21: Matt Wolach (B2B SaaS Coach)
Revenue: Real Startup Stories
English - March 03, 2021 13:00 - 51 minutes - 47.3 MB - ★★★★★ - 12 ratingsEntrepreneurship Business Technology revenue technology ecommerce dtc saas startups founders Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Previous Episode: 20: Nick Jordan (Content Distribution)
Next Episode: 22: Marti Sanchez (Influence Podium)
Matt Wolach is B2B SaaS sales coach and host of SaaS - Story in the Making podcast. Previously, he was VP of Sales at Virtuous, President at Synlio, and Director of Sales & Marketing at WebPT. In this episode, we talk about how to define your target audience, what most founder are getting wrong, the relationship between sales and marketing, and much more.
Most startups fail to get off the ground for one of two reasons. They either do not build the right product or they do not know how to profitably sell their solution to the market. I highly recommend taking notes on what Matt is saying and finding a niche that really resonates with your product. Don't cast too wide of a net in the beginning.
LINKS
Matt Wolach Website
Matt Wolach LinkedIn
PODCAST
Safa Mahzari
Patreon
Alluxo Website
TERMS
Colo = co-location center
B2B = business to business
B2C = business to consumer
SaaS = software as a service
MRR = monthly recurring revenue
SDR = sales development representative
AM = account manager
AE = account executive
TIMESTAMPS
0:00 - Episode intro
0:50 - Matt's background
5:39 - Educating the market as you sell
10:07 - How do you define your target audience?
24:05 - What mistakes do founders make in sales?
35:08 - The relationship between sales and marketing
39:15 - Who owns contract renewals?
47:51 - About Matt's coaching and his program
50:07 - Wrap up and final thoughts