Reaching $1M MRR: Matt Wolach on SaaS Sales Strategies for Rapid Growth

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In this episode, I had the opportunity to speak with Matt Wolach, a seasoned SaaS sales coachand entrepreneur. With roles as CEO of ToroWave and Chief Revenue Officer at RingBot, alongside his B2B sales coaching at Xsellus, Matt brings a wealth of experience in dramatically scaling SaaS businesses. His insights into shortening sales cycles are critical for any SaaS company looking to accelerate growth.
Matt shared his journey from a hospitality management background to becoming a SaaS sales expert, highlighting the pivot points that led him to discover and refine his sales strategies. His DEAL process, centered around understanding customer pain points rather than pushing product features, will help you improve your close rate and shorten your sales cycle.
We cover:

• Understanding Customer Pain Points
• Mastering Discovery Calls
• Creating Urgency
• AI and Personalized Communication
• Fostering Cross-department Collaboration
• Building a Strong Brand
• Matt's D.E.A.L. Process
  

Tune in for a comprehensive guide on drastically improving your SaaS sales strategies.
Where to find Matt:

• LinkedIn: https://www.linkedin.com/in/mattwolach/
• Website: https://mattwolach.com/scale-time
• ToroWave: http://www.torowave.com/
• Matt's podcast: Scale Your SaaS
• RingBot (text widget): https://www.ringbot.io/

Where to find Michel:

• Newsletter: https://www.stunandawe.com/
• LinkedIn: https://www.linkedin.com/in/micheljgagnon/
• X: https://twitter.com/michelgagnon

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• You'll find all the show notes, transcripts, and past guests at stunandawe.com
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Kapitler

1. Reaching $1M MRR: Matt Wolach on SaaS Sales Strategies for Rapid Growth (00:00:00)

2. The Realization that Dractically Changed Matt's Sales Approach (00:02:32)

3. The Keys to Mastering Discovering Calls with Your Prospects (00:04:33)

4. Matt's Most Powerful Strategy to Use in Discovery Calls (00:08:07)

5. Matt's Top Questions and Why Not to Sell in Discovery Calls (00:13:23)

6. How Matt Diagnoses his Clients' Sales Problems (00:16:24)

7. How to Start Selling a SaaS Product When Your Just Getting Started (00:19:04)

8. How Building Your Brand Helps Getting More and Better Leads (00:21:47)

9. Why Talking About You Won't Land You Sales (00:24:23)

10. You Don't Need the Best Product to Win (00:24:29)

11. How to Create a Sense of Urgency in Saas with Offer Stacking (00:30:58)

12. Typical Sales Problems and Matt's 40-Point Demo Rating Scale (00:36:05)

13. Matt's Perfect D.E.A.L Process That Can Get You Up to 87% Close Rates (00:38:47)

14. What's the Commission Breath and Why You Should Avoid It (00:40:51)