Scale Your SaaS

EPISODE SUMMARYIn 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-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 172, Startup Billing and Marketing Mistakes to Avoid - with Mark ThompsonHost: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Mark Thompson, Co-Founder at PayKickstartTOP TIPS FROM THIS EPISODEHave Short and Long Term StrategiesAvoid Billing MistakesThe Power of SimplifyingUnload TasksEPISODE HIGHLIGHTSBuilding a Solution from ScratchAffiliate Marketing vs. Referral ProgramOvercoming ChurnTOP QUOTESMark 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 MORETo 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/.Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYIn 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-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode 170, What to Know Before Selling Your BusinessHost: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.Guest: Thomas Smale, CEO of FE International Inc.TOP TIPS FROM THIS EPISODEAllot Time and Effort To ExitingAlways Work with an ExpertGood Businesses Attract Good AcquirersEPISODE HIGHLIGHTSThe Journey from Building to SellingHow to be a Sellable BusinessBest Time to Sell Your BusinessTOP QUOTESThomas 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 MORETo learn more about Thomas Smale and FE International, visit: https://feinternational.com/You can also find Thomas Smale on LinkedIn at https://www.linkedin.com/in/thomassmale/ 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

EPISODE SUMMARYIn 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-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode 169, Exploring the Post-Sale Experience: How to Create an Amazing Buyer’s JourneyHost: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Ken Rapp, CEO of Bluestream CorporationTOP TIPS FROM THIS EPISODESurround Yourself with Smarter PeopleZig Left and RightCustomer Happiness Brings RewardsEPISODE HIGHLIGHTSThe Three Stages of OwnershipSolving an Unmet NeedThe Three Touchpoints of After-SaleTOP QUOTESKenn 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 MORETo 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/.Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYIn 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-GLANCEPodcast: SaaS-Story in the MakingEpisode: 168, How to Hire and Manage an Amazing Sales TeamHost: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.Guest: Will Yarbrough, Vice President of Sales at FleetioTOP TIPS FROM THIS EPISODEBest Practices on Hiring a Sales TeamHaving a Scorecard is CrucialMotivating the Right Way Have Courage and Take the RiskEPISODE HIGHLIGHTSUsing Technology in Fleet ManagementGrowing as a Company in a New WorldTransitioning from a Contributor to ManagerWhat Makes a Great LeaderTOP QUOTESWill 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 MORETo learn more about Will Yarbrough and Fleetio, visit https://www.fleetio.com/.  You can also find Will Yarbrough on LinkedIn at https://www.linkedin.com/in/willryarbrough/. 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

EPISODE SUMMARYWebinars 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-GLANCEPodcast: SaaS-Story in the MakingEpisode: 167, How to Generate SaaS Leads Using a WebinarHost: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.Guest: Kris Sharma, Founder of WebinarGrowTOP TIPS FROM THIS EPISODESaaS in ActionPress on the Pain PointsRepurposing Goes a Long WayGet as Granular as PossibleEPISODE HIGHLIGHTSHolistic Marketing WorksBe the Star of the ShowBridging the Gap Between Marketing and Sales TOP QUOTESKris 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 MORETo 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/. Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYIn 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-GLANCEPodcast: SaaS-Story in the MakingEpisode: 166, How to Manage Your B2B Sales Team EffectivelyHost: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.Guest: Emmet Florish, CEO and Co-Founder of Ctrl.io TOP TIPS FROM THIS EPISODEInterpersonal Skill is EssentialContinuous Support Goes a Long WayDo Your ResearchEPISODE HIGHLIGHTSKnow What to Expect from Your RepsThere’s a Fine Line Between Managing SMBs vs. EnterprisesIdentifying the Next Big Thing PaysAvoid Jumping to ConclusionsTOP QUOTESEmmet 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 MORETo 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/.Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYTigran 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-GLANCEPodcast: SaaS-Story in the MakingEpisode: How to Succeed as a Bootstrapped AI StartupHost: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.Guest: Tigran Nazaryan, CEO and Co-Founder of 10Web.TOP TIPS FROM THIS EPISODESucceed with BootstrappingLook for Available Solutions Focusing on Single Goal is Crucial Take Time to Get the Right People EPISODE HIGHLIGHTSAI Changes the Game of Web BuildingAI Empowers Businesses by Prioritizing CreativityAutomation is the Secret to Rising in a Crowded AI Market TOP QUOTESTigran 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 MORETo learn more about Tigran Nazaryan and 10Web, visit: https://10web.io/  You can also find Tigran Nazaryan on LinkedIn at https://www.linkedin.com/in/tnazaryan/  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

EPISODE SUMMARYIn 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-GLANCEPodcast: SaaS-Story in the MakingEpisode: How to Win More Business by Knowing Your CustomersHost: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.Guest: Craig Klein, CEO of SalesNexus TOP TIPS FROM THIS EPISODEKnow Your Customers To Develop a Killer ProductGet Your Funnel Figured OutConvert Leads Efficiently EPISODE HIGHLIGHTSEngaging with Customers Reduces ChurnEmail Marketing Is a Saving GraceA Well-Oiled Funnel Maximizes the ROITOP QUOTESCraig 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 MORETo 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.Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYWaylan 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-GLANCEPodcast: SaaS-Story in the MakingEpisode: Why Getting the Right People on Your Team MattersHost: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.Guest: Joe Petruzzi, CEO of Waylan Consulting, an Outbound Lead Generation GroupTOP TIPS FROM THIS EPISODEAvoid the Struggle with a Winning OfferUse Outbound Engineering to Systemize & AutomateTools & Tactics Tend To Complicate the ProcessEPISODE HIGHLIGHTSPersonalize Messaging to Your CustomersAutomate Messaging with a HookTOP 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 MORETo 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.Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram