those deals happen faster. And it’s super fun. When somebody emails me and says Matt, that little thing you told me just closed us three deals. Thank you so much. It’s so cool. I love it.
Donald Kelly
Like there’s just so rewarding that it’s just kind of like some people money is money is good, right? You can it’s obviously we’re in business, we want to earn income. But there’s something rewarding it just like when you can just see like this, this little thing that I shared or this strategy is like helping someone else that you don’t even know they just like you know, or know well like a best friend. But it’s like they they find it and a stranger and help them. So that’s really dope, man. And this is why I wanted to talk to you about it. Like I feel like you probably have like a plethora of these and we may have to have Matt like back on like, you know, another episode. But closing is a it’s one of those places, those areas where many, many salespeople have a difficulty. And especially as organizations, oftentimes you don’t have systems to be able to close consistently. I would love for you to just give me a preface on some of the challenges you’re seeing right now with organizations when in this environment sellers are facing before they apply your stuff. But just the economic, just the environment. What a challenge. What are closing challenges you’re seeing right now?
Matt Wolach
Yeah, well, first of all, it’s really frustrating if you’re an AE or even an SC and you’re getting into a role and you’re new in the role and I can tell you the people that are in those roles that I talked to they feel like they didn’t get enough support from their organization and and that’s kind of the way it is right now in tech. You just hire a bunch of people kind of thrown to the wolves say good luck. Here’s some things oh, here’s a here’s a folder on the drive that has all the stuff good luck help hope it works and why don’t you just watch a few of our calls then maybe it’ll work for you. And that’s not enough, you know, we’re not giving them enough to give them that, that success. And by the way, the reason I’m kind of pandering this is I’m thinking about my own experience, I did this myself with my first hire, it might come into my head and realize, like, I completely failed the guy, and he had no chance. And it was really frustrating for him, it was really frustrating for me. And so if you’re in a sales role, it likely feels like your organization isn’t giving you enough support, and you kind of have to, to learn on the fly. And it’s really frustrating. So from both perspectives, if you’re in that sales role, make sure to soak up as much as possible and learn as much as possible and kind of help your organization understand that you need more support, you need more guidance, you need more of a process to be able to follow. And if you’re a leader in the organization, create that process, have that documented, show them exactly what works, exactly what doesn’t. And the organizations that have that kind of a structure in place, it’s so much easier for them to scale. And those are the ones that I see that actually take off, because once they put that process in place, make it very clear of exactly how to run the process for the salespeople. Man, it just becomes like, like everything so consistent, each salesperson is able to hit their marks, each person is able to get the deals in and great revenue. And it’s just, it’s so much fun for everybody, leadership and individual contributors when it works. So absolutely have a process in place.
Donald Kelly
now, let’s say I’m an leader, um, listen to this episode. And I’m like, okay, I get you, Matt, I know we need to have a process. I just don’t know what a process is. That’s going to work to help my team close. It’s tough right now. And we’re trying, my team just want a discount. And I’m busier than ever before. But what what does a good process look like? Or worse even start with this? This is your baby. This is your world, Matt.
Matt Wolach
Yeah, I love this stuff. By the way. I’m glad you asked that. Because I get so like, hyped up about it. But I also was asking that same exact question. I was like, Well, what do I would love to teach the next person I bring in some sort of process? But how do I do that? And so I had to come up with that process myself. And I basically took it from all sorts of sales experts and seminars, I attended all these things and kind of made it fit for exactly what we were trying to do. And it turns out works for a lot of people. And right now I coached more than 270 Different companies around the world. And they’re all using it and it’s going great. So what is that process? I call it the perfect deal process d a l? And those are that’s an acronym that stands for something. So D stands for discovery, we have to understand who our buyer is, who is this person in front of us? What do they care about? What do they hate? What are they hoping for what keeps them up at night, we really have to understand everything about them. So we know how to approach them. First, we got to know that if they’re a fit, first of all, but once we know they’re a fit, we have to make sure we get them realizing how tough their situation is how bad their situation is, for example, most sellers right now, they’re only using discovery to find fit. Well, here’s the problem with that. If you’re an experienced seller, the problem lies in that you will eventually know exactly what the problems are with your prospect after they say three words. Because you’ve seen it all. You’ve seen all the struggles, you’ve talked to so many people, you have what’s called the curse of knowledge, the curse of knowledge means you know so much about what you’re doing about your industry about your product, that you already know their problems, you already understand it even when they take their first breath on the call. That’s a great thing to know. However, discovery is equally as important for the buyer as it is for you. So just knowing the fit is can you repeat that one more time for the people in the back? Yeah, discovery is equally as important for your buyer as it is for you. And here’s why. Knowing your fit is great. But actually there are studies that show other things need to happen, for example, in discovery is your first chance to really connect on a personal level with the buyer, based on how you act, the questions you ask all those things matter. And your buyer can feel like you get them and if they feel like you understand them, like you get them, they’re gonna be wanting to follow you and want to be a part of whatever you’re doing. The next thing is you can show them, you know what you’re talking about. So, in discovery, and we know that we try to get trust, we try to build trust with our buyers. And that starts right at the beginning of your marketing funnel. But even on the sales call, if we can build that trust, how do we do it? A lot of people try to say, Oh, we have these amazing companies that already trust us and and use us and I’ve been in the industry for so long. But actually you can build trust. Even if you’re only asking questions, even if in discovery you only ask a question because if you’re in a certain industry, the questions you ask If you know the industry, those questions are going to be fine tuned to that industry. They’re going to have lingo that everybody in any industry uses, the verbiage, the things, you talk about the things you ask, and even diving into their answers and asking follow up questions. Only an expert in the industry would know to do that. And so so they will know you get what you’re talking about, you know, you’re talking about just by how you handle the questions you asked, you don’t have to say, I’m amazing. I’m great at this. But the last thing, Donald is the most important reason why you need to do discovery, it’s because most buyers will start the call. And you’ll say, hey, what do you need? Well, I just saw you have something I just want to see if this is going to fit for us. That’s not great. That’s not a good buying position. That’s not somebody who’s like, I’m gonna buy this right away. No, they’re just kind of kicking tires, what we need to do is get the buyer to realize how bad their situation is, how tough things are, if they don’t think their current process or their current problem is terrible. They’re never going to take enough action and leave that process. So part of discovery is us getting them to realize that things are terrible, and they must make a switch. See, the problem is when we get a no from a prospect 80% of the nose, we get, they did not switch to a competitor 80% of the nose, we get, they actually did nothing, they took no action, they stood still. So our number one challenge is actually not trying to beat the competitor, but just get the prospect to realize they need to move and do something. And this is a big part of it. If we can get the buyer to realize they’re in a bad situation. And that that thing that they’re doing every day, they actually don’t have to do and they’re wasting a lot of time and losing money or resources for it. Well, if we can get them to realize that then they’re going to be much more likely to want to take action. How do we do this? It’s a tactic that we use, it’s called twist the knife. Twisting the knife means let’s make sure that if a buyer voice is a pain, we don’t just say, Oh, it’s okay. No worries, which is what we’re taught throughout society. And that’s how we’re supposed to act. And that’s great. Keep doing that elsewhere in your world. In sales don’t do that. We need them to realize it’s bad to be a consultant help them understand things are terrible. Because if they don’t, they’re never going to want to change. And so if if we can do this and kind of twist the knife and ask follow up questions like, well, what has that meant to you? How about you personally? Does this mean you’re not getting home to the wife and kids at night unable to have dinner? Does this mean that your team doesn’t feel empowered? Does this mean that you don’t feel empowered from your higher ups? Understand by diving and twisting the knife, getting them really feeling the pain? And once they do, they’re going to be much more likely to take action. For example, one of my clients, Greg, he came to me with a 1.9% close rate on his demo that’s from demo, from talking to people having conversations closing only 1.9%. You can imagine how frustrated he was this guy was really emotional about this problem. We understood that and I kind of dove in and understood that his real issue was discovered he really wasn’t getting people worked up. He knew his industry so well that he’s barely doing any discovery because he found out they’re a fit quickly. And so once we fixed that and got him to really dive in and really twist the knife on some of these answers. They were that he was getting. He improved that discovery process. So well. In fact, he got his close rate from 1.9% to over 30%. In a very competitive industry. Yes, more than 10x. And he says his buyers are 90%, closed after discovery. He’s not even tell them anything about the company or the products. He says they’re basically ready to go. And that’s because he got them so worked up and so frustrated about their current problem. And they see him as an expert because of how he walked them through getting to that point. He’s a consultant, they’re going to follow him and he’s doing it great. The perfect analogy for this that makes it clear because people like really, can it really happen? Well, let’s say that your prospect they’re crawling through a desert, right? They’re going through the desert, things are terrible. It’s really hot, you know, sand everywhere, they’re dry, and they’re like, oh, and they realize it’s really bad things are terrible, and they’re gonna die if nothing happens. And along rides up somebody on a horse, and they come up and they say Whoa, it looks like you’re in pretty bad shape. Would you like some water? Well, that person is not going to say, Well, I do need water but is it filtered? I only drink filter. Is it mountain spring water? Because that’s all I know. They’re gonna say yes, give me the water. And that’s exactly what we can do in sales. We can get them realizing things are bad. And oh, yeah, we have a product people get a lot of benefit from it. You want it? Yeah, great. You got it. Okay, cool. Let’s just do it. And here’s…
Donald Kelly
The question because here’s where I’m sure sellers come back in because I’m, we’re on the same school of thought with discovery. I really do feel the deal closes into disco. But I and again, my role here is to make sure I push back against you, right, make a good interview. But how do you do this with Don’t make it. The buyers not see that. Okay, I know what you’re trying to do, Matt, like, I’m a season buyer. I’ve been in this industry, I’ve bought multiple software’s before, how do I come across without making it too gimmicky? And whatever making sense? Yeah,
Matt Wolach
no, it’s a great question two things. Number one, if they are a buyer, even if they’re a seasoned seller, one of the oldest sales sayings is the toughest person to sell is a salesperson, right? Because they know all the moves and all the tactics. But I actually think that that saying is not complete. I think that the toughest person to sell with bad sales is a salesperson. But the easiest person to sell with great sales is a salesperson, because they recognize that you are good at your craft, and you’ve put a lot of work into it. And if that’s the case, then everything else must have also had a lot of work put into it, the product, the team, the service, all of that stuff. And so salespeople who recognize good sales, I’ve found that they are actually more likely to buy when they do. And in fact, when I do this to my prospects coming to work with me, I absolutely am twisting the knife on them. And two things happen. Number one, they get super emotional and emotional is where people make decisions. And number two, they say, teach me how to do what you’re doing to me, because I feel it. So they’re literally telling me, I feel this, you need to show me how you’re doing this. And they sign up and I show them and they go out and crush it. So it’s totally okay to quote unquote, use a tactic. I will tell you that typically only sales people recognize it. Other people experienced buyers even usually don’t, and they don’t fully understand. Because again, if you’re doing this the right way, all you’re doing is helping them uncover stuff that they hadn’t seen yet in their own process or their own company. And it becomes something that they see you as that expert who’s helped them do that, and somebody who’s helped them, they’re going to want more help. And that’s one of the biggest things. I think you and I talked about this before in sales, the best thing to do is help help don’t sell and you’re going to sell a lot.
Donald Kelly
I love it. I know, we don’t have enough time to get through everything. But do you mind telling us what the EAL is? Yes.
Matt Wolach
Okay, so we’ve got the perfect deal. Process D is discovery E is educate, we need to educate our buyers, several things we need to educate them on. As many people know, if you educate your buyers, they’re going to be more likely to stick around and more likely to close with you. Number three, A is associate that’s where you can associate your product or service to what you learned in discovery. So what they are struggling with. So based on the challenges they have, based on the goals that they have, we need to connect our tool or our solution to that and show them exactly how they’re going to solve those things. That’s associate and the last one is lead, not so much as generating leads, but meaning take the lead, take charge, be in control of the entire process, don’t let them control it, because they have no idea how to buy your software, they’ve never done it before. Make sure you are the one guiding them through exactly what should happen at every stage. And if you can do these four things, you’re going to see outstanding results. One of my clients, Robbie actually just told me they went from an 18%, close rate to 67%. close rate. They’re closing two out of every three demos they talked to at $20,000 a clip. So if you know how to do this, right, it works great.
Donald Kelly
Come on man money in the bank. Why does Why would this not work? This process? Why would this not work?
Matt Wolach
It doesn’t work if you don’t commit to it, if you don’t believe in it. And you just say well, let’s try pieces of it or parts of it, you’ve gotten to do the process. And you’ve got to make sure the whole team go back to the very beginning we talked about got to make sure the whole team is aligned and following the process. And if you do, you can start to see your whole team rising, everybody doing great things. It’s really cool. One of my clients, Elaine, she was super frustrated because her company had a better product, but was losing to the competition. And when we looked at it, their calls were absolutely way off the rails. And she would have some reps who were doing okay, some were terrible. They went from an 11% close rate. Once they implemented this, they’re now at 39%. close rate, almost Forex their close rate as a team, and everybody’s very consistently hitting those numbers.
Donald Kelly
I love this man, this is so simple. So powerful. But time and time again can work if you apply. And what I love about the part that you shared is the consistency don’t piecemeal it and I think many of us have done that we read a book and we’re like, oh, man, chapter one was really cool. But then don’t do chapter, you know, two to 10. And then next thing you know, it’s like, how come it didn’t work? That concept doesn’t make sense. And but it’s not that it didn’t make sense because you didn’t work? You didn’t do it. So I really love that consistency. This is great. Let’s say for instance, Matt, that I’m interested in this stuff and I want to learn about it. I want to apply it. Where do I go? Do I hit you up on LinkedIn? Do I send a letter in the mail? How do I get in touch with you to make this happen?
Matt Wolach
Yeah, LinkedIn is great. I’m very active there. So Matt Wallach, W O L Ach, you can also go to Matt wallach.com ma TT W O L ACH and actually have some free giveaways on there. For one, I have a scorecard. So if you are like, Hey, he’s talking about close rates, I don’t even calculate my close rate. I have a sales scorecard, we can go download that and calculate your close rate right away. It’ll tell you exactly what you’re doing, along with other really important KPIs and metrics, and then it will show you how you compare to benchmarks and where you should be. And each number is made automatically red, or or green, this is a totally free thing. Just grab it, it’ll tell you where you need to improve. So it makes it really easy to start managing.
Donald Kelly
This is dope, guys get the free gift. Find more information about it. We got it right there in the show notes as well. Matt, thank you for coming on the show today. Appreciate it, Donald.
Matt Wolach
Yeah, this was a bunch of fun, man.
Donald Kelly
See, I told you, I told you Matt knows what he’s talking about D E A L. That’s what it’s talking about. Maybe go ahead and check out that process. What I liked about it, one of the things he says was around that, you know, many of us as salespeople, we mess up on the disco, not only the fact that we’re not doing a follow up questions, but the fact is that we’re not twisting the knife enough, we’re not going deep enough. And 80% of any 80% of those deals that are not progressing. They’re not doing anything because the salespeople are just not getting them to step up to the plate. So I love what Matt had to share and I encourage you to go follow him he’s on LinkedIn. Speaking about following we have some amazing things from our sponsors that can really help you so if you haven’t done so already, check out our sponsors, connect with them and tell them you found them here on the sales evangelist podcast and check with Matt and a free gifts that he has to offer. I mean, it’s like there’s a link down below in the show notes like plethora stuff so it’s good, man, appreciate you. As always, our podcast is designed for individuals like you who are trying to three to 5x a sales pipeline with quality opportunities. They’re trying to increase their close rate. And if you need help on that, you should check out our mastermind where sellers like you come together we ask we play we roleplay we practice, we we break down your process, we listen to tape, and we figure out ways that we can help you to improve and we’d love to have you. As always, you can find all the details about the mastermind in the show notes or you can go to the sales evangelist.com/mastermind and apply for our next group. I want you to thrive I want you to succeed but most importantly I want you to raise the level of thinking go out and do big things. See in the next one.
