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Close More Deals with SaaS DEAL Framework with Matt Wolach - Episode 65

by DevReady Podcast
July 30th 2021
00:37:59
Description
On this episode of the DevReady Podcast, Andrew and Anthony speak with Matt Wolach, SaaS expert and former guest on the show. During the conversation, Matt explains his philosophy behind The Perfect... More
Welcome to the podcast, we're helping non text build better tech. Today we're joined again by Matt Wallach, who is from Excel us uh South sales expert. Last time I was on the episode, we're talking about the four pillars of scaling in a SAAS company And today we're going to talk about the perfect deal process and just dig in a little bit more around that. We mentioned a little in the episode or the episode 50 is very sure to go back and have a bit of a looking to revisit, but we wanted to discuss perfect deal process today. Matt, thanks again for joining us. Absolutely. Andrew, glad to be here again. I really appreciate it. So let's dive right in. Um, maybe just a quick 30 30 seconds around who you are and your background. Just if anyone hasn't listened to the previous episode. Um In terms of your role in SAS. Sure, yeah, I've been in sas for about 15 years. We started a company uh mid-2000s that we were really confident in. We knew the product was good, we knew it would help. However, it was my responsibility to do the sales and marketing for it.

And I had done that previously in other companies, but not incest. Nevertheless, I was super confident, knew that I was going to rock it and immediately fell on my face and had no idea what I was doing in the SAS world, No clue and couldn't make it work, struggled for quite a while before actually figuring out the process that is necessary to be able to scale once I figured out that process, we went exponential from that point forward, closed a ton of business. Really really had excellent close rates North of 60% for the whole team. We got inc 500 which is a U. S. Award for fastest growing companies in America. We had investors, you know, begging us to take them on. We eventually exited for a lot of money. It all was because of what I developed the perfect deal process and that is the process that helps you sell and scale sas companies. That's a great summation for anyone listening. And I think Last time we spoke you dug in around the business and what you did and I think there's been a couple of spots, some businesses over the journey.

So if you want to go revisit and have a look at that episode 53 uh to dig in more around Matt's background but as you can see there's quite a bit of an interesting background there and quite a bit of success but also learning and you mentioned it, it's walking to something new um in the South world is probably very different at the time. I think we dug into that a little bit the previous episode around and the challenges of converting people from the old server in the back room, the desktop computer, Having the software on desktop to assess model and that was the whole education process. So there's plenty of learning in that episode and a lot of value for our listeners. If you haven't heard episode 53, I'll mention it again. But let's talk about sales and sales and sass and what this perfect deal process is maybe how you got to got to it and how it came about over the journey because imaginable is a bit of an evolution for you. Yeah, it really was and I didn't know, you know, I figured of course I had success in sales previously and it was very confident in what I was going to do.

And so when we started the company, I had no idea what I was in for. I did not realize that there's quite a bit of nuance and technique involved within a SAS sale that, you know, it was completely unknown to me. And so uh it took me a lot of stumbles and tripping and I didn't, I didn't, you know, forced my way, I went out and tried to find somebody to help me and I was looking at blogs and videos and unfortunately there just wasn't a lot at the time, surprisingly, even still, there's not a lot, there's only a few SAS coaches out there like myself that focus on sales and marketing and growth. Um, so it, I I had nobody to turn to and like you said, we were basically the only, we're not basically we were the only product in our space that was sass, that's it. And I didn't really have an option. I was reading all these books trying to figure it out. I realized all these books, they're all for general sales and what I was trying to apply wasn't really fit to sass.

So it really took a lot of trial and error to try and figure out how do I take a general sales model and modify and mold it to be able to fit what we're doing here with our company took quite a while, fortunately it worked out, I know many others who I've talked to, a sense who tried the same thing and it didn't work out, they didn't make it never got there, which is rough because obviously in SAS there's a pretty high fail rate. Uh, fortunately worked out for us and then I took the same model, applied it at two other companies later and it worked great there as well. So uh, since then now I'm coaching everybody, showing them exactly how to take this process, apply it so that you can get the amazing results without having to go through all of the struggle. So obviously there's been Persian across some companies in the past and through your coaching business as well. Now, what drew you to helping people and other SAAS businesses in this way that you are now rather than just working in the business or building out another SAAS product. So I do love building SAAS products, it's so fun just the dynamic that happens.

I mean, there's the one part of the idea that you're taking literally nothing and building it out of thin air. You have a, you might find a great dev team like yourselves that builds an amazing product that just came from an idea and now somebody actually gets benefit and their lives are improved because of it. I love that whole concept, but also the team dynamic when you're in an early stage south company and you're working together and you've got some long hours and late nights and you're ordering in from the great take out place and you just talk about all the amazing things just that, you know, it's just a brotherhood and sisterhood, that's just so much fun to be a part of. And I absolutely love that. So once I've done that a few times I said, this is great. During my times, I would have other founders coming to me saying, hey, we see the results that you're getting, we see that your companies are taking off, show me what you've done, what is that? What is that? And of course as friends, Yeah, here, here's what we did take it like, definitely.

This is what you should do, don't do that anymore. Start doing this and it started working for them. And so after I got on my last company, I said, hey, this is something that I could do on a bigger scale and make more impact rather than just, you know, myself with my own captive team of people teaching them the process and watching them go from green to crushing it, why don't I just make a big impact, help people around the world and see how, how many of these software founders can get benefit from the same process. And so far it's been a ton who have been able to employ the same process and see ridiculous results You're mentioning. And I think you mentioned it 60% conversion rate back in the start of this and in the previous episode or something of those, those numbers changing from 2% to 6% or something like that. But some ridiculous growth and conversion. But what it's amazing, we can sort of let fall into roles.

Uh, and it seems like you've sort of been full, it fell into this a little bit, you're in a business, working on the sales component. They've asked you a question and you saw an opportunity to help more. And I think sometimes, yeah, things come to us and I think that may be a situation for yourself. And in terms of what do you do you get the most joy out of in this role that you're in right now just helping people with their startup because it is, it is that challenge, especially the early days where they're fighting just to keep the doors open in some capacity and if they're battling to get customers on board into a product, the amount of competition that exists there, I imagine a lot of satisfaction in that as well. Oh, it's amazing. So when people first talked to me, they're struggling. You know, they have a product that they've designed or somebody else is built for them and now they cannot figure out how to get it to market, how to get the market to understand what it does, how it can help them how to close deals. And so to see that pain is tough because I went through it and I know how, how much of a struggle it is when they then, a few weeks later after they implement frameworks and formulas and start understanding exactly how they should be doing it and how they can close deals and they come to me and say matt, you would not believe what has happened.

We put this product, this process in place, you told us to do and bingo it hit and we close this deal, we get this deal and we got this big opportunity. It's so awesome to see the shift in their mindset and a shift in their demeanor go from completely sad and down all the way to exuberant and excited and the renewed confidence that they have, once they understand, wow this works now, I know I have this knowledge, I can now go after this thing and scale it and they kind of see the light at the end of the tunnel. It's funny because when I first started coaching, when somebody had a big success, I would, you know, I'm a scotch guy. So I would, you know, tip back a glass of scotch to celebrate with them because for me now without being, you know, in my own company building, I love celebrating and celebrating. Success was always fun for me. But now it's my clients knowing that they've taken this process and they are now seeing success.

I celebrate with them. So I would have a little drink, awesome job, so excited for you. They would have a little drink sometimes together, but then it actually got a little bit too big. We've, we've got a couple 100 in the program now different software companies and founders. And so the success has started rolling in. I would be a complete lush if I had a drink for everyone. Unfortunately I would love to. But uh, now it's only the really, really, really big wins. So it's fun to uh, Anthony is missing this episode. Today is also a bit of a scotch connoisseur, he runs an instagram following and got a bit of a bit of following in the scotch space was a big fan. He probably would have got into a bit of that today, but we'll pass on that. So that's a guy scott will have 11 in a blue moon, but he's uh, he's also similar. I love it. I'll have to follow his instagram for scotch, then that's great. Yeah, I'll share it out to you next time and I think you're an email with it. Um, let's dig in. So perfect deal process. I imagine there's quite a bit to this and I imagine it's different for every business and you need to think about all the bits and pieces that might issue of how it all comes together for your business, for your industry, etcetera.

But at a big picture, how can we frame this a little bit for people to understand what the perfect deal processes and how they might start thinking about it within their own sales business. Perfect. So the pre deal process is something that, you know, is, has been proven to work and it's because it's very simple and repeatable meaning, Yes, I can show a founder how to do this, but it's also something that they can now take it and scale their team right. If I just show a founder and only them, they're the only ones who know how to do it. Their company's going nowhere. And I was just talking about one of my clients last week and he said, if I can't get somebody else to be able to come in here and do this, same thing I'm done fortunately. He did, he was able to get somebody else to come in, learn the same process, perform just as well as he was. And scale because that is a big barrier. If you don't have the right process. A lot of times, software founders are able to accomplish their early winds through just pure passion and effort and force, they just kind of bust it through because of their will.

The problem is that next person that you hired to kind of take over sales so that you can actually have a life and not have to do sales calls all day every day. They don't have the same passion, They don't have the same level of history and understanding of the market that you do. And so it's very difficult. That's where a lot of companies kind of hit a wall when they go from the founder doing it to somebody else trying to take over. Fortunately when you have the perfect deal process, it makes it a lot easier. So that's what what we've been seeing is when you implement this, it's repeatable. Now you asked what is it? Right. So what is it? And I think I agree with that too, from a founder's perspective, there's a passion, there's the history, there's the blood sweat and tears. There's a years of investing into an industry understanding your understanding customers and, and that's really where it becomes a lot easier to have those cells conversations. Um, so pulling that out of their head and putting into a process would make hell of a lot of sense. Um, and all the founders might be struggling to pass that information on and not an easy task to do that, especially if it's years of experience?

So um yeah, I'd love to learn more about what it is just to explain it out to people. Perfect. So the deal D E A L. In perfect deal process is an acronym And it stands for four key things that you have to do within your sales calls if you want to be able to close those at scale. Like you mentioned, our team actually was averaging about 63% amongst the whole sales team, which is awesome for close rates. So when you do it it works Okay. What is it the d is discover? You have to be able to run an amazing discovery process. You have to know exactly what makes your prospect tick. When you're talking with them. You've got to be able to learn what their challenges are, what their pain points are, what their worries are. Why are they worried about that? What are their goals? What are they trying to get to, what are they trying to accomplish, figuring out all of that and understanding more than just in this is the problem. Andrew a lot of times we think of discovery as I just need to discover if they are a fit for us.

And so what happens is, and I see this with even experienced software sales people once they learn that there's a fit, they're done with discovery. That's wrong. That's the wrong way of thinking about discoveries much more than just are they a fit because they might say, oh so what's going on? What's your problem? And they say, oh yeah, we're struggling with this efficiency or costs are too high. Great, let's show you our product and they go right into the product that is not nearly enough discovery. Just learning, if they have a problem is one part of the battle really. What you want to do is get them emotional about their problem. You need to get them hating their problem. They might come into the call saying, yeah, we've got something we might want to fix. Let's see if this does it? I need to leave the call saying holy cow? Our problem is horrendous. I had no idea how bad it was. We need a solution right now and that's when they're in an emotional state ready to solve problems. Mhm. It's a better place of commitment rather than just here's a product to have a look and they don't really tie the the benefit of the solution to the actual problem itself at a deeper level.

Because I think that makes a lot of sense from an emotional perspective. I think everyone talks about it, but how do you get into someone's emotional aspect? Is it more about the why? Why? Why is it digging into what it means from a business perspective, how might you get into that? Yeah, you're exactly right digging in is is critical. So a lot of times people will take the answers at face value and if somebody says this is a response to what you asked, they'll just kind of say, okay, great. The challenge is you need to dive in. Even if you have had so many of these calls, you know what they're going to say, you already understand it and this is a trouble with a lot of sales people, they get to be, you know, very veteran and experience. They already know what the person is going to say. After three words, the challenges, you need them to go through that journey. You need the prospect to go through that process and you to question them to get them down that hole. So they feel bad enough about their problem that they're ready to fix it. I liken it to an alcoholic, somebody can be an alcoholic and they're not going to want to get help until they realize just how rock bottom it is right there, like, oh I'm fine, I can control and I know I'm not gonna do that some of this and they won't take steps to get help until they understand how bad their situation is.

It's the same thing when you're trying to sell software, the people will not take the action, take the steps necessary to get started until they know how bad their current situation is and that's what discovery is all about, is getting them to that point to make sure they understand now, by the way, if there if if you realize that they don't have pain and it's just not there and the call, do not force it on somebody because that's not a good situation being, even if you force it and eventually by then they're gonna leave soon and your cac and LTv is shot, so don't force it, but when you see it, find it, dig down, make sure you uncover it. Mhm. Yeah, I think I agree with that. It's we don't wanna be forcing product on people and trying to create something that's not there, just to get uh something in their hands and then they might just as well, they'll disappear in a month or two and they find that this is just too hard or not doing anything for me. So I would agree with that. Um And I somehow, I like in these two, so just a bit about us, we run a saas product, but we also run a consulting business, and the biggest takeaway from being in a consulting business is we love to dig in and understand what the customers at, and I think if you're taking that aspect of yes, you have a product, but still, you need to understand the customer, you understand everyone's different, they've got a different framing their business to go a different way of thinking um And their problems may be similar.

I agree. Um But is your product really going to solve them? Yes, it might, but another 20 or 30 products out of the marketplace might do the same thing. It's about attaching to understanding who they really are as a business and showing interest I think is probably one of the biggest things that's shown success in what we're doing in the solution side of things which transitions and more of a A product sort of thing. So I would agree 100%. In terms of that model of getting people more digging more into discovery, getting to understand where the challenge is really lie. Yeah, absolutely. It's huge. And then number two, the e in perfect deal process is educate, once you've discovered now you need to educate them and there's a power that comes from educating somebody and being an advisor, people naturally look up to somebody like that. And so if you can put yourself in a position to not go right from discovery to selling, but to actually hey I'm gonna I'm gonna share with you something that's going on in the industry. This is something we've seen that I want you to be aware of.

They're thinking, okay, end of Discovery, let me put on my wall, they're gonna start selling to me. I just gotta make sure I don't get sold to hard wall goes up and if you say, hey I just want to share with you some things we found some statistics from data or here's something that's happening or some famous person said this and we need to watch out because they're really smart and they're probably right, whatever it is, if you can educate them on some sort of trend or shift that's happening in your industry, that wall will come down and they're gonna say yes, you're gonna teach me, give me all the education, I'm I'm happy to learn more about this. And boom wall comes down now. You're coaching them, you're guiding them much more beneficial to them, much more beneficial to you because now they trust you and they believe that you can help them. So e for educate is really critical. That is almost always forgotten by today's south sales reps. That is really the adding value before you're doing anything, right? So um sharing in the education side of things.

Is it more you mentioned their industry trends or what would be occurring? Um What's some examples that you might use to say, I don't know, you work with 200 clients you mentioned there. Um So it's one selling crm? Uh Imagine you've got one of those uh selling crm in the space. What sort of things like me educate on, is it about the data we capture and use it about how we engage with customers from a crm, what the statistics are if we're doing that and can, what are we looking at in terms of education? Well let's look at it this way. So let's say the crm is really good at personalizing, right? So you want to send out some emails you want a personalized, you don't want them to look stock. Well, what I would do is I would say, okay, let's find out where this where there's a shift and for me there's a personalization shift that has happened in our entire world In the last 5 to 10 years. That is super, super powerful. The fact that we have gone uh we've seen companies like Amazon who gives you advice on what next to buy based on your buying purchases.

You have netflix showing you what to watch based on other stuff that you that you've watched it similar. We're so inundated with opportunities for personalization to us that the old ways of sending mass blast emails are gone like that does not work anymore. You have to personalize. You need a system that's going to personalize. And so teaching somebody you have, if you're not personalizing within your crm, you're lost. That's a powerful message that you can educate them now. It obviously is going to help you sell more stuff because I'm gonna say well yeah, I need to do it. How did I do it? Don't worry. I've got a product, we're gonna show you how to do it. But by educating them, they're taking it and soaking it up and they love it. Yeah, you're adding adding value to them and may not know or they may be aware of, but may not understand what it actually means to the bottom line of their business or the impact that they can have on their customers. And I think, yeah, that's beyond what the product, the product conversation, it's more about the value conversation.

Um So let's see how the education right tied to delivering some value, even if they choose not to go with your product. Exactly, and what they'll say, and I've seen this many times that even if they don't choose you, they go with somebody else, maybe there was a cheaper cost, whatever. Oftentimes they come back six months a year later, they realized that other products was not good. It didn't help them. They'll always remember the people who were on their side in their corner helping them and guiding them. They'll go back to that guide and say, hey, we tried this other thing. It didn't work now. We need you to guide us. What should we do now? And that's where you really see the power Yeah. Makes a lot of sense. Um Yeah, being on their side and helping them from, from a statistical perspective from an education perspective, um, is adding a lot more of a than here, here's my product. This is what it does. Would you like it sign here, definitely steps right? So we've educated, we've helped them learn something new, we've put in the position of seeing that, okay, there's value in what this could do for my business or just even this information can do for my business.

What do we do next? Good question. So you're right, once we've discovered about them and learned what makes them tick and we've educated them about something that's applicable. Now we do the a associate, how can we associate our product, our solution to both, what we just educated them on and their particular situation, their challenges, their goals. How can we make sure that they understand that what we've got right here is the solution that's perfect for their exact situation right now. This is another thing that people struggle with within the software world, something I struggle with my early days, why I bounced around on terrible nous and mediocrity early is because I would just go through my stock demo, I would just run through the script and just this is what we want to show. Just let's click every button, let's put in every form and let's show them how it works. That's exactly not what you want to do. Don't throw up your demo all over your prospect. You want to make sure that you customize it and tailor it to exactly what their specific needs are. If you learn that they need this hammer on that, really focus on it, show them exactly how they're going to get benefit from that solution if they really want to talk about that Hammer, that all over it.

So that's where when you associate your solution, your product to their challenges. That's when you win, it's it makes common sense really when you think about it, isn't it? Um yeah, obviously it's taken a long time to get to where you are now, but when you talk about it in that light, it's really common sense because In any product you might have so many features and feature rich and customizable, you might care about 10% of them and if you're talking 90% of the conversation around things that don't care about you not lose them and they might not even see what they care about. So I think that makes a lot of sense to me and you know that sort of listening um yeah, out there if they got one particular need or requirement Yeah. Talking about how you're going to service that need and requirement is Yeah, common sense. And we had a lot of value to the conversation and get them thinking about it.

I mean my discovery, I've got my challenge here, I've been educated, this is how I'm going to solve that problem and I'm pretty much getting to a solution for my needs. Exactly. And it's your right. It sounds like common sense once you hear it and you understand the framework and that's why it's so powerful once you learn this and you can apply it for yourself and your team, however nobody does this because even though it feels like common sense what you've learned it beforehand, nobody thinks of it. It's very difficult. Sales is not intuitive constantly say that sales is not intuitive if sales was intuitive and you can just guess like, oh, I bet this will work. I wouldn't have a job, Right? I wouldn't have 200 software founders coming to me asking for help. So it's not intuitive, it sounds great. Once you understand the framework, it's like, yes, that's it. How come? I never thought that because we don't think that it's not into it. It took me years to figure it out. No, I agree. Nothing. Generally. The things that are a simple common sense. Hard to find and stumble across.

Yeah, it's not that easy. It's not like, yeah, let's do this. But in sales, I think especially founders, you can just plod along and just throw things start to adopt or have a conversation. Um, show some things. And I think, yeah, learning a script around how to show a product is generally what people will do. Um, this is the steps all right, This is all the stuff that we do and let's take him through everything. Um, but yeah, maybe that's not they care about, it's their understanding what they care about and discovery is going to lean towards that pretty quickly. Exactly. And that's why the perfect deal process. So nice because it kind of plays each step kind of uses each other. It works so well together brilliant. All right. So we might only show 10, of the product is that where we might get to. And that's pretty that's it's funny you say that because just today I we had a so I have a software founders group, a bunch of software founders from around the world get together weekly and we share strategies, we share challenges.

We really kind of discuss and collaborate on how we're doing and what other people can utilize from that to build their companies. We were talking about this exact thing. One of the guys in the group who was having a tough time earlier, he really was not really closing to. Well, what we did was we reshaped his discovery in his educate process. He says That he's closing now 70% of his demos and he hardly shows his product. He says he hardly shows his product. He's purely focused on getting them to understand how bad their situation is and just letting them know the outcomes of working with this product. Sometimes he doesn't even show the demo. I'm not advocating that because that's pretty rare and he's doing amazing. But that's what's possible is that you might not even need to show the product if you can convince people that this is the solution because you have such a bad problem and were built for this and here's the social proof and here's the story behind it, people are ready to rock. They if they realize their problem is bad enough.

If you're out in the desert and you're super thirsty and you need anything to hydrate, you don't care what water you find how clean it is, it hasn't been boiled. And are, are you gonna do, you just need something and that's where you can get people to, if you do it right? And I think they're in a conversation so they're in a sales conversation, they definitely have a problem. Uh, they definitely need, they're looking for something. Um, it's about someone understanding them, um, understanding and I think we all want to be understood. Uh, I think we don't want to be thrown a solution and I think understanding us as people and who we are and our challenge is it goes a long way people connect and I think through something like this, it's really showing connection and understanding. I think just association process there. So it's real understanding, you haven't wasted my time to show me through everything. You just show me these are the things that are important to you. I'm going to show you how we solve those problems for you and clearly articulate that, that makes you once again a common sense component, but not something that everyone's going to think about or not anyone really thinks about because when you, when you really talk around demoing, here's a demo process and this is what we follow and this is a script and that's generally where people lean too.

Yeah, you nailed it Andrew in the perfect deal process. There are 40 different facets of it, 40 things that we teach in coaching, our programs, that you must do 10 within each of the different letters. The one of those is you need to demonstrate expertise. You need to show you know what you're talking about. But some people think that means you need to talk all about you, but actually you can demonstrate expertise by the way you ask questions and what questions you ask and when you're asking the right questions and diving in on the right areas, they realize this person totally understands my business and me, in fact, you know, you've won when they say you get me, you know, when they realize you get I have people tell me this all the time. I feel like you're, you've been watching me and you totally get me. I'm like, I haven't, I just have been you. So that's when you know that people are, are drawn to you and they're in. But one of the things that I worry that one of the things I also notice is if you ask a good question, you'll you'll hear the silence and you say that's a really great question. Haven't thought about that before you start hearing those things in a conversation generally means you're intriguing and you're taking them down up more of their looking into them, their mind.

They're looking for answers, They're looking for what the the problems might be. And I think that's a much better conversation than this is what we do. This is what it is that there's nothing about them and they're not really learning or evolving in that conversation, yep, you're exactly right, and that leads us to the final one. Yeah, exactly. So I'm sure what the hell is, but let's dig in what is sure. So the L actually stands for lead, you need to lead, you need to be the one to take charge the entire time. So many times, at least in our Western culture, we've been brought up that the customer is always right. And so whatever they want, we typically say, okay, whatever you want, let's just do that. And if they say, hey, here's what we want to do, here's how the process will go, let's do this. What's this? We will just say, okay, yes. Even if we realize that's not actually how they're going to learn the most about this solution and how they're going to figure out if this is best for them, we just say, okay, yeah, the problem is they don't know this is their first time going through your sales process.

Even if they're a big fortune 100 C. E. O. C. Level somebody, they've never been through your sales process. They don't know the best way to learn how to understand and implement your product, you have been through it at minimum 10 times and most likely hundreds of times, so you know the best way who's been the most successful at learning it, understanding how the product works and implementing it, meaning you should have the process nailed and you should be the one guiding, holding their hands through the entire thing. The problem is again, it's not intuitive, this is something that is really difficult even for experienced sales reps because I actually do test them and we do mystery shops and they have a rough time leading when push comes to shove. But it's absolutely critical their entire books let written on how important it is to lead the prospect through the entire sales cycle, including on your demo calls. When you can take charge, you are going to prove yourself to be the guide the adviser that they need to follow.

But from a leading perspective that is framing out this is the next steps, this is how we convert, this is the rollout plan, this is how on board, this is how we support, this is just laying out the land really. Is that what you're meaning by leading the conversation that happens it actually that yes, that's one of them. Yes, absolutely. Under at the end of the call you must lay out next steps and you must make sure that they're agreed to a lot of that never happens. A lot of people just like yeah, we'll think about it and get back to me, guess what they won't think about it. So yeah, I think when you really start out in business and I think back to how I used to have a conversation that's probably how I left it. But I think as you build confidence in your offering and what you do, um you just, and you know, and I think you mentioned something that people don't really take on board is the customer generally doesn't know what the next steps are. They're coming to you for advice.

They're not just coming to you for a product. And I think if you take on that energy, it's important that you own that and and guide them through the process, this is what works, this is what's worked for other customers. This is what they've done. This is how we approach it and this is why we do it this way. And it's important to sell that to and have that conversation. I completely agree you have got to do that. You've got to have the conversation. You've got to take control. And by the way, prospects want you to do that, they're not coming to you because they're experts. They have a problem. They need somebody who's an expert to solve it. Mm. Yeah, solve it. But if you give them too many things to think about too many unknowns, they're going to walk away because they don't they don't want to have to solve the problems are getting this thing in what the challenges are gonna be, they don't want to think about that they want to have, here's the solution, here's the outcomes, this is what it is, this is all the bits and pieces and here's the rollout plan and set, forget this is going to work for you. I don't wanna have to think about how do I train my staff, how do I get this really in and how do I know that's going to add value and I think um yeah, that's the job of the sales team and the business to actually guide them and I think you mentioned that a couple of times, I completely agree that is for sure their job is to guide them to educate and advise.

Well this is quite like I said, quite simple, but Not that simple to get here, I would imagine and I think there's plenty of learning in this and you mentioned there's 10 little things you might do in each section. So if anyone wants to learn more about the perfect deal process and maybe jump on board and learn about what you do from an exit. I see it more of a sales acceleration site model that you work in mentoring type model, better group mentoring, how would they reach out and learn more about your offering and what you actually do from, from digging in and helping and guiding them through this from, from a sales perspective. Yeah, great question And and our product, which is a SAS. It's kind of like an accelerator. It's built for early stage software companies, people who want to get in, get launched and really scale. And that's that's who joins the program. How do they learn more? Come to matt Wallach dot com, M A T T W O L A ch dot com and you'll see everything that you might want to know on there.

I also have some free stuff to give away on there, including there's free training. There is a free SAS scorecard which a lot of people absolutely love allows you to keep your metrics squared away and understand what metrics to track. So go there. You can download that stuff. You can also find out about our Software founders program, which is, you know, we do want to make sure just like we talked about that, we're getting the right people involved, but book a call with our team and we'll be able to show you if this is how the program works. And if it's a fit for you, pretty matt. Thanks again for joining us. And like I said, if you want to go and revisit the four pillars of scaling a SAAS company, which was an early conversation, we had episode 53 Go and check that out and we'll dig a bit more into matt's background as well through that episode. So matt, thank you for joining us and we'll share all everything out through the show notes. Appreciate your time. Absolutely. Andrew. Thanks for having me.

Close More Deals with SaaS DEAL Framework with Matt Wolach - Episode 65
Close More Deals with SaaS DEAL Framework with Matt Wolach - Episode 65
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