Scale Your SaaS 265: How to Win Deals with a Webinar - with Melissa Kwan
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: