Scale Your SaaS

EPISODE SUMMARY

Great customer success can boost revenue. In this episode, John Tzagarakis shares his expertise on how using customer success stories can increase your ROI in the SaaS world as he joins Matt Wolach, the host of SaaS-Story in the Making Podcast. Tzagarakis discusses the customer management tactics he uses as founder and director at Customer Consulting Network to help his clients scale.

Tzagarakis offers his advice on strengthening your company’s customer support practices, and setting up customer success functions can help in increasing your satisfaction score, retention rate, and recurring revenue.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Using Your Customer Success Function To Boost Revenue

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

Guest: John Tzagarakis, Director and Founder of Customer Consulting Network

TOP TIPS FROM THIS EPISODE

• Build a Game Plan for Customer Success
• Improve the Renewal Process
• Prevent and Reduce Churn
  
  

EPISODE HIGHLIGHTS

• Customer Service Is Reactive
• Customer Success Is Proactive
• Customers Hold the Power

TOP QUOTES

 John Tzagarakis

[20:12] "Nowadays, customers hold the power."

[24:25] "The proactive, operationalizing, upselling, and cross-selling are what drives revenue on top of preventing churn and improving the renewal process."

Matt Wolach

[0:11] "Great customer success can boost revenue."

[16:20] "I think too many times; people try to do something without talking to experts. And they go out, and they figure it out on their own, or they don’t figure it out in most cases, they look up this, they see this blog, and they’re not actually talking to an expert who lives it and breathes it every day."

LEARN MORE 

To learn more about John Tzagarakis and Customer Consulting Network, visit https://www.linkedin.com/company/customer-consulting-network/.

You can also find  John Tzagarakis on LinkedIn at https://www.linkedin.com/in/john-tzagkarakis/. 

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:

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EPISODE SUMMARY

Blake Emal, CMO of Copy.Ai, shares his pieces of advice on how to build a personal brand with Matt Wolach, host of the SaaS-Story in the Making podcast. 

With his years of experience in the marketing field, Blake laid out the steps on making prospects trust a company, which begins from the value leaders bring to the table. He also talks about the advantages of finding the right tools to equip a team to generate a huge number of leads instantly and achieve exponential growth.

PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: How To Build a Personal Brand Quickly
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.
Guest: CMO of Copy.Ai, Blake Emal, a leader in marketing and demand generation.

TOP TIPS FROM THIS EPISODE

• Brand Reputation Starts With The People
• Position Your Personal Brand as an Industry Leader
• Supplement Your Brand With The Right Tools
  
  

EPISODE HIGHLIGHTS

• Giving Away Value Doesn’t Always Equate To Losing Sales
• Underpromise and Overdeliver
• Be the Key Player for Your Company
  
  

TOP QUOTES

Blake Emal

[5:14] “Nowadays, people don’t care about your company. They don’t even care about the people of the company. They care about the value or like the benefits or the knowledge that’s coming upfront.”

[18:21] “In reality, you’re just gonna generate ten times more sales because people think, if that’s the free stuff that person’s giving away, I can’t imagine what the paid stuff must look like.”

[21:02] "There’s so much value in just giving away everything."

Matt Wolach

[4:26] “I’ve seen some studies to think about it. TESLA has like 9 million followers, TESLA Company. Elon Musk has like 60 million. So it’s all about the personality, going after the person or the personal brand instead of the corporate brand.”

[10:20] “Evolution gets them [the audience] deeper and deeper into your ecosystem, so to speak, which all started with sharing value.”

[9:16] “People sought value, they loved it, they followed it.”

LEARN MORE

Get to know more about Blake Emal and his company Copy.Ai here: https://www.copy.ai/ 

You can also find Blake on LinkedIn here: https://www.linkedin.com/in/uxblake/ 

 To learn 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

In this episode, I shared the answers to your burning questions about the most common mistakes SaaS founders make. SaaS Story in the Making is a podcast that primarily interviews recognized personalities, but I recorded it solo this time to make sure I get those questions answered for your software business.

 To get your challenges out of the way, I touched on the four areas where I see software companies fail, the major pitfalls of SaaS founders, where the potential issues could be, what you can do to overcome them, and how you can scale more quickly than you’ve ever dreamed of.

Podcast: SaaS-Story in the Making
Episode: Where SaaS Companies Fail
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.

• Create Multiple Marketing Channels
• Engage With Your Leads
• Structure Your Demo
• Automate To Scale

• Time Is Money, Money Is Time
• The Software Demo Will Set You Up For Success

[8:08] “If you don’t engage with your leads, or if they don’t engage with you, you got no shot.”

[10:02] “You’ve got to figure out a way to get [your leads] to engage with you. If you can, you’re on your way.”

[10:21] “The demo is the number one most powerful way to close a deal.”

[21:23] “Not having the right structure and the right process before you try to scale is one of the biggest pitfalls a lot of founders bum out.”

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

You can also follow him on LinkedIn for more content: https://www.linkedin.com/in/mattwolach/

Get even more tips by following Matt elsewhere:

• Sales Tips 
• LinkedIn
• Twitter
• Instagram

EPISODE SUMMARY

Len Finkle, CEO of Profisee, rethinks the strategies of giving clear value to customers, especially SaaS customers, and how it leads to exponential sales growth, with Matt Wolach, host of the SaaS-Story in the Making podcast.

Len also talks about the advantages of having constant connection and communication not only with the market but also with the team that you’re working with and how contrasting opinions benefit each other with the value of diversity in a software company.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: How To Use Digital Marketing To Scale Your SaaS Company

Host: Matt Wolach, a B2B SaaS Sales Coach, Founder, and Investor

Guest: Paris Childess, CEO of Profisee

TOP TIPS FROM EPISODE

• Connection is the Solution
• Plan Ahead

EPISODE HIGHLIGHTS

• Where Does This Go?
• Priority: Teamwork
• Planning Provides Clarity

TOP QUOTES

Len:

[4:36] “All human beings, we get most concerned by uncertainty. The bad news is bad, the great news is great, not knowing is the worst.”

[08:44] “No matter what I do, things I set up if you don’t have the right people in place that value the thing that we just discussed, it doesn’t matter.”

[16:11] “The number one reason why data management projects fail is the lack of a business plan.”

[17:57] “Anybody that thinks that they should be looking at diversity just because of what everyone’s talking about, they’re missing the big picture. It makes you a better company.”

[21:19] “For a company to be incredibly successful, [it] has to use all their resources, especially smaller companies all in the right places.”

Matt:

[07:43] “One hand has to know what the other hand is doing. Make sure your team’s communicating. Make sure everybody knows what they’re doing.”

[20:14] “When you get the right people with the right values on the team, you can make great decisions. That’s how great decisions happen.”

LEARN MORE

Learn more about Len Finkle and his company Profisee here: https://profisee.com/

You can also find Len on LinkedIn here: https://www.linkedin.com/in/len-finkle-9465b22/

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

We had Paris Childress, CEO and Founder of Hop Online, bounce on over and talk about the power of digital marketing and how it can be applied to SaaS startups with Matt Wolach, host of the SaaS-Story in the Making Podcast.

Paris also talks about the power of the consumer in the information age, as well as the importance of taking action as software founders where the fast-paced environment creates incredible advantages over the competition.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: How To Use Digital Marketing To Scale Your SaaS Company

Host: Matt Wolach, a B2B SaaS Sales Coach, Mentor, and Investor

Guest: Paris Childress, CEO, and Founder of Hop Online

TOP TIPS FROM EPISODE

• The Peak of the Information Age
• Product-Market Fit

EPISODE HIGHLIGHTS

• Just Do It
• Marketing Evolved 

TOP QUOTES

Paris:

[04:22] “Don’t hesitate, don’t wait until the moment is perfect. You gotta just charge ahead.”

[06:23] “When it comes to SaaS, I think that paid searches are still king because of its ROI.”

[14:55] “Consumers have so much access to information now. They’re very empowered by that.”

Matt:

[04:01] “Just get started. It doesn’t have to be perfect right away.”

[04:13] “You just get started and you figure out what needs to be done and you make it happen.”

[19:26] “If your marketing is working well, and the sales are working well in conjunction, that’s the machine you can convince an investor with.”

LEARN MORE

Learn more about Paris Childress and his company Hop Online here: https://hop.online/ 

You can also find Paris on LinkedIn here: https://www.linkedin.com/in/parischildress/ 

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

We had Brittany Greenfield, CEO and Founder of Wabbi, tackle cybersecurity and its importance in the digital world with Matt Wolach, the host of Saas-Story in the Making.

Brittany highlights the importance of cybersecurity in a SaaS startup’s development cycle, and how you and your team are vulnerable to various attacks. She also talks about how she grew her business to what it is today.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Why Security Around Your Development is Critical

Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor

Guest: Brittany Greenfield, CEO and Founder of Wabbi

TOP TIPS FROM EPISODE

• Know Your Priorities
• Big or Small, Everyone’s Vulnerable

EPISODE HIGHLIGHTS

• Trust the Process
• Security is a Priority
• If You Use the Internet, You’re at Risk

TOP QUOTES

Brittany:

[02:28] “Process is so important, you know. We always are taught in everything we do.”

[05:04] “Even if you are a 5-person team, you need to be thinking how security plays a role in your software definition and overall development life cycle.”

[11:15] “You just spent a lot of money to do what your DevOps transformation is, you need to treat security the same way.”

Matt:

[10:18] “You gotta figure out post-mortem what happened and move on.”

[13:21] “Go out and talk with your market because what you’re thinking of might be completely different from what they need.”

LEARN MORE

Learn more about Brittany Greenfield and her company Wabbi here: https://wabbisoft.com/

You can also find Brittany on LinkedIn here: https://www.linkedin.com/in/brittanygreenfield/

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

Jason Bay, the Chief Prospecting Officer at Blissful Prospecting, delves deep into what it takes to be successful in outbound sales while discussing the best outbound prospecting tactics with Matt Wolach, the host of SaaS-Story in the Making Podcast.

Jason elaborates on the REPLY framework for effective messaging that converts. Jason also touches on the role of technology in creating enablement and the exact things salespeople should optimize for. Jason caps it all off with the best metrics to track.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: The Best Outbound Prospecting Tactics

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

Guest: Jason Bay, Chief Prospecting Officer at Blissful Prospecting.

TOP TIPS FROM THIS EPISODE

• Leverage Technology
• Walk the Prospect’s Path
• Optimize for Conversation

EPISODE HIGHLIGHTS

• Get Your Prospects to REPLY
• Volume before Specifics
• Move your Big Doors with Small Hinges

TOP QUOTES

Jason:

 [11:10] “When you don’t focus on understanding your prospect as a sales leader, you are robbing your salespeople of their resourcefulness.”

[13:08] “Somewhere in your email, you need to talk about the result that your prospect cares about.”

[19:09] “The mistake a lot of people make with their marketing is that they optimize for conversion instead of conversation.”

LEARN MORE

To learn more about Jason Bay and Blissful Prospecting, visit https://blissfulprospecting.com/ 

You can also find Jason Bay on LinkedIn at https://www.linkedin.com/in/Jasondbay/   

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

Andrew Rinaldi, a co-founder at Defendify, lays Cybersecurity bare while discussing the tactics he and his team used to scale Defendify with Matt Wolach, the host of SaaS-Story in the Making podcast.

Andrew discusses the pivotal role Cybersecurity plays in business today. He touches on the ideal treatment Cybersecurity should get from the leadership level of businesses. Andrew also talks about the driving force for Cybersecurity and how businesses could scale in a world of bugs, phishing, malware, ransomware, and cyberattacks.

Andrew also shares tested tips for business success. He caps it all off with pieces of advice to software founders.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Cybersecurity: Who Needs It and Why

Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor

Guest: Andrew Rinaldi, co-founder at Defendify

TOP TIPS FROM EPISODE

• No One is Safe
• One Cyber Defender Cannot Save the Cyber World
• Your Value System is Your Basis

EPISODE HIGHLIGHTS

• Yes, you have Sensitive Data
• A Blockchain of Hands is needed
• Prioritize Cybersecurity

TOP QUOTES

Andrew:

[03:54] “Cybersecurity is a core function in your business”

[05:27] “It is the things that people don’t want people to find that attackers are after.”

[08:45] “Take something in your business and ask yourself if you would care if other people saw it. If yes, you have sensitive information.”

[11:48] “Cybersecurity is a business issue, a socio-economic issue, a continuity issue, and a brand and reputation issue.”

LEARN MORE

To learn more about Andrew Rinaldi and Defendify, visit: https://www.defendify.io/  

You can also find Andrew Rinaldi on LinkedIn at https://www.linkedin.com/in/tarinaldi/   

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 
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EPISODE SUMMARY

Ross Pomerantz, the brain behind Corporate Bro and the “General” of The War Room, discusses his passion for sales, his crusade against the marginalization of salespeople, and his incorporation of comedy into sales with Matt Wolach, the host of SaaS-Story in the Making Podcast.

Ross also discusses the importance of belonging to a community of peers in the sales world. While sharing tested tips for success in sales, Ross also shares customer engagement rules in a sales process and the perfect way to go about content creation.  Ross caps it all off with a piece of advice to software founders.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making.

Episode: Ways to Improve Sales through Humour and Community.

Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor.

Guest: Ross Pomerantz, General of The War Room, and Head of Community at Bravado

TOP TIPS FROM THIS EPISODE

• Enjoy All that Comradeship Offers
• Try to Disarm Your Prospects
• Stick to it, Stick by it, and Stick with it
• Guide Yourself with a Process

EPISODE HIGHLIGHTS

• Better a Community Man than a Lone Ranger
• Be Self Aware
• Just Do It
• TOP QUOTES

Ross:

[08:05] “The good and bad thing about sales is that there are no silver bullets.”

[15:53] “The most difficult thing to do is to create content about everything”

[19:29] “Take all the bits from successful sales reps and make them your own”

[22:08] “Get past the fact that nobody cares”

LEARN MORE

To learn more about Ross Pomerantz and Corporate Bro, visit: https://www.corporatebro.com/

You can also find Ross Pomerantz on LinkedIn at https://www.linkedin.com/in/corporatebro/   

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

Lee Gladish, the Co-founder, and CEO of AirborneApp discuss the right steps SaaS founders should take when launching their software companies with Matt Wolach, the host of SaaS-Story in the Making Podcast.

Lee talks about the importance of prospecting and how fundamental it is to succeed in a chosen niche. Lee elaborates on the art of problem discovery as a core to mapping out a unique selling proposition, spotting unserved markets, and figuring out that ideal sales process.

Lee also shares mistakes startups and early-stage companies are prone to make when getting off the ground. Lee rounds off with pieces of advice to new software founders starting.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Exact Steps to Launching Your SaaS Company

Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor

Guest: Lee Gladish, Co-founder, and CEO of AirborneApp

TOP TIPS FROM THIS EPISODE

• Invest in Discovery
• Be a Master of the Sales Art
• Niche Down

EPISODE HIGHLIGHTS

• Talk to Your Market
• Pace Yourself
• Learn the Ropes First

TOP QUOTES

Lee:

[06:50] “If you are going to be prospecting to your market before you have a product and they [your market] are not talking to you, you should probably put on the brakes.”

[16:37] “If you do not know the right way to sell, you should not bring in someone to do it for you.”

[21:10] “There is no quick, silver bullet to getting sales. You have to put in the work.”

LEARN MORE

To learn more about Lee Gladish and AirborneApp, visit: https://www.airborneapp.io/

You can also find Lee Gladish on LinkedIn at https://www.linkedin.com/in/leegladish/

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
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