#20 How SaaS Companies Can Give the Perfect Demo

Today I chat with Matt Wolach, a sales coach for SaaS companies and SaaS leaders. He’s been in the SaaS industry for 15 years and helps companies to remove their roadblocks when it comes to closing deals and making sales. He has helped his clients double their close rates with his deal processes and we talk about how they make that happen. The perfect deal process can be broken down into 4 main parts: DiscoverEducateAssociateLeadThe entire process needs to be evaluated, from when a lead comes in all the way to close. Matt touches on some of the biggest struggles that he notices companies facing when it comes to their deal processes, and how to overcome those to create a process that actually works.In this episode we talk about:What the perfect deal process looks likeHow to apply the D.E.A.L. principalsBiggest challenges in sales  Timestamps0:47 – An introduction to Matt Wolach2:25 – What is the perfect deal process5:00 – How to educate your potential buyers8:36 – Using video in the deal process10:22 – Applying the D.E.A.L. principals12:24 – When does a lead enter your sales process?14:00 – When does marketing hand off leads to sales?16:30 – Defining leads17:40 – Biggest challenges in sales20:20 – Lead the call23:00 – How to open a callYou can connect with Matt Wolach on LinkedIn, or check out his website Xsellus.comWhile you’re hereFollow Flying Cat Marketing on the following channels to get more tips, tactics and knowledge on content marketingAudio – Flying Cat Marketing Podcast (Spotify) (Apple Podcasts) (Sticher)Visual – YouTubeInstagramFacebookLinkedin