Software Sales Tips by Matt Wolach

Sales Tips

VIDEO: No Sales Process, No Deal

It doesn’t matter how good your marketing is, if you can’t sell, you’re doomed

Do you think great marketing will work even without a good sales process?

Listen to this story:

This just happened to me a couple weeks ago.

I do Sales Process Audits.

My clients pay me to “mystery shop” their company, and 2 of their competitors as well. My findings and report gives them a complete buyer’s perspective of their sales process.

For one I did recently, one of the competitors looked really slick. Great marketing, nifty website, cool automation. Everything looked terrific and I was impressed.

Then the humans stepped in.

Once I got to the demo stage, that perfect image shattered.

The demo was a mess, unstructured, focused on them, no Discovery. You name the error, they had it.

It was obvious the rep hadn’t been trained at all.

Then in a follow up email he said he lost his notes from our call and asked for more details so he could provide a quote. ?‍♂️

If I were a real prospect, they destroyed any chance of me buying.

It didn’t matter how great the marketing was if they couldn’t sell.

(the opposite is also true so don’t come at me, marketers)

Don’t let this happen to you.

Don’t spend tons of money and effort getting leads, if you’re not going to spend the same amount of time and money on closing those leads.

Check out the video for a thorough explanation.