Scale Your SaaS

EPISODE SUMMARYWhat do you think are the makings of a great software sales leader? Is it having years of sales experience under one's belt? Is it a sales degree from a famous university? Do they know the ins and outs of sales like the back of their hand? While these can certainly help, the common denominator of all good sales outreach is a solid process.Greencube CEO Ekin Ober talks about the importance of nailing your sales process and other prospecting techniques with Host and B2B SaaS Sales Coach Matt Wolach. She is also a living testament to how someone without a sales background can succeed. Watch and enjoy becoming another success story in the field of SaaS!PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 242, "How to Be More Effective in Sales Outreach - with Ekin Ober"Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Ekin Ober, CEO of GreencubeTOP TIPS FROM THIS EPISODEKeep your Salespeople Happy to Get ResultsMake Prospects Feel Special with Personalized MessagesKeep Following UpPrioritize DPT when HiringLook for Passion in Applicants who Fell ShortEPISODE HIGHLIGHTSProspecting has Three Main IssuesProcess is EssentialPipeline Comes Through Different AvenuesTOP QUOTESEkin Ober[8:31] "What do you want to do as a salesperson? You want to make the person feel special. 'I've spent time with you. I spend time looking at your profile. I know a little bit about you. Hey, you posted this recently. Hey, I know this about your company.' So there's that research aspect of it."[20:01] "I don't know if I'm a salesperson. I don't know if I'll really get to that point. But you told me that it's never about being a salesperson. It's about following the process, knowing your process, and knowing what to say, what to do, and when."Matt Wolach[10:18] "Doing it the right way gets the salespeople happier... And if they're using the right processes and the right tools, it's going to get the results which of course will make you happy. It's going to lead to the better bottom line, but it's also going to make them happy." [18:47] "The only reason I would accept them (job applicant) if they're bare, there is that I see potential, and I see opportunity. And I want to believe in them. And if they come with energy and passion, like you're saying, that shows me that they're going to want to put the work in there. They're going to want to make it work out."Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYIf you’re in the software industry, you’re probably aware that many companies shut down in December. Some of them become a little complacent and think that because it’s the holiday season, they pause their business, thinking it’s a slow time to make a profit.On the contrary, Matt Wolach, host of SaaS-Story in the Making, believes December is high time to prepare for next year. In this episode, he will show you why you need to be aggressive at the end of the year, why you need to crush December, and how you can do it.PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 241, “Finish the Year Strong - with Matt Wolach”Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorTOP TIPS FROM THIS EPISODETake Advantage of Year-End ExpensesWork Backwards to Hit the Ground RunningEPISODE HIGHLIGHTSGet Customers to Sign Up With DiscountsMake the End of the Year a Start of a Prosperous YearTOP QUOTESMatt Wolach[04:58] “And if you can do that now we're talking, if you can finish the year strong, that can be a big boost to your company and show you your team, the market, you mean business in the next year. So come 2023, you can have more customers under your belt, you can be feeling good, you can feel confident, and you're ready to hit the ground running to have an even better year in 2023.”[7:21] “And they can feel better that they don't have to pay as much profit or sometimes it balanced is completely. Okay, they can put all their profit back into your product. Now, if you know this, you can start to play on that. You can start to talk to your buyer. You can start to talk to your contact.”[14:04] “So December, do not let this month go. You have an opportunity right now to finish 2022 in a big way. Do not let it go. Do not let up. Do not think oh man, I just had a big meal. I ate all these cookies, these Christmas cookies. It's amazing. I'm just going to chill out. I'm just going to call mom. I'm going to say no, don't do that. I know it's easy. I know that there's motivation or lack of motivation sometimes. I know it can be a tough month with family and things going on. You got to buy presents for the kids. You gotta, please push. Please make December special. Come 2023, you will be so glad you did because now you have a bigger foundation. You have more customers you can build on. You have more confidence to know that you can deliver and will have an amazing 2023.”Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYWhile doubling down on advertisements can be the knee-jerk reaction to advertising your software, the answer is more straightforward. Standing out from the crowd and driving leads can be achieved with a well-curated messaging strategy. Now the question becomes, how exactly do you accomplish that?CEO and Founder at Brighter Click Colby Flood discusses the importance of nailing the correct messaging strategy together with B2B SaaS Sales Coach Matt Wolach. He also emphasizes communication within the business along with other advice in growing the business and filling the pipeline. Watch and learn how to win the game using a high-impact creative messaging strategy!PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 240, “Get More Leads with The Right Messaging Strategy – with Colby Flood”Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Colby Flood, CEO, and Founder at Brighter ClickTOP TIPS FROM THIS EPISODECentralize your Brand MessageMaximize the AlgorithmUtilize First-Party Data TrackingPivot with a Business ConsultantFind the Right Fit with Your Hiring ProcessEPISODE HIGHLIGHTSMany Agencies are Bad at CommunicationEducation is the Core of B2B MarketingHead Count Does Not measure GrowthTOP QUOTESColby Flood[5:42] “Messaging strategy is really understanding your customer, understanding your brand, having strategy and purpose behind what you put out there, and then testing and measuring it properly so you can move towards or move away from one specific type of messaging or creative.”[13:59] “Creating captivating content that educates and adds to them, and gives them the trust and belief in your product or your company that you can provide what they need is the key.”Matt Wolach[6:06] “Within your sales process address their objections. And if you can figure out what those objections are and understand how to address those and overcome those, it’s critical.”[16:13] “I believe in getting help. I believe in coaching. I have a coach myself. A lot of people come to me for their help and growth. Getting that perspective from outside the organization can be important because sometimes they see things you don’t see and have knowledge from other experiences that your team didn’t have.”Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYFor a lot of salespeople, cold calling feels like a monotonous task of simply dialing numbers and hoping prospects pick up. Some may even claim that cold calls are no longer effective due to the prevalence of spam calls. But did you know that you can now strategically call several people at the same time and make it so that they quickly fill up your pipeline? Founder at Hopp Consulting Group and Chief Cold Caller at CallBlitz Kevin Hopp joins B2B SaaS Sales Coach and Host Matt Wolach in unraveling the makings of a successful outbound call. They also discuss guiding factors in the debates of outsourcing vs in-house and full cycle vs specialist sales reps. Watch so that you can turn your outbound conversations into an onslaught of conversions!PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 239, "How to Cold Call Like the Expert - with Kevin Hopp"Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Kevin Hopp, Founder at Hopp Consulting Group and Chief Cold Caller at CallBlitzTOP TIPS FROM THIS EPISODEOptimize your Calling ListKnow When to Hire for Full CycleGo Outbound to Nail Message and MarketSimplify Outbound Calls with Dialer TechEPISODE HIGHLIGHTSOld School Cold Calling is DeadOutsource for Short Term, In House for Long TermTOP QUOTESKevin Hopp[3:01] "There are still ways to do the old-fashioned things in business in a very new school way."[13:10] "And it doesn't matter if you're selling a million-dollar-a-year enterprise solution or if you're selling a, you know, $150 a month widget. There's probably a spot in there to set up a phone process where you're getting the net new conversations with prospects."Matt Wolach[3:20] "There's a lot of people out there who, you know, don't practice what they preach. They just say 'Do this. Do this.' But they're not actually doing it or they've never done it and that's disappointing."[16:02] "Every time I've tried in the past to have full cycle reps, they end up leaning towards more of the closing stuff... And so what ends up happening is you start to have a real gap in that top of the pipeline stuff and it's– it gets pretty nasty. Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYWhen software marketers try to increase web traffic, their efforts are usually concentrated on either paid ads or SEO. But what if I tell you that you need more than those two tactics? Sure, you can get customers to visit your website, but the question becomes: how do you make them stay, and how do you make them buy?Host and B2B SaaS Sales Coach Matt Wolach sits down with OptiMonk Personalization Ambassador and Innovators can Laugh podcast Host Eric Melchor. They have an illuminating discussion about practical tips on personalizing your messaging to provide the best customer experience. Watch and immediately scale your customer retention and conversion rate in one go!PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 238, "Convert More Traffic Using Web Personalization - with Eric Melchor"Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Eric Melchor, Personalization Ambassador at OptiMonk and Podcast Host at Innovators Can LaughTOP TIPS FROM THIS EPISODETry an Exit Intent Pop UpAlign Your Ads with the Right Landing PagePersonalize Your Messages on the SegmentGet a Mixture of Clients in Your TestimonialsUtilize Emails for your TestimonialsEPISODE HIGHLIGHTSPersonalization Fosters Customer LoyaltyA Single Winning Message Does Not ExistVideo Testimonials are PowerfulTOP QUOTESEric Melchor[7:28] "But then a few seconds that trust in that brand has increased tremendously … Just based on where the person is. You don't know anything else about them. But you know where they're coming from. Let's give them a really nice welcome here and a nice experience."[13:56] “You have different segments of customers … So no matter what you think is the winning headline, it's not the winning headline for other segments that are maybe coming to your website and looking for your product."Matt Wolach[15:07] "You've got to make your stories or your case studies relevant… If you're a small, you know, growing company and you see, like, Coca-Cola and Google on the– on the list of clients, you're like, 'Well, maybe they only serve the big ones.' But also vice versa, if you're one of the big Fortune five hundred, and you see little tiny companies never heard of, not gonna work either."[16:18] "Anybody out there who wants to see how I structure my testimonials you can go to mattwolach.com/reviews and you'll see all the video testimonies. It's video, video, video, video, video. Because you can't fake that. And people see that they think that's true. It's real."LEARN MORETo learn more about Eric Melchor and OptiMonk, visit: https://www.optimonk.com/You can also find Eric Melchor on LinkedIn at: https://www.linkedin.com/in/ericmelchor/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 SUMMARYIf there's one thing software entrepreneurs worldwide have in common, it's that we all want to scale. In fact, we all crave to see our companies succeed so much that growing has almost become like a race. Nonetheless, some business owners opted to play the long-term game instead and achieved just as much bottom line.Visme Founder and President Payman Taei share his long-term growth strategies with Host and B2B SaaS Sales Coach Matt Wolach. He talks about the importance of not giving up, choosing quality, and communicating better with your audience. Watch and learn how to be the epitome of Warren Buffet in growing your SaaS!PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 237, "From 0 to 16 Million Users - Here’s How - with Payman Taei"Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Payman Taei, Founder & President at VismeTOP TIPS FROM THIS EPISODEAlways Differentiate from CompetitorsFocus on Hiring Good PeopleInvest in Content MarketingRemember to Niche DownPrioritize Solving User Issues Over Increasing FeaturesEPISODE HIGHLIGHTSConsistency is KeyStories Make People CareQuality Leads Over QuantityTOP QUOTESPayman Taei[5:56] "Everybody's designs and graphics look like everybody else's because they're using the same templates, illustration, graphics, and everyone else. And it's all about standing over your competitors and others by differentiating yourself."[10:15] “So it's challenging because if you just create the same stuff everybody else is creating, you're offering no value. You have to offer value to your audience."Matt Wolach[8:21] "And I love what you said about how it looks different. So really, you're differentiating by making it easy for your customers to be able to differentiate themselves because of what they're putting out there and all that content."Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYWhen it comes to data, people's impression is that it's usually part of the company's quarterly review or all about the KPI. But what if I tell you that data can also be used as a magnetic lead generator that will cement your deals? How? The critical phrase is data-driven content.Matik Co-Founder and CEO Nik Mijic chatted with B2B SaaS Sales Coach and Host Matt Wolach about the magic of data in any of your sales presentations. He also explains that a captivating story must unfold in the prospects' minds for data to be enough. Watch and discover how you can move your leads to shake hands with you through data presentation!PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 236, "How to Use Data to Win More Deals - with Nik Mijic"Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Nikola Mijic, CEO/ Co-Founder of MatikTOP TIPS FROM THIS EPISODETell a Story Through InsightsHook the CFO With StatisticsAutomate Your Sales Deck via MatikHire in Twos for SalesGet a Designer Early OnEPISODE HIGHLIGHTSData Fosters Client TrustData Reinforces EmotionsCulture is a Foundation of SuccessTOP QUOTESNik Mijic[4:22] "I've always wanted to start a company. I'm originally a refugee. So I think the American dream is to start your own company and go down that path. But I never knew what I wanted to do. And I've always been passionate about data. I've always been passionate about storytelling. And thought, hey, this is a great idea."[10:47] “Showing data for the sake of data is not a good thing. You want to be able to take data and transform it into insights that will then tell a good story."Matt Wolach[6:29] "Make sure you have data. Make sure you back up everything, like data. Make sure you can build that trust and show people the potential and what's out there."[10:13] "We use that same terminology: Arm your champion. It's like in Game of Thrones when you can have trial-by-combat. You've got your champion that you pick to be that person, and you have to make sure that they know how to help you and take care of you. You’ve got to an arm that champions, and one of the best ways is using data."Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYEvery founder would love to build their own ‘dream team,’ but that is usually easier said than done. Fortunately, tools like the Employee Stock Option Plan (ESOP) help achieve that goal. But then, how exactly do you implement ESOP in your SaaS company?Cake Equity Co-Founder and CRO Jason Atkins reveals the magic of ESOP with B2B SaaS Sales Coach and Host Matt Wolach in this week’s episode of SaaS-Story in the Making. He eagerly dissects the key concepts of equity in a founder-friendly manner. Watch and witness your company grow faster through a more motivated labor force!PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 235, “The Best Ways to Implement an Employee Stock Option Plan (ESOP) – with Jason Atkins”Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Jason Atkins, Co-Founder & CRO at Cake EquityTOP TIPS FROM THIS EPISODEBe Aware of the Amount of PaperworkCreate an Ownership CultureMake Room for QuestionsEducate Your Leaving Team MembersGet Into Scalable Systems and Use AcceleratorsEPISODE HIGHLIGHTSESOP Attracts the Best TalentESOP is a Good Retention ToolThe 409A Valuation Determines Stock PriceTOP QUOTESJason Atkins[3:52] “We love how, you know, innovators are changing the world for the better. You know, not all innovation is useful necessarily, but I think through that innovation process, you know, so many of, you know, the big problems are being tackled.”[4:40] “And I was shocked at the complexity level, and I thought how a regular founder will tackle all this without a finance background. Like it’s literally nearly impossible… I just thought, ‘Wow,’ you know, like, we should be able to one click the hell out of this.”[13:17] “Now I don’t think it’s fair to sell the dream… But I think you do want to sell the dream a bit because, you know, great people wanna be in this type of company. They wanna be lifting heavy and they wanna be benefiting. And then you can have this team of heavy lifters if you get that culture right”Matt Wolach[6:43] “People enjoy their team. And their team is something that’s really powerful, something that actually helps the company grow and scale. And with a lot of these teams, a lot of founders I speak with are starting to think, ‘Hey, we need to make sure we take care of our team. We want to keep them around’ So people wanna give them some stock, give them a piece of the company.”Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYScaling a SaaS product is something that is needed to help SaaS startups grow. When the product has paid off, it faces the urge for further growth and development. That’s why in today’s episode, we will dive deep into how your SaaS startup can accelerate quickly after launching.Fireflies.ai Founder Krish Ramineni joins B2B SaaS Sales Coach and Host Matt Wolach in enlightening SaaS founders about how to accelerate your SaaS company’s growth. He also reveals how AI will massively increase your productivity. Read and prepare for your company’s exponential growth!PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 234, “How to Accelerate Quickly After Launch – with Krish Ramineni”Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Krish Ramineni, CEO at Fireflies.aiTOP TIPS FROM THIS EPISODEPick a Must-Have ProductApply the 10x Better RuleFocus on the DifferentiatorFind the Balance in Product DevelopmentUse AI to Save TimeEPISODE HIGHLIGHTSProduct Launching Is a RollercoasterWord of Mouth is the Best MarketingThere’s Always an Underserved MarketTOP QUOTESKrish Ramineni[7:40] “From day one, our vision was: Let’s democratize AI.”[12:21] “Every person inside an organization should be able to have their own AI system that helps them complete work during the day.” [15:10] “And so when we were deciding on building a product company, we said you know what, screw it doesn’t matter how hard it is, I need to make it so that it’s something that people care about, and they would want to use and then I’ll work backward and figure out the technology.”Matt Wolach[16:04] “I love that and that same 10x rule, we can apply in sales … Once you can get the buyer to quantify their problem, their challenge and figure that out, as long as your system saves at least 10 times or generates at least 10 times more, then you’ve got an opportunity to be able to close them.”Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram

EPISODE SUMMARYA standard piece of advice that both software salespeople and marketers provide when it comes to lead generation is to apply SEO. In fact, the use of SEO is expected nowadays because of how much impact it can have in increasing your close rate. But are you actually executing your SEO correctly?B2B SaaS Sales Coach and Host Matt Wolach and Growth Sprints Founder Brendan Hufford get to the bottom of what not to do when it comes to SEO. Hufford also shares many of his personal content techniques like the 3S and the 5-Step Framework. Watch and find out what pitfalls to avoid to keep accelerating your SaaS!PODCAST-AT-A-GLANCEPodcast: SaaS-Story in the MakingEpisode: Episode No. 233, “SEO Mistakes to Avoid - with Brendan Hufford”Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and InvestorGuest: Brendan Hufford, Founder at Growth SprintsTOP TIPS FROM THIS EPISODEDon't Mind SEO Before Figuring Yourself OutDon't Post Blogs Beyond Your NicheDon't Base Content on Keyword Search ResultsEPISODE HIGHLIGHTSSEO Tools are OutdatedGet even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram