Scale Your SaaS

I was amazed to learn at all the tragic mistakes software founders make that can cost them their company. Assaf Ben-David is a world-renowned legal advisor to software startups and he's an expert at the DOs and DONTs of launching your business. 

The stories of founders who have lost everything or paid huge sums of money because of these errors that they didn't know about are crazy. Make sure you are protected by learning what to avoid and using an expert like Assaf.

To learn more about Assaf, visit him on LinkedIn: https://www.linkedin.com/in/magicmaker/

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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
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• Instagram

I received a crash course in SaaS marketing as I spoke with performance marketing expert and CEO of Directive, Garrett Mehrguth. In particular we talked about:

• How SaaS companies can leverage data to reach new heights
• Which strategies work best for going to market
• What to aim for when creating content

I really enjoyed the depth at which Garrett went to explain a scenario - he truly knows his stuff.

To learn more about Garrett and Directive, visit: https://directiveconsulting.com/

Find Garrett on LinkedIn at: https://www.linkedin.com/in/garrettmehrguth/

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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

When it comes to building brands and helping large companies improve, not many are better than Joe Escobedo. As an international branding consultant, he's worked with many Fortune 500 companies to help them improve their processes and achieve better results. In this insightful discussion, we discuss:

• Methods for getting your foot in the door of giant companies
• Differences in approaches for different sized organizations
• How to define where you want to focus your efforts

Every time I talk to Joe I really enjoy it. We just have a good time while discussing cool business ideas.

To learn more about Joe , visit: https://joe-escobedo.com/

Find Joe on LinkedIn at: https://www.linkedin.com/in/joe-escobedo/

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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

Lately I've heard a lot of people wondering if founders should be the people selling their product initially. There's some concern, especially in the software world, that if a founder is a technical founder, they may not be "born to sell". Garbage. Selling is about formulas and frameworks. I know engineers are great at those. It's just about knowing what to do. In particular I talk about:

• The 3 key reasons why founders should sell when they launch
• Why you may get into trouble early if you don't know what you're doing
• How to ensure you have a proper, professional sales process

This was my first "solo" episode without a guest, but I hope it gives you value learning how the process should work.

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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

I learned a lot about early stage SaaS finance with investment and finance expert Katie Bronnenkant. Katie has had a very successful career helping startups raise money, to the tune of over $250 million, so she certainly knows her stuff! In this chat, we discuss:

• How to set your company up for investment success
• The mistakes early stage SaaS companies make when it comes to finance
• When the time is right to seek investment

I really enjoyed hearing Katie's perspective, as she has so much knowledge in how investment processes work.

To learn more about Katie and her company Simple SaaS Finance, visit: https://simplesaasfinance.com/

Find Katie on LinkedIn at: https://www.linkedin.com/in/kbronnenkant/

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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

I had wonderful chat with Clari VP of Revenue Growth & Enablement, Kyle Coleman. Kyle is incredibly gifted as a leader and as someone who understands the finer points of the sales process. He astutely recognizes what's important for a buyer, and he knows how to train his team to reach prospects in order to drive revenue. In particular, we discussed:

• The common everyday words you should stop saying immediately
• What success metric you should have at the top of the funnel
• How the entire team can do their part to impact revenue

This was a funny talk as we laughed and joked a bit - but we also agreed heartily about many things people are doing incorrectly in their process. I think you'll enjoy it.

To learn more about Clari, visit: https://www.clari.com/

Find Kyle on LinkedIn at: https://www.linkedin.com/in/kyletcoleman/

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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

I had the pleasure this week to be joined by master negotiator, Mark Raffan. Mark knows his stuff when it comes to negotiations as he advises some of the top companies in the world on how they can improve their negotiation skills, and he's the founder and host of the world's #1 negotiation podcast, Negotiations Ninja. In particular, we talked about:

• How people negotiate themselves out of great opportunities
• Why it's important to role play prior to a big negotiation
• How the military uses "Red Teaming" to prepare, and how you can use it too

As a rookie negotiator, this was an amazing learning experience for me. But what I found, was that many of Mark's tactics are similar to what we coach at Xsellus and with The Perfect DEAL Process. It was great to see another expert in alignment with our methods. Have a listen and see if you agree.

To learn more about Mark and Negotiations Ninja, visit: https://www.negotiations.ninja/

Find Mark on LinkedIn at: https://www.linkedin.com/in/markraffan/

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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

This week my guest is Vijith Kumar Nandanam, the super smart sales leader at Routematic. In this episode, we really focused on one important strategy decision that leaders need to make: should you 'Go for Broke' and sell as much as possible up front? Or 'Land and Expand' - just sign people up so that your foot is in the door, even at low levels, then you can upsell them later.

I have found this topic fascinating for some time now, so I loved the opportunity to discuss it at length with a season vet in the sales world like Vijith.

There are multiple PROs and CONs to each strategy, and I love the way this discussion led to the method that might be best for each type of company.

To learn more about Vijith and Routematic, visit: https://www.routematic.com/

Find Vijith on LinkedIn at: https://www.linkedin.com/in/vijith-kumar-nandanam/

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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

Chris Walker, the CEO of Refine Labs and the expert marketing visionary, was my guest this week. I love that Chris comes at challenges from such a completely different angle than everyone else. His approach is so smart - yet so few do it. Among other things, we discuss:

• What marketers should really be focusing on
• Chris' 4-step process for generating a ton of leads
• Why companies are losing so many deals they should be winning

I called this Marketing 534 because it's not Marketing 101 - these ideas and methods are way beyond what the common marketer is doing. Want to find out how he does it? Listen closely.

To learn more about Chris and Refine Labs, visit: https://refinelabs.com/

Find Chris on LinkedIn at: https://www.linkedin.com/in/chris-walker-41597028/

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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

I loved what George Brontén from Membrain CRM had to say in this week's episode. Sometimes my guests say things and I have to sit back and think over it to see if I agree or not with their viewpoint. This week, I loved everything George said. It was so on point, and so in line with my experiences and learnings over the years that I had to stop myself from shouting "YES!" at every turn. Among other things, we discuss:

• That people are not born salespeople
• The big skills gap that many companies have
• How you can represent your company as a leader

I highly recommend this episode for software leaders, but also anyone in sales or leadership - there was a lot of great stuff here.

To learn more about George and Membrain, visit: https://www.membrain.com/

Find George on LinkedIn at: https://www.linkedin.com/in/georgebronten/
Follow George on Twitter: https://twitter.com/georgebronten
Get the book, Stop Killing Deals, here.
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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