Scale Your SaaS

EPISODE SUMMARY

In this episode, SaaS-Story in the Making host Matt Wolach sits down with Mark Thompson, co-founder of the subscription billing and affiliate management platform, PayKickstart. Mark shares insights and tips for successful affiliate marketing and startup billing. 

He also talks about how his company started from scratch and grew to empower vendors and digital publishers to sell their products online. He addresses SaaS leaders’ common mistakes when selling and marketing their products or services and shares the right ways to do it.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Episode No. 172, Startup Billing and Marketing Mistakes to Avoid - with Mark Thompson

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor

Guest: Mark Thompson, Co-Founder at PayKickstart

TOP TIPS FROM THIS EPISODE

• Have Short and Long Term Strategies
• Avoid Billing Mistakes
• The Power of Simplifying
• Unload Tasks

EPISODE HIGHLIGHTS

• Building a Solution from Scratch
• Affiliate Marketing vs. Referral Program
• Overcoming Churn

TOP QUOTES

Mark Thompson

[11:25] "It's important to support your affiliates with materials for them to use."

[16:00] "A long-term play [is] to content play. [It] builds up, and over time, it becomes a compelling part of your channels."

Matt Wolach

[16:28] "Start to build those relationships. Start to give value. Start to share what's working, what's not working. Start to help people in that industry."

[19:18] "Get [your product] out there, get it in their hands, and get the feedback. It's critical to get feedback on your product."

LEARN MORE

To learn more about Mark Thompson and PayKickstart, visit https://paykickstart.com/.

You can also find Mark Thompson on LinkedIn at: https://www.linkedin.com/in/mrthompson/.

To learn 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
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Get even more tips by following Matt elsewhere:

• Sales Tips 
• LinkedIn
• Twitter
• Instagram

EPISODE SUMMARY

In this episode, Thomas Smale talks about how his company helps buyers and sellers of businesses with SaaS-Story in the Making host, Matt Wolach. He highlights the importance of working with an expert when undergoing the processes, how software company leaders can set up their businesses to look great to potential buyers, and shares advice about what owners can do to make sure a potential buyer grabs the opportunity to acquire their business.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Episode 170, What to Know Before Selling Your Business

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.

Guest: Thomas Smale, CEO of FE International Inc.

TOP TIPS FROM THIS EPISODE

• Allot Time and Effort To Exiting
• Always Work with an Expert
• Good Businesses Attract Good Acquirers
  
  

EPISODE HIGHLIGHTS

• The Journey from Building to Selling
• How to be a Sellable Business
• Best Time to Sell Your Business
  
  

TOP QUOTES

Thomas Smale

[17:40] "If you build a business in any industry, as long as it's profitable, growing, the product is good and has a possibility of being around for a long time, then there's going to be acquirers interested."

[27:24] "You never know when the right time is. There's no right or wrong way to approach it. Some people love managing people, others hate it. Others figure out as they go along."

Matt Wolach

[09:15] “I always say, you should work with an expert, whatever you're doing.”

[28:18] "Know what you're ready for. Know what you can handle. Know what you want to take on."

LEARN MORE

To learn more about Thomas Smale and FE International, visit: https://feinternational.com/

You can also find Thomas Smale on LinkedIn at https://www.linkedin.com/in/thomassmale/ 

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 SUMMARY

In this episode, Blustream Corporation CEO Ken Rapp discusses the SaaS post-sale environment with SaaS-Story In The Making host Matt Wolach. He talks about the importance of addressing customers after making a sale and how his software, Blustream, can assist with consumer and product engagement insights. 

Coming from a science and medicine background, Ken ventured into SaaS and developed Blustream to solve a problem many companies in the SaaS industry tend to overlook. He shares tried and tested tips that can help software startups navigate their way to success.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Episode 169, Exploring the Post-Sale Experience: How to Create an Amazing Buyer’s Journey

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor

Guest: Ken Rapp, CEO of Bluestream Corporation

TOP TIPS FROM THIS EPISODE

• Surround Yourself with Smarter People
• Zig Left and Right
• Customer Happiness Brings Rewards
  
  

EPISODE HIGHLIGHTS

• The Three Stages of Ownership
• Solving an Unmet Need
• The Three Touchpoints of After-Sale
  
  

TOP QUOTES

Kenn Rapp

 [18:43] “Our culture is focused on our customers and making them happy, solving their problems. And then the rewards of growth and business success come after that.”

[20:16] "Make sure that you're willing to surround yourself with great talent."

Matt Wolach

[10:07] "It shouldn't just be: "We did that to make the sale." It should be: You care about helping people." 

[20:53] "You've got to go out and understand them deeply. Get inside their head and their life to understand their worries, their needs, their desires, their goals, all of it so that you can develop your product towards them." 

LEARN MORE

To learn more about Ken Rapp and Bluestream, visit https://www.linkedin.com/company/blustream/.

You can also find Ken Rapp on LinkedIn at https://www.linkedin.com/in/ken-rapp-b922766/.

 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 SUMMARY

In this episode, Will Yarbrough, the Vice President of Sales at Fleetio, shares his experiences as a leader in managing an amazing sales team with SaaS-Story In The Making podcast host, Matt Wolach. 

He particularly offers his best advice on how technology sales leaders can manage their team to outstanding results, and how to transition from individual contributor to manager. He also shares some of his insights and tips on the hiring process, management process, company best strategies, and advice to other sales leaders who just became leaders.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: 168, How to Hire and Manage an Amazing Sales Team

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.

Guest: Will Yarbrough, Vice President of Sales at Fleetio

TOP TIPS FROM THIS EPISODE

• Best Practices on Hiring a Sales Team
• Having a Scorecard is Crucial
• Motivating the Right Way 
• Have Courage and Take the Risk

EPISODE HIGHLIGHTS

• Using Technology in Fleet Management
• Growing as a Company in a New World
• Transitioning from a Contributor to Manager
• What Makes a Great Leader

TOP QUOTES

Will Yarbrough 

[04:47] “SaaS is not only about the initial sale, but it's about expansion, revenue, and retention after the sale.”

[07:01] "You're never going to move up the ladder without taking a risk and getting uncomfortable."

Matt Wolach

[7:50] "Find out what your boss, your director, your manager hate doing that they have to do and take it off their plate."

LEARN MORE

To learn more about Will Yarbrough and Fleetio, visit https://www.fleetio.com/.  

You can also find Will Yarbrough on LinkedIn at https://www.linkedin.com/in/willryarbrough/. 

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 SUMMARY

Webinars are perhaps one of the most underutilized resources for SaaS leaders. Educating your prospects about your product or service and showing them precisely what they need in real-time can lead them into your funnel, eventually closing them. 

In this episode, WebinarGrowth founder Kris Sharma talks about how webinars can help SaaS companies get a bunch of leads and close them as soon as possible with SaaS-Story in the Making host, Matt Wolach.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: 167, How to Generate SaaS Leads Using a Webinar

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.

Guest: Kris Sharma, Founder of WebinarGrow

TOP TIPS FROM THIS EPISODE

• SaaS in Action
• Press on the Pain Points
• Repurposing Goes a Long Way
• Get as Granular as Possible
  
  

EPISODE HIGHLIGHTS

• Holistic Marketing Works
• Be the Star of the Show
• Bridging the Gap Between Marketing and Sales
  
  

TOP QUOTES

Kris Sharma

[03:43]: "Nobody cares about your product... I want to care about solving my problem. So if you focus on those problems and those desired transformations, and then show how your software fits into that transformation, that's where the money is."

[05:56]: "If you have something, do it live, if you have the audience because you get that shot of connecting with them in real-time."

[08:48]: "The easiest copywriting hack in the world is to take what your customer is saying and just say it back to them."

Matt Wolach

[06:26]: "Not enough companies in SaaS understand how important that is and how easy it is to create a ton of content."

[11:40]: "That's genius to have multiple different things pointed at that webinars so that that can be kind of your hub to generating the lead getting people booked on the calls."

LEARN MORE

To learn more about Kris Sharma and WebinarGrow, visit https://www.webinargrow.com/, 

You can also find Kris Sharma and WebinarGrow on LinkedIn at https://www.linkedin.com/in/krissharmawriting/ and https://www.linkedin.com/company/webinargrow.

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 SUMMARY

In the fast-paced field of sales, managing a team requires a hands-on approach. Constant engagement, support, and development are mandatory when handling individually focused salespeople. In this episode, Ctrl.io CEO and co-founder Emmet Florish discusses his experiences in leading a sales team with SaaS-Story in the Making Host, Matt Wolach. He touches on the common mistakes managers often make and provides the best approach to solve such issues.

Florish shares advice for software leaders and sales managers who are beginners in the industry on hitting their targets while maintaining a healthy relationship with their people and how his team development software, Ctrl.io, can help.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: 166, How to Manage Your B2B Sales Team Effectively

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.

Guest: Emmet Florish, CEO and Co-Founder of Ctrl.io

TOP TIPS FROM THIS EPISODE

• 
  Interpersonal Skill is Essential
• Continuous Support Goes a Long Way
• Do Your Research
  
  

EPISODE HIGHLIGHTS

• Know What to Expect from Your Reps
• There’s a Fine Line Between Managing SMBs vs. Enterprises
• Identifying the Next Big Thing Pays
• Avoid Jumping to Conclusions
  
  

TOP QUOTES

Emmet Florish

[02:45] "Investing in time and coaching and developing your sales reps is the way to go for success."

[23:14] " Know your ICP and your industry to make sure you're providing something that solves a problem."

Matt Wolach

[14:58]: "Both [SMBs and enterprises need] constant training, constant retraining, guidance from sales managers. Make sure they're continuing to improve, continuing to evolve and get better at what they do."

[19:54]: "Make sure that you're communicating with your people, supporting your team, giving them everything they need."

LEARN MORE

To learn more about Emmet Florish and Ctrl.io, visit https://ctrl.io/. 

You can also find Emmet Florish on LinkedIn at https://www.linkedin.com/in/emmet-florish-8217172/. 

For more information 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 SUMMARY

Tigran Nazaryan, CEO and co-founder of 10Web.io, talks about how AI is transforming the website building industry with Matt Wolach, the host of SaaS-Story in the Making Podcast. He highlights the importance of focusing on just one goal and building the right team to succeed as a startup despite being bootstrapped.

Tigran emphasizes that automation is an excellent solution for creating websites, particularly WordPress, and shares how his platform can help save time by automating web customizations, accelerating building websites. He shares his take on startups risking a trial and error method, urging them to try to look for available solutions and approach leaders with broader experience in the field. 

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: How to Succeed as a Bootstrapped AI Startup

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.

Guest: Tigran Nazaryan, CEO and Co-Founder of 10Web.

TOP TIPS FROM THIS EPISODE

• 
  Succeed with Bootstrapping
• Look for Available Solutions 
• Focusing on Single Goal is Crucial 
• Take Time to Get the Right People 
  
  

EPISODE HIGHLIGHTS

• 
  AI Changes the Game of Web Building
• AI Empowers Businesses by Prioritizing Creativity
• Automation is the Secret to Rising in a Crowded AI Market 
  
  

TOP QUOTES

Tigran Nazaryan

[08:51] “I don't think that without prioritization and focus, one can really bootstrap a company.”

[09:15] “It’s better to focus and set your goals and organize everything or every internal process. This is, I think, the key to building a successful bootstrap company.”

[17:34]  “If you have the right team, you have the right people, then you can make a good idea. You can turn a good idea into a great product.”

Matt Wolach

[04:32] “Automation is the name of the game. Just speed everything up.”

[09:45] “Just focusing on one goal is absolutely critical. It makes it so easy to be able to get in alignment as a team and fully understand where you have to go.”

LEARN MORE

To learn more about Tigran Nazaryan and 10Web, visit: https://10web.io/ 

You can also find Tigran Nazaryan on LinkedIn at https://www.linkedin.com/in/tnazaryan/ 

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 SUMMARY

In this episode, SalesNexus CEO Craig Klein offers his best advice on how businesses can win more clients by developing a service or product they can’t refuse. He shares his CRM secrets with SaaS Story In The Making host Matt Wolach and expounds on funnel building for effective lead generation and conversion. SalesNexus is an all-in-one platform for digital marketing services to help you automate the unique processes that drive your business growth.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: How to Win More Business by Knowing Your Customers

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.

Guest: Craig Klein, CEO of SalesNexus

TOP TIPS FROM THIS EPISODE

• Know Your Customers To Develop a Killer Product
• Get Your Funnel Figured Out
• Convert Leads Efficiently
  
  

 EPISODE HIGHLIGHTS

• Engaging with Customers Reduces Churn
• Email Marketing Is a Saving Grace
• A Well-Oiled Funnel Maximizes the ROI
  
  

TOP QUOTES

Craig Klein

[13:09] “Email marketing has been a real saving grace for a lot of sales teams.”

[16:52] “We released the ability to add to that text message. That’s a game-changer. It’s mind-blowing how often people respond to text messages.”

[20:25] “At the end of the day, salespeople are pretty simple animals. They’re motivated by the money, of course, but most of the good ones are motivated by good relationships with customers.”

Matt Wolach

[16:21] “You’ve got to get them [customers] from that initial interest awareness - that initial lead to engage with you, connect with you.”

[16:31] “When they submit a lead, letting it sit there for a few hours or few days, some companies leave them for a few days, is horrible. You gotta jump on them right away.”

LEARN MORE

To learn more about Craig Klein and SalesNexus, visit https://www.salesnexus.com/. 

You can also find  Craig Klein on LinkedIn at https://www.linkedin.com/in/kleincraig/.

For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/. 

 As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy-to-implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.

Get even more tips by following Matt elsewhere:

• Sales Tips 
• LinkedIn
• Twitter
• Instagram

EPISODE SUMMARY

Waylan Consulting CEO, Joe Petruzzi, shares the best outbound process and lead generation for B2B SaaS companies. Petruzzi helps B2B SaaS and service companies 5x their monthly revenue with zero sales reps. As a lead generation master, Petruzzi also shares a high-converting outbound funnel and talks about maximizing it to the fullest.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Why Getting the Right People on Your Team Matters

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.

Guest: Joe Petruzzi, CEO of Waylan Consulting, an Outbound Lead Generation Group

TOP TIPS FROM THIS EPISODE

• Avoid the Struggle with a Winning Offer
• Use Outbound Engineering to Systemize & Automate
• Tools & Tactics Tend To Complicate the Process
  
  

EPISODE HIGHLIGHTS

• Personalize Messaging to Your Customers
• Automate Messaging with a Hook
  
  

Joe Petruzzi

[19:00] “What can I do fast and what can I do to be more direct with my rate for outbound.”

[20:00] “Make sure you do multichannel and have that diversification.”

Matt Wolach

[0:02] “Outbound lead generation can be difficult and scary.”

[21:20] “Focus - make sure you get one right first, but then make sure you immediately follow that with getting other channels.”

LEARN MORE

To learn more about Joe Petruzzi and Waylan Consulting, visit www.waylanconsultinggroup.com. 

You can also find  Joe Petruzzi on LinkedIn at https://www.linkedin.com/in/joe-petruzzi-b2b6a29b/.

For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/

 As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy-to-implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt.

Get even more tips by following Matt elsewhere:

• Sales Tips 
• LinkedIn
• Twitter
• Instagram