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

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

Author: Greg Head May 17, 2024 Duration: 47:22

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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Greg Head hosts the Practical Founders Podcast, a series dedicated to the often-overlooked builders in the technology and business landscape. Each week, the conversation focuses squarely on founders who have successfully scaled their software companies through means other than massive venture capital. You'll hear detailed, candid stories about bootstrapping, profitable growth, and the strategic choices that define a sustainable enterprise. These interviews dig into the real work of building a valuable company-the early decisions, the pivotal mistakes, the practical systems, and the personal resilience required. It’s for entrepreneurs and operators who are more interested in durable ownership and practical execution than in hype or fundraising rounds. By focusing on firsthand experiences, this podcast provides a grounded perspective on entrepreneurship. Listeners gain actionable insights and honest reflections from leaders who have navigated the complexities of building a business on their own terms. The discussions are in-depth and specific, offering a valuable resource for anyone looking to understand the tangible realities of creating a technology company without relying on external funding. This is where the conversation moves beyond theory into the applied lessons of proven founders.
Author: Language: English Episodes: 100

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