The Sales Evangelist27 Mai 2024

My Three-Step Process for Closing Deals | Matt Wolach - 1797

Are you struggling to close deals in today's challenging sales environment? Join your host, Donald Kelly, as I sit down with Matt Wolach, a seasoned software sales coach.

In this episode of The Sales Evangelist Podcast, you’ll learn how to boost your closing rates with Matt's secret sales tactics. Tune in and take the first step toward transforming your sales game!

Guest Introduction

Thanks to Matt Wolach's years of software sales background, he has successfully started and exited multiple companies.
His transition to full-time sales coaching was driven by his passion for helping others improve their closing rates and achieve consistent sales success. Matt currently coaches over 270 companies worldwide, significantly impacting their sales processes and results.
Why should you listen to my guest, Matt Wolach, on improving sales deals? Tune in and hear how the DEAL methodology boosts his client's sales closing rates. One client increased their closing rate from 1.9% to over 30%!

Challenges in Sales (3:33)

Within the episode, Matt shares how many Account Executives (AEs) and Sales Engineers (SEs) feel undersupported in their roles.
He also highlights how organizations that lack systems struggle with consistent sales closing.
Listen to him explain how proper guidance helps sales teams stop using discounts to move deals forward.

The Perfect Deal Process: DEAL

Matt introduces his transformative methodology called the Perfect Deal Process, an acronym that stands for Discovery, Educate, Associate, and Lead, offering a promising path for sales professionals to enhance their sales processes.

Discovery Process: Do you suffer from the curse of knowledge? Many sellers assume they know the buyer's problems, but honestly, they don't. At 7:12, you’ll hear Matt explain how the discovery process builds trust with buyers and makes them realize the urgency of their situation.
Educate: At 14:28, you’ll learn why you must educate buyers about their issues and potential solutions.
Associate: Discover why connecting the product or service to the buyer's needs is essential at 15:42.
Lead: Why is taking charge of the sales process vital? Tune in at 16:12 and find out at 16:12.

In this episode of The Sales Evangelist Podcast, Matt Wolach shares invaluable insights that can revolutionize your sales approach. He lays out the 'Perfect Deal Process' that has helped over 270 companies skyrocket their close rates.

If you need help with consistent sales or are looking to fine-tune your strategy, this episode is a must-listen. Plus, Matt offers some fantastic free resources to get you started on the right path.

Don't miss out on these game-changing tips—tune in now to elevate your sales game!

“Discovery is equally important for your buyer as it is for you.” - Matt Wolach.

Resources

Matt Wolach on LinkedIn

Matt Wolach’s website

Free Sales Scorecard

Sponsorship Offers

This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey . We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

Denne episoden er hentet fra en åpen RSS-feed og er ikke publisert av Podme. Den kan derfor inneholde annonser.

Episoder(2000)

AI Didn't Kill Sales Strategy. It Exposed Who Never Had One | John Stopper - 2038

AI is changing sales fast. But is it actually replacing salespeople, or is it exposing the sellers who never developed real strategy skills? That’s the question I explore in this conversation with Joh...

18 Sep 34min

Your Connection Rate Dropped 80% and Nobody's Talking About It | David Zeff - 2037

Connection rates have dropped roughly five times since before COVID.If ten percent of your calls used to turn into a conversation, you're probably closer to two now.David Zeff, CEO of Whistle, runs an...

14 Sep 36min

How to Know if Your Deal is Going South Sooner than Later | Andee Harris - 2036

Sometimes the best way to close more deals isn't by adding new people to your pipeline (though that's always a good thing.) Instead, the best thing is to address the issues that make a deal fail befor...

11 Sep 28min

Stop Selling and Help People Solve Their Next Biggest Problem | Keith Gillispie - 2035

A former Marine who did eight combat deployments in eight years now spends his time teaching people to stop pitching and start asking better questions.Keith Gillispie, founder of REI Automated, left t...

7 Sep 36min

Your Sellers Are Motivated By WAY More Than Money | Sindre Haaland - 2034

37 reps who got the least recognition on one 153-person sales team averaged 62 percent quota attainment. The team average was 107 percent. That gap is the whole argument Sindre Haaland, CEO and founde...

4 Sep 26min

Beyond the Mail Merge: How to Master True Relevance in B2B Sales | Leslie Venetz - 2033

Only 10 percent of sales messages actually explain why something should matter to the buyer. The other 90 percent are just decoration on a generic pitch. That stat comes from Leslie Venetz, who audits...

31 Aug 31min

How We 2x Sales Revenue & Reduce Sales Cycle By 50% | Pieter Leenhouts - 2032

Imagine doubling your close rate and cutting your sales cycle in half. That's not a hypothetical. It's exactly what Pieter Leenhouts and his team did at Tax Guard, a Cogency Global company that sells ...

28 Aug 33min

Are You Too Nice to Close the Deal? | Connie Kadansky - 2031

Connie Kadansky was a highly motivated, highly goal-oriented salesperson, and she was still taking naps at two in the afternoon instead of prospecting.That contradiction sent her down a research rabbi...

24 Aug 29min