In this episode I was joined by Matt Wolach at Xsellus. Matt is a highly experienced sales trainer with a background in selling and growing software sales teams.

We covered various areas of where field reps sometimes struggle and how important it is for SaaS companies to have a clear sales process in place for their sales teams.

Matt also shared his experiences of where some sellers go wrong in the discovery meeting and how important it is to really understand the prospects pain, before you discuss your solution, which could ultimately be costing you the sale.