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.
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The perfect deal process can be broken down into 4 main parts:
- Discover
- Educate
- Associate
- Lead
The 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 like
- How to apply the D.E.A.L. principals
- Biggest challenges in sales
Timestamps
0:47 – An introduction to Matt Wolach
2:25 – What is the perfect deal process
5:00 – How to educate your potential buyers
8:36 – Using video in the deal process
10:22 – Applying the D.E.A.L. principals
12:24 – When does a lead enter your sales process?
14:00 – When does marketing hand off leads to sales?
16:30 – Defining leads
17:40 – Biggest challenges in sales
20:20 – Lead the call
23:00 – How to open a call
You can connect with Matt Wolach on LinkedIn, or check out his website mattwolach.com
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