Scale Your SaaS

EPISODE SUMMARYJohnathan discusses the art of handling sales objections successfully with Matt Wolach, the host of SaaS-Story in the Making Podcast. Johnathan elaborates on an established framework that founders, team leaders, and salespersons in the SaaS world could adopt to effectively exploit sales objections for the greater good.Whilst discussing the complexities of switching a legacy company to SaaS, Johnathan, a Regional Vice President at RSA, also discusses the reasons a change from legacy solutions to SaaS is important in today’s software world.PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Successfully Handling Sales ObjectionsHost: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.Guest: Johnathan Bald, a Regional Vice President at RSA, a cybersecurity SaaS company.TOP TIPS FROM THIS EPISODEFill the New Bottle with New WineView Objections PositivelyListen, Validate, and ReframeReach a Collective ConclusionEPISODE HIGHLIGHTSGet Mentored"Lean Toward the Customers’ InclinationObjections are Genuine ConcernsTOP QUOTES       Johnathan:[04:18] “You can have multiple mentors for multiple facets of your life.”[10:13] “The main function that drives change is customer desire.”[14:04] “With change comes questions and objections.”[14:29] “The artful way of handling objections determines how successful market re-education and product uptake would be.”LEARN MORETo learn more about Johnathan Bald and RSA, visit: https://www.rsa.com/You can also find Johnathan Bald on LinkedIn at https://www.linkedin.com/in/johnathanbald/  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-mattGet even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYTim discusses the ins and outs of marketing large enterprises with Matt Wolach, the host of SaaS-Story in the Making Podcast. Tim masterfully dissects the differences (in scale and requirements) between marketing enterprises and marketing small and medium-sized businesses.While sharing the current top marketing tactics for engaging enterprises’ customers, Tim touches on the sales and marketing intersect and the importance of having a synergy between sales and marketing. Tim also talks about the science of in-depth data analysis and the art of using analyzed data to customize for different categories of customers.PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: How to Market Large EnterprisesHost: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.Guest: Tim Whiting, VP Marketing at Label Insights, the world’s leading product attribute metadata solution.TOP TIPS FROM THIS EPISODEMake Data Your BowFor Every Prey, Shoot DifferentlyOptimize Your Pitch DeckBe Ready To ExpandEPISODE HIGHLIGHTSSwitching an Enterprise for a Startup? Find a BridgeA Pitch Deck is Your Best BetMass Customization is a DreamSmall and Mid-sized businesses versus enterprisesTOP QUOTESTim:[03:57] “The power in any type of technology is the data that drives it.”[05:55] “The way to understand business is to go into sales but [06:15] the scale of value will come from marketing.”[13:30] “Build your narrative around knowing the customer.”[15:00] “You cannot have one story that would resonate across a category and an industry.”[21:38] “Marketing enterprises involves a lot of organization, and a strategic synergy between sales and marketing.”LEARN MORETo learn more about Tim Whiting and Label Insight, visit: https://www.linkedin.com/company/label-insight You can also find Tim Whiting on LinkedIn at https://www.linkedin.com/in/timothywhiting/    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-mattGet even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYOfer discusses the unique experience he has garnered in the SaaS world with Matt Wolach, the host of SaaS-Story in the Making Podcast. Ofer discusses the sales and marketing tactics he used as CEO and Co-founder to scale his company, Pepperi.Ofer elaborates on the importance of having the right people in a team. Ofer, while sharing tested strategies for business success, also touches on the importance of focusing business solutions on the customer, the art of standing out in a crowded market, the importance of finding the perfect product-market fit, and how delegating authority triggers business growth.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: Ofer Yourvexel, CEO and Co-founder of Pepperi, a B2B omnichannel sales platform.TOP TIPS FROM THIS EPISODERun a Democratic BusinessFlock with the Right BroodRelax the ReinsUnderstand that Uniqueness Could be TemporaryEPISODE HIGHLIGHTThe Customer is the KingEmpower Your Team to be AutonomousTom Might be worth it, Harry Might notOpt for Narrower PathsTOP QUOTES[13:45] “The company is the people.”[14:58] “You would not grow if you do not let your team be autonomous.”[15:17] “Do not always be the one driving things, just steer things.”[23:30] “Do not sound good to a lot of people, sound great to your perfect customer.”LEARN MORETo learn more about Ofer Yourvexel and Pepperi, visit: https://www.pepperi.com/You can also find Ofer Yourvexel on LinkedIn at https://www.linkedin.com/in/ofer-yourvexel-4898a64/  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-mattGet even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYTobias talks with Matt Wolach, host of SaaS-Story in the Making podcast, about the intricacies and the importance of resilient applications. Tobias, while discussing the tactics he used to scale his company, Glasnostic, analyzed the complexities of cloud architectures and their relation to application behaviour and control.Tobias touches on the internetwork operations of applications in a complex infrastructural setting and the importance of implementing functionality that makes applications cohere. Tobias also shared tested strategies that could be adopted by startups and budding enterprises to stand out, grow, and be a force to reckon with in their niches.PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Resilient Applications – Why They’re CriticalHost: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.Guest: Tobias Kunze, CEO and Co-founder of Glasnostic.TOP TIPS FROM THIS EPISODECapacity does not guarantee stabilityChange and growth are a SiameseKnow the marketJust do itEPISODE HIGHLIGHTSMake your system resilientNetwork effectivelyThe hungrier, the better for your teamLEARN MORETo learn more about Tobias Kunze and Glasnostic, visit: https://glasnotic.com/You can also find Tobias Kunze on LinkedIn at https://www.linkedin.com/in/tkunze/ 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-mattGet even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYBen talks with Matt Wolach, host of SaaS-Story in the Making Podcast, about the features and the workings of IPinfo, a reliable, accurate, and in-depth source of IP address data. Ben also talks about the sales and marketing tactics he deployed in launching and scaling IPinfo.Ben discusses the importance of data gathering and analysis to businesses while elaborating on the need for businesses to focus on their scope and their core values. Ben capped it all off with insights for startups and early-stage businesses.PODCAST-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Ways to Determine Where to Focus for Your SaaS StartupHost:  Matt Wolach, A B2B SaaS sales coach, Entrepreneur, and Investor. Guest: Ben Dowling, CEO of IPinfo.TOP TIPS FROM THIS EPISODEData is your best friendNecessity is the first step on the ladderDo not leave homeGet word outEPISODE HIGHLIGHTSKnow where and what to focus onNetwork ActivelyNot everything mattersTOP QUOTESBen:[12:20] “You can make educated guesses and still be wrong.”[19:32] “One of the most challenging things in business is figuring out what you need to focus on and what you can worry about later.”[22:17] “If people love your product, they will be willing to make concessions.”LEARN MORETo learn more about Ben Dowling and IPinfo, visit: https://IPinfo.io/You can also find Ben Dowling on LinkedIn at https://www.linkedin.com/in/bendowling/ 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 SUMMARYJeroen discusses the strategies he used to launch and scale Salesflare (an automated CRM tool) with Matt Wolach, host of SaaS-Story in the Making Podcast. He also discussed the inspiration for Salesflare as well as Salesflare’s unique features.While elaborating on how to beat big competitors in the market, Jeroen touched on the strategy of product differentiation in a crowded market. He also discussed what it takes to get and maintain a large customer base and the best business practices to adopt as a startup.PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: How to Launch and Beat Big CompetitorsHost: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor.Guest: Jeroen Corthout, co-founder and CEO of Salesflare.TOP TIPS FROM THIS EPISODEConfidence is stronger than faithOne size does not fit allConstantly work and rework your product-market fitEPISODE HIGHLIGHTSFocus, focus, and focusMake your product betterLEARN MORETo learn more about Jeroen Corthourt and Salesflare, visit: https://salesflare.com/ You can also find Jeroen Corthout on LinkedIn at https://www.linkedin.com/in/jeroencorthout/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 SUMMARYSameer discusses the science and the art of applying the tool of social listening to scale businesses with Matt Wolach, host of SaaS-Story in the Making Podcast. Sameer shed light on the subtle difference between social CRM and social listening while broadening on how both could be used to evaluate and act on insights gained from customers’ feedback. PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode:  How Listening to Your Customers Can Grow Your CompanyHost:  Matt Wolach, a B2B, SaaS Sales Coach, Entrepreneur, and InvestorGuest:  Sameer Narkar, founder of Konnect Insights – a social listening and analytics tool. TOP TIPS FROM THIS EPISODECustomers’ Feedback is the Basis for an Ever-Growing BusinessSameer believes that working with customers’ feedback is of great importance to the growth of a company. Seeking feedback gives more ideas that could be worked on to build a better product.  It also establishes a bond between businesses and their customers. Listen, Evaluate, and Act on InsightsBusiness Insights are not stumbled upon by chance. Instead, they are gotten from deliberate data sourcing and gathering and careful evaluation. Sameer thinks that gathering customer data is Gold and he touts social CRM and social listening as the most important tools.EPISODE HIGHLIGHTSCustomers’ Feedback is a Prefactor to SuccessSameer says that “feedback comes when you are constantly in touch with your customers.” “Constantly seeking feedback gives more ideas that could be worked on to build a better product.” Sameer adds that “you can do a lot of research, you can check out other products, but you only get to know what to build on with feedback from your customers.” Have a Clear Framework of ValuesSameer urges companies to be “very specific about the way they communicate to customers whether is on a website or when they reach out to them during demos or after-sales.” Sameer wants companies to “have a voice and a tone as well as a clear set of values and to reiterate these values over and over.”TOP QUOTESSameer:[3:15] “When your ideas and that of your clients align, only then should you decide what to do.”[10:10] “Customers are willing to help you evolve as long as you are willing to help them out.”[12:15] “You can do a lot of research, you can check out other products but you only get to know what to build on with feedback from your customers.”[22:00] “Yes sales and marketing are important but you will get more customers from the quality of feedback from existing customers.”[22:24] “Going forward, word of mouth gets you results than other marketing efforts.” LEARN MORETo learn more about Sameer Narkar and Konnect Insights, visit: https://konnectinsights.com/ You can also find Sameer Narkar on LinkedIn at https://www.linkedin.com/in/sameernarkar/ 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 yeGet even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYAshutosh discusses the unique sales strategies he is using to scale Sunsama, a daily task manager, with Matt Wolach, host of the SaaS-Story in the Making podcast. Ashutosh talked about the art of achieving big results with a small team and the art of standing out in a crowded market while sharing proven strategies for marketing success.PODCAST-AT-A-GLANCEPodcast:  SaaS-Story in the MakingEpisode: How to Scale your Software Company with a Tiny TeamHost:  Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor.Guest: Ashutosh Priyadarshy, founder of Sunsama, an invite-only daily task manager, and co-founder of Walk BackTOP TIPS FROM THIS EPISODEFind a NicheYes, the good, old yet profound cliché. The 21st-century market, to put it mildly, is crowded.  In a teeming market, the possibility of getting lost in a sea of opinions, especially for companies who are yet to find the right market balance, is high. Ashutosh thinks that not finding the perfect product-market fit makes a company sell to just anyone. To Ashutosh, “selling to everyone give you divergent feedbacks that make it difficult to identify who is getting significant value and what you should on.”Paddle through your niche with your U.S.PA niche too could be saturated and a company could end up in the shadows of bigger, established brands. Ashutosh recommends that startups and early-stage companies focus on what makes them special: their unique selling proposition.Focus on solving problems firstAs trite as it may sound, the “help, not sell” marketing mantra is evergreen. Ashutosh believes it is important to “talk to customers and try to solve their problems before worrying about building a product and selling it.”Delegate AuthorityAshutosh thinks that granting other team members a degree of autonomy is best for business. Making subordinates take responsibility helps each member of the team focus thereby limiting the potential disruptiveness of checks and balances.EPISODE HIGHLIGHTSSmall team? No problemJust “focus on people who can be truly autonomous, people who can make independent decisions, people who are comfortable talking to customers, and people who can incorporate new features.”LEARN MORETo learn more about Ashutosh Priyadarshy and Sunsama, visit: https://sunsama.com/You can also find Ashutosh Priyadarshy on Linkedin at: https://www.linkedin.com/in/ashutoshpriyadarshy/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 SUMMARYEric talks with Matt Wolach, host of SaaS-Story in the Making podcast, about mastering the game of life and the ultimate game of business. While broadening on the tactics that could be applied to revive a failing company, he discussed novel business strategies, the rudiments of an SEO Strategy as well as marketing mistakes startups and early-stage businesses should avoid.EPISODE HIGHLIGHTSLearn to play business the poker wayGames open up an individual to a wealth of virtues that could be incorporated to mould a person’s business character for good. Games, poker especially, “tests a person’s mental strength and resilience. Games also teach teamwork and communication, finding the best team to get things done, tolerating and leveraging on adversity, using critique as fuel, as well as exploiting opportunities.” An individual needs these qualities meshed into their core to succeed in business.Uni-directionality is key“Because there is so much new stuff coming out all the time, it is very easy to be pulled in different directions.” “When you are starting, it is very important to focus on one channel and let it be your foundation before branching out.”Network at scale“People crave and are still craving relationships. Leverage and relationships are the names of the game and it will continue to be that way.” Connecting, reconnecting, and engaging people are ways to build leverage to build an audience.The best SEO strategy“The two most important things in 2021 are still traffic and links. There are over a billion blogs in the world and it is getting more competitive in search engine results. A lot of people would optimize for keywords but they do not optimize for titles and Meta descriptions. If you are searching for something and you see a great title, you are more likely to click on it. People should also monitor if they are losing traffic on their key content.”LEARN MORETo learn more about ClickFlow, visit: https://www.clickflow.com/Find Eric Siu on LinkedIn at: https://www.linkedin.com/in/ericosiu/--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 SUMMARYDan discusses the unique sales and marketing experience he has had at HubSpot with Matt Wolach, host of the SaaS-Story in the Making Podcast. He also touches on the principles of the Inbound Marketing Philosophy, the need for an Inbound Revolution in the industrial space, the importance of Sales and Marketing alignment(Smarketing), the best sales strategy, and the latest inbound innovations that could be used to accelerate growth.LEARN MORETo learn more about Dan Tyre visit: https://www.dantyre.com/To learn more about Hubspot  visit: https://www.hubspot.com/Find Dan Tyre on LinkedIn at: https://www.linkedin.com/in/dantyre01/--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