Are you struggling to close deals in today's challenging sales environment? Join your host, Donald Kelly, as I sit down with Matt Wolach, a seasoned software sales coach.

In this episode of The Sales Evangelist Podcast, you’ll learn how to boost your closing rates with Matt's secret sales tactics. Tune in and take the first step toward transforming your sales game!

Guest Introduction

Thanks to Matt Wolach's years of software sales background, he has successfully started and exited multiple companies.
His transition to full-time sales coaching was driven by his passion for helping others improve their closing rates and achieve consistent sales success. Matt currently coaches over 270 companies worldwide, significantly impacting their sales processes and results.
Why should you listen to my guest, Matt Wolach, on improving sales deals? Tune in and hear how the DEAL methodology boosts his client's sales closing rates. One client increased their closing rate from 1.9% to over 30%!

Challenges in Sales (3:33)

Within the episode, Matt shares how many Account Executives (AEs) and Sales Engineers (SEs) feel undersupported in their roles.
He also highlights how organizations that lack systems struggle with consistent sales closing.
Listen to him explain how proper guidance helps sales teams stop using discounts to move deals forward.

The Perfect Deal Process: DEAL

Matt introduces his transformative methodology called the Perfect Deal Process, an acronym that stands for Discovery, Educate, Associate, and Lead, offering a promising path for sales professionals to enhance their sales processes.

Discovery Process: Do you suffer from the curse of knowledge? Many sellers assume they know the buyer's problems, but honestly, they don't. At 7:12, you’ll hear Matt explain how the discovery process builds trust with buyers and makes them realize the urgency of their situation.
Educate: At 14:28, you’ll learn why you must educate buyers about their issues and potential solutions.
Associate: Discover why connecting the product or service to the buyer's needs is essential at 15:42.
Lead: Why is taking charge of the sales process vital? Tune in at 16:12 and find out at 16:12.

In this episode of The Sales Evangelist Podcast, Matt Wolach shares invaluable insights that can revolutionize your sales approach. He lays out the 'Perfect Deal Process' that has helped over 270 companies skyrocket their close rates.

If you need help with consistent sales or are looking to fine-tune your strategy, this episode is a must-listen. Plus, Matt offers some fantastic free resources to get you started on the right path.

Don't miss out on these game-changing tips—tune in now to elevate your sales game!

“Discovery is equally important for your buyer as it is for you.” - Matt Wolach.

Resources

Matt Wolach on LinkedIn

Matt Wolach’s website

Free Sales Scorecard

Sponsorship Offers

This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey . We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Success of Opt-In Organ Donation Policy in the United States