#93: SaaS Sales Coach Shares How to Improve Your Demo Close Rate – Matt Wolach

May 17, 2024

In this discussion, Matt Wolach, a seasoned SaaS sales coach with a rich background in sales leadership, reveals game-changing insights for B2B SaaS founders. He emphasizes the importance of understanding one's sales process before hiring. Matt also highlights the need for emotional engagement with buyers, illustrating how effective demos focus less on the product and more on addressing customer problems. Learn about the significance of follow-up communication and the structured Three C's Model to boost demo success rates while navigating the unique challenges in startup sales.

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Intro

00:00 • 2min

Mastering SaaS Sales Strategies

01:57 • 11min

Mastering Sales Processes with the Three C's Model

12:53 • 4min

Founders as Sales Leaders

17:13 • 17min

Mastering Post-Demo Follow-Ups

34:40 • 6min

Measuring Success in Founder-Led Sales

40:45 • 2min

Navigating Startup Sales Challenges

42:23 • 5min

Matt Wolach spent 15 years as a successful SaaS account rep, sales leader, and software founder before becoming a SaaS sales coach for early-stage B2B SaaS companies. He has worked with over 250 SaaS founders and sales leaders worldwide to improve their close rates and create repeatable sales systems quickly.

In this episode, Matt shares:

How B2B SaaS founders need to learn to sell and understand their own sales processes before hiring salespeople
Why technical founders can their sales using a helpful mindset of customer problem-solving
Why he starts by analyzing the sales demo to understand what’s working and what needs to be improved in the sales process
How successful founders and salespeople show their product less and follow up more than their peers
Why software buyers are tired of buying software and don’t want to engage with commission-focused salespeople

Quote from Matt Wolach, B2B SaaS Sales Coach

“The only way a buyer can be excited about your solution is if they are really emotional about their own problem. How can we get them to realize their problem is important and worse than they thought?

“If they’re gonna take action, they’ve gotta be emotional about their problems. They come in thinking, I just got this thing I want to take care of. And they leave saying, Whoa, I had no idea we were in so much trouble. We have to move now.

“We have to make sure that they prioritize the problem we solve instead of not doing anything and moving on to a different problem. When they realize how bad their problem is and feel the emotion, it helps them see they need to prioritize it and take action instead of putting it on the back burner and waiting till later.”

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