Scale Your SaaS 196: Connect and Close More Deals with Sales Research - with Matt Wood
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/.
Get even more tips by following Matt elsewhere: