Scale Your SaaS: Recent Episodes
Matt Wolach
Each week we talk with those who have succeeded and inspired in the world of software. How they did it, what advice they have, and what's coming in the future with new innovation. All aimed at helping you generate more leads, close more new customers, and Scale Your SaaS.
EPISODE SUMMARY
In the competitive world of B2B SaaS, understanding the nuances of billing, financial operations, and growth metrics is crucial for success. Recently, we had the pleasure of hosting Randy Wootton, CEO of Maxio, on the Scale Your SaaS podcast with host and B2B SaaS Sales Coach Matt Wolach.
With over 25 years of leadership experience at tech giants like Microsoft and Salesforce, Randy brought knowledge about scaling businesses and driving growth. Maxio, a B2B SaaS platform, simplifies billing, invoicing, subscription management, accounts receivable, and collections, offering a comprehensive solution within a single system.
Here’s a deep dive into the conversation, where he shares his insights on SaaS metrics, financial management, and the secrets to success for SaaS CEOs.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 330, “What is the Best SaaS Metric to Track - with Randy Wootton”
Guest: Randy Wootton, Chief Executive Officer at Maxio
Host: Matt Wolach, a top B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Key SaaS Metrics for Early-Stage Software Companies
- The Seven Secrets of Success for SaaS CEOs
- Ingraining a Strong Company Culture
EPISODE HIGHLIGHTS
- A Unified Approach to Financial Operations
- The Hidden Complexity of SaaS Financials
- The Role of Financial Systems in M&A and Investor Relations
TOP QUOTES
Randy Wootton
[04:12] "The key to success in any SaaS business is understanding your customer acquisition cost (CAC) and how it drives your growth engine."
[08:47] "One of the most overlooked aspects of SaaS growth is gross retention. If you're not keeping your existing customers, all the growth in the world won't matter."
[12:23] "Building a strong executive team is critical. You need people who understand the numbers and how to turn those numbers into actionable strategies."
Matt Wolach
[03:25] "Understanding your Ideal Customer Profile (ICP) is the first step in creating a scalable SaaS business."
[07:14] "The most successful SaaS companies I’ve worked with are the ones that truly understand the power of storytelling in their sales process."
[14:38] "Consistency in your sales process is key. You need a repeatable system that delivers predictable results."
LEARN MORE
To learn more about Randy Wootton, visit: https://www.maxio.com/
You can also find Randy Wootton on LinkedIn: https://www.linkedin.com/in/randy-wootton-910/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Scaling a SaaS company is no small feat. The journey is filled with challenges, from generating leads to closing deals and building a robust sales team.
On a recent episode of Scale Your SaaS, host and B2B SaaS Sales Coach Matt Wolach sat down with Brian Parks, Co-founder and CEO of Bigfoot Capital, to discuss how SaaS companies can make strategic financial decisions to fuel their growth. Brian, with his extensive background in financial services and SaaS, shared valuable insights on choosing the right type of capital, the importance of alignment, and common mistakes founders should avoid.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 331, “Is Debt or Equity Financing Better - with Brian Parks”
Guest: Brian Parks, Co-founder & CEO of Bigfoot Capital
Host: Matt Wolach, a top B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- The Need for Strategic Capital
- Common Mistakes to Avoid
EPISODE HIGHLIGHTS
- When to Choose Debt Over Equity
- What Investors Look For
TOP QUOTES
Brian Parks
[03:25] "When you're considering funding, the first thing to think about is whether you want to give up equity or keep control by using debt."
[15:50] "Debt can be a great tool if you know your growth trajectory and have the revenue to support it. It’s all about understanding your risk tolerance."
[28:04] "One common mistake SaaS founders make is not aligning their funding strategy with their business goals. It's critical to have a clear plan and stick to it."
Matt Wolach
[12:11] "A lot of founders get caught up in the idea of raising as much money as possible without really considering the long-term impact on their ownership and decision-making power."
[21:33] "It's important to know when the timing is right for funding. If you rush into it, you might end up in a situation that’s not ideal for your company’s future."
LEARN MORE
To learn more about Big Foot Capital, visit: https://bigfootcap.com/
You can also find Brian Parks on LinkedIn: https://www.linkedin.com/in/parksbrian/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In a recent episode of Scale Your SaaS, host and B2B SaaS Sales Coach Matt Wolach sits down with Andy Culligan, a seasoned marketer with a rich background in SaaS, who shared his journey from CMO of Leadfeeder to becoming a fractional CMO, a role that has been gaining significant traction in recent years.
Andy’s story is not just about his career evolution, but also about the larger shift in how companies are approaching marketing leadership. Read more to learn how the best marketing process can change your business.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 329, “The Best Marketing Process - with Andy Culligan”
Guest: Andy Culligan, Founder of andyculligan.com
Host: Matt Wolach, a top B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Common Pitfalls in SaaS Marketing
- The Art of Sales and Marketing Alignment
- Scaling a SaaS Business Successfully: The Key Strategies
EPISODE HIGHLIGHTS
- A Serendipitous Start to a New Career Path
- The Value of Fractional Leadership
TOP QUOTES
Andy Culligan
[03:22] "Fractional executives are becoming more popular in the SaaS space because they offer high-level experience without the long-term commitment of a full-time hire."
[08:15] "SaaS marketing is uniquely exciting because it's all about scalability and leveraging data to drive growth."
[08:45] "Sales and marketing alignment is crucial. When these teams work together, they create a powerful engine for growth."
Matt Wolach
[13:31] "If you’re looking to scale your marketing efforts, it’s essential to focus on building a repeatable and scalable process."
[18:30] "Having a clear marketing plan isn’t just about setting goals; it’s about knowing what success looks like and having the right metrics in place to measure it."
LEARN MORE
To learn more about Andy Culligan, visit: https://andyculligan.com/
You can also find Andy Culligan on LinkedIn: https://www.linkedin.com/in/andy-culligan/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In the most recent episode of Scale Your SaaS, Steven Webster, co-founder of Asensei, shared insights into the journey of building a cutting-edge technology company that’s redefining the fitness industry with host and B2B SaaS Sales Coach Matt Wolach.
From launching their SDK to pioneering movement recognition akin to speech recognition, Asensei has made significant strides in digital health and fitness. Here’s a deep dive into their story, their innovative technology, and the lessons learned along the way.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 328, “He Became #1 in His Industry, Then Exited - with Steven Webster”
Guest: Steven Webster, CEO & Founder of Asensei
Host: Matt Wolach, a top B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Innovation in Action
- Inspiration and Realization
- The Entrepreneurial Leap
- Building a Direct-to-Consumer Product
EPISODE HIGHLIGHTS
- Early Challenges and Successes
- Insights on Entrepreneurship
TOP QUOTES
Steven Webster
[01:55] "In the beginning, it’s about getting those first wins, replicating those, and then making sure that as you onboard customers, you’re not facing a completely unique challenge every time, but can follow a repeatable process."
[08:15] "Entrepreneurship is not a career path, it’s a state of mind."
[08:45] "Get experience in as many aspects of business as possible, not just your core area of expertise."
Matt Wolach
[13:31] "The lesson we can take from that is, be your personal brand, get people to recognize who you are your expertise, get people to look up to you in the industry, and they'll want to follow and do what you're doing and buy your stuff. "
LEARN MORE
To learn more about Asensei, visit: www.asensei.ai
You can also find Steven Webster on LinkedIn: https://www.linkedin.com/in/stevenwebster/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In the most recent episode of Scale Your SaaS, Founder & CEO at Humantic AI Amarpreet Kalkat shared his journey in the AI industry with host and B2B SaaS Sales Coach Matt Wolach, reflecting on his experiences since actively engaging with AI in 2014. He noted the significant waves of AI popularity, with the current one being the most profound.
Amarpreet's second AI startup, Humantic AI, aims to revolutionize the software sales process by enabling sellers to deeply understand their buyers and engage in a "buyer-first manner." This approach prioritizes the buyers' needs and interests, making the sales process more meaningful and effective. Read on to learn more about how Humantic AI differentiates itself from the competition with AI.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 327, “How to Separate From the Competition - with Amarpreet Kalkat”
Guest: Amarpreet Kalkat, Founder & CEO at Humantic AI
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Revolutionizing Software Sales with AI Insights
- Unconventional Marketing and Future Innovations
- Takeaways on the Rise of AI for Software Founders
EPISODE HIGHLIGHTS
- From Developer to Seller: A Critical Shift
- The Evolution of AI: Milestones and Market Navigation
TOP QUOTES
Amarpreet Kalkat
[07:12] "The better you know your buyer, the better your chance of success."
[10:45] "AI is not just about automation; it's about augmenting human capabilities."
[22:08] "Effective marketing is not about shouting the loudest, but about understanding and connecting with your audience deeply."
[28:42] "Moving from a developer to a seller mindset was challenging but immensely rewarding."
[35:55] "Follow your passion and solve problems that truly matter."
Matt Wolach
[05:50] "A successful sales strategy starts with truly understanding your customer's needs and pain points."
[12:30] “Personalization in sales is not just a trend; it's a necessity for connecting with modern buyers.’’
[23:45] "Embrace technology, but always keep the human element at the forefront of your sales efforts."
[32:10] "The future of sales lies in combining human empathy with AI-driven insights for a truly personalized experience."
LEARN MORE
To learn more about Humantic AI, visit: https://humantic.ai/
You can also find Amarpreet Kalkat on LinkedIn: https://www.linkedin.com/in/amarpreetkalkat/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In this episode of Scale Your SaaS, Chris Hicken, Chief Productivity Officer at ClickUp, shares his thoughts on the current state of the IPO market, the crucial metrics investors focus on, and the strategic decisions software founders face with host and B2B SaaS Sales Coach Matt Woalch. As the market gradually recovers, many SaaS companies are preparing for potential IPOs, but it's clear that a cautious approach is still prevalent.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 326, “How to Grow to IPO with a Small Problem-Solving Team - with Chris Hicken”
Guest: Chris Hicken, Chief Productivity Officer at ClickUp
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Deciding Between IPO and Other Exit Strategies
- Building and Scaling Software Companies
- Transition to ClickUp
- Differentiating ClickUp in a Competitive Market
EPISODE HIGHLIGHTS
- The IPO Backlog and Market Readiness
- The Challenges of Going Public
- Advice for New Software Founders
TOP QUOTES
Chris Hicken
[09:57] "We often selected executives to join the company based on their pedigree, meaning the logos of the companies that they used to work at, they're very impressive people very smart. They were pre-vetted by companies that we liked and trusted. But when they came to UserTesting, they oftentimes weren't a fit."
[12:50] "As we grew, UserTesting, all of these huge productivity problems started to emerge, for example, it became really hard to see what everybody was working on. So transparency, felt like it went to zero."
[20:25] "Right now, in this environment, it's ultra important to build companies that focus on being scrappy, and efficient and minimizing cash burn. So one of the tools that founders can use early on, of course, is to lean much more heavily on AI."
Matt Wolach
[09:57] "I've learned the same lesson. Hiring for culture is so important. It's something I've learned in my career. And beyond that, like you say, being a problem solver and finding those problem solvers is critical.”
LEARN MORE
To learn more about ClickUp, visit: https://clickup.com/
You can also find Chris Hicken on LinkedIn: https://www.linkedin.com/in/chrishicken/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In this episode of Scale Your SaaS, host and B2B SaaS Sales Coach Matt Wolach sits down with Ken Lazar, Chief Career Officer at Ability Professional Network to discuss his approach to recruiting top-tier sales professionals. If you're looking to build a sales team that drives your SaaS business forward, take Ken’s advice to heart. Read this blog to learn more.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 325, “How to Build the Best Sales Team - with Ken Lazar”
Guest: Ken Lazar, Chief Career Officer at Ability Professional Network
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Build a Balanced Software Sales Team
- Compensation Structure: Keep It Simple and Fair
- Avoid Common Mistakes in Sales Hiring
EPISODE HIGHLIGHTS
- A Unique Journey: Ken's Personal and Professional Blend
- The Genesis of Ability Professional Network
- Key Traits of Successful Software Sales Professionals
- Conclusion: The Right Approach to Sales Recruitment
TOP QUOTES
Ken Lazar
[01:20] "When you build up social capital, and you've helped people along the way, they return the favor tenfold."
[12:15] "Recruiting sales professionals is a unique process. It's not like recruiting engineers or accountants."
[19:06] "You can't build your entire sales team with Mavericks. Otherwise, there will be no cooperation amongst the sales professionals on your team."
Matt Wolach
[08:19]"If sales reps don't have a good understanding of basics, then it's rough."
[19:39] "It's amazing how other people have come to help. I remember when I started my companies, inevitably I'd have somebody I helped previously that would come help me."
LEARN MORE
To learn more about Ability Professional, visit: https://www.abilityprofessional.com/
You can also find Ken Lazar on LinkedIn: https://www.linkedin.com/in/kenlazar/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARYIn this week’s episode of Scale Your SaaS, I sat down with Sam Dunning, who has carved an impressive path in the world of SEO and digital marketing. His story is as inspiring as it is instructive. From his early days in retail to founding his agency, Breaking B2B, Sam’s journey is a testament to the power of perseverance and the importance of aligning marketing with sales.
PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 324, “Why Your SEO Isn’t Working - with Sam Dunning”
Guest: Sam Dunning, Founder and Host at Breaking B2B
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Common Mistakes in SEO
- Aligning SEO with Your Software Sales Intent
- Creating Best-in-Class Content
- The Advantage of Smaller SaaS Companies
EPISODE HIGHLIGHT
- From Retail to Digital Marketing
- The Early Days: Learning by Doing
- Founding Breaking B2B
- Conclusion: Start Now, Iterate Later
**TOP QUOTES
Sam Dunning**
[01:20] "In my opinion, kind of getting thrown in at the deep end of a startup is one of the best things you can do for hands-on experience."
[12:15] "SEO often gets overcomplicated. For many SaaS websites that want to drive a steady stream of demos or sales calls, it doesn't have to be."
[19:06] "The advantage that a lot of smaller SaaS companies have is that the giants within their niche have so much red tape."
Matt Wolach
[08:19] "It really is kind of a misalignment with marketing and sales and with your SEO people, and also from leadership not giving the right direction of exactly what needs to happen."
[19:39] "Same thing if you're thinking on the development side for the product too, by the way, it takes forever to spit out product when you're big."
LEARN MORE
To learn more about Breaking B2B, visit: https://www.breakingb2b.com/
You can also find Sam on LinkedIn: https://www.linkedin.com/in/samdunning/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In the recent episode of Scale Your SaaS, host and B2B Matt Wolach had a compelling conversation with Frank Husmann, CEO & Founder of Maxiality, an ex-SaaS founder turned authority marketing expert. Frank shared valuable insights on how B2B SaaS leaders can leverage their expertise to become industry authorities and drive business growth. Here’s a deep dive into the key takeaways from their discussion.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 323, “How to Be the #1 Choice in Your Industry - with Frank Husmann”
Guest: Frank Husmann, CEO & Founder of Maxiality
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Understanding Authority Marketing
- Shifting from Product Focus to Results Focus
- The Pitfalls of Traditional Marketing
- Practical Steps for Founders to Build Authority
Frank outlined a systematic approach to authority marketing:
- Schedule Regular Content Creation: Plan monthly interviews with founders to extract valuable insights. Use these sessions to generate a wide array of content, including blog articles, LinkedIn posts, newsletters, and YouTube videos.
- Develop a Unique Point of View: Stand out by articulating a distinct industry-issue perspective. This could involve challenging standard practices or offering innovative solutions.
- Leverage Multi-Channel Distribution: Utilize platforms where your target audience is active. Amplify successful content with targeted ads, particularly on LinkedIn.
- Integrate Sales and Marketing Efforts: Ensure marketing content aligns with sales needs, providing valuable resources for use throughout the sales process.
EPISODE HIGHLIGHT
- From SaaS Founder to Authority Marketing Expert
- Final Thoughts
Authority marketing is not just a strategy; it’s a commitment to consistently sharing your expertise and becoming a trusted voice in your industry. Start today, and watch your influence—and your business—grow.
TOP QUOTES
Frank Hussman
[04:23] "Authority marketing is basically using the knowledge that's in the organization, most of the time, it's the founder or any other subject matter expert, using that knowledge to become an expert in the industry."
[19:56] "Having a unique point of view... there are so many other things that you can do to create a unique point of view because if you do that, then you will really stand out in the crowd."
[22:13] "Make sure that if you start early, you can fine-tune your messaging, you can fine-tune your point of view. And you'll have a lot of buffer of content that you can use when you want to advertise, for example, but you're already inside your ICP talking if you're doing this right."
Matt Wolach
[06:24] "Something I teach my clients is, don't sell your product, sell the results. If you just push product, product, feature, feature, feature, it gets boring, and it looks the same as every other product out there."
[08:40] "I love what you're talking about, about how founders need to leverage their
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In today’s rapidly evolving software sales environment, mastering the art of sales is more crucial than ever. This week on "Scale Your SaaS," host Matt Wolach and guest Richard Harris, founder of The Harris Consulting Group and a renowned sales influencer, discuss innovative approaches to selling that can significantly enhance your software sales strategy. Learn how to make your sales process not only effective but also profoundly impactful here.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 322, “The Seller’s Journey - with Richard Harris”
Guest: Richard Harris, Founder at The Harris Consulting Group
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
-
- Embracing the Sellers' Journey
-
- Tactics Over Features
-
- Demos Shouldn’t Be Training Sessions
-
- The Importance of Mental and Emotional Preparation
EPISODE HIGHLIGHTS
- Changing the Sales Paradigm
- Negotiating with Procurement
TOP QUOTES
Richard Harris
[06:25] “I titled the book, 'The Sellers Journey,' because I don't believe that there's a buyer's journey... There's a buyer's experience through the seller's journey."
[17:17] "Talk about the pain you solve, not what you do. Nobody cares what you do; they care what pains you solve."
Matt Wolach
[17:43] "The truth is, tweaking and refining our approach can lead to perfection in how we handle sales processes.”
[25:46] "Even the best, the reason that they're the best, is because they work the hardest to continue to improve to continue to be the best."
LEARN MORE
To learn more about The Harris Consulting Group, visit: https://theharrisconsultinggroup.com/
You can also find Richard Harris on LinkedIn: https://www.linkedin.com/in/rharris415/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In a recent episode of Scale Your SaaS, Matt Watson, CEO and Founder of Full Scale, shared his journey from being a customer to leading a successful outsourcing company with host and B2B SaaS Sales Coach Matt Wolach. Matt's insights provide valuable lessons for entrepreneurs, especially those in the SaaS industry.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 321, “How to Quickly Spin Up a Quality Engineering Team - with Matt Watson”
Guest: Matt Watson, Founder at Full Scale
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Transitioning from Doer to Leader
- Common Mistakes in Scaling Software Startups
- Importance of Ideal Customer Profile (ICP)
EPISODE HIGHLIGHTS
- Becoming CEO of Full Scale
- Benefits of Outsourcing
- Misconceptions about Outsourcing
- AI in Software Development
TOP QUOTES
Matt Watson
[02:15] "The need for affordable software developers led me to start Full Scale, and today, we have over 300 employees in the Philippines."
[04:30] "Outsourcing allows companies to scale faster and access a global talent pool, which is especially beneficial for tech startups."
[06:05] "One major misconception is that outsourcing means lower quality. In reality, it can provide access to highly skilled professionals who deliver exceptional work."
Matt Wolach
[14:37] "As a leader, your role shifts from doing the work yourself to empowering your team to achieve their best."
[21:18] "Understanding your Ideal Customer Profile (ICP) is vital for targeting your marketing efforts and ensuring you're attracting the right clients."
LEARN MORE
- Visit Fullscale.io to learn more.
- You can also find Matt Watson on LinkedIn.
- For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
- Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Software companies are increasingly looking for innovative ways to scale their operations while maintaining flexibility and cost-efficiency. Enter Mike Malloy, founder of Malloy Industries Consulting Group. With over 15 years of corporate experience and a stellar track record, including helping entrepreneurs secure deals on the popular show Shark Tank, Mike is at the forefront of a transformative approach to business growth: fractional executives. Read more about his story as he shares insights with host and B2B SaaS Sales Coach Matt Wolach.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 319, “Is a Fractional Sales Leader Right for Me? - with Mike Malloy”
Guest: Mike Malloy, Founder & CEO at Malloy Industries Consulting Group
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Integrating Fractional Executives with Existing Sales Teams
- A Winning Strategy
EPISODE HIGHLIGHTS
- What is a Fractional Executive?
- The Benefits of Going Fractional
- Misconceptions About Fractional Executives
- Why Fractional Executives Choose This Path
TOP QUOTES
Mike Malloy
[05:23] "Fractional executives bring a wealth of experience and a fresh perspective to companies, often delivering results much faster than traditional hires."
[10:45] "Many leaders think that fractional executives are just temporary solutions, but in reality, they can provide long-term value by building robust processes and mentoring internal teams."
[21:05] "Effective communication is crucial. As a fractional executive, I prioritize transparency and collaboration to foster trust and drive results."
Matt Wolach
[12:30] "To optimize the sales process, it's crucial to map out the buyer's journey and align your sales strategies accordingly."
[23:50] "Effective leadership involves not just guiding the team but also fostering a culture of accountability and continuous improvement."
[34:30] "Sales efficiency isn't just about closing deals quickly but ensuring that each interaction provides value and builds towards a long-term relationship."
LEARN MORE
To learn more about Malloy Industries, visit: https://malloyindustries.com/
You can also find Mike Malloy on LinkedIn: Mike Malloy
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In 2024, the software industry is experiencing what I like to call "The Big Squeeze." Sales leaders and Chief Revenue Officers (CROs) are being asked to achieve more with fewer resources. Goals and quotas remain unchanged, but teams are shrinking, leads are drying up, and customers are less responsive. This pressure cooker environment is causing significant stress across the board. These issues were prominent during a recent conversation at the SaaS Open conference in Austin, Texas.
That’s why in this week’s episode of Scale Your SaaS, host, and B2B SaaS Sales Coach Matt Wolach sits down with Kapta’s Founder and CEO, Alex Raymond, to discuss how to grow revenues with great account management to counter these challenges in SaaS. Read more to find out how you can apply these tips to your business.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 318, “How to Grow Revenues with Great Account Management - with Alex Raymond”
Guest: Alex Raymond, Founder & CEO at Kapta
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- The Challenge of Software Fatigue
- The Importance of Post-Sales Management
- Building a Robust Account Management Strategy
EPISODE HIGHLIGHTS
- The Origin and Evolution of Kapta
- Takeaways on The Big Squeeze
TOP QUOTES
Alex Raymond
[04:45] "Software fatigue is real. The market is saturated with tools, and customers are overwhelmed with choices."
[14:45] "One of the biggest mistakes in customer success is assuming that a satisfied customer will always stay. Satisfaction doesn't equal loyalty."
[29:00] "Focusing on customer success rather than just satisfaction leads to long-term profitability and a stronger customer relationship."
Matt Wolach
[05:30] "The role of sales in 2024 is evolving. It's no longer just about closing deals but about building lasting relationships."
[21:25] "Sales and account management must work hand in hand. A seamless handoff between these teams ensures a consistent customer experience."
[31:35] "In a competitive market, the ability to differentiate your product and articulate its unique value proposition is crucial."
LEARN MORE
To learn more about Kapta, visit: https://kapta.com
You can also find Alex Raymond on LinkedIn: https://www.linkedin.com/in/afraymond/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In this week’s episode of Scale Your SaaS, Ozan Unlu, founder and CEO of Edge Delta, shared insights into his journey and the innovations driving his company with host and B2B SaaS Sales Coach Matt Wolach.
With a background that spans leadership roles at tech and aerospace giants like Microsoft, Boeing, and Sumo Logic, Ozan's expertise is undeniable. He's raised an impressive $82 million in venture capital for Edge Delta and collaborated with industry leaders like Cisco and American Airlines. Let's delve into Ozan's story, his vision for Edge Delta, and the invaluable lessons he's learned along the way.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 317, “On Startup Mistakes, Successes, and $82M in Funding - Ozan Unlu”
Guest: Ozan Unlu, Founder & CEO at Edge Delta
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Navigating the Startup Landscape
- Fundraising Wisdom
- Sustainable Growth: Focus on steady, sustainable growth rather than rapid expansion. This approach helps maintain efficiency and balance within the team, allowing for more controlled and effective scaling.
- Entrepreneurial Mindset: Hire individuals with an entrepreneurial mindset who can adapt and thrive in a dynamic environment. These team members will be instrumental in navigating challenges and driving the startup forward.
- Strong Co-Founder Relationship: Having a co-founder or a supportive partner can make a significant difference during tough times. This partnership provides balance and shared responsibility, making the journey more manageable.
- Network and Seek Help: Utilize your network for support, feedback, and introductions. Don't hesitate to ask for help and leverage connections to overcome challenges and achieve your goals.
EPISODE HIGHLIGHTS
- The Birth of Edge Delta
**TOP QUOTES
Ozan Unlu**
[09:52] "I would say my biggest piece of advice would be make sure you are thinking about going into and building a company in an area that you do have very deep, intimate knowledge."
[19:47] "Don't be afraid to reach out to your network, even people that you haven't talked to in years. Just reach out and say Hey, I'd love your thoughts on something. Or I'd love your feedback"
Matt Wolach
[22:48] “I echo the co-founder statement. Having great partners is critical. It's so cool how they can pick you up on those bad days, how they can help you through the tough times how you can work on it together and just create this amazing bond”
LEARN MORE
To learn more about Edge Delta, visit: https://edgedelta.com/
You can also find Ozan Unlu on LinkedIn: https://www.linkedin.com/in/ozanu/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free tri
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In the dynamic world of business, where innovation is the lifeblood of success, it takes a special kind of vision and determination to carve out a niche that truly makes a difference. In this episode of Scale Your SaaS, Jason Radisson, CEO and founder of Movo, shared insights into his entrepreneurial journey with host and B2B SaaS Sales Trainer Matt Wolach, offering a glimpse into the strategic thinking and passion that drives his work. Read on to learn how to go from startup to unicorn.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 316, “Go from Startup to Unicorn - with Jason Radisson”
Guest: Jason Radisson, CEO and founder of Movo
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Leveraging Technology to Drive Innovation
- Embracing Resilience and Adaptability
- Prioritizing Portfolio Management
- Fostering a Culture of Innovation
EPISODE HIGHLIGHTS
- Understanding the Importance of Product-Market Fit
- A Vision for Empowering the Frontline Workforce
- Lessons Learned and Advice for Aspiring Founders
- Lessons on Visionary Leadership
TOP QUOTES
Jason Radisson
[17:14] "Every company has a couple of algorithms that will tremendously ring the cash register if you tap into them... it's few and far between are the companies that realize that have the insight and then have the leadership and money actually to make it happen at scale within their organization."
[22:55] "I think the overall skill that... every company that I found, every company that I scale up, I get more learnings and more insights on it, that fundamental skill is portfolio management."
[25:01] "The gig economy serves as a friction remover for kind of crappy employment in a different... country... where the product market fit is actually smoking hot."
Matt Wolach
[12:41] “Go get money, to fuel this fire that was growing.”
LEARN MORE
To learn more about Movo, visit: https://Movo.co/
You can also find Jason Radisson on LinkedIn: https://www.linkedin.com/in/jason-radisson/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In the ever-evolving world of SaaS, where personal touch and customer satisfaction are critical, it's essential to grasp the nuances of customer experience and relationship management. I was thrilled to chat with Richard Weylman, a distinguished business consultant and Hall of Fame keynote speaker this week. Richard offered invaluable insights from his upcoming book, "100 Proven Ways to Acquire and Keep Clients for Life."
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 315, “Proven Ways to Acquire and Keep Customers for Life - with Richard Weylman”
Guest: Richard Weylman, Coach, Speaker, and Author
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Understanding the Customer's Perspective
- Evaluating Customer Reevaluation
- Cultivating Deeper Connections
- Innovative Follow-up Techniques
EPISODE HIGHLIGHTS
- The Four Core Attributes of Customer Interaction
- The Impact of Authentic Communication
- Conclusion: The Art of Customer Experience
TOP QUOTES
Richard Weylman
[17:14] “You have a CRM, but what you really need to build out is a CXM, Customer Experience Manager.”
[22:55] “You’re not in the software business. You’re in the people business.”
Matt Wolach
[16:57] “There are specific words within a software sales process that if you say them, it’s going to kill the deal, and specific things you can do that actually accelerate the deal.”
LEARN MORE
To learn more about Richard, visit: https://richardweylman.com/
You can also find Richard Weylman on LinkedIn: https://www.linkedin.com/in/richard-weylman-keynotespeaker/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Launching a software startup is like embarking on a journey into the unknown, with twists and turns that can often be as exhilarating as they are daunting. Graham Curry, founder of Handicaddie, shares his insights from the rollercoaster ride of startup life, offering valuable lessons for fellow founders and aspiring entrepreneurs with host and B2B SaaS Sales Coach Matt Wolach in this week’s Scale Your SaaS episode.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 314, “How to Get Your Startup Early Traction - with Graham Curry”
Guest: Graham Curry, Founder of Handicaddie
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Weathering the Seasonal Storms
- The Power of Persistence
- Embracing the Journey
EPISODE HIGHLIGHTS
- The Journey Begins: Identifying the Problem
- From Idea to Execution: The Early Hurdles
- Conclusion: The Path Forward
TOP QUOTES
Graham Curry
[07:11] "Success isn't just about achieving lofty milestones or hitting financial targets; it's about embracing the process and deriving fulfillment from the pursuit of a passion."
[10:52] "Every challenge is an opportunity for growth, and every step forward, no matter how small, is a victory in itself."
[22:52] “Persistence is so important. If you don’t give up, you either die trying or you find the solution.”
Matt Wolach
[20:02] "Pricing can make or break a company; it's essential to approach it with a strategic mindset and a deep understanding of customer needs."
LEARN MORE
To learn more about Handicaddie, visit: https://www.handicaddie.com/
You can also find Graham Curry on LinkedIn: https://www.linkedin.com/in/graham-curry-handicaddie/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In the bustling world of SaaS startups, where innovation is critical, and competition fierce, pricing strategies often hold the key to success or failure. It's a topic that can make or break a company, yet it's usually approached with more art than science. This week Dan Balcauski, founder of Product Tranquility, dove deep into the nuances of SaaS pricing. We unearthed valuable insights that every software leader should heed.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 313, “Is Your Pricing Wrong? - with Dan Balcauski”
Guest: Dan Balcauski, Founder & Chief Pricing Officer at Product Tranquility
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Understanding the Who and How of Pricing
- Assessing Pricing Effectiveness
- Uncovering Customer Value
- Embracing Value-Based Pricing
EPISODE HIGHLIGHTS
- The SVCs Framework: A Comprehensive Approach
- Conclusion: The Choice is Yours
TOP QUOTES
Dan Balcauski
[07:11] "Value-based pricing requires a significant organizational commitment and rigorous analysis but offers unparalleled benefits in terms of aligning pricing with customer value."
[10:52] "Pricing can either be a lubricant in your go-to-market engine or sand in that engine."
[21:52] "Successful pricing is not just about what you charge but who you charge and how you charge them."
Matt Wolach
[20:02] "Pricing can make or break a company; it's essential to approach it with a strategic mindset and a deep understanding of customer needs."
LEARN MORE
To learn more about Product Tranquility, visit: https://www.linkedin.com/company/product-tranquility/
You can also find Dan Balcauski on LinkedIn: https://www.linkedin.com/in/balcauski/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In a world dominated by social media giants like Meta’s Facebook and Instagram, a new player has emerged on the advertising scene, promising untapped potential and unprecedented opportunities for software business growth. Enter Xvertising – the launch of Twitter ads, a platform often overlooked yet brimming with potential for those willing to seize it.
In this episode of Scale Your SaaS, Chris Orzechowski, CEO and founder of West Egg “Xvertising” Agency, shed light on the transformative power of X ads with host and B2B SaaS Sales Coach Matt Wolach. With over two years of experience navigating the nuances of Twitter advertising, Chris's insights offer a roadmap for SaaS businesses seeking to harness the full potential of this emerging platform.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 312, “How to Win with Twitter Ads - with Chris Orzechowski”
Guest: Chris Orzechowski, CEO & Founder at West Egg "Xvertising" Agency
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Cracking the Code of Xvertising
- Embracing the Opportunity
- Overcoming Hurdles
- Charting the Course Forward
EPISODE HIGHLIGHTS
- The Genesis of Xvertising
- Unveiling the Potential
TOP QUOTES
Chris Orzechowski
[07:11] "No one was talking about it. So I started playing with my own money and running ads to my own campaigns for my own products and services and things. And they were actually worked pretty well."
[10:52] "That's like saying Facebook Ads work. That's like saying, direct mail doesn't work. Like it works for some people who figure out how to make it work."
[21:52] "Your job as a founder as a marketer, CMO, Director of marketing, whatever it is to identify what those hooks are that get people's attention, move them action, and then amplify those."
Matt Wolach
[09:56] "X ads offer a unique opportunity for brands to reach a wider audience. Early Adopters may gain a competitive edge."
[20:02] "It is something that's ripe for opportunity right now. I think it is like the early days of Facebook ads."
LEARN MORE
To learn more about West Egg Agency, visit: https://westegg.agency/
You can also find Chris Orzechowski on LinkedIn: https://www.linkedin.com/in/chris-orzechowski-b5531823a/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Success hinges on more than just having a great product. It's about understanding your market, effectively communicating your value proposition, and aligning internal teams toward a common goal. This week’s Scale Your SaaS episode focuses on avoiding wasteful marketing spend.
With host and B2B SaaS Sales Coach Matt Wolach, head of product marketing at Rudderstack Eric Dodds share his insights into the world of product marketing and how it plays a pivotal role in the growth and success of SaaS companies. Check it out:
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 311, “How to Avoid Wasteful Marketing Spend - with Eric Dodds”
Guest: Eric Dodds, Head of Product Marketing at Rudderstack
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Understanding Product Marketing
- Identity Resolution: Unlocking Customer Insights
- Collaborating Effectively with Data Teams
EPISODE HIGHLIGHTS
- The Role of Product Marketing in Company Growth
- Key Takeaways for Software Leaders
TOP QUOTES
Eric Dodds
[07:11] "Product marketers act as the bridge between product development and sales, ensuring that the value proposition is clearly communicated and understood throughout the organization."
[10:52] "One of the key challenges in SaaS marketing is identity resolution — piecing together the fragmented data from various sources to gain a complete view of the customer journey."
[21:52] "Start small and focus on quick wins to build momentum and drive continuous improvement."
Matt Wolach
[09:56] "By aligning around clear goals and metrics, teams can work together to optimize performance and drive growth."
LEARN MORE
To learn more about Rudder Stack, visit: https://www.rudderstack.com/
You can also find Eric Dodds on LinkedIn: https://www.linkedin.com/in/ericdodds/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Artificial Intelligence has become ubiquitous throughout the years, sparking discussions about its implications for various industries. Despite AI's prominence, goal setting remains paramount in driving success for software businesses.
In this week’s episode, CEO at Rhythm Systems Patrick Thean sits down with host and B2B SaaS Sales Coach Matt Wolach to discuss the power of goal setting and execution in your software business. Read more to find out how.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 310, “Set Great Goals, Execute Correctly, And Win - with Patrick Thean”
Guest: Patrick Thean, CEO of Rhythm Systems
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Establishing a Rhythm for Reflection and Planning
- Embracing Leading Indicators for Progress Tracking
- Cultivating a Supportive Environment for Open Communication
EPISODE HIGHLIGHTS
- Identifying Common Goal-Setting Mistakes
- Take Advantage of AI-Powered Goal Writing
- Navigating the Complexities of Software Transformation
TOP QUOTES
Patrick Thean
[07:11] "Most people say things like, 'I want to go to a trade show.' Well, that's not a goal. I want to go to a trade show, I want to hit X number of contacts, I want to close X number of meetings. Now you transform a wish into a goal."
[10:52] "The biggest mistake people make is that they come up with a short phrase and they think they're done...you need to make it specific, measurable."
[21:52] "Goals are visualized using a traffic light system, enabling teams to align on expectations and track progress effectively."
Matt Wolach
[09:56] "Creating a supportive environment where team members feel empowered to share successes and setbacks openly is essential for fostering collaboration and driving results."
[16:03] “There is value in leading indicators in tracking progress and anticipating challenges...ensuring proactive management of goals."
LEARN MORE
To learn more about Rhythm Systems, visit: https://www.rhythmsystems.com/
You can also find Patrick Thean on LinkedIn: https://www.linkedin.com/in/patrickthean/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In the world of software sales, success is not merely about numbers; it's about transforming interactions into meaningful connections. In this week’s episode of Scale Your SaaS, Joe Ingram, CEO of Ingram Interactive, joins host and B2B SaaS Sales Coach Matt Wolach, to share profound insights on the art and science of salesmanship.
From the importance of education to the power of entertainment, this episode delved deep into uncovering the sales genius within each individual. Read now to learn more.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 309, “Unlock Your Sales Genius Within - with Joe Ingram”
Guest: Joe Ingram, CEO of Ingram Interactive
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Understanding the Power of Edutainment
- Leveraging Psychology in Salesmanship
- Embracing the Journey of Sales Mastery
EPISODE HIGHLIGHTS
- The Evolution of Salesmanship: Beyond Numbers
- The Pitfalls of Quantity-Centric Approaches
- The Essence of Results-Driven Salesmanship
TOP QUOTES
Joe Ingram
[07:11] "Sales is only a numbers game until you become educated."
[10:52] "Education is the cornerstone of effective salesmanship, transforming the game from a numbers-driven endeavor to a strategic art form."
[21:52] "As soon as people start laughing, strangers pat each other on the back. Strangers become friends because they're so wrapped up in the laughter."
Matt Wolach
[09:56] "Humans cannot connect to a brand, a company like we don't connect with that. We connect with people."
[16:03] "The journey towards sales mastery is a multifaceted endeavor, guided by the principles of edutainment and anchored in the pursuit of tangible results."
LEARN MORE
To learn more about Ingram Interactive, visit: https://ingraminteractive.com/
You can also find Joe Ingram on LinkedIn: https://www.linkedin.com/in/joeingram/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Starting a software business is often romanticized as an exhilarating journey filled with successes waiting to be claimed. However, the reality is far from it.
In this new episode of Scale Your SaaS, Luca Zambello, CEO and Co-Founder of Jurny joined host and B2B SaaS Sales Coach Matt Wolach to discuss candid experiences, shedding light on the relentless grind, the highs and lows, and the pivotal lessons learned along the way of building a startup.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 308, “Ways to Overcome Startup Challenges - with Luca Zambello”
Guest: Luca Zambello, CEO and Co-Founder of Jurny
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- The Unending Grind of Entrepreneurship
- From Vision to Reality: The Birth of Journey
- Navigating the Shift: From Management to Software
EPISODE HIGHLIGHTS
- The Power of Customer-Centricity
- Lessons Learned: Reflections on the Journey
- Final Thoughts: Navigating the Road Ahead
TOP QUOTES
Luca Zambello
[07:11] "The journey from initial product-market fit to achieving market dominance is both exhilarating and challenging, marking the transition from exploration to exploitation."
[10:52] "Navigating the mid-stage requires strategic focus, alignment among teams, and personal growth from its leaders."
Matt Wolach
[09:56] "A sharply focused strategy, grounded in understanding the target market and ideal customer, is crucial for success in the mid-stage of software company growth."
[16:03] "Founders transitioning through the mid-stage must be open to personal growth and self-awareness, seeking feedback and adapting their leadership styles accordingly."
LEARN MORE
To learn more about Jurny, visit: https://www.jurny.com/company
You can also find Luca Zambello on LinkedIn: https://www.linkedin.com/in/lucazambello/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In this week’s episode of Scale Your SaaS, host and B2B SaaS Sales coach Matt Wolach sat down with Joe Zappa, the visionary founder and CEO behind Sharp Pen Media, to explore the intricate world of PR, content marketing, and the journey from journalism to running a successful marketing agency. Joe's insights are profound and actionable, providing a roadmap for SaaS companies looking to elevate their marketing strategies.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 307, “Why Your Marketing and PR Campaigns Aren’t Working - with Joe Zappa”
Guest: Joe Zappa, Founder & CEO at Sharp Pen Media
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- From Journalism to Marketing Mastery
- The Evolving Role of PR in SaaS Marketing
- Strategic Messaging and Audience Engagement
EPISODE HIGHLIGHTS
- The Power of Consistency and Value in Content Marketing
- Overcoming Hesitancy Towards Marketing Investments
- Key Takeaways for SaaS Leaders
TOP QUOTES
Joe Zappa
[07:11] “You need to ask your customers where they’re hanging out, then experiment for yourself and figure out if you’re getting any traction on those platforms.”
[10:52] “The effective way to get attention is to be in the market, saying helpful things that people find interesting every week.”
Matt Wolach
[09:56] “I know a lot of software vendors, and they don’t go that deep on their marketing process”
[16:03] “The power of a personal brand is so strong.”
LEARN MORE
To learn more about Sharp Pen Media, visit: https://www.linkedin.com/company/sharp-pen-media/
You can also find Joe Zappa on LinkedIn: https://www.linkedin.com/in/joe-zappa
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In this week’s episode of Scale Your SaaS, host and B2B SaaS Sales Coach Matt Wolach sat down with Ryan Staley, Founder and CEO of Whale Boss, a cutting-edge consultancy at the forefront of integrating AI for revenue teams. In this insightful discussion, Ryan shares his journey, from achieving success in sales to harnessing the power of AI to drive unprecedented growth.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 306, “Can AI Boost Sales - with Ryan Staley”
Guest: Ryan Stanley, Founder & CEO at Whale Boss
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
Embracing AI for Sales Success
The conversation began delving into AI and its potential impact on scaling SaaS businesses. Ryan reflects on his introduction to AI and how it instantly resonated with his extensive sales experience. He emphasizes the transformative power of AI, citing instances where it delivered remarkable results in terms of quality, quantity, and speed.
Promoting Professional Growth
Drawing from his climb up the corporate ladder, Ryan shares valuable advice for professionals aiming for promotions. He stresses the importance of owning your numbers, proactively seeking improvement, and understanding your boss's evaluation criteria. Building a personal connection with superiors beyond the workplace is also critical to career advancement.
Getting Started with AI
Ryan urges SaaS leaders to embrace AI from day one in the era of exponential technological growth. He recommends starting small, incorporating AI into daily routines, and documenting use cases and ideas for future applications. By consistently experimenting and learning, businesses can unlock the immense potential that AI brings to the table.
EPISODE HIGHLIGHTS
The Dangers of Overreliance
While AI offers incredible efficiency and effectiveness, Ryan warns against overreliance without understanding the fundamentals. He highlights the risk of people neglecting core skills and becoming dependent on AI as a crutch. Ryan's advice is to strike a balance – leverage AI for its strengths but ensure a continued focus on personal growth and skill development.
Strategic Focus on High-Value Clients
Ryan encourages SaaS leaders to gain a deep understanding of their top clients' Annual Contract Value (ACV). Software businesses can significantly boost revenue and deal size by focusing attention and resources on the top 20% of clients.
Final Advice on the Use of AI
As the conversation ends, it's evident that AI is not just a tool but a catalyst for unprecedented growth and transformation. Ryan's journey serves as an inspiration for SaaS professionals looking to leverage AI, ensuring they not only survive but thrive in the rapidly evolving landscape.
TOP QUOTES
Ryan Staley
[17:37] “The more people that I can help avoid that and be able to spend more time with their family and their community and their friends... t
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In the fast-paced world of software companies, the journey from initial product-market fit to achieving market dominance is both exhilarating and challenging.
This week’s episode of Scale Your SaaS features Roland Sieblink, Founder & CEO at Midstage Institute. As a seasoned entrepreneur, he shared invaluable insights into navigating this critical mid-stage phase with host and B2B SaaS Sales Coach Matt Wolach, shedding light on common misconceptions, essential strategies, and personal growth.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 305, “How To Become a Unicorn Company - with Roland Siebelink”
Guest: Roland Siebelink, Founder & CEO of Midstage Institute
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Aligning Teams and Functions
- Personal Growth of Leaders
- Strategies for Accelerated Profitability
EPISODE HIGHLIGHTS
- Understanding the Mid-Stage
- The Importance of Strategic Focus
- Final Advice
TOP QUOTES
Roland Sieblink
[17:37] “One question we always asked the executive teams when we interviewed them right before a workshop is can you state your strategy in one sentence? That is still the best possible indicator I found of having a sharply focused strategy.”
[21:35] “I would still say start with creating a bit more self-awareness. And that sounds very soft. I know a lot of people resist that. But really, if you can learn to be more open to some feedback about yourself, maybe ask a coach to do a 360 survey of people around you.”
Matt Wolach
[15:39] “Learn your market, know who your ideal customer is, and aim directly at that customer with your product with your marketing messaging with your sales process, aim at that person.”
[09:36] “A lot of people don't realize the evolution you need to go through as a leader. As your company grows, there are so many different changes.”
LEARN MORE
To learn more about Midstage Institute, visit: https://www.midstage.org/
You can also find Roland Siebelink on LinkedIn: https://www.linkedin.com/in/rolandsiebelink/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Understanding the intricacies of pricing and value proposition is crucial to successfully growing a SaaS business. In this new episode of Scale Your SaaS, host and B2B SaaS Sales Coach Matt Wolach sat down with Mark Stiving, the founder of Impact Pricing, who shared his valuable insights on how software leaders can revolutionize their value proposition and dominate the market. Read on to learn more about the pricing mistakes that cost you lost revenue.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 304, “Pricing Mistakes that Cost You Lost Revenue - with Mark Stiving”
Guest: Mark Stiving, Founder at Impact Pricing
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
Unlock the Power of Value
In pricing SaaS products, Stiving emphasized the importance of recognizing the true value a product brings to the customer. He stressed that understanding customer value and harnessing it through effective pricing strategies is the key to generating invincible profits.
Identify and Quantify Value
Stiving introduced the concept of a "value table," encouraging businesses to identify their most marketable product features. The challenge is to then determine the specific problems these features solve for customers. Through a systematic approach to understanding customer problems, software businesses can quantify the results and ultimately assign a dollar value to the solution.
Leverage Customer Growth
Stiving highlighted that while many software companies focus extensively on acquiring new customers, the real potential lies in growing existing ones. By adopting a mindset of 'win, keep, grow,' businesses can explore four avenues for customer growth: raising prices, upselling, cross-selling, and usage-based pricing.
EPISODE HIGHLIGHTS
Strategic Pricing for Sustainable Growth
Addressing the perennial concern of raising prices without causing customer churn, Stiving offered a practical strategy. By incrementally raising prices for the top tier of customers who derive the most value, businesses can carefully monitor the impact on churn. This approach ensures that the value delivered justifies the price increase, creating a win-win situation for both the business and its customers.
Build a Value-Based Culture
The key takeaway for software leaders is to cultivate a value-based culture within their organizations. Stiving advocated for a continuous focus on understanding customer needs and integrating this perspective into every decision. By placing the customer at the center of business considerations, companies can foster long-term success.
Take Action
For software leaders seeking to refine their pricing strategies and value propositions, Mark recommends exploring the framework of the valuable features available on Impact Pricing's website. Additionally, leaders can gain further insights by connecting with Stiving through a consultation or discovery
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In this episode of Scale Your SaaS, host and B2B SaaS Sales Coach Matt Wolach sits down with the CEO of Alleyoop.io, Gabe Lullo to discuss the intricacies of scaling your Software as a Service (SaaS) business. If you want to generate leads, close deals, and master the art of team scaling, you're in the right place.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 303, “Massive Lead Gen with an Effective SDR Team - with Gabe Lullo”
Guest: Gabe Lullo, CEO at Alleyoop.io
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Specialization in SDR Training: Understanding the Fundamentals
- The Power of Specialty: Lead Generation vs. Closing
- Selling the Next Step: The Trailer to the Movie
- Strategic Technology Implementation: The Third Pillar
- Founders as the Best Salespeople: The Winning Approach
EPISODE HIGHLIGHTS
- From Executive Staffing to SDR Leadership
- Advice for SaaS Scaling: Start Small, Focus on the Process & Leverage Technology
TOP QUOTES
Gabe Lullo
[07:30] "The SDR role is the trailer to the movie. It's punchy, fast, high-level, and the entire function is to get someone to sit down for the demo."
[18:20] "Inspect what you expect, make sure that part of that technology piece is giving you those reports and those data points to make data-driven decisions."
Matt Wolach
[18:11] "Let the SDRs focus on prospecting. Let the full cycle sales focus on selling and negotiating closing deals."
[22:04] "Specialty is critical. Get somebody purely focused on generating leads, and get somebody purely focused on closing those leads."
LEARN MORE
To learn more about Alleyoop.io, visit: https://alleyoop.io/
You can also find Gabe Lullo on LinkedIn: https://www.linkedin.com/in/lullo/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In this week’s episode of Scale Your SaaS, marketing strategist Leanne Dow-Weimer shared valuable insights on the ever-evolving marketing landscape with host and B2B SaaS Sales Coach Matt Wolach.
From her background in STEM to her journey into the marketing realm, Leanne offers a unique perspective on the industry. Dive into key takeaways from the podcast, exploring Leanne's thoughts on customer conversations, the importance of value proposition, and strategies for effective marketing.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 302, “How to Use Smart Marketing to Win New Business - with Leanne Dow-Weimer”
Guest: Leanne Dow-Weimer, Marketing Strategist at Luther Burbank Savings
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Follow Evolving Marketing Trends
- Use Strategies for Effective Marketing
- Leverage Social Media for Customer Research
EPISODE HIGHLIGHTS
- From STEM to Marketing
- The Power of Conversations
- Account Based Marketing (ABM)
TOP QUOTES
Leanne Dow-Weimer
[07:30] "Start with customer conversations because, from every single anecdotal conversation, you can pull out a test."
[18:20] "Account Based Marketing is the idea of narrowing down your target market to a specific group of accounts and then marketing specifically at them."
Matt Wolach
[08:11] "Sales never ends. There is no portion where being better at sales does not improve your outcome."
LEARN MORE
You can also find Leanne Dow-Weimer on LinkedIn: https://www.linkedin.com/in/leannedow/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In this week’s episode of Scale Your SaaS, we unravel the complexities of scaling your software business with host and B2B SaaS Sales Coach Matt Wolach and Beth Nevins, the Founder and CEO of Developa.io.
Beth brings a wealth of experience in the people and talent space, guiding software startups through the intricacies of hiring and team scaling. Explore key insights and advice Beth shared on attracting top talent, avoiding common hiring mistakes, and tips for early-stage software leaders. Read more to find out how to hire top talent for your software business.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 301, “The Best Way to Hire Top Talent - Beth Nevins”
Guest: Beth Nevins, Founder & CEO of Developa.io
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Unpacking Your Journey
- Avoid Common Hiring Mistakes
- Apply These Pieces of Advice for Early-Stage Software Leaders
EPISODE HIGHLIGHTS
- Strategies for Attracting Top Talent
- Challenges in Hiring Unfamiliar Roles
TOP QUOTES
Beth Nevins
[07:30] "Focusing on high performance and intentional people and talent strategy is now more important than ever. The time was great to really give that value to get more out of the existing teams that we currently have and really double down on what a play actually means to companies in this new conscious era of scaling and growing."
[18:20] "Hiring for attitudes is what makes us ultimately, right. So that's really key."
Matt Wolach
[08:11] "Do your homework on the role, understand what that is, and have a strategy to understand what's the best value for money you can get."
LEARN MORE
To learn more about Develop.io, visit: https://developa.io/about/
You can also find Beth Nevins on LinkedIn: https://www.linkedin.com/in/bethdevelopa/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In the latest episode of "Scale Your SaaS," host and B2B SaaS Sales Coach Matt Wolach sat down with Joran Hofman, founder, and CEO of Reditus, a dynamic affiliate management software tailored for SaaS businesses. Hofman shares his expertise on affiliate marketing and how it can elevate your B2B SaaS business.
Hofman highlights the challenges he faced in managing affiliate programs and the need for a better solution, which led him to founding Reditus. The platform focuses on empowering SaaS companies by providing insights into effective affiliate recruitment, filtering, and communication.
Read more to find out how you can build an effective affiliate marketing program for your business, too.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 300, “How to Start Your Affiliate Marketing Program - with Joran Hofman”
Guest: Joran Hofman, Founder & CEO of Reditus
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Understand Affiliate Marketing
- Build a Strong Affiliate Program
- Challenges in Setting Up Affiliate Programs
- Nurture Affiliate Relationships
EPISODE HIGHLIGHTS
- The Growth Journey of Reditus
- Advice for Early-Stage SaaS Leaders
TOP QUOTES
Joran Hofman
[07:30] "Get the foundations in order. Make sure your website is converting well."
[15:20] "Engaging affiliates is really important. Have proper resources in place."
[21:30] "Don't start [affiliate marketing] unless you have 10k monthly recurring revenue or unless your clients are really asking for it."
Matt Wolach
[08:11] "Start with your current network. Invite your current network; they know the value of your product."
[05:56] "The affiliates go out and do the work for you and it kind of makes your sales and marketing arm much bigger."
LEARN MORE
To learn more about Reditus, visit: https://www.getreditus.com/?gr_pk=EmM&gr_uid=VDYR
You can also find Joran Hofman on LinkedIn: https://www.linkedin.com/in/b2b-saas-growth/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Visit our sponsor: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In the fast-paced world of SaaS, staying ahead of the curve is crucial for growth. This episode of "Scale Your SaaS" does a deep dive into leveraging AI for content creation with host and B2B SaaS Sales Coach Matt Wolach and Swell AI and Drafthorse AI co-founder Cody Schneider. This discussion will give you insights on revolutionizing content creation, propelling business growth, and navigating the ever-evolving landscape of SaaS.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 299, “How AI Can Automate Your Content Creation - with Cody Schneider”
Guest: Cody Schneider, Co-Founder at Swell AI & Drafthorse AI
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
TOP TIPS FROM THIS EPISODE
- Strategize for Rapid Growth
- Balance Multiple Ventures
- Leverage AI in Content Creation
EPISODE HIGHLIGHTS
- The AI Revolution in Content Creation
- The Genesis of AI-Powered Content Creation
TOP QUOTES
Cody Schneider
[13:07] "The intersection of technology and creativity is where the magic happens – AI is proving to be a catalyst for this convergence."
[16:38] "Founder-led growth is crucial, especially in the early stages. Your passion and belief in the product are infectious."
[13:56] “My focus in the beginning stages is figuring out all the puzzles, once I figured those out, like how do I automate as much of that as possible, or delegate as much as that as possible?
Matt Wolach
[18:11] "The challenges we face today are the stepping stones to the advancements of tomorrow."
[22:01] "SaaS enthusiasts and entrepreneurs should keep a close eye on the evolving landscape of AI – it's a game-changer."
LEARN MORE
To learn more about Swell AI, visit: https://www.swellai.com/
You can also find Cody Schneider on LinkedIn: https://www.linkedin.com/in/codyxschneider/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In this episode of Scale Your SaaS, host and B2B SaaS Sales Coach Matt Wolach sits down with Luke Diaz, the founder of DBT Ventures. Luke is a seasoned expert in customer success and an investor with a passion for supporting underrepresented founders in the software space.
In this episode, Luke shares valuable insights into building an exceptional customer experience, improving retention rates, and what investors like him look for in software startups.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 298, “How to Keep SaaS Customers Longer - with Luke Diaz”
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
TOP TIPS FROM THIS EPISODE
- Building a Resilient Foundation
- Onboarding for Success
- The Oxygen of Customer Feedback
EPISODE HIGHLIGHTS
- Customer Advisory Boards
- Understanding and Mitigating Churn
- Thinking Funnel, Not Fundraising
TOP QUOTES
Luke Diaz
[12:04] “30 to 40% of churn can be traced back to a failed onboarding”
[13:07] “The lack of a churn process or a lack of an exit interview process is one of the biggest mistakes I see some founders make early on.”
[16:38] “I make an investment decision based on the founder. And then I rationalize based on the product, traction and things that I learned after that.”
Matt Wolach
[8:11] “I think in the early days, we have to figure out what's best for the customer for the users. And sometimes we have to figure that out through things that don't scale. “
[19:40] “I have many of my clients who have taken my advice, and I say, “don't give up until you hear no”, and they are shocked that they get a deal on like the 21st touchpoint. And it's crazy how often that happens.”
LEARN MORE
To learn more about DBT Ventures, visit: https://www.dbtventures.com/#trail-guide
You can also find Luke Diaz on LinkedIn: https://www.linkedin.com/in/lukediaz/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Software as a Service (SaaS) is a dynamic industry where success hinges on understanding customers, managing churn, and fostering growth.
In the recent episode of Scale Your SaaS, host and B2B SaaS Sales Coach Matt Wolach and Baird Hall, Co-Founder of Churnkey, shed light on pivotal strategies driving SaaS companies toward profitability and sustainability. Read more to learn how to navigate the SaaS industry and reduce churn.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 297, “How to Reduce Churn and Get More Lost Customers Back - with Baird Hall”
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
TOP TIPS FROM THIS EPISODE
- Understanding the SaaS Journey
- Strategies for Churn Mitigation
- Metrics Driving Subscription Health
EPISODE HIGHLIGHTS
- Lessons from the SaaS Journey
- The Power of Customer Education
- Nuggets of Entrepreneurial Wisdom
TOP QUOTES
Baird Hall
[08:34] “The first thing to understand is that the customer you're selling to, B2B individuals, different types of businesses, the person who you're selling to, and your pricing model and pricing point, all three of those things come together to determine really generally where your churn range is going to fall."
[17:48] "Understanding that when customers are canceling, a good portion of those that don't actually want to cancel, they would prefer to find a different arrangement. But because they can't, they will just cancel the product."
[21:05] "Segment your customers visiting or canceling; give them the right flow. Personalize the cancellation process, remind them why they came, and remind them of the value or the future they were trying to get to with your product. And then, based on why they say they're canceling, give them the right offer."
Matt Wolach
[14:22] "Reactivations is the one untapped metric for subscription health that many SaaS businesses aren't tapping into."
[20:12] "A lot of times, you talk to other founders, and you realize that your problems are not super unique, and your world's actually not falling apart, and things aren't as bad as you think they are."
LEARN MORE
To learn more about Churnkey, visit: https://churnkey.co/
You can also find Baird Hall on LinkedIn: https://www.linkedin.com/in/bairdhall/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In this week’s episode of Scale Your SaaS, as host and B2B SaaS Sales Coach, I dive into one of my most powerful sales strategies: “Twisting the Knife.”
It might sound a bit ominous, but trust me, it’s a game-changer. Picture this: clients reporting doubled, tripled, and even quadrupled close rates thanks to this concept. Today, I’m unpacking what it means, how it fits into the real world, and how it could transform your software sales process.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 296, “Best SaaS Sales Tip – with Matt Wolach”
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
TOP TIPS FROM THIS EPISODE
Understanding the Art of “Twisting the Knife”
In the world of SaaS sales, the discovery phase holds immense power. It’s not just about finding a fit; it’s about uncovering the pain points and ensuring the prospect truly understands the severity of their challenges. This process involves more than just acknowledging the pain; it’s about making them hate that pain. Why? Because that’s what incites action.
Personalize the Approach
Consider a scenario where a software salesperson effectively utilized the technique. By understanding the customer’s pain points around cooking and fireplace convenience, they navigated the conversation to areas that truly mattered to the customer.
Moreover, they swiftly recognized what wasn’t a pain point and steered clear, ensuring relevance and engagement.
Embrace the Power of Persuasion
At its core, “twisting the knife” isn’t about manipulation; it’s about guiding prospects toward a clear understanding of their needs and how your solution is the answer. It builds trust, demonstrates expertise, and compels action when done right.
In essence, SaaS sales isn’t just about showcasing a product; it’s about fostering a genuine understanding of how your solution can alleviate their pains. Embrace the power of “twisting the knife,” and your software sales process will be elevated to new heights.
EPISODE HIGHLIGHTS
The Analogy: Twisting, Not Hurting
Identifying Pain Points: The Key to Success
Results: Transforming Closures
TOP QUOTES
Matt Wolach
[10:12] “Discovery is the foundation of your sale. It’s everything that you can build off of.”
[16:17] “Buyers don’t just need to have pain. They need to hate that pain.”
LEARN MORE
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Scaling a SaaS company is more than just a great product or a talented team. It's a complex dance between understanding the market, aligning sales and marketing efforts, and continually evolving based on real-time insights.
In this recent episode of Scale Your SaaS, host and B2B SaaS Sales Coach Matt Wolach sat down with Brady Jensen, the Founder and CEO of Aggregate Insights, shedding light on the nuanced strategies crucial for SaaS growth.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 295, “Win More Deals by Knowing What Your Customer Needs - with Brady Jensen”
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Guest: Brady Jensen, Founder and CEO at Aggregate Insights
TOP TIPS FROM THIS EPISODE
- Build a Robust Foundation From Start-Up to IPO
- Unite Sales and Marketing: The Need for a Shared Truth
- Apply the Buyer-Centric Approach: A Game-Changer from the Start
EPISODE HIGHLIGHTS
The Pitfalls of Blind Assumptions: Risks in Disregarding Market Insights
The Role of Win-Loss Analysis: A Pathway to Competitive Edge
TOP QUOTES
Brady Jensen
[5:11] "There's really no better way to de-risk an early stage startup than understanding intimately who your buyer is."
[14:43] "Toughen up. Talk to the buyer... You won't do yourself any favors by hoping you got it right."
Matt Wolach
[10:59] "One good quarter of win-loss can turn around and go to market."
[21:22] "There's improvement to be made. If we can't have an honest conversation about what the improvements are, you're destined for this, you're on the tracks towards this big showdown."
LEARN MORE
To learn more about Aggregate Insights, visit: https://aggregateinsights.com/
You can also find Brady Jensen on LinkedIn: https://www.linkedin.com/in/bradyjensen/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Embarking on the entrepreneurial journey in the tech industry can be like a roller coaster ride - it’s exciting, filled with energy, and demands unyielding dedication.
In this episode of Scale Your SaaS, host and B2B SaaS Sales Coach Matt Wolach had a candid conversation with Ron Gidron, Founder and CEO at xtype. Read on to delve into the whirlwind of experiences, insights, and lessons learned while scaling a tech startup, particularly in targeting the enterprise sector.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 294, “How to Win Large Enterprise Deals as a Startup - with Ron Gidron”
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Guest: Ron Gidron, Founder and CEO at xtype
TOP TIPS FROM THIS EPISODE
- Ride the Wave of Growth
- Shift the Paradigm in Enterprise Sales
- Understand Enterprise Dynamics
- Employ Tenacity and a Problem-Centric Approach
EPISODE HIGHLIGHTS
* The Foundation of Success
* The Grit Behind Early Wins
TOP QUOTES
Ron Gidron
[5:11] "Fall in love with the problem versus a solution."
[14:43] "Selling to enterprises means selling to a team, not just an individual."
Matt Wolach
[18:59] "It's not always the best product that wins; it's how you make the buyer understand their problem."
[21:22] "If the problem is big enough, they won't care how big you are or how long you've been around."
LEARN MORE
To learn more about xtype, visit: https://www.xtype.io/
You can also find Ron Gidron on LinkedIn: https://www.linkedin.com/in/rongidron/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
The landscape of software startup investing is a delicate balance between initial funding and later-stage deals. As a partner at Thomson Reuters Ventures, Joe Dormani offered intriguing insights into their investment strategy with host and B2B SaaS Sales Coach Matt Wolach. Let’s delve into the key takeaways from his perspective and the company's approach.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 293, "How to Make Investors Love You - with Joe Dormani"
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Guest: Joe Dormani, Partner at Thomson Reuters Ventures
TOP TIPS FROM THIS EPISODE
- Target the Sweet Spot
- Work on Strategic Fundraising & Understand Needs
- Go for Transparency & Reality
- Leverage Customer Stories
- Invest in Innovation
EPISODE HIGHLIGHTS
- Beyond Funding: Active Engagement
- Trusted Partnerships
- Joe's Journey: Tenacity & Strategy
TOP QUOTES
Joe Dormani
[5:11] "My story is kind of a 10-year slog of just trying to pick up all the skills and do all the things that need to be done."
[14:43] "Finding the right investor for any sort of situation is usually an advantageous situation."
Matt Wolach
[18:59] "Every company does not need to raise venture capital."
[21:22] "It's much better to just be transparent with what the reality of the business is."
LEARN MORE
To learn more about Thomson Reuters, visit: https://www.thomsonreuters.com/en.html
You can also find Joe Dormani on LinkedIn: https://www.linkedin.com/in/joseph-dormani-2b119a38/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In this new episode of Scale Your SaaS, John Light, president and the visionary behind SBR2TH, draws from an extensive background in recruiting across various models. His journey through contingent, retained, and RPO setups led him to realize a gap in the middle-market segment, especially for tech talent, and he shares with us how you can grow quickly with the right talent on board.
He sat down with host and B2B SaaS Sales Coach Matt Wolach to tell the story of how he learned the best methods for finding the most quality people. John’s innovative approach aimed to blend the efficiency of contingent hiring with the precision and loyalty of retained search, catering specifically to the middle market, where tech talent thrives.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 292, "How to Find the Best Tech Talent - with John Light"
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Guest: John Light, President of SBR2TH
TOP TIPS FROM THIS EPISODE
- Attract and Retain Top Tech Talent: Beyond Ping Pong Tables
- Decode the Technical Talent Puzzle for Non-Technical Leaders
- Shape a Strategic Approach to Talent Acquisition
EPISODE HIGHLIGHTS
- Tech Talent: The Backbone of Scaling a SaaS Company
- Pitfalls in Tech Team Hiring: The Soft Skills Oversight
- ‘Drowning in the Tech Talent Pool’: John Light's Insightful Podcast
- Conclusion: Reshaping Talent Acquisition Paradigms
TOP QUOTES
John Light
[5:11] "Employees now are getting more savvy. The good ones want to be a part of something bigger."
[14:43] "There's a cost that you may not see or be able to quantify associated with putting the wrong person doing some of the right stuff but not all of it at the wrong time."
Matt Wolach
[18:59] "People want to be around genuine people and stay for genuine people."
[21:22] "You start with a great idea, but from that point forward, everything else is about who you hire."
LEARN MORE
To learn more about SBR2TH, visit: https://www.sbr2th.com/
You can also find John Light on LinkedIn: https://www.linkedin.com/in/johndlight/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Networking isn’t just about exchanging business cards or attending events; it’s about building genuine connections that foster long-term relationships and drive meaningful results. Doing it the right way means you can drive leads through referrals and partners, giving you ample opportunities to grow your software business.
In this recent podcast episode of Scale Your SaaS, Phil Pelto, co-founder and Chief Connection Officer at MyFirestorm, shares invaluable insights on leveraging networking to generate quality leads and establish impactful partnerships with host and B2B SaaS Sales Coach Matt Wolach. Read on to learn more!
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 291, “Get Terrific Leads Through Networking – with Philip Pelto”
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Guest: Phil Pelto, Co-Founder and Chief Connection Officer at MyFirestorm
TOP TIPS FROM THIS EPISODE
Use Strategic Networking Beyond Business Cards
Pelto underscored the critical mistake of rushing networking efforts for immediate results. He highlighted the need for patience, strategy, and intentionality. Understanding the purpose behind networking—whether for prospecting, nurturing existing relationships, or exploring partnership opportunities—is vital.
Tips for Effective Networking
- Preparation Is Key: Pelto emphasized the value of doing homework before events, understanding the attendees, and setting up meetings in advance. Strategic preparation paves the way for more fruitful interactions.
- Follow-Up Matters: Standing out means going the extra mile. Whether it’s sending personalized LinkedIn requests or handwritten notes, meaningful follow-ups leave a lasting impression.
- My Firestorm’s Approach: MyFirestorm amplifies networking efforts by employing a software tool that matches event attendees, enhances connections, and facilitates post-event follow-ups.
Strategic Networking for Software Leaders
For software leaders looking to optimize networking efforts, Pelto advised understanding the intent behind networking endeavors. Identifying the right communities, investing time, and persistently engaging without expecting immediate returns are vital strategies for success.
EPISODE HIGHLIGHTS
Persistence, Patience, and Success
Pelto highlighted the significance of persistence, patience, and consistent effort in networking. He emphasized that while it might yield little results, a well-thought-out networking strategy will inevitably bear fruit for your software business.
The Power of Quality Leads Through Networking
Pelto emphasized the potency of quality leads derived from networking, highlighting the common misconception and approach pitfalls. He stressed the importance of understanding the nuances and strategies behind effective networking to harness its full potential.
TOP QUOTES
Philip Pelto
[5:11] “The connection piece of it is never going away. If we want to get business done, we have to get in front of somebody.”
[14:43] “Patience, persistence, and preparation is an unbeatable combination or recipe for success.”
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In this week's episode of Scale Your SaaS, Greg Rich, the CEO and Co-founder of Vivantio, shared valuable insights into the world of customer service, the evolution of his company, and the pivotal role of customer experience in driving business success.
Join host and B2B SaaS Sales Coach Matt Wolach, learn how almost 20 years of experience led Greg's journey into a tapestry woven with inspiration, ambition, and a deep love for customer service.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 290, "How Amazing Customer Support Leads to Great Growth - with Greg Rich"
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Guest: Greg Rich, CEO & Co-Founder at Vivantio
TOP TIPS FROM THIS EPISODE
- Resilience Amidst Change: Navigating Challenges
- Building Customer-Centric Organizations: Key to Success
- Common Mistakes in Customer Support for Software Companies
EPISODE HIGHLIGHTS
- The Continuous Evolution of Vivantio
- The Origin Story: A Journey Rooted in Experience and Technology
- Nuggets of Wisdom for Emerging Software Leaders
TOP QUOTES
Greg Rich
[5:11] "I do think in the service and support arena, there is an opportunity for generative AI to really help an agent and even the customer through self-service technologies."
[14:43] "Think about how you can manage that relationship so that you both get something from it."
Matt Wolach
[18:59] "That's a really important part in terms of how you think about retaining your customers and how you can, I wouldn't say leverage the relationship, because we call it a co-creation of value."
LEARN MORE
To learn more about Vivantio, visit: https://www.vivantio.com/guide-b2b-customer-service-transformation/
You can also find Greg Rich on LinkedIn: https://www.linkedin.com/in/gregoryrich/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In this episode of Scale Your SaaS, I had the opportunity to delve into finance and accounting with Jason Kruger, President and Founder of Signature Analytics, who has made it his mission to help businesses achieve their financial goals.
The discussion covered various aspects of business finance, from understanding critical metrics to weatherproofing your business for uncertain times.
Let’s recap the insightful conversation and highlight the key takeaways that can benefit small business owners, especially those in the software industry. Read on!
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 289, "Which Metrics to Track as a SaaS Business - with Jason Kruger"
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Guest: Jason Kruger, President and Founder of Signature Analytics
TOP TIPS FROM THIS EPISODE
- Understand the Unusual Business Climate
- Learn the Common Mistakes in Accounting and Analytics
- Prepare for Economic Downturns
As the world faces economic uncertainties, the discussion provides insights into how businesses can weatherproof themselves. The following strategies are essential:
- Cash Flow Management: Developing a plan to handle cash flow in different scenarios is crucial, whether through debt, equity, or personal funding.
- Scenario Planning: Preparing for various economic scenarios and adapting as needed is vital.
- Team Validation: Continuously evaluate your team to ensure they align with your business's goals and direction.
- Real Estate Flexibility: Assess whether retaining physical office locations or remote work is more cost-effective.
- SG&A Cost Evaluation: Review all operational costs, including technology expenses, to ensure you are getting value from each investment.
- Maximizing Profitability and Margin: Continuously look for ways to optimize profitability and margin, especially in the software industry.
EPISODE HIGHLIGHTS
- The Vision Behind the Company
- Key Metrics for Success in Software Businesses
In the SaaS industry, where margins are typically high, different metrics come into play:
- Recurring Revenue: Understanding your monthly and annual recurring revenue is crucial. It provides a solid foundation for future growth.
- Churn Rate: Minimizing customer churn is essential. Analyzing industry benchmarks and making efforts to retain customers is vital.
- Service vs. Software Value: Distinguishing between service and software value is critical. Investors primarily evaluate the software component's value.
- Burn Rate: Managing expenses, especially in the early stages of a software business, is essential. Ensuring that you can reach the break-even point from a cash flow perspective is a priority.
- Customer Acquisition Cost: Evaluating the return on investment from your sales and marketing expenses is crucial. Ensuring that the value gained is greater than the cost is a key consideration.
TOP QUOTES
Jason Kruger
[5:11] “Companies have decided to stop worrying about the economy and just start moving forward. So we're seeing a lot of opportunity. A lot of excitement from that perspective.”
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In the fast-paced world of software sales, adaptability is the name of the game.
In this week’s episode of Scale Your SaaS with host and B2B SaaS sales coach Matt Wolach, we're delving into today's insights from a seasoned industry leader, Encapture’s CEO, Will Robinson. He offers a glimpse into the dynamic world of selling software to banks and lenders.
From adapting to changing market conditions to transforming the company's focus, this discussion unveils the challenges and successes of a thriving software business. Let's explore the key takeaways and the journey of Encapture, a company at the forefront of innovation in the SaaS industry.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 288, "Ways to Overcome the Ups and Downs of the Software World - with Will Robinson"
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Guest: Will Robinson, CEO at Encapture
TOP TIPS FROM THIS EPISODE
- Adapt To Market Changes
- Learn To Shift Focus
- Be Open To Embrace Change
- Innovate with Caution
EPISODE HIGHLIGHTS
- Take the Lessons From Past Mistakes as Catalyst for Change
TOP QUOTES
Will Robinson
[5:11] “It's hard to get a legacy group of folks to change their mindset.”
[14:43] “Having a growth mindset is essential, and it's easier to backfill and replicate knowledge than I thought.”
Matt Wolach
[18:59] “Process is huge.”
[19:03] “I love that you narrowed your niche, and you said we've got to focus on these particular prospects and customers because it just makes everything within the business run so much easier. It makes your marketing more focused and tight and makes the buyers realize that you are perfect for them specifically, which is amazing.”
LEARN MORE
To learn more about Encapture, visit: https://encapture.com/platform/
You can also find Will Robinson on LinkedIn: https://www.linkedin.com/in/will-robinson-encapture/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In today’s fast-paced digital landscape, marketing automation has become a powerful tool for businesses of all sizes. To dive into the world of marketing automation and its potential, I sat down with Shay Howe, the Chief Marketing Officer at ActiveCampaign. ActiveCampaign is a product known for its versatility, offering hundreds of pre-built automation that span transactional email, email marketing, marketing automation, e-commerce, and CRM.
Shay, a product leader with a diverse background in design and engineering, spearheads the marketing, customer activation, partnership, platform strategy, and ActiveCampaign postmark teams. In this new episode, host and B2B SaaS Sales Coach Matt Wolach drills down on the details as Shay Howe shares his insights on marketing automation, the evolving role of a Chief Marketing Officer, and the value of staying close to customers.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 287, “All Things Marketing Automation – with Shay Howe”
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Guest: Shayne Howe, Chief Marketing Officer at ActiveCampaign
TOP TIPS FROM THIS EPISODE
- Embrace the Power of Marketing Automation
- Unlock Personalization through Marketing Automation
- Address Misconceptions About Marketing Automation
- Enhance Customer Engagement and Automation
EPISODE HIGHLIGHTS
- The Dynamic Role of a Chief Marketing Officer
- Final Thoughts and Advice on Marketing Automation
TOP QUOTES
Shay Howe
[10:58] “Marketing automation is incredibly approachable.”
[17:20] “Don’t over-automate; leave room for that human touch.”
[22:40] “Build automation to create surprise and delight.”
Matt Wolach
[21:18] “Stay close to your customers and follow their lead.”
[25:06] “Find your way through building a product where folks are jumping into use it faster.”
LEARN MORE
To learn more about Active Campaign, visit: https://www.activecampaign.com/
You can also find Shay Howe on LinkedIn: https://www.linkedin.com/in/shayhowe/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In the most recent episode of Scale Your SaaS, Stacie Chan, Co-Founder and Chief Business Officer of 1Bstories, shares valuable insights into the world of generative AI, content creation, and lead generation in the software startup landscape with host and B2B SaaS Sales Coach Matt Wolach.
Stacie’s journey from a diverse career background, including acting and journalism, to her tech-driven startup role offers valuable lessons for software founders and entrepreneurs looking to create compelling content. This episode explores the key takeaways, highlighting the role of AI in content creation, and how acting is a lot like sales. Read on to learn more.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 286, "How Sales is Like Acting - with Stacie Chan"
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Guest: Stacie Chan, Co-Founder and Chief Business Officer of 1Bstories
TOP TIPS FROM THIS EPISODE
- Leverage AI in Content Creation
- Strive for Consistency & Personalization
EPISODE HIGHLIGHTS
- The Role of Content on Social Media
- The Role of Trust and Connection
- What We’ve Learned So Far
TOP QUOTES
Stacie Chan
[10:58] “I find that my conversion rate is so much less every call that I get on if you're not prepared for that first pitch, and also prepared with the follow-up. Research the potential client and customizing that first pitch to ensure I understand their business.”
[17:20] “Social media is the last bastion for true organic discovery, where people are in a receptive mindset and algorithms help put relevant content in front of them.”
Matt Wolach
[21:18] “I think it's fantastic that you can have technology help you and get you to the point where you look like you're spending hours and hours and hours a day creating all this, but actually, you're focused on other things. You focus on clients, focus on sales, and it's doing it for you.”
LEARN MORE
To learn more about 1Bstories, visit: https://www.1bstories.com/
You can also find Stacie Chan on LinkedIn: https://www.linkedin.com/in/staciechan/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Starting a software business can be intimidating, especially for those who have not envisioned themselves as entrepreneurs. However, sometimes, the most successful ventures emerge from unlikely beginnings.
This week’s episode of Scale Your SaaS delves into the journey of ndaOK with CEO and founder James Weir. This company began with a reluctant founder but has experienced remarkable growth by addressing a common problem with innovative solutions. Sit back as we discuss mitigating mistakes through intelligent decision-making with host and B2B SaaS Sales Coach Matt Wolach.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 285, "How to Mitigate Mistakes Through Smart Decision Making - with James Weir"
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Guest: James Weir, Founder and CEO at ndaOK
TOP TIPS FROM THIS EPISODE
- Connect with an AI Expert
- Research and Validation
- Find a Common Pain Point
- Launch to Early Success
- Niche Down, Then Expand
EPISODE HIGHLIGHTS
- The Reluctant Founder
- From Law to Tech
- The Birth of an Idea
TOP QUOTES
James Weir
[17:41] “We started to develop that FOCUS. And now, as we've nailed that market and that customer segment, we're starting to spread out and go wider again and start to deal with enterprise sales teams and real estate investors and others that have that problem at a large enough scale where the solution is important for them.”
Matt Wolach
[12:53] “Email effectiveness is dwindling down and down every year.”
LEARN MORE
To learn more about ndaOK, visit: https://www.ndaok.com/
You can also find James Weir on LinkedIn: https://www.linkedin.com/in/weirjames/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Alex Theuma, the founder of SaaStock, discusses the power of communities for SaaS founders with host and B2B SaaS Sales Coach Matt Wolach. So many founders have experienced a feeling of isolation at some point in their start-up journey.
But finding an outlet for knowledge exchange and networking in Software as a Service (SaaS) is critical. Let’s delve into the strategies employed by Alex and SaaStock to nurture a sense of community and the invaluable benefits it offers to SaaS founders.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 284, "The Power of a Global Community of SaaS Leaders - with Alex Theuma"
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Guest: Alex Theuma, Founder of SaaStock
TOP TIPS FROM THIS EPISODE
Challenges Faced by SaaS Founders
During the podcast episode, Alex discussed some of the most common challenges SaaS founders encounter:
- Isolation and Networking
- Building the Wrong Product
- Funding in Challenging Times
The SaaStock Strategy
SaaStock's global success can be attributed to its combination of content marketing and community-building efforts. Here's how they do it:
- Content Marketing
- Community Building
EPISODE HIGHLIGHTS
Growing Pains: SaaStock Dublin 2023
The SaaStock Experience
What exactly can SaaS founders and leaders gain from attending an event like SaaStock? Alex provides compelling reasons:
- Networking Opportunities
- Finding Your SaaS BFFs
- Access to Venture Capital
- Inspiration and Head Space
TOP QUOTES
Alex Theuma
[18:06] “Zombie SaaS companies will fade away, making it tough for early-stage startups to succeed.”
[22:09] “Focus on finding the right customers and building a strong network early on, rather than trying to sell to everyone.”
Matt Wolach
[21:23] “That's what SaaS is all about: keeping amazing customers happy for a long time and serving their needs.”
LEARN MORE
To learn more about SaaStock, visit: https://www.saastock.com/
You can also find Alex Theuma on LinkedIn: https://www.linkedin.com/in/alextheuma/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/scale-time
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In a world where technology evolves at breakneck speed, and software businesses are constantly adapting to changing landscapes, the importance of content marketing for B2B SaaS (Software as a Service) companies cannot be overstated.
In this week’s episode of Scale Your SaaS, we explore the journey of Jake Hurwitz, Founder, and Chief Marketing Officer at Thursday Labs, and a seasoned entrepreneur and marketer, as he delves into the nuances of content marketing, its significance, and the common mistakes that B2B SaaS companies make with host and B2B SaaS Sales Coach Matt Wolach.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 283, "From Unknown to Unforgettable - Content That Converts - with Jake Hurwitz"
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Guest: Jake Hurwitz, Founder & Chief Marketing Officer at Thursday Labs
TOP TIPS FROM THIS EPISODE
- Adopt Content Marketing Strategy: A Roadmap to Success
- Measure Short-Term Wins and Long-Term Success
EPISODE HIGHLIGHTS
- Thursday Labs: The Name with a Story
- The Power of Content Marketing in B2B SaaS
TOP QUOTES
Jake Hurwitz
[9:34] “The people behind them are like, “that's who we want to be a part of”. Their story is the story we want to live. And so I've gone all in on that strategy.”
[16:12] “ But I do understand that short-term wins and short-term results are necessary.”
Matt Wolach
[21:52] “It's something that I preach to my clients over and over, your buyers don't care about you, they care about themselves, they care about the results they're gonna get.”
LEARN MORE
To learn more about Thursday Labs, visit: https://www.thursdaylabs.co/
You can also find Jake Hurwitz on LinkedIn: https://www.linkedin.com/in/jakehurwitz/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/scale-time
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Building a new software company from the ground up is a thrilling yet challenging endeavor. One of the biggest obstacles SaaS startup founders face is the temptation to stray from their initial vision and get sidetracked by shiny new opportunities.
In this episode of Scale Your SaaS, we'll explore the importance of staying focused on your core mission and niche, drawing insights from a conversation with Sanjay Ghare, CEO of Vervotech, a travel technology company leveraging AI to transform the industry with host and B2B SaaS Sales Coach Matt Wolach.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 282, "From $0 to Exit - How Staying Focused Allowed Them to Win - with Sanjay Ghare"
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Guest: Sanjay Ghare, CEO of VervoTech
TOP TIPS FROM THIS EPISODE
Sanjay Ghare and Vervotech's journey provides several valuable lessons for early-stage SaaS founders:
- Prioritize Marketing and Visibility
- Embrace Lean Practices
- Adopt a Customer-Centric Approach
- Cultivate a Unified Vision
EPISODE HIGHLIGHTS
- The Dangers of Distraction
- The Power of Laser Focus
- The Power of a Singular Focus
TOP QUOTES
Sanjay Ghare
[15:36] “It's never perfect. Actually, there is always something that needs to improve. But we are very keen and very responsive to our customers and very attentive to our customers.”
[21:09] “Start doing it, build the right team, and be active on LinkedIn.”
Matt Wolach
[05:32] “Focus on solving a specific niche problem to achieve success and an exit.”
LEARN MORE
To learn more about Vervotech, visit: https://vervotech.com/
You can also find Sanjay Ghare on LinkedIn: https://www.linkedin.com/in/sanjayghare/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/scale-time
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In the fast-paced world of Software as a Service (SaaS), closing deals and retaining customers can be challenging. Many businesses fall into the trap of relying solely on email communication, bombarding prospects and clients with messages that eventually get ignored or deleted. This approach leads to missed opportunities and unsuccessful deal closures. But what if there was a unique way to break free from the email overload and truly connect with your audience?
Arian Radmand, CEO and President of IgnitePOST has found a remarkable solution combining personalization and human touch to differentiate your SaaS company and foster lasting customer relationships. In this episode Arian shares with host and B2B SaaS sales coach Matt Wolach the power of personalization, humanizing your brand, leveraging psychology, and more based on Arian's insights.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 281, "Differentiate From Your Competition in Unique Ways - with Arian Radmand"
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Guest: Arian Radmand, CEO & President at IgnitePOST
TOP TIPS FROM THIS EPISODE
- Talk to Your Customers
- Humanize Your Brand
- Delegate and Trust Your Team
EPISODE HIGHLIGHTS
- Leveraging Human Psychology
- Building a Mentoring Network
TOP QUOTES
Arian Radmand
[24:50] “Figure out what are the main pieces of your business that are critical to your success, and then go and look for the best people that you can possibly find to mentor you and give you counsel in those areas.”
[24:27] “One of the things that I have found super useful is putting together a mentoring counsel in areas that I'm deficient in. You can't be an expert in everything.
Matt Wolach
[19:04] “That's what buying and selling is- It's all about that human interaction.”
[26:15] “An awesome way to scale is to figure it out yourself and then put somebody in place who's better than that.”
LEARN MORE
To learn more about Ignite Post, visit: https://www.linkedin.com/company/ignitepost/
You can also find Arian Radmand on LinkedIn: https://www.linkedin.com/in/arianradmand/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/scale-time
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Starting a business is like embarking on an exhilarating journey full of challenges, triumphs, and learning experiences. This is especially true for software startups, where the landscape is constantly evolving, and innovation is the name of the game.
In this week’s episode of Scale Your SaaS, we'll dive into the insights shared by Ryan Janssen and Drew Goulart from Zenlytic, as they discuss their journey from a small team to startup success with host and B2B SaaS Sales Coach Matt Wolach.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 279, "Niche Down, But When to Niche Up - with Ryan Janssen and Drew Goulart"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Ryan Janssen, Co-Founder & CEO and Drew Goulart, GTM Lead at Zenlytic
TOP TIPS FROM THIS EPISODE
- Tight Feedback Loops and Agile Advantage
- Niche Market Dominance
- Adapting to Expanding Markets
EPISODE HIGHLIGHTS
- The Early Days: Focusing on Solving a Problem
- The Transition to AI and ML
TOP QUOTES
Ryan Janssen & Drew Goulart
[12:59] "The challenge of finding the world's first self-serve AI tool, and why it was not technically possible for 25 years."
[20:23] "Advice to new software leaders and founders, focus on solving a problem first, because the platform shift to AI is the latest platform shift."
Matt Wolach
[26:26] "I was gonna say on that point, too, I think that goes back to what you guys talked about earlier, get to know your customer have those conversations, and they would have known that that's not a problem, instead of seeing a cool new piece of tech and say, Hey, let's just throw this out there and see what happens."
LEARN MORE
To learn more about Writerly, visit: https://www.linkedin.com/company/zenlytic/about/
You can also find Ryan Janssen and Drew Goulart on LinkedIn.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In the software world, we often find ourselves grappling with a multitude of decisions. Should we take this path or that one? But what if there was a way to consistently make the right decisions? Enter Jon Darbyshire, Co-Founder, and CEO of SmartSuite. SmartSuite is a platform that streamlines business processes and workflow automation. I had the pleasure of sitting down with Jon to discuss the secrets behind their rapid growth and his powerful mantra: “Follow the Customer”.
Jon takes us on a journey through his meticulous process of deciphering precisely what the market craves and what will resonate with them. He shares insights into how to create products that customers will adore and how to market them effectively with Host and B2B SaaS Sales Coach, Matt Wolach.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 278, "Your New Growth Mantra: Follow the Customer - with Jon Darbyshire"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Jon Darbyshire, Co-Founder & CEO at SmartSuite
TOP TIPS FROM THIS EPISODE
- Follow the Customer: Understanding Needs Through Active Engagement
- Leverage AI for Content Creation: Boosting Efficiency and Productivity
- Utilize AI for Data Analytics: Transforming Data into Insights
EPISODE HIGHLIGHTS
- Influencer Partnerships: Leveraging Industry Experts
- User Interface for Millenials and Gen Z: Meeting the Digital Natives Needs
TOP QUOTES
Jon Darbyshire
[07:34] "People can sense in the first 30 to 60 seconds what the product does."
[21:10] "Follow the customer. Understand that customers can help you, as an entrepreneur, know exactly what to build and why."
Matt Wolach
[10:59] "The fact that you looked at who were the actual end users, you talked to them, you sat down, you saw the interaction that they had with the product, I think that's so smart."
[12:33] "I recommend recording your demos, you can go back and see how the interaction went. Especially if things don't go well, you can go back and find out what you said that maybe lost them.”
LEARN MORE
To learn more about SmartSuite, visit: https://www.smartsuite.com/
You can also find Jon Darbyshire on LinkedIn at: https://www.linkedin.com/in/jondarbyshire/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In the rapidly evolving landscape of technology, the power of AI is undeniable. One company that has harnessed the potential of generative AI is Writerly. I sat down with the Co-Founder and CEO, Jon Ricketts, to delve into the inspiration behind the platform, its journey, and its invaluable role in content creation.
Join us as we explore how Writerly is shaping the future of AI-powered content generation and the wisdom Jon imparts to fellow software founders with host and B2B SaaS Sales Coach Matt Wolach.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 277, "Understanding the Power of AI - with Jon Ricketts"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Jon Ricketts, Co-Founder & CEO at Writerly
TOP TIPS FROM THIS EPISODE
- Navigate High Growth: Key Ingredients for Success
- Create a Lasting Impact: Educating the Market and Fostering Understanding
- Craft a Winning Team: Nurturing Talent in a Startup Environment
- Part Words of Wisdom: Embrace the Journey and Dive In
EPISODE HIGHLIGHTS
- The Spark of Innovation
- Enhancing Content Creation Through AI
- AI's Role in Content Authenticity: Balancing Human and AI Contributions
TOP QUOTES
Jon Ricketts
[13:16] "AI is not going to go anywhere, and they are not trying to force it on large organizations."
[23:13] "Embrace the burn the ships mindset. Nothing is guaranteed, but the chance of success is far greater when they put their head down and apply that mentality."
Matt Wolach
[18:24] "Building a successful team in a high growth startup is difficult, but also very important."
[25:19] "I teach my clients we don't want to dip our toe in the water. We need a full cannonball. Get in there.”
LEARN MORE
To learn more about Writerly, visit: https://writerly.ai/
You can also find Jon Ricketts on LinkedIn at: https://www.linkedin.com/company/writerlyai/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
When it comes to accounting, how much time is spent creating entries and spreadsheets? While this is not a big deal, as long as you have an accounting department or a talented CFO, it may cost you loads of revenue.
In this week's episode of Scale Your SaaS, FinOptimal Founder and CEO Jesse Rubenfeld expounds on the massive impact of automation on accounting with Host and B2B SaaS Sales Coach, Matt Wolach. He also touches on the importance of knowing yourself and the buyer to succeed in your software business. Scale more efficiently and strategize thoroughly with the power of automation!
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 274, "The Best Ways to Get an Accurate Financial Picture of Your Business - with Jesse Rubenfeld"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Jesse Rubenfeld, Founder & CEO at FinOptimal
TOP TIPS FROM THIS EPISODE
- Automate Your Accruals Faster
- Free Your Mental Bandwidth
- Hire Talent with Relevant Hybrid Experience
- Keep Knowing the Buyer
- Filter the Noise from Your Vision
EPISODE HIGHLIGHTS
- Accountancy is the Language of Business
- Automation is a Money-making Machine
- Discovery is About the Buyer
TOP QUOTES
Jesse Rubenfeld
[17:19] "Knowing thyself is being able to follow your lights, hear others and incorporate suggestions, but not get derailed by every opinion that sounds well-informed."
[23:45] "Think about your business as a financial package. Look for ways to articulate that financial package more clearly without doing much work."
Matt Wolach
[4:47] "You're like… Well, I'm already doing this. I figured out some great ways to make it quick and simple. Why don't I open up some of that bandwidth for others."
[20:41] "The sales reps doing it for a long time did much worse discovery. Their discovery process was far worse than the newer reps. And the reason is because they feel like they've seen it all."
LEARN MORE
To learn more about FinOptimal, visit: https://www.finoptimal.com/ You can also find Jesse Rubenfeld on LinkedIn at: https://www.linkedin.com/in/jesserubenfeld/ For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
By now, almost every software business owner has heard the tales of OpenAI's language-learning model. Software founders have set their sights on upgrading their systems by integrating ChatGPT. Does your company need ChatGPT, and if so, how do you absorb it in your SaaS and business operations?
In this week's episode of Scale Your SaaS, ChatGPT Consultant Shanif Dhanani educates about the potential of ChatGPT-powered software along with its flipside as he talks with Host and B2B SaaS Sales Coach, Matt Wolach. He also shares valuable insights about the field of AI for curious software founders looking to get right into it. Wield the exponential learning of AIs to reach breakthroughs in your bottom line constantly!
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 273, "Where to Start with ChatGPT - with Shanif Dhanani"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Shanif Dhanani, ChatGPT Consultant
TOP TIPS FROM THIS EPISODE
- Determine if Machine Learning Fits Into the Problem
- Automate Unessential Tasks
- Access Your Data Quicker Using AI
- Use ChatGPT for Outlines and Revisions
- Properly Store Your Data
EPISODE HIGHLIGHTS
- NLP is Best for Databases
- Bard Will Catch Up to ChatGPT
- Most AI Projects Do Not Launch
TOP QUOTES
Shanif Dhanani
[5:34] "And if I can help someone by building a project for them, great. And if not, I'll try to do what I can for them."
[6:14] "I think that people are going to get better and better at identifying AI generated content and sort of glossing over it. There's something to be said about the human element."
[19:22] "And the more you start to automate away these things, and the more you start to systematize your processes, the better off you're going to be."
Matt Wolach
[4:34] "A lot of times people don't know how to solve their problem… So being that expert in guiding and advising is really critical."
LEARN MORE
To learn more about Locusive, visit: https://www.locusive.com/
You can also find Shanif Dhanani on LinkedIn at: https://www.linkedin.com/in/shanifdhanani/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Product development is the backbone of software companies, so nurturing your dev team is paramount to success. Despite this, the knee-jerk response to product development usually measures the KPIs for an optimal go-to-market. However, the secret to productivity lies in numbers and developer experience.
In this week's episode of Scale Your SaaS, DevStats Founder, and DevSquad CEO Phil Alvez shares the ingredients for successful product development with Host and B2B SaaS Sales coach, Matt Wolach. He highlights the importance of culture and encourages minimalism in software development. Set your developers for success and enjoy the domino effect on your bottom line by watching the video!
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 271, "How to Make Sure Your Dev Team Productivity is Maximized - with Phil Alves"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Phil Alves, Founder at DevStats and CEO at DevSquad
TOP TIPS FROM THIS EPISODE
- Focus on Good Developer Experience
- Make Culture the Bedrock of Your Company
- Talk to Customers to Understand the Problem
- Create Solutions that Target Pain Points
- Avoid Copying Bigger Companies
EPISODE HIGHLIGHTS
- Smaller Companies Have Lesser Bureaucracy
- The Best Software Leaders are Expert Visionaries
- Software Creation will Become Niched
TOP QUOTES
Phil Alves
[7:55] "I want to make my firm like the Disney for software developers."
[13:20] "I'm not talking to my customers to understand the solution. I'm talking to my customer to understand the problem.
[14:17] "I don't believe we can build software by using democracy."
Matt Wolach
[12:22] "Once we found the culture that worked for us, it just became so strong within our organization. It was something that we could hire to, something we could train to, something that people just kind of felt, and it helped them become more passionate for the business and what the business was doing."
LEARN MORE
To learn more about DevStats, visit: https://www.devstats.com/
To learn more about DevSquad, visit:
https://devsquad.com/
You can also find Phil Alves on LinkedIn at: https://www.linkedin.com/in/philalves/en
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
One of the core missions of a software business founder is to capture the market that is composed of their ICPs (Ideal Customer Profile). Despite this, software salespeople are encouraged to close any prospects who might be willing to share their credit card details. The end result? A bloated sales funnel with low-quality leads and a couple of one-star reviews.
In this episode of Scale Your SaaS, Leadium VP of Sales Collin Mitchell educates on the importance of rejecting unqualified customers for your products with Host and B2B SaaS Sales Coach Matt Wolach. He also shares invaluable insights on managing your sales team and utilizing content. Tune in to this episode to optimize your lead pipeline and propel your SaaS business to greater heights!
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 270, "How to Generate Perfect Fit Leads - with Collin Mitchell"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Collin Mitchell, VP of Sales at Leadium
TOP TIPS FROM THIS EPISODE
Only Select Leads that Fit your ICP
Set Realistic Expectations
Experiment with Your Team
Kickstart Content Creation with a Podcast
Be the Face of Your Brand
EPISODE HIGHLIGHTS
The Wrong Fit will Cost You More
Buyers Consume Content Before Purchase
Podcasts Allow You to Learn from the Best
TOP QUOTES
Collin Mitchell
[4:14] "Understanding who your customer or your ICP or people you want to target is important, but also knowing who is not a good fit."
[18:49] "People are following people on social, people are buying into people, and people are buying from people. So the power of the personal brand is extremely powerful."
Matt Wolach
[16:16] "Before I started, I had no idea how much I would actually learn from all of my guests… So every week, I get up close and personal front row seat of exactly the best ways that are working right now."
LEARN MORE
To learn more about Leadium, visit: https://www.leadium.com/
You can also find Collin Mitchell on LinkedIn at: https://www.linkedin.com/in/collincmitchell/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Scaling is the equivalent of a dream come true for software founders, which is why they tend to invest in revenue operations. However, going with a blind process usually means hitting obstacles and potentially injuring the company's growth. This is where expert agencies like RevOps come into play.
In this week's episode of Scale Your SaaS, Iceberg RevOps Founder Taft Love expounds on the intricacies of revenue operations with Host and B2B SaaS Sales Coach, Matt Wolach. He also explains how RevOps can catapult your company to the top while you develop your in-house revenue operations team. Make sure to watch the video to win more revenues and level up your SaaS faster!
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 270, "Why RevOps Might be Your Answer to Scaling - with Taft Love"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Taft Love, Founder of Iceberg RevOps
TOP TIPS FROM THIS EPISODE
- Know When to Choose Agency Versus In-house
- Always be Ready to Adapt
- Enlist the Aid of Experts
- Spend More Time Talking to Your Customers
- Keep Initial Operations Simple
EPISODE HIGHLIGHTS
- Operations Are Conjoined with Iterations
- Bigger Company Means More Siloes
- Careful Budgeting is Needed for 2023
TOP QUOTES
Taft Love
[4:41] "I think perfect is almost always the enemy of good."
[11:01] "I used to tell founders: Hey. Go ask your VP of Marketing, how many leads they created last month? Now go ask your VP of sales how many leads they got last month. And don't tell them that you just asked the other one. And if that number doesn't match, call me back."
[19:47] "Don't operationalize everything early. Not everything has to scale. It's okay to keep things simple."
Matt Wolach
[18:53] "Don't try and figure everything out on your own. You may eventually figure it out. But it can take you a long time. It will probably cost you a lot of money."
LEARN MORE
To learn more about RevOps, visit: https://icebergops.com/
You can also find Taft Love on LinkedIn at: https://www.linkedin.com/in/taft-love/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Prospecting is one of the cornerstones of outbound sales in the software world. Due to a variety of factors, mistakes happen during this crucial process which usually means a critical blow on lead generation itself. And so founders ask how prospecting should be performed to prevent lead attrition.
In this episode of Scale Your SaaS, Truebase Founder, and CEO Wissam Tabbara touches on the common mistakes that occur during the lead generation process with host and B2B SaaS sales coach Matt Wolach. He also enumerates the factors of successful prospecting. Follow Tabbara's tips to make the most out of your leads!
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 268, "Prospecting Mistakes that Hurt Lead Gen - wish Wissam Tabbara"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Wissam Tabbara, Founder & CEO at Truebase
TOP TIPS FROM THIS EPISODE
- Be Thorough in Defining your ICP
- Have a Long-term Process for Nurturing Leads
- Build the Right Culture
- Keep your Solutions Flexible
- Perform a Prioritization Exercise to Test Product Assumptions
EPISODE HIGHLIGHTS
- SDR has a High Turnover Rate
- Each Startup is Unique
- The SaaS Industry is Constantly Evolving
TOP QUOTES
Wissam Tabbara
[06:10] "The inbound, a separate process, is more a marketing effort. It's a one-to-many conversation you can have."
[10:15] "It's a moving target, right? Because you're running campaigns and your ICP is also continuously growing, right? So how can you really define that at scale? That's actually sometimes a big part of the battle."
[12:47] "Each startup is a different beast."
Matt Wolach
[16:43] "I've kind of long-held the contention that, too many times, founders focus too much on product and don't start marketing early enough, don't start that– that go to market when they should."
LEARN MORE
To learn more about Truebase, visit:
https://truebase.io/
You can also find Wissam Tabbara on LinkedIn at: https://www.linkedin.com/in/wissamtabbara/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In this week’s episode of Scale Your SaaS with host and B2B SaaS Sales Coach Matt Wolach, we will delve into CEO and Founder Liam Patterson’s success, discussing the growth journey of Bidamic, a company specializing in Google Shopping.
From securing investment and expanding the team to launching innovative software products, Bidnamic has experienced significant growth. Let's explore the tips and strategies shared by Liam on how they built trust, marketed their services, and established a strong foothold in the market.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 267, "How to Quickly Earn Your Buyer’s Trust - with Liam Patterson"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Liam Patterson, CEO and Founder of Bidnamic
TOP TIPS FROM THIS EPISODE
- Scratching Our Own Itch: The Genesis of Bidnamic
- Building Trust and Conveying Success
- Harnessing the Power of Customer Testimonials
- Vertical Expertise and Targeted Messaging
EPISODE HIGHLIGHTS
- From Accidental Discovery to Specialization
- Transparency and Building Trust
- Leveraging Customer Testimonials
- Vertical Expertise and Targeted Messaging
**TOP QUOTES
Liam Patterson**
[14:15] "So first of all, we're fortunate we're so vertical, that all we do is Google Shopping, you know, Google Shopping ads, we're not trying to do different channels, different types of ads different you know, when we're masters of one vertical, so I often say that creates cut through and it cuts creates cut through in our messaging and also very visible at trade shows because people walk past no interest at all, or they're like, oh, Google Shopping, like, that's been a headache.”
[19:24] “We can only control one part of the funnel, but there is another part.”
Matt Wolach
[11:55] "And and you're absolutely right, the old way of doing things was you can't show who your customers are, you can't put your customer list out there. And I was taught that in my early days, you can never don't do that. But actually, guess what your competitors, they're not going to work hard enough to go find those and go through everybody."
LEARN MORETo learn more about Bidnamic, visit:
https://www.bidnamic.com/
You can also find Liam Patterson on LinkedIn at:
https://www.linkedin.com/in/liam-patterson/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In this week’s episode of Scale Your SaaS, we will delve into Patrick Trumpi’s journey over the past nine months as Chief Sales Officer at Unique, exploring how they adapted a sales strategy, shifted their target market, and implemented value workshops to drive success in the enterprise space with host and B2B SaaS Sales Coach Matt Wolach.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 266, "How to Get Enterprise Leads to LOVE You - with Patrick Trümpi"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Patrick Trumpi, Chief Sales Officer at Unique
TOP TIPS FROM THIS EPISODE
Navigating the Changing Landscape
- Exploring Compliance Opportunities in Europe
- Adapting to the Enterprise Segment
- Shifting to Enterprise Sales
EPISODE HIGHLIGHTS
- The Skillset for Enterprise Sales
- Identifying the Need for Deeper Understanding
- The Purpose and Structure of Value Workshops
- The Impact and Benefits of Value Workshops
- Workshop Process and Implementation
- Workshop Flow
TOP QUOTES
Patrick Trumpi
[15:58] "So you have much less friction, when you roll it out, you already have the first people who think it's actually like this, right? They came up with the use cases that we want to cover. You can make it perfect because you have then three use cases.
[19:48] “I realize it's one of the most important skills salespeople miss on their own. And I think you have to train your sales team”
Matt Wolach
[14:57] "I think it's a fantastic thing for a few weeks. In season one, especially in the early days of really understanding your ICP, you will have an up-close personal interaction with them to hear all the challenges and what they want us all to hear, why it's important for them. I mean, just to get to know your market, it's super invaluable."
LEARN MORE
To learn more about Unique, visit:
https://www.unique.ch/homepage
You can also find Patrick Trumpi on LinkedIn at:
https://www.linkedin.com/in/patrick-tr%C3%BCmpi/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Webinars play a pivotal role in modern software sales funnels, offering entrepreneurs and SaaS sales professionals a powerful tool for connecting with potential customers. Whether through live or pre-recorded webinars, the key is to provide valuable and engaging content that educates, inspires, and persuades viewers.
That’s why in this week’s episode of Scale Your SaaS, eWebinar co-founder and CEO Melissa Kwan graced the show to share why embracing webinars as an integral part of your software sales strategy can accelerate your business growth and achieve more tremendous success in today's competitive market with host and B2B SaaS Sales Coach Matt Wolach. Read on to find out more.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 265, "How to Win Deals with a Webinar - with Melissa Kwan"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Melissa Kwan, eWebinar co-founder and CEO
TOP TIPS FROM THIS EPISODE
- Embrace the Learning Journey of an Entrepreneur
- Recognize the Shift in Sales Approaches
- Utilize Webinars as Top-of-Funnel Assets
EPISODE HIGHLIGHTS
- Leverage Automated Webinars
- Avoid Pretense: Be Transparent and Engaging
- Disqualify Prospects Effectively
- Expand Your Reach with Automated Webinars
TOP QUOTES
Melissa Kwan
[17:49] "When you're automating something, you're actually selling to someone without ever talking to them. You need them to convert and take action on their own. And that's a very different way of coming up with a sales pitch. And in order to come up with that script, you have to know all the potential objections and address them upfront and work them into your scripts. Otherwise, that person is not going to convert, right."
[19:57] “If you are either doing it to win a customer or doing it to keep a customer because when you're a bootstrap company, you have so few resources. And it feels like you have to do everything and be on every channel and create every piece of content and be on every podcast and, and get feature parity with all your competitors. But only a fraction of those decisions will help you win someone, or keep someone and then add to your revenue so you can do more things.”
Matt Wolach
[09:36] "Sales reps are territorial. The demo is more than just showing the product."
[14:18] "It's so appealing, especially for people who are running small teams and trying to do a bunch of different things at once. But what do you say to people who might feel weird about making a pre-recorded webinar look real? And I think it's amazing the technology, people jump in and it feels like they're in a live webinar."
LEARN MORE
To learn more about eWebinar, visit:https://ewebinar.com/ You can also find Melissa Kwan on LinkedIn at: https://www.linkedin.com/in/melissakwan/ For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Getting a dream exit is the ultimate end game for many software founders. There are multiple reasons behind each exit, but the goal for all is the same. How do you ensure that you get your money's worth when you finally put your SaaS, which you worked so hard for, up for sale?
In this episode of Scale Your SaaS, The Magnolia Firm Founder Christine McDannell talks about the right mindset and courses of action to take when exiting your business with host and B2B SaaS Sales Coach Matt Wolach. She also shares a lot of juicy insight about exiting the industry and how to extract the most value out of the sale. Get ready to ride off into the sunset with a winning exit!
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 264, "How to Achieve Your Dream Exit - with Christine McDannell"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Christine McDannell, Founder, Business Intermediary & Broker at The Magnolia Firm
TOP TIPS FROM THIS EPISODE
- Focus on Building an Amazing Product
- Document Your Process and Keep it Simple
- Plan Your Exit Early
- Work Yourself Out of the Company
- Sell at the Start of the Burnout
EPISODE HIGHLIGHTS
- The Exit Industry is Currently Thriving
- Most Buyers are New to Entrepreneurship
- Young Founders Tend to Exit After Five Years
TOP QUOTES
Christine McDannell
[06:30] "What your company is worth is what somebody's willing to pay for it."
[07:54] "I never ever want to bully or pressure a seller into taking a lower price, or taking them to market and then pushing them down on price."
[11:08] "I'm passionate– even more passionate about helping somebody that's getting into entrepreneurship for the first time."
Matt Wolach
[09:43] "You need to have the right process, right formulas in place, the right playbook, so you can bring somebody in. They can take over, they can walk through that exact same thing– and sell just as well as you."
[14:10] "They're willing to pay more… you're gonna have more buyers, if you have it set up. And it looks so good. It looks great. You've got the process lined out and looks like someone could just take over and make it happen."
LEARN MORE
To learn more about The Magnolia Firm, visit:
https://themagnoliafirm.co/
You can also find Christine McDannell on LinkedIn at: https://www.linkedin.com/in/christinemcdannell/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARYSEO has been one of the cornerstones of content marketing in SaaS. You hear this term a lot among businesspeople and corporations. Many brands use this strategy, often stating that their blog adheres to SEO principles. And yet only a few actually generate traffic, much less close a deal from any of their web content.
In this episode of Scale Your SaaS, Growth Gorilla Founder, and CEO Alan Silvestri reveals his framework for setting your SEO game up for a victory with host and B2B SaaS sales coach Matt Wolach. He also shares other techniques and common mistakes when scaling through content. Tap the power of backlinking to make your content truly count!
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 263, “Why Your SEO Strategy Isn’t Working – with Alan Silvestri”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Alan Silvestri, Founder & CEO at Growth Gorilla
TOP TIPS FROM THIS EPISODE
- Know What Page to Promote
- Select the Right Backlink Type and Quantity
- Incorporate Internal Linking
- Add Statistics and Quotes
- Use Custom Graphics and Elements
EPISODE HIGHLIGHTS
- 91% of Content Has No Traffic
- Pricing Lower at the Start is Fine
- Either be Better or be Different
TOP QUOTES
Alan Silvestri
[17:47] “So what happens is they get discouraged and they simply quit. And they stop doing promotion which– this leads to what I call the content graveyard.”
[18:38] “So you know your audience, you know the pain points of the audience. Then create content that’s targeting those pain points because those are typically low hanging fruit keywords with less competition.”
Matt Wolach
[3:44] “A podcast keeps you busy. I know that. But it’s a lot of fun and definitely a great learning experience.”
[7:39] “When you get started, it’s totally okay to charge something less than you actually will in the future.”
[8:26] “Make sure that you’re over-delivering for your early clients, and you’re able to get some awesome results.”
LEARN MORE
To learn more about Growth Gorilla, visit:
https://mygrowthgorilla.com/
You can also find Alan Silvestri on LinkedIn at: https://www.linkedin.com/in/alangrowthgorilla/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In today’s fast-paced digital world, software businesses must stay connected with their customers to provide an optimal experience. However, with so much consumer data scattered across various applications and systems, getting a complete view of a customer is challenging. This problem is where a Customer Data Platform (CDP) comes in.
This week’s episode of Scale Your SaaS with Kaz Ohta, CEO & Co-Founder at Treasure Data, and B2B SaaS Sales Coach Matt Wolach will explore how a CDP can revolutionize your business and what to consider when implementing one.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 262, "How Treasure Data Went From $0 to $100M in Revenue - with Kaz Ohta"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Kaz Ohta, CEO & Co-Founder
TOP TIPS FROM THIS EPISODE
- Data Helps Businesses Improve Customer Experiences
- Determine if Data is Right for Your Business
- Learn From Customers
EPISODE HIGHLIGHTS
- The Role of Customer Engagement Strategies in Business Success
- Personalized Customer Experience is a Game-Changer
TOP QUOTES
Kaz Ohta
[14:16] "And there's a lot of drama, and I was the head of engineering and product. So I needed to convince my co-founders, and some of the people didn't believe in so they tried to fire me to go to the board, and there was a lot of drama happening. But after that we grew from 50 million ARR to 100 million. So I'm glad we did that change."
[19:12] "I would say, commit 10 years, right? When we started the company, there were many startups in the same category, someone could pop out from stamp board, those engineering group who came out from Google started singing a product. Meta Microsoft music. After 10 years, we're the only ones who survived. Right? We listened to the customer. We had grit, right? So we just keep going."
Matt Wolach
[16:45] "I've had that same experience, where you just need the right person at the right time, sometimes they maybe have been the right person, but at the wrong time for your business growth cycle. And it can be a disaster. And I've done that as well. It's frustrating because you think they'll be so perfect, and it doesn't work out."
[19:57] "Just stay committed. And have that grit and know your customer."
LEARN MORE
**To learn more about Treasure Data, visit:
https://www.treasuredata.com/
You can also find Kaz Ohta on LinkedIn at: https://www.linkedin.com/in/kazukiohta/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/**
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
In this episode of Scale Your SaaS, Activate Onboarding Founder Harris Fanaroff shares how to save thousands in turnover costs through great employee onboarding with host and B2B SaaS sales coach Matt Wolach. He provides insights on ensuring managers understand its importance and are given the time and resources they need to do it well. And with persistence and focus on providing value, social media can also be a game-changer for your business. Read on to learn more about this episode.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 261, "How to Save Thousands in Turnover Costs Through Great Employee Onboarding - with Harris Fanaroff"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Harris Fanaroff, Founder at Activate Onboarding
TOP TIPS FROM THIS EPISODE
- Build Your Personal Brand First
- Be Consistent
- Don't Give Up
- Focus on Onboarding
EPISODE HIGHLIGHTS
- Persistence Pays Off
- Share Your Experiences & Expertise
- Make Time for Training
TOP QUOTES
Harris Fanaroff
[08:52] "The biggest mistake that I see is HR kind of owns it, the hiring manager kind of owns it. And because both people own it, nobody owns it, somebody has a really bad experience."
[16:52] "Biggest thing, maybe not the biggest, one of the big things I see is people ignore the pre-boarding process. So from the moment somebody accepts their offer, through day one, how do you make sure that you already start that engagement to get them excited?"
Matt Wolach
[5:57] "And this is something I teach my clients: don't start after you've launched the company. You need to start marketing that includes building your brand and getting your own personal brand rockin’ and so that people trust you connect, you have an audience before you even launch the company."
[15:12] "That's funny that you say that because, in my sales coaching, people tell me, Hey, we implemented only one of these 10 things you told us, and we already started closing more deals. So it is funny that if you just do some things right, you'll start to see results. It sounds like the same with sales or an onboarding."
LEARN MORE
To learn more about Activate Onboarding, visit:
https://activateonboarding.com/
You can also find Harris Fanaroff on LinkedIn at: https://www.linkedin.com/in/harrisfanaroff/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
There are several ways that a software company can apply to catapult itself straight to a big exit. One of the easiest ways to do this is by finding a market gap that everyone overlooks because they deem it too small to matter. Completely fill it in with your SaaS, and you will have your turf in your field of business.
In this podcast, Coviance Founder and CEO Omar Jordan share the story of how he cemented his company in its industry with over 425+ lenders and still counting. He discloses the winning strategies he stumbled upon by going against the grind with host and B2B SaaS sales coach Matt Wolach. Take the road less traveled and instantly differentiate yourself from your competitors!
PODCAST-AT-A-GLANCE
Podcast: Scale your SaaS with Matt Wolach
Episode: Episode No. 260, "How to Launch and Scale to Success Quickly - with Omar Jordan"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Omar Jordan, Founder and CEO at Coviance
TOP TIPS FROM THIS EPISODE
- Automate to Save Time and Human Capital
- Make Products Affordable Initially to Get Feedback
- Keep Punching Back Against Failure
- Understand When to Quit
- Surround Yourself with the Best
EPISODE HIGHLIGHTS
- Problems Encountered as a Customer are Market Gaps
- Sometimes Less is More
- The Best Salespeople Are Your Customers
TOP QUOTES
Omar Jordan
[11:16] "We always say we're not done yet. Right? We tackle one island, and what's the next island we'll go conquer. And we really do it for love of process, love of community."
[14:21] "Your best champion, your best salesperson, is your customer today."
[15:55] "The beauty of entrepreneurship is its ups and downs. And you just learn how to deal with the punches and get back up and keep going. Keep punching back. It's fun."
Matt Wolach
[10:53] "You do not want to ever stop sales because it's not always like a spigot that you can just turn on and off. And so I always preach, do whatever you can to not stop sales."
[14:10] "You got to give it to somebody. Have somebody using it. So you can get the feedback, you can improve the product, and you'd create some trust within your marketing."
LEARN MORE
To learn more about Coviance, visit:
https://www.coviance.com/
You can also find Omar Jordan on LinkedIn at: https://www.linkedin.com/in/omarjordan/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Subscription-based billing models have become increasingly popular in the world of business-to-business (B2B) software sales. However, implementing a subscription model is more complex than it may seem.
In this podcast, Niclas Lilja, Founder & CEO of Younium discusses the importance of subscription management for SaaS businesses, nailing your ICP, highlighting common issues companies face, and offering tips for improving subscription processes with host and B2B SaaS sales coach Matt Wolach.
PODCAST-AT-A-GLANCE
Podcast: Scale your SaaS with Matt Wolach
Episode: Episode No. 258, "Why Nailing Your ICP Is Critical for Growth - with Niclas Lilja"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Niclas Lilja, Founder & CEO of Younium
TOP TIPS FROM THIS EPISODE
- Create Flexible Pricing Plans
- Focus on Customer Service
- Use a Reliable Metrics Tool
- Collect Accurate Data
- Evolve Your Pricing Over Time
EPISODE HIGHLIGHTS
- Build Trust With Subscription Management
- Common Communication Challenges Are Inevitable
- Effective Communication Creates a Positive Environment
TOP QUOTES
Nicolas Lilja
[14:00] "One thing was around ideal customer profile. I don't know if we talked about it that way. But we were really quick on narrowing down our target market.”
[16:40] "You probably spend too much time in sales, right? Probably you didn't get the price you should have gotten because everything wasn't perfect. I think so it’s so important. I think you spent too much time on the wrong clients."
[23:33] "Everyone wants product-led growth. But there will be a lot of great companies anyways. So don't get tricked into doing everything you read about how things should be, but really do what makes sense. And you know, if you can get feedback from customers, potential customers, or friends, that should guide you."
Matt Wolach
[16:07] "I train my clients to make sure you nail your ICP, your ideal customer profile early. Because you're right, even if one or two of the factors that you look at for that aren't right, that could cause the entire relationship to sour, it could mean that they're not going to get the best value out of the system that they probably should be getting."
LEARN MORE
To learn more about Younium, visit:
https://www.linkedin.com/company/younium/
You can also find Niclas Lilja on LinkedIn at: https://www.linkedin.com/in/niclas-lilja-0544913/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARYEvery successful megacorporation that has ever existed was once small. We've all heard of the stories of a software startup founder that started their business in their parent's garage, or created it while still in college. And so with the right process and mindset, know that your company can be just as successful.
Dataedo Director of Customer Operations Chase Summers shares his experience in helping Dataedo grow from a side project to the profitable company that it currently is. He also talks about his transition from sales rep to a director with Host and B2B SaaS Sales Coach Matt Wolach. Watch and get ready to welcome growth for both yourself and your company!
PODCAST-AT-A-GLANCE
Podcast: Scale your SaaS with Matt Wolach
Episode: Episode No. 256, "From Side Project to Millions in Revenue - with Chase Summers"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Chase Summers, Director of Customer Operations at Dataedo
TOP TIPS FROM THE EPISODE
- Solicit and Implement Customer Feedback
- Identify the Market Gap
- Don't Take Yourself So Seriously
- Provide Autonomy But Do Not Neglect
- Be Comfortable with Being Uncomfortable
- Be More Interested Than Interesting
EPISODE HIGHLIGHTS
- Fewer Variables Equals Faster Customer Decision
- More Failure Equals Clearer Vision
- A Leader's Response to Failure Matters
**TOP QUOTES
Chase Summers**
[14:33] "My whole mantra with management is autonomy without neglect."
[15:12] "You can be an empathetic person but still be a really good leader. And so that's something that I've worked on is leading the people and giving them feedback at the same time, and being empathetic but also challenging."
[21:55] "Just learn to be interested and stop thinking that you’re interesting because chances are you're not."
Matt Wolach
[16:54] "You just don't do as well when you're under stress. And so I love the idea of just, breathe, take a step back. Don't take yourself seriously because it can really help you perform better."
LEARN MORE
To learn more about Chase Summers and Dataedo, visit:
https://dataedo.com/
You can also find Chase Summers on LinkedIn at: https://www.linkedin.com/in/chasesummers/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
The software industry is highly competitive, with numerous companies offering similar products and services. Despite a company's confidence in its superiority, the challenge lies in differentiating itself from the competition in the eyes of the market.
In this week’s episode of Scale Your Saas with host and B2B SaaS sales coach Matt Wolach, Ton Dobbe, the author of "The Remarkable Effect" and Chief Inspiration Officer and Founder at Value Inspiration, offers guidance on how to stand out and gain more wins by effectively positioning oneself against the competition.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS
Episode: Episode No. 254, “How to Differentiate from the Competition - with Ton Dobbe”
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Guest: Ton Dobbe, the author of "The Remarkable Effect"
TOP TIPS FROM THIS EPISODE
- Hire a Coach or Get a Mentor
- Don't Try to Please Everyone
- Differentiation is Key
EPISODE HIGHLIGHTS
- Build a Lasting Impression
- Always Strive to Innovate.
TOP QUOTES
Ton Dobbe
[04:12] “You realize that this one thing bubbles up every time again, it's like, okay, traction is there. But it's not predictable; something is wrong. And once you get it predictable, and you can get this flywheel going now, things start moving the right way.”
[09:02] “Create something valuable and desirable, and the combination of the two is really important. Because something valuable is, of course, that's the Holy Grail.”
[15:58] “Focus on the essence. What words like focus come up? But more importantly, is that I really drill down into, what is the real problem we're trying to solve here.”
Matt Wolach
[06:17] “It's hard sometimes when you're in the moment to see it. That's why I think having a coach for people to work with you is so great.”
[11:35] “Much better to make sure that you differentiate, make sure you separate, and they identify you as someone who this is an organization slash person slash tool product that can help us and get us to where we're going to, and the others will not.”
LEARN MORE
To learn more about Ton Dobbe and Value Inspiration, visit: https://valueinspiration.com/.
You can also find Ton Dobbe on LinkedIn at: https://www.linkedin.com/in/tondobbe.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
How you treat and interact with your customers greatly affects your software company’s image and reputation. In many ways, your customer support team is the face of your company. If you’re serious about growing your business, you must dedicate time, effort, and attention to customer service.
Vice President of Growth at SupportZebra, Daniel Viduya, explains customer support's importance. He also shares with Host and B2B SaaS Sales Coach Matt Wolach about outsourcing, what metrics to look at, and how to manage a support team.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS
Episode: Episode No. 253, “How to Maintain Consistent and Terrific Customer Support – With Daniel Viduya”
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Guest: Daniel Viduya, Vice President of Growth at Support Zebra
TOP TIPS FROM THIS EPISODE
- Build Your Team
- Know When to Outsource
- Check Your Metrics
EPISODE HIGHLIGHTS
- The Importance of Customer Support
- Above & Beyond Customer Service
TOP QUOTES
Daniel Viduya
[09:01] “Outsourcing companies would have dedicated teams that would be able to support that growing team”
[13:20] “When you treat your customers right, growth will come naturally.”
[23:00] “Are you doing right by your customers by binding yourself to this policy? By binding yourself to this policy? If not, you might want to revisit that.”
Matt Wolach
[00:11] “We talk a lot about growth on this show. But something that's often overlooked is one of the most important impacts on growth. And that's your customer support and the experience you create for your customers after the sale.”
[05:05] “Hard work, persistence, and vision – when you put those together, they can do some great things.”
LEARN MORE
To learn more about Daniel Viduya and Support Zebra, visit: https://supportzebra.com/.
You can also find Daniel Viduya on LinkedIn at: https://www.linkedin.com/in/danielviduya/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
Get even more tips by following Matt elsewhere:
Sales Tips
LinkedIn
Twitter
Instagram
Get even more tips by following Matt elsewhere:
- Sales Tips
The New Wave of Managing Global Hybrid Teams – With Projjal Ghatak
EPISODE SUMMARY
Starting a software business is just as much a psychological endeavor as a business undertaking. As a SaaS founder or CEO, you must possess the mindset that you can handle anything that comes at you and overcome the stress and challenges.
Co-Founder and CEO of OnLoop, Pojjal Ghatak, talks about how they managed their startup in the face of hardships. He shares with Host and B2B SaaS Sales Coach Matt Wolach what to do when you feel stagnant, or your business is facing an obstacle.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS
Episode: Episode No. 252, “How to Develop Mental Fortitude In Business – With Projjal Ghatak”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Projjal Ghatak, Co-Founder and CEO of OnLoop
TOP TIPS FROM THIS EPISODE
- Trust Is Key
- Focus On the Bigger Picture
- Attack the Problem
- Bounce Back
EPISODE HIGHLIGHTS
- Balance Work and Play
- The Importance of Being Seen
TOP QUOTES
Projjal Ghatak
[00:10] “People want to feel seen, and managers need to see work getting done. And I think overall, people are just less seen. And that often makes people feel less successful.”
[10:54] “Managers have a good sense of where to intervene.”
[16:16] “Having a table or notion with a database built into a spreadsheet just makes sense after a while.”
[19:22] “ And sort of staying focused on solving a problem and sort of pick your first principles on how can we use the very best of technology we have to solve the problem at hand, I think has led us to a place where we feel well positioned to capture the opportunity.”
Matt Wolach
[03:29] “…something really, really bad can create some good things.”
[22:29] “That's one of the things I just love about talking with great entrepreneurs is just seeing that vision and the passion come together.”
LEARN MORE
To learn more about Projjal Ghatak and OnLoop, visit: https://www.onloop.com/
You can also find Projjal Ghatak on LinkedIn at: https://sg.linkedin.com/in/pgonloop.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
Get even more tips by following Matt elsewhere:
Sales Tips
LinkedIn
Twitter
Instagram
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARYHere’s the truth: there's no surefire formula for instant success in the software world. But you can still boost the growth of your SaaS business by working with investors, gathering a core team, and utilizing the tools and resources that are easily available today.
Co-Founder and CEO of JustiFi, Joe Keeley, talks about how their business evolved from a simple platform to what it is now. He shares with Host and B2B SaaS Sales Coach Matt Wolach about their journey and how they learned to manage their company.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS
Episode: Episode No. 251, “How to Implement FinTech to Compete with Big Players - with Joe Keeley”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Joe Keeley
TOP TIPS FROM THIS EPISODE
- Look For Investors
- Grow Your Startup
- Make Mistakes
EPISODE HIGHLIGHTS
- Utilizing Financial Technology
- Manage Your Growing Business
TOP QUOTES
Joe Keeley
[15:21] “Because the tools that are out there today, if executed properly, can really help you accelerate that potential.”
[22:01] “We all make mistakes each and every day. And I just reserve the right to try to be smarter tomorrow, and I am today.”
Matt Wolach
[04:18] “Now there's so much opportunity for some of the smaller and medium-sized companies to be able to accelerate.”
Get even more tips by following Matt elsewhere:
- Sales Tips
**How To Educate Your Market To Win Traction – Shaunak Roy
EPISODE SUMMARY
It’s not easy to develop a SaaS product that people will love. As with any business venture, building and launching a startup software platform takes a lot of work; it’s a roller coaster ride out there. That’s why it’s necessary to understand the basics and how the entire process goes.
Yellowdig's CEO and founder, Shaunak Roy, talks about how their company started and how they built their product. He shares their process with Host and B2B SaaS Sales Coach Matt Wolach and the importance of going through every step.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS
Episode: Episode No. 250, “How To Educate Your Marketing To Win Traction – With Shaunak Roy”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Shaunak Roy, CEO & Founder of Yellowdig
TOP TIPS FROM THIS EPISODE**
- Find Your Idea
- Study Your Niche
- Identify Your Problem and Develop a Solution
- Build Your Product
EPISODE HIGHLIGHTS
- Go Through The Basics
- Talk To Your Customers
**TOP QUOTES
Shaunak Roy
[06:31] “The first question is, what's the problem? What are you trying to solve?”
[15:22] “There is no silver bullet; I mean, it's always like, kind of making sure all the bare basics are done right.”
[19:41] “Focus on the bare basics. It's easy to get kind of defocus and go the shiny object or that one thing if I did a company is going to grow, but the reality often is that the basics has to work.”
Matt Wolach
[01:36] “We're all living through it. And hopefully, we're living the dream, as they say.”
[13:58] “You are combining some of the education you're doing and just users sharing their experience. The more we can do that, the better that will help the marketing and sales effort.”
LEARN MORE
To learn more about Shaunak Roy and Yellowdig, visit: https://www.yellowdig.co/.
You can also find Shaunak Roy on LinkedIn at: https://www.linkedin.com/in/shaunak-roy-65231b/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.**
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARYBeing in business often means being busy. For many of us, this means needing to be more watchful over all the company spending. What if I tell you that as much as 30% of your budget is being wasted? But worry not! A little bit of mindfulness and that 30% waste will turn into a 30% gain in no time.
Quolum Founder and CEO Indus Khaitan discuss optimizing spending so that every dollar is used profitably and meaningfully. He also talks about other methods of scaling your business and growth pitfalls to avoid with Host and B2B SaaS Sales Coach Matt Wolach. Watch and ensure that your entire capital is truly scaling your business!
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 249, "Software Companies Waste 20-30% of their Spend - Fix It This Way - with Indus Khaitan"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Indus Khaitan, CEO, and Founder at Quolum
TOP TIPS FROM THIS EPISODE
- Audit Your SaaS Spend
- Never Stop Learning in SaaS
- Establish Trust with Personal Connections
- Market the Product Early On
- Consider the Niche of Your Connections
EPISODE HIGHLIGHTS
- Software is Creating Something Out of Nothing
- Up to 30% of SaaS Spend is Wasted
TOP QUOTES
Indus Khaitan
[6:59] "Software delivered overnight– change the color, change this code, and you have a new product altogether. Lovely."
[20:20] "That's what's happening in SaaS. We do not know how much we have bought. If you have bought it, we have not used it… That's the biggest issue: Overbought licenses, underused product features."
Matt Wolach
[6:15] "Software is something you create out of nothing. It's just kind of an amazing thing. You don't have to go out and source some plastic for manufacturing or something. It's pretty ridiculous how we can create this million-dollar idea that Indus has created just because you saw a problem, saw pain, and know that you can create a solution."
[21:04] "That's good advice. I think it's really smart to be able to pick a niche that you're connected with or at least start to realize– how do I get more connected with this niche."
Get even more tips by following Matt elsewhere:
- Sales Tips
In the first episode of the newly rebranded Scale Your SaaS with host and B2B SaaS sales coach Matt Wolach, you’ll get to know Ken Marshall and his smart tactics for using SEO for your SaaS business. He laid out the top four SEO mistakes you’re probably making and how to avoid them to succeed in your goals.
SEO is a tricky game in today’s digital landscape, and every software business should be able to grasp its ins and outs in order to come up with a strategy that not only gains traffic for your website but potential customers as well with the right targeting methods to get your business out there.
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 248, “4 SEO Mistakes You’re Probably Making - with Ken Marshall”
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Guest: Ken Marshall, Chief Growth Officer & Managing Partner at RevenueZen
TOP TIPS FROM THIS EPISODE
-
Understand That Organic is Not a Strategy
-
Keep Educating Yourself
EPISODE HIGHLIGHTS
-
Bottom of the Funnel is the Most Important
-
Blogging for the Sake of Blogging Isn’t Effective
LEARN MORE
To learn more about Ken Marshall and RevenueZen, visit: https://revenuezen.com/
You can also find Ken Marshall on LinkedIn at: https://www.linkedin.com/in/kennethdwmarshall/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
Get even more tips by following Matt elsewhere:
- Sales Tips
WOW! I was surprised to see that my podcast 𝘄𝗮𝘀 𝗱𝗼𝘄𝗻𝗹𝗼𝗮𝗱𝗲𝗱 𝗶𝗻 𝟳𝟯 𝗰𝗼𝘂𝗻𝘁𝗿𝗶𝗲𝘀 last year.
And that it is one of the top SaaS podcasts in the world! With this, I have an announcement:
We’ve been doing this podcast for almost 3 years now (sounds crazy to say).
I have met and learned from some of the best and smartest people in the tech world.
And the feedback from many of you has been overwhelming, I’m so glad it’s helping you grow.
But now it’s time to make a change. But not a big one, only a name change.
The previous name, SaaS-story in the Making, was my idea. I thought it sounded fun and cute, and played off the phrase “History in the making.”
The idea was to deliver you the stories of those who were building their SaaS companies so you could learn from their experience.
We did that - the stories and lessons have been tremendous!
But the name was long, and many didn’t understand the reasoning behind the name. It didn’t roll off the tongue.
So we’re changing the name of the show to:
Scale Your SaaS
Every week we’ll focus on giving you specific tips and methods for growing your software company.
From marketing, to sales, to operations, finance, and more.
All around getting you to your goals and dreams.
So, if you haven’t yet, subscribe to the show so you don't miss out on any key insights.
You may see it still listed as “SaaS-story In the Making” on the podcast site of your choice, so subscribe there, it will rollover to “Scale Your SaaS” soon enough.
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Starting a software company is never easy, but with the right mindset, everything will surely fall into place. It’s all about discovering your best possible offer, understanding your customers, knowing how to market your SaaS product, and executing your marketing strategy.
F.I.R.E. Consulting, Inc. Co-founder Gavi Zeitlin discusses the pillars of the F.I.R.E. marketing method. He shares with Host and B2B SaaS Sales Coach Matt Wolach how the idea came to be, and how it has helped many companies market their businesses.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 247, “How Your Mindset Can Make or Break Your Company – With Gavi Zeitlin”
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Guest: Gavi Zeitlin, F.I.R.E. Consulting, Inc. Co-Founder
TOP TIPS FROM THIS EPISODE
- Have a Laser-Sharp Focus
- Get Involved & Interested
- Market the Results
- Execute Your Plan
EPISODE HIGHLIGHTS
- Mindset is Everything
- Overcome Imposter Syndrome
LEARN MORE
To learn more about Gavi Zeitlin and F.I.R.E. Consulting Inc, visit https://gavizeitlin.com/.
You can also find Gavi Zeitlin on LinkedIn at https://il.linkedin.com/in/gavi-zeitlin.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Being a solo software founder can be a very rewarding and freeing experience, but it is also tough work. It's like playing a game with the hardest difficulty since you must play all classes to progress to the next level. But with the right guidance, it will be more than worth it because your company will succeed and give you more than just a return on investment.
SmartCue Founder and CEO Robin Singhvi share a wealth of tips he learned not just as a solo founder but as a first-time founder who succeeded with his company. He also talks about the beautiful story of how SmartCue won Product of the Day on Product Hunt with Host and B2B SaaS Sales Coach Matt Wolach. Watch this video, and your brand may be featured as Product of the Day!
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 246, "Lessons for a Solo Founder - with Robin Singhvi"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Robin Singhvi, Founder at SmartCue
TOP TIPS FROM THIS EPISODE
- Build a Strong Community
- Follow a Framework
- Let People Know You're Hiring
- Talk to Your Target Audience Early
EPISODE HIGHLIGHTS
- Pivoting is Normal
- Personalize Demos, Not Feedback
TOP QUOTES
Robin Singhvi
[17:47] "Being a solo founder, you get to choose your own path, make things happen your way."
[20:20] "When the company's doing well, when it's soaring, when it's hitting new heights, that's when it needs lots of love and attention. It's not when they're struggling."
[22:46] "So having these team members and building a culture that enables them to sort of propose new ideas and approaches… It's like the Avengers, right? It's like having a group of superheroes that you're trying to get together with different superpowers, all working towards the same goal."
Matt Wolach
[19:49] "I have a college degree and I've learned so much more being a founder, being an entrepreneur than I did back there. So it's pretty amazing."
[23:31] "A lot of my mentors told me, use your resources, because I would try to do everything myself… And it's really important to understand that you don't have to do everything yourself. In fact, it's better if somebody else can focus on that while you focus on other stuff."
Get even more tips by following Matt elsewhere:
- Sales Tips
The Best Outreach Tactics - David Valentine
EPISODE SUMMARY
Scaling a SaaS company involves blood, sweat, and tears. You have to get a lot of things right; outreach, in particular, has to be great. Now, imagine having to scale eight companies at once. Fortunately, there are experts out there that have successfully scaled in all of their software companies that you can emulate so that you can scale yours, regardless if it's one or a dozen!
Avadel CEO David Valentine provides loads of valuable insights on generating results in your outreach and successfully juggling multiple businesses. He also shares life lessons with Host and B2B SaaS Sales Coach Matt Wolach about finding balance amidst running eight companies. Watch so that you can elevate your strategy and breach the Fortune 100!
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 245, "The Best Outreach Tactics - David Valentine"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: David Valentine, CEO at Avadel
TOP TIPS FROM THIS EPISODE
- Be a Giver When Networking
- Make an Outrageous Offer
- Utilize Leadership and EOS
- Market the Product After 80%
EPISODE HIGHLIGHTS
- Scaling Is Not Stressing
- Clarity is King
TOP QUOTES
David Valentine
[17:59] "Clarity is king. It's what helps you sell more. The clients that see the best results have outrageous offers and have lots of clarity."
[20:20] "When the company's doing well, when it's soaring, when it's hitting new heights, that's when it needs lots of love and attention. It's not when they're struggling."
[22:47] "A lot of software founders want to perfect the product. And you're never going to have it perfect."
Matt Wolach
[13:42] "If you're starting to try to get into a partnership strategy, you need to give. You're not going to have any partners who will give you a ton of great business without you giving them anything. Practice giving first."
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARYEverywhere you go in software businesses, you hear "KPI" thrown around. But how exactly do you begin to capture data, make sense of the numbers and produce an action plan written with letters? Easy. You follow the steps of intentional iteration.
Host and B2B SaaS Sales Coach Matt Wolach and ScaleMatters CEO Scott Stouffer unleash the magic of intentional iteration and unravel the secret art of using data. Stouffer also shares the assortment of tricks you can apply to scale your company securely. Watch and learn to wield logic like a wand to spell your company to success!
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 244, "How to Gain More Efficient Growth Using Data - with Scott Stouffer"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Scott Stouffer, CEO of scaleMatters
TOP TIPS FROM THIS EPISODE
- Model, Measure & Analyze the Motion
- Fund Lead Generation Early
- Invest in Sales Support
- Have an Efficiency Mindset
- Onboard Executives & Delegate
EPISODE HIGHLIGHTS
- Intentional Iteration Ensures Progress
- Context Drives Actionability
TOP QUOTES
Scott Stouffer
[5:50] "Never fast enough but making good progress."
[10:18] "None of us come out of the gate and have this perfectly honed go-to-market engine. It's a series of twists and turns and experiments we go through until we try to find things that work."
[21:38] "Fail fast but do so because you're being very intentional about things."
Matt Wolach
[22:38] "bringing on somebody else who focuses on something and who could– can take something off your plate… it's more than just the sum of each part. It's like an exponential acceleration."
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
Any software founder who has ever tried to penetrate a market typically finds themselves feeling nervous. After all, there are already many established players in the field. To combat this, some go so far as to create elaborate sales methods or feature-loaded products. Nowadays, to truly stand out, simplicity is the name of the game. All you have to do is to turn your SaaS into a solution so easy to use, that it's the obvious solution.
Snapfix CEO and Founder Paul McCarthy gives us a quick peek at how his software entered the project management market, focusing on buildings. He provides multiple snippets of simple techniques with Host and B2B SaaS Sales Coach Matt Wolach that you can implement, from designing your software to maintaining it. Watch and see your software become the image of success!
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 243, "How to Get Your Market to Switch to Your Product - with Paul McCarthy"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Paul McCarthy, CEO, and Founder at Snapfix
TOP TIPS FROM THIS EPISODE
- Get Customer Feedback ASAP
- Tell Your Mission on Events
- Make the Products Emotionally Relevant
- Eliminate the Bottom 10%
- Find the Right Co-Founder
EPISODE HIGHLIGHTS
- The Design Sets the Difficulty
- Usability Over Features
**TOP QUOTES
Paul McCarthy**
[9:35] "When you speak at events… you're not selling your product. You're talking about where the industry is going."
[10:18] "The ability for you to be able to use photos to report things in a collaborative way is a key part of the smart building future."
Matt Wolach
[7:53] "I think events are a key piece of the puzzle when it comes to go-to-market strategy."
[19:59] "Early days– sometimes you spend a little more time than you will in the future. And a lot of times, we overthink scale early. But you can get there once you figure out exactly who your customer is and how best to take care of them best."
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
What do you think are the makings of a great software sales leader? Is it having years of sales experience under one's belt? Is it a sales degree from a famous university? Do they know the ins and outs of sales like the back of their hand? While these can certainly help, the common denominator of all good sales outreach is a solid process.
Greencube CEO Ekin Ober talks about the importance of nailing your sales process and other prospecting techniques with Host and B2B SaaS Sales Coach Matt Wolach. She is also a living testament to how someone without a sales background can succeed. Watch and enjoy becoming another success story in the field of SaaS!
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 242, "How to Be More Effective in Sales Outreach - with Ekin Ober"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Ekin Ober, CEO of Greencube
TOP TIPS FROM THIS EPISODE
- Keep your Salespeople Happy to Get Results
- Make Prospects Feel Special with Personalized Messages
- Keep Following Up
- Prioritize DPT when Hiring
- Look for Passion in Applicants who Fell Short
EPISODE HIGHLIGHTS
- Prospecting has Three Main Issues
- Process is Essential
- Pipeline Comes Through Different Avenues
TOP QUOTES
Ekin Ober
[8:31] "What do you want to do as a salesperson? You want to make the person feel special. 'I've spent time with you. I spend time looking at your profile. I know a little bit about you. Hey, you posted this recently. Hey, I know this about your company.' So there's that research aspect of it."
[20:01] "I don't know if I'm a salesperson. I don't know if I'll really get to that point. But you told me that it's never about being a salesperson. It's about following the process, knowing your process, and knowing what to say, what to do, and when."
Matt Wolach
[10:18] "Doing it the right way gets the salespeople happier... And if they're using the right processes and the right tools, it's going to get the results which of course will make you happy. It's going to lead to the better bottom line, but it's also going to make them happy."
[18:47] "The only reason I would accept them (job applicant) if they're bare, there is that I see potential, and I see opportunity. And I want to believe in them. And if they come with energy and passion, like you're saying, that shows me that they're going to want to put the work in there. They're going to want to make it work out."
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARYIf you’re in the software industry, you’re probably aware that many companies shut down in December. Some of them become a little complacent and think that because it’s the holiday season, they pause their business, thinking it’s a slow time to make a profit.
On the contrary, Matt Wolach, host of SaaS-Story in the Making, believes December is high time to prepare for next year. In this episode, he will show you why you need to be aggressive at the end of the year, why you need to crush December, and how you can do it.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 241, “Finish the Year Strong - with Matt Wolach”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
TOP TIPS FROM THIS EPISODE
- Take Advantage of Year-End Expenses
- Work Backwards to Hit the Ground Running
EPISODE HIGHLIGHTS
- Get Customers to Sign Up With Discounts
- Make the End of the Year a Start of a Prosperous Year
TOP QUOTES
Matt Wolach
[04:58] “And if you can do that now we're talking, if you can finish the year strong, that can be a big boost to your company and show you your team, the market, you mean business in the next year. So come 2023, you can have more customers under your belt, you can be feeling good, you can feel confident, and you're ready to hit the ground running to have an even better year in 2023.”
[7:21] “And they can feel better that they don't have to pay as much profit or sometimes it balanced is completely. Okay, they can put all their profit back into your product. Now, if you know this, you can start to play on that. You can start to talk to your buyer. You can start to talk to your contact.”
[14:04] “So December, do not let this month go. You have an opportunity right now to finish 2022 in a big way. Do not let it go. Do not let up. Do not think oh man, I just had a big meal. I ate all these cookies, these Christmas cookies. It's amazing. I'm just going to chill out. I'm just going to call mom. I'm going to say no, don't do that. I know it's easy. I know that there's motivation or lack of motivation sometimes. I know it can be a tough month with family and things going on. You got to buy presents for the kids. You gotta, please push. Please make December special. Come 2023, you will be so glad you did because now you have a bigger foundation. You have more customers you can build on. You have more confidence to know that you can deliver and will have an amazing 2023.”
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARY
While doubling down on advertisements can be the knee-jerk reaction to advertising your software, the answer is more straightforward. Standing out from the crowd and driving leads can be achieved with a well-curated messaging strategy. Now the question becomes, how exactly do you accomplish that?
CEO and Founder at Brighter Click Colby Flood discusses the importance of nailing the correct messaging strategy together with B2B SaaS Sales Coach Matt Wolach. He also emphasizes communication within the business along with other advice in growing the business and filling the pipeline. Watch and learn how to win the game using a high-impact creative messaging strategy!
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 240, “Get More Leads with The Right Messaging Strategy – with Colby Flood”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Colby Flood, CEO, and Founder at Brighter Click
TOP TIPS FROM THIS EPISODE
- Centralize your Brand Message
- Maximize the Algorithm
- Utilize First-Party Data Tracking
- Pivot with a Business Consultant
- Find the Right Fit with Your Hiring Process
EPISODE HIGHLIGHTS
- Many Agencies are Bad at Communication
- Education is the Core of B2B Marketing
- Head Count Does Not measure Growth
TOP QUOTES
Colby Flood
[5:42] “Messaging strategy is really understanding your customer, understanding your brand, having strategy and purpose behind what you put out there, and then testing and measuring it properly so you can move towards or move away from one specific type of messaging or creative.”
[13:59] “Creating captivating content that educates and adds to them, and gives them the trust and belief in your product or your company that you can provide what they need is the key.”
Matt Wolach
[6:06] “Within your sales process address their objections. And if you can figure out what those objections are and understand how to address those and overcome those, it’s critical.”
[16:13] “I believe in getting help. I believe in coaching. I have a coach myself. A lot of people come to me for their help and growth. Getting that perspective from outside the organization can be important because sometimes they see things you don’t see and have knowledge from other experiences that your team didn’t have.”
Get even more tips by following Matt elsewhere:
- Sales Tips
EPISODE SUMMARYA standard piece of advice that both software salespeople and marketers provide when it comes to lead generation is to apply SEO. In fact, the use of SEO is expected nowadays because of how much impact it can have in increasing your close rate. But are you actually executing your SEO correctly?
B2B SaaS Sales Coach and Host Matt Wolach and Growth Sprints Founder Brendan Hufford get to the bottom of what not to do when it comes to SEO. Hufford also shares many of his personal content techniques like the 3S and the 5-Step Framework. Watch and find out what pitfalls to avoid to keep accelerating your SaaS!
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 233, “SEO Mistakes to Avoid - with Brendan Hufford”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Brendan Hufford, Founder at Growth Sprints
TOP TIPS FROM THIS EPISODE
- Don't Mind SEO Before Figuring Yourself Out
- Don't Post Blogs Beyond Your Niche
- Don't Base Content on Keyword Search Results
EPISODE HIGHLIGHTS
- SEO Tools are Outdated
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 how to do that in style.
In this week's episode of SaaS-Story in the Making, B2B SaaS Sales Coach and Host Matt Wolach and Stoke Talent Co-founder and CEO Shahar Erez get to the bottom of the evolving labor landscape. They discuss how hiring freelancers is the guaranteed destination and everything else that a founder needs to consider. Watch the video so you can learn how to work with freelancers effectively!
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 231, “The Future of Your Workforce - with Shahar Erez”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Shahar Erez, Co-founder & CEO at Stoke Talent
TOP TIPS FROM THIS EPISODE
- Use Freelancers to Become Agile
- Augment Your In-House with Freelancers
- Apply Due Diligence When Hiring Freelancers
- Lay the Infrastructure for Hiring Freelancers
EPISODE HIGHLIGHTS
- The Freelance Workforce Revolution is Happening
- Freelancers Help Begin Execution
- Freelancers Diversify the Talent Pool
- Freelancers are Startup Friendly
From Matt’s popular B2B SaaS-focused podcast: “SaaS-Story in the Making.”
With the rising trends in the SaaS industry, every founder must learn how to innovate with their marketing strategies. Businesses of all sizes are discovering that they can effectively integrate SMS marketing with a larger marketing strategy.
In this episode of SaaS Story in the Making, I talked about the common problems in a SaaS business and shared a unique solution to every single of them – SMS marketing. See how this SMS marketing service can solve SaaS problems. Watch now!
And while you’re at it, explore Torowave and get your FREE 7-day trial here: https://torowave.com/trial/
Listen to the audio version:
🔊 Apple: https://podcasts.apple.com/us/podcast...
🔊 Spotify: https:/.spotify.com/show/5QcWEf9...
🔊 iHeart: https://www.iheart.com/podcast/269-sa...
Are you struggling to grow your software business and achieve scale? Matt, a software founder, investor, and SaaS sales coach, had the same challenges when he first got into B2B SaaS, launching a company without ever having done so.
After initially failing to land new business, he was able to uncover the formula for attracting and closing software deals at scale. That formula has led to exponential growth at several companies and multiple investment rounds and exits.
👇 SUBSCRIBE TO MATT’S CHANNEL NOW TO LEARN THE SAME FORMULA 👇
https://www.youtube.com/channel/UC3pC...
Matt now helps other software founders and leaders understand the framework for launching and scaling their company.
Want to achieve success and have a tremendous amount of impact with your B2B SaaS business? Subscribe now and learn:
✔️ How to ATTRACT perfect fit customers to you
✔️ Ways to ENGAGE with your leads moving more through your process
✔️ The specific techniques that CLOSE deal more quickly and for more $$
✔️ How to SCALE so that others can step in and you can have freedom
And get even more tips by following Matt elsewhere:
Tips Page: https://tips.mattwolach.com/
LinkedIn: https://www.linkedin.com/in/mattwolach/
Twitter: https://twitter.com/Matt_Xsellus
Instagram: https://www.instagram.com/mattwolachofficial/
#SaaS #software #podcast #salestraining
From Matt’s popular B2B SaaS-focused podcast: “SaaS-Story in the Making.”
With many social media platforms, it can be challenging to find one where a brand can grow. But in recent years, and with the added boost in social media marketing combined with the boom in engagement since the pandemic, there’s one channel that stood out so far that even Elon Musk wants to buy it. — Twitter.
In this episode of SaaS Story in the Making, I invited Hypefury’s Co-Founder, Yannick Veys, to sit down with me and reveal his secrets that answer this million-dollar question, how to win business from Twitter. Watch now to find out!
Listen to the audio version:
🔊 Apple: https://podcasts.apple.com/us/podcast...
🔊 Spotify: https:/.spotify.com/show/5QcWEf9...
🔊 iHeart: https://www.iheart.com/podcast/269-sa...
Are you struggling to grow your software business and achieve scale? Matt, a software founder, investor, and SaaS sales coach, had the same challenges when he first got into B2B SaaS, launching a company without ever having done so.
After initially failing to land new business, he was able to uncover the formula for attracting and closing software deals at scale. That formula has led to exponential growth at several companies and multiple investment rounds and exits.
👇 SUBSCRIBE TO MATT’S CHANNEL NOW TO LEARN THE SAME FORMULA 👇
https://www.youtube.com/channel/UC3pC...
Matt now helps other software founders and leaders understand the framework for launching and scaling their company.
Want to achieve success and have a tremendous amount of impact with your B2B SaaS business? Subscribe now and learn:
✔️ How to ATTRACT perfect fit customers to you
✔️ Ways to ENGAGE with your leads moving more through your process
✔️ The specific techniques that CLOSE deal more quickly and for more $$
✔️ How to SCALE so that others can step in and you can have freedom
And get even more tips by following Matt elsewhere:
Tips Page: https://tips.mattwolach.com/
LinkedIn: https://www.linkedin.com/in/mattwolach/
Twitter: https://twitter.com/Matt_Xsellus
Instagram: https://www.instagram.com/mattwolachofficial/
#SaaS #software #podcast #salestraining
EPISODE SUMMARY
SEO is one of the most effective strategies that SaaS companies should consider. When done right, it's a cost-efficient strategy that can boost a startup's growth. SaaS-Story in the Making host Matt Wolach and Bright Line Media's Founder and CEO, Barrett O'Neill, talks about the importance of SEO strategy, content creation, and optimizing learning for SaaS Startups.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No 199., “How to Grow Your SaaS Startup with SEO”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Barret O’Neill, Founder, and CEO of Bright Line Media
TOP TIPS FROM THIS EPISODE
- Create Compelling Content Consistently
- Use Long-Tail Keywords
- If Needed, Make It Someone’s Job
EPISODE HIGHLIGHTS
- SEO Is Essential
- Put Skin in the Game
TOP QUOTES
Barrett O’Neill
[04:51] “Having a little bit of skin in the game and that forces you to learn quickly, then [it] accelerates that growth curve.”
[11:13] “The only way to get organic traffic that converts is to start doing SEO.”
[15:26] “Not every piece of content has to be earth-shattering, but it's about showing up. And again, the consistency–like being in the game.”
Matt Wolach
[06:05] “When you put skin in when you put some money into a business, you're extremely motivated to make sure that you see a return on it.”
[12:23] “If you do [SEO] it right, someone else spends a lot of money on marketing, somebody searches them or searches a keyword about them, and YOU pop up.”
LEARN MORE
To learn more about Barrett O’Neill and Bright Line Media, visit https://brightlinesocial.com/.
You can also find Barrett O’Neill on LinkedIn at: https://www.linkedin.com/in/barrettoneill/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
In this episode of SaaS-Story in the Making, host Matt Wolach sits with Radd Co-Founder and CMO Natalie Staub as they talk about the rise of e-commerce and how influencer marketing is crucial for businesses. Being a digital marketing and social media senior lecturer at Middlesex University, Staub knows her way in marketing trends and how companies can grow through powerful strategies that can help them keep up with the demands of the industry.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 197, “Why Influencer Marketing is a Powerful Marketing Strategy”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Natalie Staub, Co-Founder, and CMO of Radd
TOP TIPS FROM THIS EPISODE
- Maximize Influencers’ Social Power
- Identify How Influencers Can Help You Grow
- Influencers Allow Brands to Target a Wider Audience
- Brands Can Borrow and Re-communicate their Values through Influencers
- Helps With The Formation of a Brand Community
- Find the Right Influencers for You
- Lay Out Your Values Clear
- Identify your Target audience
EPISODE HIGHLIGHTS
- The Pandemic Accelerated eCommerce
- What Brands Miss Out On
TOP QUOTES
Natalie Staub
[06:40] “If you work in the era of influencer marketing, you know that even before social media, we all turn to some form of an opinion leader– opinion format to help us formulate decision making.”.
[09:36] “The influencer needs to be inspiring because we all want to grow. We don't want to be who we are today– we want to be who we can be tomorrow and the hereafter. And so we look to find an influencer that allows us growth in one way.”
[11:14] “Customers are not looking just to buy products and services. Customers want magic, they want a story, and your brand be better telling stories that are consistent with its values.”
[20:31] ”Balance comes with creating very clear priorities. No, black and white, what's important for me, and what is not.”
Matt Wolach
[08:47] “It creates kind of a buzz, and it starts to create a groundswell, something viral.”
[10:37] “When you're building your brand, make sure that you relate to your customers.”
LEARN MORE
To learn more about Natalie Staub and Radd, visit https://raddcontent.com/.
You can also find Natalie Staub on LinkedIn at: https://www.linkedin.com/in/nataliestaub/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
Sales can be tricky—you need to showcase your product without compromising a great customer experience. In this episode of SaaS-Story in the Making, Matt Wood, CEO of CheetahIQ, shares the importance of sales research with host Matt Wolach.
Wood explains how research and prospect intelligence can prepare salespeople to perform better and close more deals. This method may sometimes be the most neglected part of the process but here’s why you need to start dedicating your time to it.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 195, “How Sales Research Can Help You Close More Deals”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Matt Wood, CEO of CheetahIQ & Founder of 10 Mile Solutions
TOP TIPS FROM THIS EPISODE
- Know Exactly What You Want
- Improve SDRs and AEs’ Performance
- Prospects Love it when You Do Your Homework
EPISODE HIGHLIGHTS
- The Five by Five Framework
- Prospects Don’t Trust Salespeople
TOP QUOTES
Matt Wood
[08:00] ”The relevance during outreach and booking meetings is really about breaking through the noise and standing out so you can book the meeting.”
[08:50] “Research out there says that 88% of buyers, in the b2b space, believe that salespeople are unprepared for discovery calls and because they're unprepared, they are unable to build trust, they're not becoming a trusted adviser.”
[14:25] “We want to be that trusted advisor with a seat at the table– who is like the name implies– trusted by the prospects so that they look at you as someone who can help them solve problems.”
[19:41] “If you can understand your market, really understand your problem and how you saw that and how you message that to the customers.”
Matt Wolach
[13:32] ”I love that five by five framework. That's something that I could train someone on. I could say, okay, I need five insights in five minutes. So you don't have to waste a lot of time. But you can get really good things and have a fantastic conversation with somebody or have a great positive outreach campaign that's going to work that's going to hit on things that they appreciate.”
[15:35] “[Research] It works for multiple different roles, the SDR, they've got their stuff, the AEs doing their thing. So everybody can kind of see what's going on with this prospect.”
LEARN MORE
To learn more about Matt Wood and CheetahIQ, visit https://www.cheetahiq.com/.
For 10 Mile Solutions, visit https://10milesolutions.com/.
You can also find Matt Wood on LinkedIn at: https://www.linkedin.com/in/matthewnwood/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
SaaS companies often focus on arbitrary areas of marketing and tend to overlook some of the best tactics that can help them grow. In this episode, Marc Thomas, the Head of Growth at Powered By Search, shares his expertise and experiences in marketing and sales growth with SaaS-Story in the Making Host, Matt Wolach. Thomas shared the most common marketing mistakes SaaS companies make and how you can solve them.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 194, “SaaS Marketing Mistakes that Destroy Your Growth”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Marc Thomas, Head of Growth at Powered By Search
TOP TIPS FROM THIS EPISODE
- Writing Sales Copy That Only Contains Product Features
- Positioning for a General Audience
- Not Understanding How to Execute a Full Funnel
EPISODE HIGHLIGHTS
- Predictable Growth Methodology
- MQL is not Dead
TOP QUOTES
Marc Thomas
[03:18] “Most people don't need an SEO or PPC consultant. They need someone to help them work out the economics of their growth model.”
[07:01] “Predictable growth methodology allows us to, say, ‘let's structure this conversation rather than just going hey, let's, let's start anew every time.‘ But SaaS businesses grow because they acquire customers profitably and retain them for a long time.’
[14:32] “Lead magnets for generating effective MQLs, which will later convert into an SQL or a deal. All of this relies on a solid position, messaging, and then tactical work above that.”
[23:09] “It's an old-fashioned, unsexy thing to do to create a lead magnet and then say, ‘Hey, thanks for downloading our lead magnet, here's another thing.’ But look, you know what’s sexy? Revenue.”
Matt Wolach
[07:42] “It's critical to know exactly what those [SaaS metrics] are. And you know how you can leverage them and use them to get them bench to the right benchmarks and get them accelerated.”
[19:23] “You’ve got to have the perfect fit, right-fit customers to be able to work.”
[23:56] “A lead magnet is a guide or document or something of value you're sharing in exchange for usually an email… But it's something that a lot of SaaS companies kind of miss out on and don't take advantage of. They either don't use that as a strategy, or they don't know how to convert people from it.”
LEARN MORE
To learn more about Marc Thomas and Powered By Search, visit: https://www.poweredbysearch.com/.
You can also find Marc Thomas on LinkedIn at: https://www.linkedin.com/in/marc-thomas-4a91ba1b/?originalSubdomain=uk.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
Marketing can appear complex with all of the tools and strategies that promise to help a business grow. In this episode of SaaS Story in the Making, host Matt Wolach and Founder and CEO of Box Out Marketing, Tyler Garns, talk about how an effective marketing strategy doesn’t have to be complicated. Garns shares his expertise on marketing and how businesses can employ simple actions that can lead to their desired results.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No 194., “Why You Don’t Have to Be a Marketing Genius to Create an Effective Marketing Strategy.”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Tyler Garns, Founder, and CEO of Box Out Marketing
TOP TIPS FROM THIS EPISODE
- Stop Doing What Everyone Else is Doing
- Start Defining your Strategy through your Business & Pricing Model
- Have Fast and Slow Tracks
EPISODE HIGHLIGHTS
- Business Owners Throw Money at the Marketing Problem
- Keep it Simple
TOP QUOTES
Tyler Garns
[02:17] “Most business owners are masters of their craft. They're great at what they do. [But} they're not necessarily marketers. And so what they tend to do is, they just throw money at the marketing problem.”
[02:55] “The business owner and the founder– the visionary needs to take some ownership of the marketing strategy, tie it in with their big business vision, and make sure all that stuff's aligned, and then they can delegate appropriately.”
[06:24] “You have to define your own land; you have to know that it's the right strategy for your business model. Once you've got all that stuff lined up, then you can go– you can go hard.”
[14:07] “We spent money. And did we make money? Or did we lose money? That's the ultimate question. And if you can track that well and be confident in that data, You can go crazy [and] you can grow really fast.”
[16:08] “The multi-step, multi-touch attribution stuff doesn't help unless we know the basics– the foundation and where we're at.”
Matt Wolach
[06:48] “They often drift or grow in circles because they're not doing the right thing at the right time, with the right amount of focus on a particular topic.
[03:45] “Most of the deals are done after five follow-ups. So a large majority of people are not following up or doing it very few times.”
LEARN MORE
To learn more about Tyler Garns and Box Out Marketing, visit https://www.boxoutmarketing.com/tyler-garns/.
You can also find Tyler Garns on LinkedIn at: https://www.linkedin.com/in/tylergarns/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
In this episode of SaaS-Story in the Making, Matt Wolach and Mark Colgan talked about the importance of onboarding and making sure the most amount of website visitors start a trial. Colgan also shared his experiences on starting his podcast journey, what companies today are missing out on, and other things that can help B2B SaaS companies improve their onboarding process. Colgan is a co-founder and CEO of Speak On Podcasts and an onboarding specialist that helps B2B SaaS companies convert visitors into users.
PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the Making
Episode: Episode No. 191, “How to Get More Leads into Your Free Trial”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Mark Colgan, co-founder, and CEO, of Speak On Podcasts
TOP TIPS FROM THIS EPISODE
- Speak Up and Sell Yourself
- Consider your Buyer’s Journey
- First Impression Matters
EPISODE HIGHLIGHTS
- Providing Value
- Common Mistakes on Getting More Prospects to Sign Up
- Reducing Sign Up Form Friction
TOP QUOTES
Mark Colgan
[04:40] “People are looking and doing discovery before even reaching out to salespeople.”
[05:01] ”It's not just about the interview and the recording like we're doing now. It’s the relationship you can build with the host… establishing partnership opportunities with the podcast hosts that they're speaking to. It's just a great first step in a relationship.”
[09:02] “As a founder, you've got a unique position-- you got two angles, automatically: domain expertise, and your story.”
[14:11] “If a full-blown free trial isn't going to be possible, that's fine. But give them the experience of signing up, at least getting a little bit started, if possible at all.”
[16:20] “When you're the founder and you're building your set, you know what the little icons mean-- you know that you're supposed to click over here. But a first-time user doesn't have all of that bias, and familiarity with a product.”
[21:34] “The one that I get the most responsive support from, the one that's easiest to use, the one that gets me to my aha moment as quickly as possible, is likely to be the one that I'm going to go with if the pricing is right.
Matt Wolach
[05:37] “It can be even more powerful to be a guest on a show than starting your own, especially if your own show is a guest type of show… In that situation, the guest comes on and shares about their expertise. And the conversation goes around what they know.”
[09:16] “Do not gate case studies. Those are some of the most powerful things in converting your prospects.”
LEARN MORE
To learn more about Mark Colgan and Speak On Podcasts, visit: https://www.markcolgan.co.uk/ & https://speakonpodcasts.com/
For Product Onboarders, visit: https://www.theproductonboarders.com/
You can also find Mark Colgan on LinkedIn at: https://pt.linkedin.com/in/markcolganmarketing
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
In this episode, Alan Gleeson, Work with Agility’s Chief Marketing Officer and SaaS Marketing Consultant, shares his expertise in marketing with SaaS-Story in the Making Host, Matt Wolach. He is focused on working with B2B SaaS companies, providing marketing leadership and expertise to help them on their journey. Gleeson shares with us everything there is about marketing attribution and why it is necessary despite it being complicated.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 190, “Here’s what you need to know about Marketing Attribution for B2B SaaS Companies”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Alan Gleeson, Chief Marketing Officer of Work With Agility
TOP TIPS FROM THIS EPISODE
- Common Mistakes Businesses Commit & How to Fix Them
- Be Skeptical About Data
- Hire a Fractional CMO
EPISODE HIGHLIGHTS
- Importance of Marketing Attribution
- Complicated Attribution Process
- Segmenting & Resource Prioritization
TOP QUOTES
Alan Gleeson
[05:32] “But, in marketing, what you're trying to understand is where you should allocate your focus. It's a tricky function; you're endlessly overwhelmed.”
[05:45] “You're looking for patterns to try and see where you should prioritize.”
[13:07] “The big trick in B2B SaaS marketing is resource prioritization.”
[16:03] “They're probably thinking it's an easier problem to solve than it is.”
[18:13] “Google will get rewarded from an attribution point of view, be it a search organic, or a director, be it in a paid point. But it's the offline piece that's triggered.”
[20:46] “We're drowning in data. We got to be a little bit skeptical and just kind of be careful in this area.”
Matt Wolach
[08:21] “It's tough for us to determine where it's [attribution] coming from. That's why I said we're kind of struggling with it ourselves."
[22:12] “With something like this that is so technical, you have to stay on top of it. If you're an early-stage software leader, you have so many things you're doing, you have so many hats you're wearing, so many irons in the fire, that trying to put a bunch of focus right here on this thing is super difficult.”
LEARN MORE
To learn more about Alan Gleeson and Work with Agility, visit: https://www.workwithagility.com/about-alan-gleeson.
You can also find Alan Gleeson on LinkedIn at: https://uk.linkedin.com/in/alangleeson.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARYIn this episode, SaaS-Story in the Making host Matt Wolach sat down with Founder and CEO of Criteria Corp, Josh Millet to discuss how science-based assessments are key to making better hiring decisions. Being around 15 years in the industry, Millet shares with us the importance of having objective and science-based assessments on hiring employees, how data can help support your decision-making process, and the importance of building a great team for your company’s success.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 189, “How Science-Based Assessments Help You Make Better Hiring Decisions”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Josh Millet, Founder, and CEO of Criteria Corp.
TOP TIPS FROM THIS EPISODE
- What’s more Important, Potential or Experience?
- Increase Hiring Success and Reduce Turnovers using Science-Based Talent Acquisition
- Apply the Moneyball Approach
EPISODE HIGHLIGHTS
- Importance of Data-Driven Decisions
- The Great Talent Migration and the Great Resignation
- Message for the Startups
TOP QUOTES
Josh Millet
[14:37] ”Data has really transformed how we transact and think about our businesses in almost every area.”
[16:01] ”What we're doing is arming them with the data to make more informed decisions. But ultimately, the decisions are still there.”
[18:50] “I think that the problem with the way hiring works is that everyone thinks that the roles they're hiring for are highly specialized, where experience is an absolute must. And actually, the evidence suggests the contrary.”
[20:08] “As humans, we do want to work with people we like and that's a real dynamic.”
[20:48] “We want to focus on the objective things that we know predict outcomes, right?”
[24:53] “Over investing in a product early on to the extent that you can is not a bad thing.”
Matt Wolach
[14:07] “They're making science-based decisions for their roadmap and for their marketing. Why not with your people as well.”
[20:28] “In the hiring process, emotion is a huge part of it.”
LEARN MORE
To learn more about Josh Millet and Criteria Corp, visit: https://www.criteriacorp.com/
You can also find Josh Millet on LinkedIn at: https://www.linkedin.com/in/josh-millet-23ba192
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
In this episode, Matt Wolach and Andrew Butt talked about how Andrew finding niche has allowed his company to scale. Andrew also spoke about B2B rebates and why SaaS leaders should consider tracking their rebates easier and better.
Andrew is the CEO and founder of Enable, a collaboration platform that allows B2B leaders to maximize the performance of their deals while improving financial transparency.
Software and services are limited for the B2B and supply chain, so Andrew saw the opportunity to build a solution to an often neglected problem of B2B owners: unclaimed rebates.
PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the Making
Episode: Episode No. 188, “How to Scale Up by Niching Down”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Andrew Butt, CEO, and Founder of Enable
TOP TIPS FROM THIS EPISODE
- Manage Your Rebates Correctly
- Focus on Your Decisions
- Prove Your Product’s Efficiency
- Build a Team of Good Hires
EPISODE HIGHLIGHTS
- How B2B Rebates Work
- The Future of Rebate Management
- Educating the Market on B2B Rebates
- Dealing with Customer & Team Challenges
TOP QUOTES
Andrew Butt
[05:59] "The overall principle is similar [between B2C and B2B rebates], which is it's trying to drive behavior."
[09:48] “We're already talking to a market that understands the importance of [rebate management] and why it needs to be done.”
[11:50] “I think what's been important to Enable is to be laser-focused on what problems are we solving, how can we solve them better than anyone else, and then developing a great solution for that and being quite narrow and deep.”
Matt Wolach
[11:10] “Just giving them the content, the videos, all the different ways that they can understand how this is going to make a change for them. That's huge.”
[15:36] “ I've seen that a lot. Enterprise companies, big companies, they don't really have a lot of trust in a new startup.”
[16:52] “It's all about taking that risk minimized or eliminated altogether. And that's when your buyers are going to be able to make good decisions for you.”
[20:42] “Focus is absolutely critical.”
LEARN MORE
To learn more about Andrew Butt and Enable, visit: https://enable.com/.
You can also find Andrew Butt on LinkedIn at: https://www.linkedin.com/in/awbutt/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
In this episode of SaaS-Story in the Making, Matt Wolach interviews Nelson Gilliat, the CEO of Buyer Centric Revenue and the author of The Death of the SDR: And the Birth of Buyer Centric Revenue. Nelson presents a different perspective on prospecting sales. With an alternative model called the Buyer Centric Revenue model, all marketing is inbound.
Nelson shares how this unique perspective on sales can effectively liberate marketers and sellers from the usual sales models like the Predictable Revenue. There will be no buyer handoffs via sales assembly, no commissions in favor of a salary, and no more short-term quotas. His new approach can set up businesses for success.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 187, “A Different Perspective on Prospecting Sale - with Nelson Gilliat”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Nelson Guilliat, CEO at Buyer Centric Revenue
TOP EXCERPTS FROM THIS EPISODE
I don’t agree with everything Nelson said in this discussion, but it’s always interesting to hear different perspectives and viewpoints.
- Allocate Your Resources Wisely
- Automate Demo Qualification
- Put Your Name Out There
EPISODE HIGHLIGHTS
- What is the Buyer Centric Revenue Model?
- Why Prospecting Can Harm Sellers
- Proper Marketing Redefined
TOP QUOTES
Nelson Gilliat
[12:47] “It's marketing's job to generate demand for sales. And there are so many ways that they can do that.”
[15:38] “You need to take into account that prospecting is extremely resource-intensive.”
Matt Wolach
[03:21] “Too many people have kind of a negative connotation with sales, and salespeople need to change that.”
[02:55] “For me, I always love seeing new views, points, or perspectives.”
LEARN MORE
To learn more about Nelson Gilliat and Buyer Centric Revenue, visit http://www.buyercentricrevenue.com/.
You can also find Nelson Gilliat on LinkedIn at: https://www.linkedin.com/in/nelson-gilliat-2b260574/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
In this episode, SaaS-Story in the Making host Matt Wolach interviews the co-founder and CEO of Lemlist, Guillaume Moubeche, on his experiences with the company’s rapid success. With more than three years of experience in running the business, Moubeche shares with us the key to the company’s massive growth, the lessons he gathered through the process, and how creating and maintaining relationships contributed to this achievement.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 186, How Building Strong Relationships Is Key To Scaling Your SaaS Quickly - with Guillaume Moubeche
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Guillaume Moubeche, co-founder and CEO of Lemlist
TOP TIPS FROM THIS EPISODE
- Enhance Client-Business Connections through Valuable Content
- Create a Community with a Competitive Advantage
- Focus on Your Roots: Empower the Team
EPISODE HIGHLIGHTS
- Celebrate. Document. Scale.
- To SaaS Startup Founders
TOP QUOTES
Guillaume Moubeche
[02:42] “The value proposition that was coming up very often is, put your sales on autopilot. It makes people dream. It's amazing. But the truth is [it’s] totally wrong. In a sense that whenever you do sales, you know that it's all about building relationships; all about personalizing your messaging in order for people to know that you actually care.”
[07:29] “It’s difficult for people to always perceive what value is all about.. They can say, “yeah, I built a great tool. If you use it correctly, it's going to drive value to you.” But for me, I think it is how you can share and write content that is actionable enough for people to get these best results and become better.”
[10:40] “If you focus on your target audience, you're going to start connecting with people from your company. And each personal brand will reflect in a very positive way.”
[13:41/14:30] Document everything you do, each step of the way... if you document things, you will be remembered, it will allow you to put complex thoughts that you have in your mind into simple things, and you will gain a lot of clarity.”
Matt Wolach
[07:10] “The number one thing I say is you need to share value, get out, share what's going to help your target, get them ahead.”
[16:30] “Scale, meaning bringing other people in to do what you've been doing [it] doesn't happen if you don't have your procedures and processes documented very, very cleanly and soundly so that others can pick up from where you left off.”
LEARN MORE
To learn more about Guillaume Moubeche and Lemlist, visit https://www.lemlist.com/.
You can also find Guillaume Moubeche on LinkedIn at: https://www.linkedin.com/in/-g-.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
It can be difficult for any company to venture into content marketing, and when it comes to startup SaaS companies, it can be more complicated.
In this episode of SaaS-Story in the Making, host Matt Wolach was joined by the founder and CEO of Codeless and Wordable, Brad Smith. The two dig deep into establishing a solid approach to SaaS content marketing for startups. Smith states the reasons why investing in content marketing is worth it, the common mistakes startups make and how to fix them, and the most effective way to execute all these.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 185, A Guide on SaaS Content Marketing for Startups
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Brad Smith, CEO of Wordable and Codeless
TOP TIPS FROM THIS EPISODE
- Get the Right Person in the Right Seat
- Outsource Writers
- Better Content = Better SaaS Sales
EPISODE HIGHLIGHTS
- Content Marketing for Startups
- Common Mistakes Startups Commit
TOP QUOTES
Brad Smith
[07:02] “Our best customers or clients, for example, usually close within 30 days, not because we're amazing at sales, it's because before they reach out, they already know they want to work with us… they're doing months’ worth of research, largely through content before they get to our doorstep.”
Matt Wolach
[07:30] “We call that being ‘warmed up,’ before you're interacting with them. You can warm them up and get them ready, get them more connected to your brand and your philosophies… they're already very well informed.”
[07: 56] “People are much more informed these days, and you've got own that conversation with content.”
[08:54] “You can actually get long-term ROI because, let's say, you create a piece of content. It stays there for a while.”
LEARN MORE
To learn more about Brad Smith and Codeless, visit https://getcodeless.com/.
For Wordable, visit https://wordable.io/.
You can also find Brad Smith on LinkedIn at: https://www.linkedin.com/in/bsmarketer.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
In today’s episode of SaaS-Story in the Making, founder and CEO of Ardent Growth Skyler Reeves graces us with his top-notch strategies on using content marketing to drive growth with host Matt Wolach.
Through his long marketing career, Reeves has developed a great understanding of every little thing about creating content that generates leads to get people to your product and solution. His content intelligence consultancy uses business intelligence to develop evergreen content for B2B SaaS companies. So, don’t go to market until you watch this.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 184, “How Content Marketing Drives Continuous Growth”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Skyler Reeves, CEO & Founder of Ardent Growth
TOP TIPS FROM THIS EPISODE
- Figure Out Your Buyer Persona to Resonate
- Understand What Your Successful Competitors Are Doing
- Align the Content to the Business Strategy
EPISODE HIGHLIGHTS
- Content Marketing Is a Form of Acquisition
- Bottom-of-Funnel Content Drives Prospects to Take Action
- Content Strategy & Planning Are Widely Different
TOP QUOTES
Skyler Reeves
[19:46] “Find a really good person to manage content operations. Figure out what you know. Define your business strategy. Don't pay attention to traffic pay attention to conversions right to things.”
[20:00] “To actually have a business impact, don't fall down the fallacy of, you know, will convert on through email.”
[20:14] “Hire a good person [and] get them in place. And make sure that any writers that are creating that content are having conversations with the founder.”
[20:47] “Don't just throw content at the wall to see what sticks.”
Matt Wolach
[06:55] “Figure out who your best persona is, and direct content towards them.”
[09:09] “Direct your content towards somebody who already may be feeling the problems [you’re] feeling like they need a solution, and try and get them.
[18:41] “When I see a piece that you can tell has been well researched, you can tell has data behind it, you can tell that they know what they're talking about. That's super powerful.”
LEARN MORE
To learn more about Skyler Reeves and Ardent Growth, visit https://ardentgrowth.com/.
You can also find Skyler Reeves on LinkedIn at https://www.linkedin.com/in/skylerreeves/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
With all the growth possibilities in software, sometimes it can get overwhelming. This is why some SaaS leaders tend to overlook product growth mistakes, which leads to churn. In this episode of SaaS Story in the Making, host Matt Wolach and Growth Sandwich Product Manager Aggelos Mouzakitis discuss the common mistakes in product growth and how you can avoid them, including the six-digit dreaded error. Aggelos dissects the main problem stopping SaaS founders from becoming market leaders and shares helpful tips to overcome these hiccups.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 183, “Common Product Growth Mistakes & How to Avoid Them”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Aggelos Mouzakitis, Growth Product Manager at Growth Sandwich
TOP TIPS FROM THIS EPISODE
- Avoid a Weak Brand Positioning
- Dig Deep into Your Customers' Actual Needs
- Don't Build a Solution for One
- Create an Opportunity Algorithm
EPISODE HIGHLIGHTS
- Understand the Value of Research
- Symptoms are Not Problems
TOP QUOTES
Aggelos Mouzakitis
[02:26] “There is only a minority of founders that understand the value of research.”
[06:31] "[Customers] were proposing [solutions] based on their perception of what the solution is... So, should the company build what the customers asked them to build? No. That would be a six-digit mistake."
[12:38] "As soon as we pick the direction, then we set up internal processes to go deeper into the user and pick exactly what we're going to build."
[14:46] "Research is very hard to sell, but as soon as you manage to sell them, then you have one of the highest redemptions I've seen in this job."
Matt Wolach
[04:19] “It's research-based, you've got the evidence, it's data-backed. That's super important just to give them more confidence that the decision you're telling them to make… is super critical.”
[13:27] “I think too many times SaaS founders hear one problem from one person and go off and build it, not realizing that maybe that's just that one person that has that issue.”
[13:46] “All of that is so critical to be able to know, and know at a macro level, to be able to understand how can we develop our products.”
[13:56] “How can you set up your sales funnel and your channels and, and your sales methodologies and processes, all of that stems from really, truly understanding your customer, understanding your market, and what you can do for them.”
LEARN MORETo learn more about Aggelos Mouzakitis and Growth Sandwich, visit https://www.growthsandwich.com/.
You can also find Aggelos Mouzakitis on LinkedIn at: https://www.linkedin.com/in/aggelos-mouzakitis-25011218/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
The SaaS field has substantially grown over the past few years as more software businesses continue to emerge. Your marketing strategy and tactics should also be as innovative as your service to rise above the growing competition. This is where digital marketing comes into the picture.
In this episode, Infinity Marketing Group CEO JC Granger walks us through utilizing SaaS digital marketing and the common mistakes to avoid so you can continue on the path to success in the saturated SaaS industry.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 182, “Common Mistakes To Avoid in SaaS Marketing”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: JC Granger, CEO of Infinity Marketing Group
TOP TIPS FROM THIS EPISODE
- Don't Be Afraid to Take Risks in Budgeting
- Don't Let Your Services Remain Unheard
- Don't Let Ego Take Control
- Don't Let Feature Videos Drag On
EPISODE HIGHLIGHTS
- Products Do Not Sell Themselves
- Ignorance Is Not an Excuse
- People Don't Care About Your Product's Features
TOP QUOTES
JC Granger
[06:45] “When it comes to SaaS, for example, after you build the software, about 80% of your success equation is [sales and] marketing.”
[12:03] “Most software companies are started by software people, coders, they are great at making software. Where they lack sometimes is their ability to tell people about it.”
[15:18] “Every product has to have a support of some sort to get out there.”
Matt Wolach
[06:00] “It's important to understand what you like, what you enjoy doing, what you're good at, and where to focus.”
[09:33] “You've got to be able to understand how to allocate marketing dollars effectively and make sure that you're not wasting it.”
[14:17] “I hate the phrase 'the product sells itself.' Whenever you hear somebody say the product sells itself, it's not true. There's a lot of marketing that went behind it. There's a lot of branding. There’s a lot of messaging, positioning, sales even get into that.”
[19:35] “You have to have your marketing and sales in alignment.”
[24:22] “Don't talk about all the other crazy 19 other things you might be able to do; talk about the two things that they care about that they have got to solve now.”
LEARN MORE
To learn more about JC Granger and Infinity Marketing Group, visit https://www.infinitymgroup.com/.
You can also find JC Granger on LinkedIn at: https://www.linkedin.com/in/jcgranger/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
Every SaaS business needs customer success - a department as well as a focus. It's a proactive measure wherein you step in even before your customers get back to you regarding a concern about your service. It's a strategy to decrease customer churn and increase upselling.
In this episode of SaaS-Story in the Making with host Matt Wolach, Puneet Kataria covers everything you need to know about customer success. This can be summed up to the following: the best metrics to identify if your customer success efforts are working, the difference between customer success and customer service, and the best things your business can gain from having a practical customer success approach.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 181, "How to Gain Extra SaaS Revenue with Effective Customer Success"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Puneet Kataria, Founder at CustomerSuccessBox
TOP TIPS FROM THIS EPISODE
- Track Your Customer Success Efforts Efficiently
- Be on Top of Your Customer Success Journey
EPISODE HIGHLIGHTS
- The Golden Benchmark of Net Retention
- Exceed Your Net Dollar Retention
- Customer Success vs. Customer Service
TOP QUOTES
Puneet Kataria
[02:39] "As a partner, we need to deliver value because the authority with which customers are now subscribing is empowering them."
[09:25] "You will be able to keep your customers forever if you are delivering value."
[17:10] "We can't purely be relying on [being] reactive. We need to be proactive."
[20:54] "The seeds of churn are sown in the initial onboarding stage."
Matt Wolach
[03:37] "That's the beauty of SaaS. You've got the opportunity for recurring revenue."
[03:54] "[The customers] could leave at any time, so you've got to continue to show that you know they belong there that they're going to get value."
[07:14] "The net revenue retention number is significant when you start thinking about investing. Investors love that number."
LEARN MORE
To learn more about Puneet Kataria and CustomerSuccessBox, visit https://customersuccessbox.com/.
You can also find Puneet Kataria on LinkedIn at: https://www.linkedin.com/in/katariapuneet/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
Matt Wolach, the host of the SaaS Story in the Making podcast, interviews Lowell Ricklefs in this episode. He is the founder of Traction Advising M&A, a team of B2B SaaS specialists who help software leaders sell their businesses by setting them up to attract suitable acquirers.
Lowell shares tips on how to make your business look worthy and presentable to your potential purchasers. He walks us through the key parts of the process when setting up your business' exit and how to do it successfully.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 180 “How to Set Up Your Company for a Great Exit - with Lowell Ricklefs”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Lowell Ricklefs, Founder/Managing Partner at Traction Advising M&A
TOP TIPS FROM THIS EPISODE
- Spend Your Finances Wisely
- Focus on Your Finances
- Set Realistic Goals & Expectations
- Reach Out to Your Potential Acquirers
EPISODE HIGHLIGHTS
- Top Factors a Potential Buyer Considers
- Is Your Business Attractive to Buyers?
- The Best Time to Sell Your Business
TOP QUOTES
Matt Wolach
[00:02] "Being able to exit your company is the ultimate dream."
[06:03] "Buyers are trying to get as much as they can. They might see an opportunity for somebody who maybe doesn't understand what they're doing."
Lowell Ricklefs
[12:21] "People will buy you for the financial performance, not just an add-on to an existing platform. So revenue's a big deal and the multipliers."
[13:07] "You don't have to be super profitable, but I would argue that at least being breakeven is important."
[13:38] "The reason people pay high multiples for SaaS companies is that it's repeatable revenue."
[16:31] "You don't want to kill the future, but you don't want to spend a lot of money on things that won't show a return for three or four years because that will hurt you in the short term."
[20:51] "Just be yourself. Don't try to be something that you're not."
LEARN MORE
To learn more about Lowell Ricklefs and Traction Advising, visit https://www.tractionadvising.com/.
You can also find Lowell Ricklefs on LinkedIn at: https://www.linkedin.com/in/lowellricklefs/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
In this episode, Matt Wolach interviews Matt Compton, CEO, and Co-founder of Filo. It is a virtual platform that helps people collaborate effectively in a remote setting. Compton shares how his organization develops relationships among teams working remotely.
If you're a new software founder looking to build a remote team or a sales leader wanting to improve your team's collaboration in a virtual setting, check out this episode’s highlights and some quick tips.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No 179, “How to Make Remote Teams More Effective - with Matt Compton”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: CEO and Co-founder of Filo
TOP TIPS FROM THIS EPISODE
- How to Develop Better Relationship among Sales Teams Virtually
- Move Fast, Be Brave, Expect Victory
EPISODE HIGHLIGHTS
- Resilience Is Key to Grow Amid a Global Pandemic
- Finding the Missing Pieces of the Puzzle
TOP QUOTES
Matt Compton
[03:45] “We believe travel should be about enjoyment, about building connections, about building relationships with individual people.”
[13:29] “It comes down to having a structure to engage within, having the visibility."
[16:16] “When you think about what sales is, a lot of our passion is around solving problems. Real sales is just solving problems, right?”
[24:48] “Every company is incredibly different. Every founder is different. Every team is different. So I say if it's helpful - fantastic. If it's not, throw it to the side and be you and do your own thing.”
Matt Wolach
[13:14] “There's a lot of people these days working from home. Now they've realized [that] remote works.”
[23:17] “In the early days, if you have an opportunity to get some big deals in the door, you’ve got to take it.”
LEARN MORE
To learn more about Matt Compton and Filo, visit: https://www.filo.co/
You can also find Matt Compton on LinkedIn at: https://www.linkedin.com/in/comptonmc/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
In this episode, Matt Wolach interviews Saravana Kumar, the CEO of Kovai.co - a platform that offers multiple products at scale in both enterprise and B2B SaaS space. Saravana talks about how he built his business from the ground up and bootstrapped his way from zero to $10 million.
As a leader passionate about running and scaling a company, Saravana shares how he profitably runs his business. If you're a new software founder who’s looking to see a similar scale, check out some of this episode's insightful takeaways.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No 178., “Use this Trick to Bootstrap Your Company to $10 Million - with Saravana Kumar”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Saravana Kumar, CEO of Kovai.co
TOP TIPS FROM THIS EPISODE
- Take Calculated Risks
- Learn First, Then Rake in the Cash
TOP QUOTES
Saravana Kumar
[19:08] “You need to be cautious about every dollar you're spending.”
[19:16] “It might look like the growth is slow, when you compare it with some of those fast-growing [companies], [but] there are no regrets. There's a lot of learnings for us in this last 10 years.”
[21:40] “If you're a young individual, spend some time [learning]-- at least two, three years in.”
[25:04] “The first five years of your career are crucial. Don't worry about money.”
[26:00] “In the first five years, learn as much as possible-- that is the best thing you can do. And money will come eventually.”
Matt Wolach
[23:35] “When you're getting a company started, you don't have to know everything about that specific industry, but use what you've already learned before and apply that.”
[23:51] “What I've learned in my startups, I mean, just the breadth of knowledge, there are so many different things in a startup, you have to know because you wear so many hats, you have to understand all different pieces of a business.”
LEARN MORE
To learn more about Saravana Kumar and Kovai.co, visit: https://www.kovai.co/
You can also find Saravana Kumar on LinkedIn at: https://www.linkedin.com/in/saravanamv/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
Being a software leader is hard. If you want to compete and stand out in today's saturated market, you've got to know all sorts of different areas of your business and master them.
In this episode, SaaS-Story in the Making host Matt Wolach interviews Jordan Behan, the CEO of Narrate Creative, specializing in SaaS marketing. He also developed a training program called The Lean Marketing Playbook for SaaS, where he shares a systematic nine-step approach to building out your marketing and sales foundations to help you gain traction.
Jordan walks you through how to set up your lean marketing so you can get a ton of leads coming in. With lean marketing, Jordan ensures that you get to the bottom of your goals and set spot-on strategies that bring quality leads.
PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the Making
Episode: Episode No 177, “Here's Why You Should Try Lean Marketing to Generate Better Leads and Faster Sales - with Jordan Behan”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Jordan Behan, CEO of Narrate Creative - a content strategy and growth marketing company that helps SaaS companies
TOP TIPS FROM THIS EPISODE
- Cut to the Heart of the Matter
- Just be Specific, Really
EPISODE HIGHLIGHTS
- What is Lean Marketing?
- How Lean Marketing Works in the SaaS World
- The Lean Marketing Playbook for SaaS
TOP QUOTES
Matt Wolach
[12:41] “You've got to niche down. I had this all the time: clients come to me, and I ask them, ‘You know, what's your target?’ ‘Oh, everybody,’ Everybody, like, what? What is that like? You’ve got to find a niche, especially as a startup.”
[13:34] “Finding that niche, defining your ICP, and really nailing that is supercritical.”
[25:29] “You're not selling your product. You’re selling the results.”
Jordan Behan
[12:12] “Show clients success in that specific niche and really just hammer that message home until you have lined up 100 sales that look just like your best customer, and that's where the traction comes from.”
[20:47] “Make sure that the story that you're telling and the information that you're sharing is going to resonate with all the people involved in that decision-making process that before check get signed.”
[24:47] “Tell the story about what's going to make things better for them, how you intend to help, and what success looks like for them, rather than what your product looks like on the inside.”
LEARN MORE
To learn more about Jordan Behan and Narrate Creative, visit: https://narratecreative.com/
You can also find Jordan Behan on LinkedIn at: https://www.linkedin.com/in/jordanbehan/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
Digital marketing for SaaS is different from every other type of marketing. Every step requires critical strategizing, and the process gets time-intensive.
In this episode, SaaS-Story in the Making host Matt Wolach interviews Jackie Hermes, the founder, and CEO of Accelity. Running a digital marketing company that serves a variety of B2B SaaS businesses. Jackie walks us through the dos and don'ts of marketing your B2B SaaS company.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No 176., The Dos and Don't of SaaS Marketing
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Jackie Hermes, Founder & CEO of Accelity
TOP TIPS FROM THIS EPISODE
- Do: Hire a Team of Experts
- Don't: Settle for a 'Crappy' Website
- Do: Know Your Goal
- Don't: Rush the Process
EPISODE HIGHLIGHT
- Digital Marketing from a SaaS Perspective
TOP QUOTES
Jackie Hermes
[15:00] “Good or bad, my entire leadership team looks at everything we do with a critical eye.”
[18:38] “You have to be consistent. You have to be willing to dedicate the time you have to get in there.”
[19:25] “I think hiring a jack of all trades, but a master of none is a mistake. And I see a lot of companies doing that upfront.”
Matt Wolach
[12:40] “You have to understand that there's a tactic; there are strategies at each step.”
[17:45] “I completely believe in the whole personal brand. And I mean, you look at some of the stuff that's already out there, Tesla has 9 million followers on Twitter, but Elon Musk has 60 million.”
LEARN MORE
To learn more about Jackie Hermes and Accelity, visit https://accelitymarketing.com/.
You can also find Jackie Hermes on LinkedIn at: https://www.linkedin.com/in/thejackiehermes/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARYIn this episode, SaaS-Story in the Making host Matt Wolach talks to Jay Haynes, the founder, and CEO of Thrv.com, the first and only software application for Jobs-to-be-Done (JTBD) product, marketing, and sales teams. Jay talks about what JTBD is all about and how this idea can help your business be more profitable.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 175, “Know Your Customers' 'Jobs-to-be-Done' to Generate More Revenue for Your Business”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Jay Haynes, Founder & CEO of thrv.com.
TOP TIPS FROM THIS EPISODE
- It’s Not About Your Product
- Adapt to the Changing Market
- Generate Your Revenue Soon
EPISODE HIGHLIGHTS
- What is Jobs-to-be-Done?
- How Jobs-to-be-Done Works
TOP QUOTES
Jay Haynes
[06:32] "Look at the markets through the lens of your customer and the job they're trying to get done."
[09:26] "Don't talk about your product at all. The first meetings should be entirely customer empathy. What are they struggling with the most?"
[10:19] "If you empathize with their customers’ problem, and you know how they struggle, the ideas are gonna be pretty easy to figure out."
[14:35] “Your customers don't care at all about how your company operates. They care about their job.”
Matt Wolach
[07:26] "You have to realize what it is, what's the job to be done? What do you end up selling?"
[22:17] "Cash is king. It's your oxygen. It's what helps fuel your growth. It's everything."
[22:41] “You got to think of what your customer needs. You got to know your customer. You got to understand them, and you got to deliver what they're looking for. “
LEARN MORE
To learn more about Jay Haynes and Thrv.com, visit https://www.thrv.com/.
You can also find Jay Haynes on LinkedIn at: https://www.linkedin.com/in/jayhaynes/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
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 the importance of copywriting and shares why SaaS owners should put out great content to cut through the noisy market.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 174, “SaaS Copyriting: Here's Why You Should Generate Attention-Grabbing Content for Your Business Now”
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Tim King, creative copywriter and content strategist at hellotimking
TOP TIPS FROM THIS EPISODE
Make the Content Easy to DigestUse Writing ToolsKnow Your AudienceEPISODE HIGHLIGHTS
Specialized Writing for SaaS Businesses Using Content to Build RelationshipsYour USP is the Key
TOP QUOTES
Matt Wolach
[02:31] "Copywriting, I think it's super important, even if that's not your job, so to speak, to have that skill."
[22:15] "Something you gotta know right away is you've got to understand who you're serving, how you're serving them, how you're going to solve their problems. It's so critical."
Tim King
[04:00] “It's about taking really beautiful stories and great information and being able to craft that into a compelling piece of copy.”
[06:54] "It's probably that connectivity, it's about getting into the hearts and minds of individuals about your message."
[07:35] "Grab hold of what [your audience] believes in... and have a purpose."
LEARN MORE
To learn more about Tim King, visit: https://hellotimking.com/
You can also find Tim King on LinkedIn at: https://www.linkedin.com/in/hellotimking/
For more information about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
In this episode, SaaS-Story in the Making host Matt Wolach sits down with Brandon Bornancin, a bestselling author and the CEO of Seamless.AI. This platform helps business owners maximize revenue sales by acquiring the total market instantly using artificial intelligence.
A serial salesperson and a two-time, eight-figure entrepreneur, Brandon reveals his secrets on how he successfully navigated through his career, which has resulted in his bestselling books, helping his clients reach millions in sales. His mission is to impact billions of people in the world positively.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No 173, The Millionaire Mindset: Secrets from a Serial Salesperson You Should Follow to Grow Insanely Fast
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.
Guest: Brandon Bornancin, CEO and Founder of Seamless.AI
TOP TIPS FROM THIS EPISODE
- Build the Ultimate Mailing List: The Secret to Selling Effectively
- Apply the Seven-Figure Sales Math: The Secret to Getting the Pipeline Moving
- Stick to a Niche: The Secret to Get Rich
- Live by these Four Core Values: The Secret to Maintaining a Million-Dollar Culture
EPISODE HIGHLIGHTS
- The Mentality of Making a Positive Impact
- The Mentality of a Servant Leader
- The Mentality of a 'Gym Trainer'
TOP QUOTES
Matt Wolach
[03:11]: "Necessity is the mother of invention. You experience pain. You needed to solve that problem. You didn't have a good answer out there in the market. And so you went out and solved it."
[11:28]" "Find a niche. Once you've picked that niche, your messaging can be direct to that person that resonates with them... It makes it so much easier when you pick [a] niche, and you really drive home."
[24:37]: "I'm a big believer that you must take charge in your sales interactions. If you are the salesperson, if you're the founder selling, you must be the one leading the call. "
[32:49]: "To be able to help people and change their lives is much more valuable to me than all the things that I was able to acquire."
Brandon Bornancin
[13:19]: "I think that the greatest secret for entrepreneurs is to never be satisfied."
[14:43] "You do not know everything. The minute you think you know everything, you're going to get your ass kicked by someone who believes they do not know everything."
[15:03] “Hustle beats talent when talent doesn't work hard.”
[20:27] "The only person you're in competition with is yourself."
[31:54]; "What will kind of create this unstoppable force is when you go all-in on changing people's lives, and you just keep positively impacting people."
LEARN MORE
To learn more about Brandon Bornancin and Seamless.AI, visit: https://www.seamless.ai/
You can also find Brandon Bornancin on LinkedIn at: https://www.linkedin.com/in/brandonbornancin/
For more information about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
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 digital publishers to sell their products online. He addresses SaaS leaders’ common mistakes when selling and marketing their products or services and shares the right ways to do it.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 172, Startup Billing and Marketing Mistakes to Avoid - with Mark Thompson
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Mark Thompson, Co-Founder at PayKickstart
TOP TIPS FROM THIS EPISODE
- Have Short and Long Term Strategies
- Avoid Billing Mistakes
- The Power of Simplifying
- Unload Tasks
EPISODE HIGHLIGHTS
- Building a Solution from Scratch
- Affiliate Marketing vs. Referral Program
- Overcoming Churn
TOP QUOTES
Mark Thompson
[11:25] "It's important to support your affiliates with materials for them to use."
[16:00] "A long-term play [is] to content play. [It] builds up, and over time, it becomes a compelling part of your channels."
Matt Wolach
[16:28] "Start to build those relationships. Start to give value. Start to share what's working, what's not working. Start to help people in that industry."
[19:18] "Get [your product] out there, get it in their hands, and get the feedback. It's critical to get feedback on your product."
LEARN MORE
To learn more about Mark Thompson and PayKickstart, visit https://paykickstart.com/.
You can also find Mark Thompson on LinkedIn at: https://www.linkedin.com/in/mrthompson/.
To learn more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
In this episode, Thomas Smale talks about how his company helps buyers and sellers of businesses with SaaS-Story in the Making host, Matt Wolach. He highlights the importance of working with an expert when undergoing the processes, how software company leaders can set up their businesses to look great to potential buyers, and shares advice about what owners can do to make sure a potential buyer grabs the opportunity to acquire their business.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode 170, What to Know Before Selling Your Business
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.
Guest: Thomas Smale, CEO of FE International Inc.
TOP TIPS FROM THIS EPISODE
- Allot Time and Effort To Exiting
- Always Work with an Expert
- Good Businesses Attract Good Acquirers
EPISODE HIGHLIGHTS
- The Journey from Building to Selling
- How to be a Sellable Business
- Best Time to Sell Your Business
TOP QUOTES
Thomas Smale
[17:40] "If you build a business in any industry, as long as it's profitable, growing, the product is good and has a possibility of being around for a long time, then there's going to be acquirers interested."
[27:24] "You never know when the right time is. There's no right or wrong way to approach it. Some people love managing people, others hate it. Others figure out as they go along."
Matt Wolach
[09:15] “I always say, you should work with an expert, whatever you're doing.”
[28:18] "Know what you're ready for. Know what you can handle. Know what you want to take on."
LEARN MORE
To learn more about Thomas Smale and FE International, visit:https://feinternational.com/
You can also find Thomas Smale on LinkedIn athttps://www.linkedin.com/in/thomassmale/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
In this episode, Blustream Corporation CEO Ken Rapp discusses the SaaS post-sale environment with SaaS-Story In The Making host Matt Wolach. He talks about the importance of addressing customers after making a sale and how his software, Blustream, can assist with consumer and product engagement insights.
Coming from a science and medicine background, Ken ventured into SaaS and developed Blustream to solve a problem many companies in the SaaS industry tend to overlook. He shares tried and tested tips that can help software startups navigate their way to success.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode 169, Exploring the Post-Sale Experience: How to Create an Amazing Buyer’s Journey
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Ken Rapp, CEO of Bluestream Corporation
TOP TIPS FROM THIS EPISODE
- Surround Yourself with Smarter People
- Zig Left and Right
- Customer Happiness Brings Rewards
EPISODE HIGHLIGHTS
- The Three Stages of Ownership
- Solving an Unmet Need
- The Three Touchpoints of After-Sale
TOP QUOTES
Kenn Rapp
[18:43] “Our culture is focused on our customers and making them happy, solving their problems. And then the rewards of growth and business success come after that.”
[20:16] "Make sure that you're willing to surround yourself with great talent."
Matt Wolach
[10:07] "It shouldn't just be: "We did that to make the sale." It should be: You care about helping people."
[20:53] "You've got to go out and understand them deeply. Get inside their head and their life to understand their worries, their needs, their desires, their goals, all of it so that you can develop your product towards them."
LEARN MORE
To learn more about Ken Rapp and Bluestream, visit https://www.linkedin.com/company/blustream/.
You can also find Ken Rapp on LinkedIn at https://www.linkedin.com/in/ken-rapp-b922766/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
In this episode, Will Yarbrough, the Vice President of Sales at Fleetio, shares his experiences as a leader in managing an amazing sales team with SaaS-Story In The Making podcast host, Matt Wolach.
He particularly offers his best advice on how technology sales leaders can manage their team to outstanding results, and how to transition from individual contributor to manager. He also shares some of his insights and tips on the hiring process, management process, company best strategies, and advice to other sales leaders who just became leaders.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: 168, How to Hire and Manage an Amazing Sales Team
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.
Guest: Will Yarbrough, Vice President of Sales at Fleetio
TOP TIPS FROM THIS EPISODE
- Best Practices on Hiring a Sales Team
- Having a Scorecard is Crucial
- Motivating the Right Way
- Have Courage and Take the Risk
EPISODE HIGHLIGHTS
- Using Technology in Fleet Management
- Growing as a Company in a New World
- Transitioning from a Contributor to Manager
- What Makes a Great Leader
TOP QUOTES
Will Yarbrough
[04:47] “SaaS is not only about the initial sale, but it's about expansion, revenue, and retention after the sale.”
[07:01] "You're never going to move up the ladder without taking a risk and getting uncomfortable."
Matt Wolach
[7:50] "Find out what your boss, your director, your manager hate doing that they have to do and take it off their plate."
LEARN MORE
To learn more about Will Yarbrough and Fleetio, visit https://www.fleetio.com/.
You can also find Will Yarbrough on LinkedIn athttps://www.linkedin.com/in/willryarbrough/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
Webinars are perhaps one of the most underutilized resources for SaaS leaders. Educating your prospects about your product or service and showing them precisely what they need in real-time can lead them into your funnel, eventually closing them.
In this episode, WebinarGrowth founder Kris Sharma talks about how webinars can help SaaS companies get a bunch of leads and close them as soon as possible with SaaS-Story in the Making host, Matt Wolach.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: 167, How to Generate SaaS Leads Using a Webinar
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.
Guest: Kris Sharma, Founder of WebinarGrow
TOP TIPS FROM THIS EPISODE
- SaaS in Action
- Press on the Pain Points
- Repurposing Goes a Long Way
- Get as Granular as Possible
EPISODE HIGHLIGHTS
- Holistic Marketing Works
- Be the Star of the Show
- Bridging the Gap Between Marketing and Sales
TOP QUOTES
Kris Sharma
[03:43]: "Nobody cares about your product... I want to care about solving my problem. So if you focus on those problems and those desired transformations, and then show how your software fits into that transformation, that's where the money is."
[05:56]: "If you have something, do it live, if you have the audience because you get that shot of connecting with them in real-time."
[08:48]: "The easiest copywriting hack in the world is to take what your customer is saying and just say it back to them."
Matt Wolach
[06:26]: "Not enough companies in SaaS understand how important that is and how easy it is to create a ton of content."
[11:40]: "That's genius to have multiple different things pointed at that webinars so that that can be kind of your hub to generating the lead getting people booked on the calls."
LEARN MORE
To learn more about Kris Sharma and WebinarGrow, visit https://www.webinargrow.com/,
You can also find Kris Sharma and WebinarGrow on LinkedIn at https://www.linkedin.com/in/krissharmawriting/ and https://www.linkedin.com/company/webinargrow.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
In the fast-paced field of sales, managing a team requires a hands-on approach. Constant engagement, support, and development are mandatory when handling individually focused salespeople. In this episode, Ctrl.io CEO and co-founder Emmet Florish discusses his experiences in leading a sales team with SaaS-Story in the Making Host, Matt Wolach. He touches on the common mistakes managers often make and provides the best approach to solve such issues.
Florish shares advice for software leaders and sales managers who are beginners in the industry on hitting their targets while maintaining a healthy relationship with their people and how his team development software, Ctrl.io, can help.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: 166, How to Manage Your B2B Sales Team Effectively
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.
Guest: Emmet Florish, CEO and Co-Founder of Ctrl.io
TOP TIPS FROM THIS EPISODE
- Interpersonal Skill is Essential
- Continuous Support Goes a Long Way
- Do Your Research
EPISODE HIGHLIGHTS
- Know What to Expect from Your Reps
- There’s a Fine Line Between Managing SMBs vs. Enterprises
- Identifying the Next Big Thing Pays
- Avoid Jumping to Conclusions
TOP QUOTES
Emmet Florish
[02:45] "Investing in time and coaching and developing your sales reps is the way to go for success."
[23:14] " Know your ICP and your industry to make sure you're providing something that solves a problem."
Matt Wolach
[14:58]: "Both [SMBs and enterprises need] constant training, constant retraining, guidance from sales managers. Make sure they're continuing to improve, continuing to evolve and get better at what they do."
[19:54]: "Make sure that you're communicating with your people, supporting your team, giving them everything they need."
LEARN MORE
To learn more about Emmet Florish and Ctrl.io, visit https://ctrl.io/.
You can also find Emmet Florish on LinkedIn at https://www.linkedin.com/in/emmet-florish-8217172/.
For more information about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
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 that automation is an excellent solution for creating websites, particularly WordPress, and shares how his platform can help save time by automating web customizations, accelerating building websites. He shares his take on startups risking a trial and error method, urging them to try to look for available solutions and approach leaders with broader experience in the field.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: How to Succeed as a Bootstrapped AI Startup
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.
Guest: Tigran Nazaryan, CEO and Co-Founder of 10Web.
TOP TIPS FROM THIS EPISODE
- Succeed with Bootstrapping
- Look for Available Solutions
- Focusing on Single Goal is Crucial
- Take Time to Get the Right People
EPISODE HIGHLIGHTS
- AI Changes the Game of Web Building
- AI Empowers Businesses by Prioritizing Creativity
- Automation is the Secret to Rising in a Crowded AI Market
TOP QUOTES
Tigran Nazaryan
[08:51] “I don't think that without prioritization and focus, one can really bootstrap a company.”
[09:15] “It’s better to focus and set your goals and organize everything or every internal process. This is, I think, the key to building a successful bootstrap company.”
[17:34] “If you have the right team, you have the right people, then you can make a good idea. You can turn a good idea into a great product.”
Matt Wolach
[04:32] “Automation is the name of the game. Just speed everything up.”
[09:45] “Just focusing on one goal is absolutely critical. It makes it so easy to be able to get in alignment as a team and fully understand where you have to go.”
LEARN MORE
To learn more about Tigran Nazaryan and 10Web, visit:https://10web.io/
You can also find Tigran Nazaryan on LinkedIn athttps://www.linkedin.com/in/tnazaryan/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
EPISODE SUMMARY
In this episode, SalesNexus CEO Craig Klein offers his best advice on how businesses can win more clients by developing a service or product they can’t refuse. He shares his CRM secrets with SaaS Story In The Making host Matt Wolach and expounds on funnel building for effective lead generation and conversion. SalesNexus is an all-in-one platform for digital marketing services to help you automate the unique processes that drive your business growth.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: How to Win More Business by Knowing Your Customers
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.
Guest: Craig Klein, CEO of SalesNexus
TOP TIPS FROM THIS EPISODE
- Know Your Customers To Develop a Killer Product
- Get Your Funnel Figured Out
- Convert Leads Efficiently
EPISODE HIGHLIGHTS
- Engaging with Customers Reduces Churn
- Email Marketing Is a Saving Grace
- A Well-Oiled Funnel Maximizes the ROI
TOP QUOTES
Craig Klein
[13:09] “Email marketing has been a real saving grace for a lot of sales teams.”
[16:52] “We released the ability to add to that text message. That’s a game-changer. It’s mind-blowing how often people respond to text messages.”
[20:25] “At the end of the day, salespeople are pretty simple animals. They’re motivated by the money, of course, but most of the good ones are motivated by good relationships with customers.”
Matt Wolach
[16:21] “You’ve got to get them [customers] from that initial interest awareness - that initial lead to engage with you, connect with you.”
[16:31] “When they submit a lead, letting it sit there for a few hours or few days, some companies leave them for a few days, is horrible. You gotta jump on them right away.”
LEARN MORE
To learn more about Craig Klein and SalesNexus, visit https://www.salesnexus.com/.
You can also find Craig Klein on LinkedIn at https://www.linkedin.com/in/kleincraig/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy-to-implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
EPISODE SUMMARY
Waylan Consulting CEO, Joe Petruzzi, shares the best outbound process and lead generation for B2B SaaS companies. Petruzzi helps B2B SaaS and service companies 5x their monthly revenue with zero sales reps. As a lead generation master, Petruzzi also shares a high-converting outbound funnel and talks about maximizing it to the fullest.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Why Getting the Right People on Your Team Matters
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.
Guest: Joe Petruzzi, CEO of Waylan Consulting, an Outbound Lead Generation Group
TOP TIPS FROM THIS EPISODE
- Avoid the Struggle with a Winning Offer
- Use Outbound Engineering to Systemize & Automate
- Tools & Tactics Tend To Complicate the Process
EPISODE HIGHLIGHTS
- Personalize Messaging to Your Customers
- Automate Messaging with a Hook
TOP QUOTESJoe Petruzzi
[19:00] “What can I do fast and what can I do to be more direct with my rate for outbound.”
[20:00] “Make sure you do multichannel and have that diversification.”
Matt Wolach
[0:02] “Outbound lead generation can be difficult and scary.”
[21:20] “Focus - make sure you get one right first, but then make sure you immediately follow that with getting other channels.”
LEARN MORE
To learn more about Joe Petruzzi and Waylan Consulting, visit www.waylanconsultinggroup.com.
You can also find Joe Petruzzi on LinkedIn at https://www.linkedin.com/in/joe-petruzzi-b2b6a29b/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy-to-implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
EPISODE SUMMARY
Great customer success can boost revenue. In this episode, John Tzagarakis shares his expertise on how using customer success stories can increase your ROI in the SaaS world as he joins Matt Wolach, the host of SaaS-Story in the Making Podcast. Tzagarakis discusses the customer management tactics he uses as founder and director at Customer Consulting Network to help his clients scale.
Tzagarakis offers his advice on strengthening your company’s customer support practices, and setting up customer success functions can help in increasing your satisfaction score, retention rate, and recurring revenue.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Using Your Customer Success Function To Boost Revenue
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.
Guest: John Tzagarakis, Director and Founder of Customer Consulting Network
TOP TIPS FROM THIS EPISODE
- Build a Game Plan for Customer Success
- Improve the Renewal Process
- Prevent and Reduce Churn
EPISODE HIGHLIGHTS
- Customer Service Is Reactive
- Customer Success Is Proactive
- Customers Hold the Power
TOP QUOTES
John Tzagarakis
[20:12] "Nowadays, customers hold the power."
[24:25] "The proactive, operationalizing, upselling, and cross-selling are what drives revenue on top of preventing churn and improving the renewal process."
Matt Wolach
[0:11] "Great customer success can boost revenue."
[16:20] "I think too many times; people try to do something without talking to experts. And they go out, and they figure it out on their own, or they don’t figure it out in most cases, they look up this, they see this blog, and they’re not actually talking to an expert who lives it and breathes it every day."
LEARN MORE
To learn more about John Tzagarakis and Customer Consulting Network, visit https://www.linkedin.com/company/customer-consulting-network/.
You can also find John Tzagarakis on LinkedIn athttps://www.linkedin.com/in/john-tzagkarakis/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy-to-implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
EPISODE SUMMARY
Blake Emal, CMO of Copy.Ai, shares his pieces of advice on how to build a personal brand with Matt Wolach, host of the SaaS-Story in the Making podcast.
With his years of experience in the marketing field, Blake laid out the steps on making prospects trust a company, which begins from the value leaders bring to the table. He also talks about the advantages of finding the right tools to equip a team to generate a huge number of leads instantly and achieve exponential growth.
PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the Making
Episode: How To Build a Personal Brand Quickly
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.
Guest: CMO of Copy.Ai, Blake Emal, a leader in marketing and demand generation.
TOP TIPS FROM THIS EPISODE
- Brand Reputation Starts With The People
- Position Your Personal Brand as an Industry Leader
- Supplement Your Brand With The Right Tools
EPISODE HIGHLIGHTS
- Giving Away Value Doesn’t Always Equate To Losing Sales
- Underpromise and Overdeliver
- Be the Key Player for Your Company
TOP QUOTES
Blake Emal
[5:14] “Nowadays, people don’t care about your company. They don’t even care about the people of the company. They care about the value or like the benefits or the knowledge that’s coming upfront.”
[18:21] “In reality, you’re just gonna generate ten times more sales because people think, if that’s the free stuff that person’s giving away, I can’t imagine what the paid stuff must look like.”
[21:02] "There’s so much value in just giving away everything."
Matt Wolach
[4:26] “I’ve seen some studies to think about it. TESLA has like 9 million followers, TESLA Company. Elon Musk has like 60 million. So it’s all about the personality, going after the person or the personal brand instead of the corporate brand.”
[10:20] “Evolution gets them [the audience] deeper and deeper into your ecosystem, so to speak, which all started with sharing value.”
[9:16] “People sought value, they loved it, they followed it.”
LEARN MOREGet to know more about Blake Emal and his company Copy.Ai here: https://www.copy.ai/
You can also find Blake on LinkedIn here: https://www.linkedin.com/in/uxblake/
To learn more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt
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 your challenges out of the way, I touched on the four areas where I see software companies fail, the major pitfalls of SaaS founders, where the potential issues could be, what you can do to overcome them, and how you can scale more quickly than you’ve ever dreamed of.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Where SaaS Companies Fail
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.
TOP TIPS FROM THIS EPISODE* Create Multiple Marketing Channels * Engage With Your Leads * Structure Your Demo * Automate To Scale
EPISODE HIGHLIGHTS* Time Is Money, Money Is Time * The Software Demo Will Set You Up For Success
TOP QUOTES[8:08] “If you don’t engage with your leads, or if they don’t engage with you, you got no shot.”
[10:02] “You’ve got to figure out a way to get [your leads] to engage with you. If you can, you’re on your way.”
[10:21] “The demo is the number one most powerful way to close a deal.”
[21:23] “Not having the right structure and the right process before you try to scale is one of the biggest pitfalls a lot of founders bum out.”
LEARN MORE
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
You can also follow him on LinkedIn for more content: https://www.linkedin.com/in/mattwolach/
EPISODE SUMMARY
Len Finkle, CEO of Profisee, rethinks the strategies of giving clear value to customers, especially SaaS customers, and how it leads to exponential sales growth, with Matt Wolach, host of the SaaS-Story in the Making podcast.
Len also talks about the advantages of having constant connection and communication not only with the market but also with the team that you’re working with and how contrasting opinions benefit each other with the value of diversity in a software company.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: How To Use Digital Marketing To Scale Your SaaS Company
Host: Matt Wolach, a B2B SaaS Sales Coach, Founder, and Investor
Guest: Paris Childess, CEO of Profisee
TOP TIPS FROM EPISODE
- Connection is the Solution
- Plan Ahead
EPISODE HIGHLIGHTS
- Where Does This Go?
- Priority: Teamwork
- Planning Provides Clarity
TOP QUOTES
Len:
[4:36] “All human beings, we get most concerned by uncertainty. The bad news is bad, the great news is great, not knowing is the worst.”
[08:44] “No matter what I do, things I set up if you don’t have the right people in place that value the thing that we just discussed, it doesn’t matter.”
[16:11] “The number one reason why data management projects fail is the lack of a business plan.”
[17:57] “Anybody that thinks that they should be looking at diversity just because of what everyone’s talking about, they’re missing the big picture. It makes you a better company.”
[21:19] “For a company to be incredibly successful, [it] has to use all their resources, especially smaller companies all in the right places.”
Matt:
[07:43] “One hand has to know what the other hand is doing. Make sure your team’s communicating. Make sure everybody knows what they’re doing.”
[20:14] “When you get the right people with the right values on the team, you can make great decisions. That’s how great decisions happen.”
LEARN MORE
Learn more about Len Finkle and his company Profisee here: https://profisee.com/
You can also find Len on LinkedIn here: https://www.linkedin.com/in/len-finkle-9465b22/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt
EPISODE SUMMARY
We had Paris Childress, CEO and Founder of Hop Online, bounce on over and talk about the power of digital marketing and how it can be applied to SaaS startups with Matt Wolach, host of the SaaS-Story in the Making Podcast.
Paris also talks about the power of the consumer in the information age, as well as the importance of taking action as software founders where the fast-paced environment creates incredible advantages over the competition.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: How To Use Digital Marketing To Scale Your SaaS Company
Host: Matt Wolach, a B2B SaaS Sales Coach, Mentor, and Investor
Guest: Paris Childress, CEO, and Founder of Hop Online
TOP TIPS FROM EPISODE
- The Peak of the Information Age
- Product-Market Fit
EPISODE HIGHLIGHTS
- Just Do It
- Marketing Evolved
TOP QUOTES
Paris:
[04:22] “Don’t hesitate, don’t wait until the moment is perfect. You gotta just charge ahead.”
[06:23] “When it comes to SaaS, I think that paid searches are still king because of its ROI.”
[14:55] “Consumers have so much access to information now. They’re very empowered by that.”
Matt:
[04:01] “Just get started. It doesn’t have to be perfect right away.”
[04:13] “You just get started and you figure out what needs to be done and you make it happen.”
[19:26] “If your marketing is working well, and the sales are working well in conjunction, that’s the machine you can convince an investor with.”
LEARN MORE
Learn more about Paris Childress and his company Hop Online here: https://hop.online/
You can also find Paris on LinkedIn here: https://www.linkedin.com/in/parischildress/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt
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 talks about how she grew her business to what it is today.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Why Security Around Your Development is Critical
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Guest: Brittany Greenfield, CEO and Founder of Wabbi
TOP TIPS FROM EPISODE
- Know Your Priorities
- Big or Small, Everyone’s Vulnerable
EPISODE HIGHLIGHTS
- Trust the Process
- Security is a Priority
- If You Use the Internet, You’re at Risk
TOP QUOTES
Brittany:
[02:28] “Process is so important, you know. We always are taught in everything we do.”
[05:04] “Even if you are a 5-person team, you need to be thinking how security plays a role in your software definition and overall development life cycle.”
[11:15] “You just spent a lot of money to do what your DevOps transformation is, you need to treat security the same way.”
Matt:
[10:18] “You gotta figure out post-mortem what happened and move on.”
[13:21] “Go out and talk with your market because what you’re thinking of might be completely different from what they need.”
LEARN MORE
Learn more about Brittany Greenfield and her company Wabbi here: https://wabbisoft.com/
You can also find Brittany on LinkedIn here: https://www.linkedin.com/in/brittanygreenfield/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt
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 on the role of technology in creating enablement and the exact things salespeople should optimize for. Jason caps it all off with the best metrics to track.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: The Best Outbound Prospecting Tactics
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.
Guest: Jason Bay, Chief Prospecting Officer at Blissful Prospecting.
TOP TIPS FROM THIS EPISODE
- Leverage Technology
- Walk the Prospect’s Path
- Optimize for Conversation
EPISODE HIGHLIGHTS
- Get Your Prospects to REPLY
- Volume before Specifics
- Move your Big Doors with Small Hinges
TOP QUOTES
Jason:
[11:10] “When you don’t focus on understanding your prospect as a sales leader, you are robbing your salespeople of their resourcefulness.”
[13:08] “Somewhere in your email, you need to talk about the result that your prospect cares about.”
[19:09] “The mistake a lot of people make with their marketing is that they optimize for conversion instead of conversation.”
LEARN MORE
To learn more about Jason Bay and Blissful Prospecting, visit https://blissfulprospecting.com/
You can also find Jason Bay on LinkedIn at https://www.linkedin.com/in/Jasondbay/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt
EPISODE SUMMARYAndrew 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 leadership level of businesses. Andrew also talks about the driving force for Cybersecurity and how businesses could scale in a world of bugs, phishing, malware, ransomware, and cyberattacks.
Andrew also shares tested tips for business success. He caps it all off with pieces of advice to software founders.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Cybersecurity: Who Needs It and Why
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Guest: Andrew Rinaldi, co-founder at Defendify
TOP TIPS FROM EPISODE
- No One is Safe
- One Cyber Defender Cannot Save the Cyber World
- Your Value System is Your Basis
EPISODE HIGHLIGHTS
- Yes, you have Sensitive Data
- A Blockchain of Hands is needed
- Prioritize Cybersecurity
TOP QUOTES
Andrew:
[03:54] “Cybersecurity is a core function in your business”
[05:27] “It is the things that people don’t want people to find that attackers are after.”
[08:45] “Take something in your business and ask yourself if you would care if other people saw it. If yes, you have sensitive information.”
[11:48] “Cybersecurity is a business issue, a socio-economic issue, a continuity issue, and a brand and reputation issue.”
LEARN MORE
To learn more about Andrew Rinaldi and Defendify, visit: https://www.defendify.io/
You can also find Andrew Rinaldi on LinkedIn at https://www.linkedin.com/in/tarinaldi/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt
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 community of peers in the sales world. While sharing tested tips for success in sales, Ross also shares customer engagement rules in a sales process and the perfect way to go about content creation. Ross caps it all off with a piece of advice to software founders.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making.
Episode: Ways to Improve Sales through Humour and Community.
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor.
Guest: Ross Pomerantz, General of The War Room, and Head of Community at Bravado
TOP TIPS FROM THIS EPISODE
- Enjoy All that Comradeship Offers
- Try to Disarm Your Prospects
- Stick to it, Stick by it, and Stick with it
- Guide Yourself with a Process
EPISODE HIGHLIGHTS
- Better a Community Man than a Lone Ranger
- Be Self Aware
- Just Do It
- TOP QUOTES
Ross:
[08:05] “The good and bad thing about sales is that there are no silver bullets.”
[15:53] “The most difficult thing to do is to create content about everything”
[19:29] “Take all the bits from successful sales reps and make them your own”
[22:08] “Get past the fact that nobody cares”
LEARN MORE
To learn more about Ross Pomerantz and Corporate Bro, visit: https://www.corporatebro.com/
You can also find Ross Pomerantz on LinkedIn at https://www.linkedin.com/in/corporatebro/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt
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 the art of problem discovery as a core to mapping out a unique selling proposition, spotting unserved markets, and figuring out that ideal sales process.
Lee also shares mistakes startups and early-stage companies are prone to make when getting off the ground. Lee rounds off with pieces of advice to new software founders starting.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Exact Steps to Launching Your SaaS Company
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Guest: Lee Gladish, Co-founder, and CEO of AirborneApp
TOP TIPS FROM THIS EPISODE
- Invest in Discovery
- Be a Master of the Sales Art
- Niche Down
EPISODE HIGHLIGHTS
- Talk to Your Market
- Pace Yourself
- Learn the Ropes First
TOP QUOTES
Lee:
[06:50] “If you are going to be prospecting to your market before you have a product and they [your market] are not talking to you, you should probably put on the brakes.”
[16:37] “If you do not know the right way to sell, you should not bring in someone to do it for you.”
[21:10] “There is no quick, silver bullet to getting sales. You have to put in the work.”
LEARN MORE
To learn more about Lee Gladish and AirborneApp, visit: https://www.airborneapp.io/
You can also find Lee Gladish on LinkedIn at https://www.linkedin.com/in/leegladish/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt
EPISODE SUMMARY
Johnathan discusses the art of handling sales objections successfully with Matt Wolach, the host of SaaS-Story in the Making Podcast. Johnathan elaborates on an established framework that founders, team leaders, and salespersons in the SaaS world could adopt to effectively exploit sales objections for the greater good.
Whilst discussing the complexities of switching a legacy company to SaaS, Johnathan, a Regional Vice President at RSA, also discusses the reasons a change from legacy solutions to SaaS is important in today’s software world.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Successfully Handling Sales Objections
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.
Guest: Johnathan Bald, a Regional Vice President at RSA, a cybersecurity SaaS company.
TOP TIPS FROM THIS EPISODE
- Fill the New Bottle with New Wine
- View Objections Positively
- Listen, Validate, and Reframe
- Reach a Collective Conclusion
EPISODE HIGHLIGHTS
- Get Mentored
- "Lean Toward the Customers’ Inclination
- Objections are Genuine Concerns
TOP QUOTES
Johnathan:
[04:18] “You can have multiple mentors for multiple facets of your life.”
[10:13] “The main function that drives change is customer desire.”
[14:04] “With change comes questions and objections.”
[14:29] “The artful way of handling objections determines how successful market re-education and product uptake would be.”
LEARN MORE
To learn more about Johnathan Bald and RSA, visit: https://www.rsa.com/
You can also find Johnathan Bald on LinkedIn at https://www.linkedin.com/in/johnathanbald/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt
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 the sales and marketing intersect and the importance of having a synergy between sales and marketing. Tim also talks about the science of in-depth data analysis and the art of using analyzed data to customize for different categories of customers.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: How to Market Large Enterprises
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.
Guest: Tim Whiting, VP Marketing at Label Insights, the world’s leading product attribute metadata solution.
TOP TIPS FROM THIS EPISODE
- Make Data Your Bow
- For Every Prey, Shoot Differently
- Optimize Your Pitch Deck
- Be Ready To Expand
EPISODE HIGHLIGHTS
- Switching an Enterprise for a Startup? Find a Bridge
- A Pitch Deck is Your Best Bet
- Mass Customization is a Dream
- Small and Mid-sized businesses versus enterprises
TOP QUOTES
Tim:
[03:57] “The power in any type of technology is the data that drives it.”
[05:55] “The way to understand business is to go into sales but [06:15] the scale of value will come from marketing.”
[13:30] “Build your narrative around knowing the customer.”
[15:00] “You cannot have one story that would resonate across a category and an industry.”
[21:38] “Marketing enterprises involves a lot of organization, and a strategic synergy between sales and marketing.”
LEARN MORE
To learn more about Tim Whiting and Label Insight, visit: https://www.linkedin.com/company/label-insight
You can also find Tim Whiting on LinkedIn at https://www.linkedin.com/in/timothywhiting/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt
EPISODE SUMMARY
Ofer discusses the unique experience he has garnered in the SaaS world with Matt Wolach, the host of SaaS-Story in the Making Podcast. Ofer discusses the sales and marketing tactics he used as CEO and Co-founder to scale his company, Pepperi.
Ofer elaborates on the importance of having the right people in a team. Ofer, while sharing tested strategies for business success, also touches on the importance of focusing business solutions on the customer, the art of standing out in a crowded market, the importance of finding the perfect product-market fit, and how delegating authority triggers business growth.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Why Getting the Right People on Your Team Matters
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.
Guest: Ofer Yourvexel, CEO and Co-founder of Pepperi, a B2B omnichannel sales platform.
TOP TIPS FROM THIS EPISODE
- Run a Democratic Business
- Flock with the Right Brood
- Relax the Reins
- Understand that Uniqueness Could be Temporary
EPISODE HIGHLIGHT
- The Customer is the King
- Empower Your Team to be Autonomous
- Tom Might be worth it, Harry Might not
- Opt for Narrower Paths
TOP QUOTES
[13:45] “The company is the people.”
[14:58] “You would not grow if you do not let your team be autonomous.”
[15:17] “Do not always be the one driving things, just steer things.”
[23:30] “Do not sound good to a lot of people, sound great to your perfect customer.”
LEARN MORE
To learn more about Ofer Yourvexel and Pepperi, visit: https://www.pepperi.com/
You can also find Ofer Yourvexel on LinkedIn at https://www.linkedin.com/in/ofer-yourvexel-4898a64/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt
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 behaviour and control.
Tobias touches on the internetwork operations of applications in a complex infrastructural setting and the importance of implementing functionality that makes applications cohere. Tobias also shared tested strategies that could be adopted by startups and budding enterprises to stand out, grow, and be a force to reckon with in their niches.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Resilient Applications – Why They’re Critical
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.
Guest: Tobias Kunze, CEO and Co-founder of Glasnostic.
TOP TIPS FROM THIS EPISODE
- Capacity does not guarantee stability
- Change and growth are a Siamese
- Know the market
- Just do it
EPISODE HIGHLIGHTS
- Make your system resilient
- Network effectively
- The hungrier, the better for your team
LEARN MORE
To learn more about Tobias Kunze and Glasnostic, visit: https://glasnotic.com/
You can also find Tobias Kunze on LinkedIn at https://www.linkedin.com/in/tkunze/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt
EPISODE SUMMARY
Ben talks with Matt Wolach, host of SaaS-Story in the Making Podcast, about the features and the workings of IPinfo, a reliable, accurate, and in-depth source of IP address data. Ben also talks about the sales and marketing tactics he deployed in launching and scaling IPinfo.
Ben discusses the importance of data gathering and analysis to businesses while elaborating on the need for businesses to focus on their scope and their core values. Ben capped it all off with insights for startups and early-stage businesses.
PODCAST-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Ways to Determine Where to Focus for Your SaaS Startup
Host: Matt Wolach, A B2B SaaS sales coach, Entrepreneur, and Investor.
Guest: Ben Dowling, CEO of IPinfo.
TOP TIPS FROM THIS EPISODE
- Data is your best friend
- Necessity is the first step on the ladder
- Do not leave home
- Get word out
EPISODE HIGHLIGHTS
- Know where and what to focus on
- Network Actively
- Not everything matters
TOP QUOTES
Ben:
[12:20] “You can make educated guesses and still be wrong.”
[19:32] “One of the most challenging things in business is figuring out what you need to focus on and what you can worry about later.”
[22:17] “If people love your product, they will be willing to make concessions.”
LEARN MORE
To learn more about Ben Dowling and IPinfo, visit: https://IPinfo.io/
You can also find Ben Dowling on LinkedIn at https://www.linkedin.com/in/bendowling/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
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 strategy of product differentiation in a crowded market. He also discussed what it takes to get and maintain a large customer base and the best business practices to adopt as a startup.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: How to Launch and Beat Big Competitors
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor.
Guest: Jeroen Corthout, co-founder and CEO of Salesflare.
TOP TIPS FROM THIS EPISODE
- Confidence is stronger than faith
- One size does not fit all
- Constantly work and rework your product-market fit
EPISODE HIGHLIGHTS
- Focus, focus, and focus
- Make your product better
LEARN MORE
To learn more about Jeroen Corthourt and Salesflare, visit: https://salesflare.com/
You can also find Jeroen Corthout on LinkedIn at https://www.linkedin.com/in/jeroencorthout/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
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 insights gained from customers’ feedback.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: How Listening to Your Customers Can Grow Your Company
Host: Matt Wolach, a B2B, SaaS Sales Coach, Entrepreneur, and Investor
Guest: Sameer Narkar, founder of Konnect Insights – a social listening and analytics tool.
TOP TIPS FROM THIS EPISODE
Customers’ Feedback is the Basis for an Ever-Growing Business
Sameer believes that working with customers’ feedback is of great importance to the growth of a company. Seeking feedback gives more ideas that could be worked on to build a better product. It also establishes a bond between businesses and their customers.
Listen, Evaluate, and Act on Insights
Business Insights are not stumbled upon by chance. Instead, they are gotten from deliberate data sourcing and gathering and careful evaluation. Sameer thinks that gathering customer data is Gold and he touts social CRM and social listening as the most important tools.
EPISODE HIGHLIGHTS
Customers’ Feedback is a Prefactor to Success
Sameer says that “feedback comes when you are constantly in touch with your customers.” “Constantly seeking feedback gives more ideas that could be worked on to build a better product.” Sameer adds that “you can do a lot of research, you can check out other products, but you only get to know what to build on with feedback from your customers.”
Have a Clear Framework of Values
Sameer urges companies to be “very specific about the way they communicate to customers whether is on a website or when they reach out to them during demos or after-sales.” Sameer wants companies to “have a voice and a tone as well as a clear set of values and to reiterate these values over and over.”
TOP QUOTES
Sameer:
[3:15] “When your ideas and that of your clients align, only then should you decide what to do.”
[10:10] “Customers are willing to help you evolve as long as you are willing to help them out.”
[12:15] “You can do a lot of research, you can check out other products but you only get to know what to build on with feedback from your customers.”
[22:00] “Yes sales and marketing are important but you will get more customers from the quality of feedback from existing customers.”
[22:24] “Going forward, word of mouth gets you results than other marketing efforts.”
LEARN MORE
To learn more about Sameer Narkar and Konnect Insights, visit: https://konnectinsights.com/
You can also find Sameer Narkar on LinkedIn at https://www.linkedin.com/in/sameernarkar/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt
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 strategies for marketing success.
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: How to Scale your Software Company with a Tiny Team
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor.
Guest: Ashutosh Priyadarshy, founder of Sunsama, an invite-only daily task manager, and co-founder of Walk Back
TOP TIPS FROM THIS EPISODE
Find a Niche
Yes, the good, old yet profound cliché. The 21st-century market, to put it mildly, is crowded. In a teeming market, the possibility of getting lost in a sea of opinions, especially for companies who are yet to find the right market balance, is high. Ashutosh thinks that not finding the perfect product-market fit makes a company sell to just anyone. To Ashutosh, “selling to everyone give you divergent feedbacks that make it difficult to identify who is getting significant value and what you should on.”
Paddle through your niche with your U.S.P
A niche too could be saturated and a company could end up in the shadows of bigger, established brands. Ashutosh recommends that startups and early-stage companies focus on what makes them special: their unique selling proposition.
Focus on solving problems first
As trite as it may sound, the “help, not sell” marketing mantra is evergreen. Ashutosh believes it is important to “talk to customers and try to solve their problems before worrying about building a product and selling it.”
Delegate AuthorityAshutosh thinks that granting other team members a degree of autonomy is best for business. Making subordinates take responsibility helps each member of the team focus thereby limiting the potential disruptiveness of checks and balances.
EPISODE HIGHLIGHTS
Small team? No problem
Just “focus on people who can be truly autonomous, people who can make independent decisions, people who are comfortable talking to customers, and people who can incorporate new features.”
LEARN MORE
To learn more about Ashutosh Priyadarshy and Sunsama, visit: https://sunsama.com/
You can also find Ashutosh Priyadarshy on Linkedin at: https://www.linkedin.com/in/ashutoshpriyadarshy/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
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 mistakes startups and early-stage businesses should avoid.
EPISODE HIGHLIGHTS
Learn to play business the poker way
Games open up an individual to a wealth of virtues that could be incorporated to mould a person’s business character for good. Games, poker especially, “tests a person’s mental strength and resilience. Games also teach teamwork and communication, finding the best team to get things done, tolerating and leveraging on adversity, using critique as fuel, as well as exploiting opportunities.” An individual needs these qualities meshed into their core to succeed in business.
Uni-directionality is key
“Because there is so much new stuff coming out all the time, it is very easy to be pulled in different directions.” “When you are starting, it is very important to focus on one channel and let it be your foundation before branching out.”
Network at scale
“People crave and are still craving relationships. Leverage and relationships are the names of the game and it will continue to be that way.” Connecting, reconnecting, and engaging people are ways to build leverage to build an audience.
The best SEO strategy
“The two most important things in 2021 are still traffic and links. There are over a billion blogs in the world and it is getting more competitive in search engine results. A lot of people would optimize for keywords but they do not optimize for titles and Meta descriptions. If you are searching for something and you see a great title, you are more likely to click on it. People should also monitor if they are losing traffic on their key content.”
LEARN MORE
To learn more about ClickFlow, visit: https://www.clickflow.com/
Find Eric Siu on LinkedIn at: https://www.linkedin.com/in/ericosiu/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
EPISODE SUMMARY
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 importance of Sales and Marketing alignment(Smarketing), the best sales strategy, and the latest inbound innovations that could be used to accelerate growth.
LEARN MORE
To learn more aboutDan Tyre visit: https://www.dantyre.com/
To learn more about Hubspot visit: https://www.hubspot.com/
Find Dan Tyre on LinkedIn at: https://www.linkedin.com/in/dantyre01/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
To learn more aboutDavid Hart and ScreenCloud visit: https://screen.cloud/
Find David Hart on LinkedIn at: https://www.linkedin.com/in/davidhartxyz/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
To learn more aboutBilly Bateman and ChatFunnels visit: https://chatfunnels.com/
Find Billy Bateman on LinkedIn at: https://www.linkedin.com/in/billy-bateman/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
To learn more aboutPrzemek Chojecki and Contentyze visit: https://contentyze.com/
Find Przemek Chojecki on LinkedIn at: https://www.linkedin.com/in/przchojecki/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
To learn more aboutStephanie Sims and Finance-Ability visit: http://stephaniesims.com/
Find Stephanie Sims on LinkedIn at: https://www.linkedin.com/in/stephaniejsims/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
To learn more aboutJosh Little and Volley visit: https://www.cloudtask.com/
Find Josh Little on LinkedIn at: https://www.linkedin.com/in/amirreiter/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
To learn more aboutJosh Little and Volley visit: https://www.volleyapp.com/
Find Josh Little on LinkedIn at: https://www.linkedin.com/in/littlejosh/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
To learn more about Janis Machala, you can find her on LinkedIn at: https://www.linkedin.com/in/janismachala/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
To learn more aboutSunny Paris and noCRM.io visit: https://youdontneedacrm.com/
Find Sunny Paris on LinkedIn at: https://www.linkedin.com/in/sunnyp/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
To learn more aboutArjun Rai and Hellowoofy visit: https://hellowoofy.com/
Find Arjun Rai on LinkedIn at: https://www.linkedin.com/in/arjunrai/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
To learn more aboutBenjamin Friedman and "Build Scale Grow" visit: https://www.webuildscalegrow.com/
Find Benjamin Friedman on LinkedIn at: https://www.linkedin.com/in/benjaminbfriedman/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://www.xsellus.com/. To see if Matt's software sales coaching can benefit you and your business, apply for a Free Sales Process Review session at https://calendly.com/matt-xsellus/sales-process-review-with-matt.
Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit http://perfectdealprocess.com.
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/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
To learn more about Cassandra Gholston and Partnertap, visit: https://partnertap.com/
Find Cassandra Gholston on LinkedIn at: https://www.linkedin.com/in/cassandragholston/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
To learn more about Greg and Planless, visit: https://planless.io/
Find Greg on LinkedIn at: https://www.linkedin.com/in/gregorystoos/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
To learn more about Simon, visit: https://www.simonmccade.com/
Find Greg on LinkedIn at: https://www.linkedin.com/in/simonmccade/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
I really enjoyed hearing from a VC what he's looking for in a software startup. Preston Tucker is sharp and has made some great moves, so understanding what he sees was particularly insightful. Specifically, we discussed:
- Ways a startup can position themselves for investment
- How long a due diligence process takes
- What to look for when evaluating investors
Preston was gracious with his time and I learned a lot. I hope you do too.
To learn more about Preston and PMT Ventures, visit: https://www.pmtventures.co/
Find Preston on LinkedIn at: https://www.linkedin.com/in/preston-tucker-2142aa16/
Follow him on Twitter at: https://twitter.com/tucker__p
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
What an education session for me with Startup Action Founder, Melinda Elmborg. Her experience and insights around startup fundraising is really helpful to early stage founders. In particular, we talked about:
- How a company knows they have achieved product-market fit
- When the right time to seek funding is
- Ways startups can set themselves up for success when they look for investors
Melinda is sharp and makes a complicated process understandable, which is really helpful for those of us who don't do it every day.
To learn more about Melinda and Startup Action, visit: https://startupaction.co/
Find Melinda on LinkedIn at: https://www.linkedin.com/in/melinda-elmborg/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
To learn more about Collin and Predictable Revenue, visit: https://predictablerevenue.com/
Find Collin on LinkedIn at: https://www.linkedin.com/in/collinstewart/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
I had a terrific chat with Verblio CEO, Steve Pockross. Steve has done an excellent job building and scaling his company, which provides content market services to help companies generate inbound leads. In particular, we talked about:
- The advantages and disadvantages of a SaaS/Services hybrid company
- How content marketing should fit into your overall marketing strategy
- Why investing in your people and culture can make all the difference
I really enjoyed Steve's philosophies on marketing and business as his terrific experience has guided him well.
To learn more about Steve and Verblio, visit: https://www.verblio.com/
Find Steve on LinkedIn at: https://www.linkedin.com/in/spockross/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
Geoff Atkinson, the Founder and CEO at Huckabuy, explained some very interesting things to me about how companies should be fixing their SEO issues. I was surprised to learn about the things they're doing to help their clients get ahead. Specifically we discussed:
- The one thing most people forget that Google will factor
- How to pivot at just the right moment
- What it takes to get ahead of the competition
Geoff is a smart guy and has successfully navigated the move from e-commerce to SaaS, and now he knows: "Software is where it's at."
To learn more about Geoff and Huckabuy, visit: https://huckabuy.com/
As Geoff mentions, get a discount on Huckabuy services by mentioning you heard about them on the SaaS-Story in the Making podcast!
Find Geoff on LinkedIn at: https://www.linkedin.com/in/geoff-atkinson-7311872/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
I was amazed to learn at all the tragic mistakes software founders make that can cost them their company. Assaf Ben-David is a world-renowned legal advisor to software startups and he's an expert at the DOs and DONTs of launching your business.
The stories of founders who have lost everything or paid huge sums of money because of these errors that they didn't know about are crazy. Make sure you are protected by learning what to avoid and using an expert like Assaf.
To learn more about Assaf, visit him on LinkedIn: https://www.linkedin.com/in/magicmaker/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
I received a crash course in SaaS marketing as I spoke with performance marketing expert and CEO of Directive, Garrett Mehrguth. In particular we talked about:
- How SaaS companies can leverage data to reach new heights
- Which strategies work best for going to market
- What to aim for when creating content
I really enjoyed the depth at which Garrett went to explain a scenario - he truly knows his stuff.
To learn more about Garrett and Directive, visit: https://directiveconsulting.com/
Find Garrett on LinkedIn at: https://www.linkedin.com/in/garrettmehrguth/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
When it comes to building brands and helping large companies improve, not many are better than Joe Escobedo. As an international branding consultant, he's worked with many Fortune 500 companies to help them improve their processes and achieve better results. In this insightful discussion, we discuss:
- Methods for getting your foot in the door of giant companies
- Differences in approaches for different sized organizations
- How to define where you want to focus your efforts
Every time I talk to Joe I really enjoy it. We just have a good time while discussing cool business ideas.
To learn more about Joe , visit: https://joe-escobedo.com/
Find Joe on LinkedIn at: https://www.linkedin.com/in/joe-escobedo/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
Lately I've heard a lot of people wondering if founders should be the people selling their product initially. There's some concern, especially in the software world, that if a founder is a technical founder, they may not be "born to sell". Garbage. Selling is about formulas and frameworks. I know engineers are great at those. It's just about knowing what to do. In particular I talk about:
- The 3 key reasons why founders should sell when they launch
- Why you may get into trouble early if you don't know what you're doing
- How to ensure you have a proper, professional sales process
This was my first "solo" episode without a guest, but I hope it gives you value learning how the process should work.
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
I learned a lot about early stage SaaS finance with investment and finance expert Katie Bronnenkant. Katie has had a very successful career helping startups raise money, to the tune of over $250 million, so she certainly knows her stuff! In this chat, we discuss:
- How to set your company up for investment success
- The mistakes early stage SaaS companies make when it comes to finance
- When the time is right to seek investment
I really enjoyed hearing Katie's perspective, as she has so much knowledge in how investment processes work.
To learn more about Katie and her company Simple SaaS Finance, visit: https://simplesaasfinance.com/
Find Katie on LinkedIn at: https://www.linkedin.com/in/kbronnenkant/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
I had wonderful chat with Clari VP of Revenue Growth & Enablement, Kyle Coleman. Kyle is incredibly gifted as a leader and as someone who understands the finer points of the sales process. He astutely recognizes what's important for a buyer, and he knows how to train his team to reach prospects in order to drive revenue. In particular, we discussed:
- The common everyday words you should stop saying immediately
- What success metric you should have at the top of the funnel
- How the entire team can do their part to impact revenue
This was a funny talk as we laughed and joked a bit - but we also agreed heartily about many things people are doing incorrectly in their process. I think you'll enjoy it.
To learn more about Clari, visit: https://www.clari.com/
Find Kyle on LinkedIn at: https://www.linkedin.com/in/kyletcoleman/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
I had the pleasure this week to be joined by master negotiator, Mark Raffan. Mark knows his stuff when it comes to negotiations as he advises some of the top companies in the world on how they can improve their negotiation skills, and he's the founder and host of the world's #1 negotiation podcast, Negotiations Ninja. In particular, we talked about:
- How people negotiate themselves out of great opportunities
- Why it's important to role play prior to a big negotiation
- How the military uses "Red Teaming" to prepare, and how you can use it too
As a rookie negotiator, this was an amazing learning experience for me. But what I found, was that many of Mark's tactics are similar to what we coach at Xsellus and with The Perfect DEAL Process. It was great to see another expert in alignment with our methods. Have a listen and see if you agree.
To learn more about Mark and Negotiations Ninja, visit: https://www.negotiations.ninja/
Find Mark on LinkedIn at: https://www.linkedin.com/in/markraffan/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
This week my guest is Vijith Kumar Nandanam, the super smart sales leader at Routematic. In this episode, we really focused on one important strategy decision that leaders need to make: should you 'Go for Broke' and sell as much as possible up front? Or 'Land and Expand' - just sign people up so that your foot is in the door, even at low levels, then you can upsell them later.
I have found this topic fascinating for some time now, so I loved the opportunity to discuss it at length with a season vet in the sales world like Vijith.
There are multiple PROs and CONs to each strategy, and I love the way this discussion led to the method that might be best for each type of company.
To learn more about Vijith and Routematic, visit: https://www.routematic.com/
Find Vijith on LinkedIn at: https://www.linkedin.com/in/vijith-kumar-nandanam/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
Chris Walker, the CEO of Refine Labs and the expert marketing visionary, was my guest this week. I love that Chris comes at challenges from such a completely different angle than everyone else. His approach is so smart - yet so few do it. Among other things, we discuss:
- What marketers should really be focusing on
- Chris' 4-step process for generating a ton of leads
- Why companies are losing so many deals they should be winning
I called this Marketing 534 because it's not Marketing 101 - these ideas and methods are way beyond what the common marketer is doing. Want to find out how he does it? Listen closely.
To learn more about Chris and Refine Labs, visit: https://refinelabs.com/
Find Chris on LinkedIn at: https://www.linkedin.com/in/chris-walker-41597028/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
I loved what George Brontén from Membrain CRM had to say in this week's episode. Sometimes my guests say things and I have to sit back and think over it to see if I agree or not with their viewpoint. This week, I loved everything George said. It was so on point, and so in line with my experiences and learnings over the years that I had to stop myself from shouting "YES!" at every turn. Among other things, we discuss:
- That people are not born salespeople
- The big skills gap that many companies have
- How you can represent your company as a leader
I highly recommend this episode for software leaders, but also anyone in sales or leadership - there was a lot of great stuff here.
To learn more about George and Membrain, visit: https://www.membrain.com/
Find George on LinkedIn at: https://www.linkedin.com/in/georgebronten/
Follow George on Twitter: https://twitter.com/georgebronten
Get the book, Stop Killing Deals, here.
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
I really enjoyed talking with and learning from Gainsight CEO, Nick Mehta. Nick is a very skilled leader, and what he's done at Gainsight- from creating the Customer Success category, to building an excellent team that is upwardly mobile, to getting an industry to re-think how we view customer service - is nothing short of incredible. In particular, Nick and I discuss:
- Why it's about the people, not the product
- 3 things that SaaS has changed in the software world
- Key advice for founders starting out on their journey
With the amount of amazing knowledge Nick delivered I could've listed for days, but I'm thrilled he brought so much value over the course of half an hour.
To learn more about Nick and Gainsight, visit: https://www.gainsight.com/
Find Nick on LinkedIn at: https://www.linkedin.com/in/nickmehta/
Follow Nick on Twitter: https://twitter.com/nrmehta
Purchase the book, The Customer Success Economy here.
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
This week I spoke with Rajan Maruthavanan from Upekkha. Rajan is an expert at helping SaaS founders get off the ground successfully and do it with little to no cash investment. In fact, he has helped over 100 startups build and launch their product. In particular, we talk about:
- How SaaS has changed the sales paradigm
- Why product and sales have to work really closely
- The 4 milestones on the road to product/market fit
Rajan is crazy smart about startups and achieving traction on the way to scale. I really learned a lot from his wisdom.
To learn more about Rajan and Upekkha, visit: https://upekkha.io/
Follow Rajan on LinkedIn at: https://www.linkedin.com/in/thiyagarajan/
Find Rajan on Twitter: https://twitter.com/mtrajan
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
I enjoyed taking another perspective this week, as I spoke with Customer Experience thought leader and influencer, Nick Hague of B2B International. Nick and his firm work with companies around the world to help them better understand their markets through data. In particular, he is an expert in how to deliver an excellent Customer Experience (CX). We discuss:
- The 4 key dichotomies in B2B markets
- What will happen if you de-prioritize CX
- How Nick was able to create a "bomb-proof" culture to grow worldwide
This was a fascinating discussion, seeing how Nick focused on analyzing and improving the Customer Experience was very interesting.
To learn more about Nick and B2B International, visit: https://www.b2binternational.com/
Follow Nick on LinkedIn at: https://www.linkedin.com/in/nickhague/
Find Nick on Twitter: https://twitter.com/Nick_HagueB2B
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
This week we had a different perspective, the buyer's perspective, as I talked with Chad Stewart from SmartThoughts. Chad is a professional software buyer - organizations hire him to determine which software platform they should adopt. So he has seen every sales process imaginable and has a special insight we can learn from. In particular, Chad and I talk about:
- The biggest mistake software sales people make
- Why he is a fan of great salespeople
- What is most important to be sharing with your buyers
Chad is really smart and totally understands how a sales process should be run. In fact, he loves it when the sales rep has a well defined, structured process that he and his clients can follow. Don't we all?
To learn more about Chad and SmartThoughts, visit: https://www.smartthoughts.net/
Follow Chad on LinkedIn at: https://www.linkedin.com/in/chadstewartsoftwareexec/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
I had a great chat with my guest, Braydan Young, Co-founder of Sendoso. As a fully integrated direct mail and gifting solution, Sendoso helps companies acquire new customers and retain existing customers. In particular, Braydan and I talk about:
- How to cut through the digital noise in today's world of low response rates
- Why you should learn and grow with your customers
- What to do to increase your ROI from a direct mail campaign
The Sendoso story is a great one - they found a gap, and filled it with a ton of hard work mixed with a wonderful team. They have grown quickly, yet managed the growth well by continuing to learn how to best serve their customers.
To learn more about Sendoso, visit: https://sendoso.com/
Follow Braydan on LinkedIn at: https://www.linkedin.com/in/braydanyoung/
--
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
My guest this week is Jasper Deprez, the CEO of Tradler, an employee engagement solution. Tradler helps organizations reduce turnover and increase engagement by allowing employees to instantly get rewarded and recognized for the work they do. In particular, we talk about:
- What Tradler did with one client to reduce turnover by 39%
- How software founders can find people for their team to fill skill holes
- Ways to effectively appreciate people for the work they do
Jasper is really smart at managing teams and drops some incredible nuggets of wisdom. For more great insights from Jasper, follow him on LinkedIn here.
Learn more about how Tradler help companies reduce turnover and increase employee engagement at: https://tradler.co/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
I'm joined by Pedro Cortés from Cortés Design. Pedro helps B2B SaaS companies turn more landing page visitors into customers through better messaging and positioning. In particular, we talk about:
- The 3 questions you need to answer for your visitors to your landing page
- How to win by knowing your customers
- Why absolute clarity on your message is necessary
Pedro is famous for his landing page breakdowns on LinkedIn, and here he gives us a peek behind the curtain into why messaging is so important. Follow Pedro on LinkedIn at: https://www.linkedin.com/in/pedrocortes/
Learn more about Cortes Design at: https://www.cortes.design/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
My guest is Gloria Chou, PR mentor and pitch guru. She helps B2B SaaS companies understand how to leverage PR and get maximum ROI for their business. She is also the creator of the first "PR in a Box" tool for solo entrepreneurs. In particular, we talk about:
- Why investors care about reputation more than functionality
- That you shouldn't be afraid to pitch your product, even in the early stages
- Why Gloria transitioned from a career as a US diplomat to helping tech founders show up in a bigger way
Gloria brings a ton of value and great information that can really help a new software company. Follow Gloria on LinkedIn at: https://www.linkedin.com/in/gloriaychou/
Learn more about Gloria Chou at: http://www.gloriachoupr.com
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
Ved Rasic, the COO of Autoklose knows how important process is to growing a successful software company. In particular, we talk about:
- How to put "People Before the Tools"
- That you need a process if you want to build and scale a business
- Why you need to know when to spend money, and when to spend time
Ved is really sharp about how to implement systems and process and it has led to Autokose being a leader in the industry. Follow Ved on LinkedIn at: https://www.linkedin.com/in/vedranrasic/
Learn more about Autoklose at: https://autoklose.com/
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
Piyush Parikh, the Co-founder of Equinox Agents is my guest and he has a lot of smart thoughts on how software sales and support can be improved. Specifically, we discuss:
- How to make your support team help your sales
- How being proactive will take you further
- Why setting up automation will help you win
While heavily involved in the SaaS world for a while now, Piyush came from an engineering background which has aided his efforts in the software game. His knowledge of data and process allows him and his company Equinox Agents to provide outstanding and proactive sales and support.
For more information, visit Equinox Agents at http://equinoxagents.com/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
Greg Head and Matt Wolach discuss how sales and marketing need to work together and be in sync in order for a software system to thrive. We discuss:
- Greg's "The Myth of More"
- How marketing and selling software has changed over time
- What you need to do now in order to win
Greg is world famous for his marketing talent, and he has the resume to prove it. Not only has he created, built, and scaled globally, he has several exits to his credit including going public.
His extremely popular and growing list of US software companies, Gregslist.com is a terrific database of information. Find out more about how Greg helps companies go from startup to scale up at https://scalingpoint.com/.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.
With guest Stewart Marshall, who is the Co-founder of SaaSAccelerator in Australia and author of Doing IT for Money. We discuss:
- How to use partners to accelerate
- Separating software sales fantasy from reality
- Where to focus if you want to scale
Stewart is a sharp guy who has been helping some of the best software companies scale for a long time. You can learn more at https://saasaccelerator.com.au/ or he can be found on LinkedIn here.
For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.
As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.