EPISODE SUMMARY

In the most recent episode of Scale Your SaaS, Founder & CEO at Humantic AI Amarpreet Kalkat shared his journey in the AI industry with host and B2B SaaS Sales Coach Matt Wolach, reflecting on his experiences since actively engaging with AI in 2014. He noted the significant waves of AI popularity, with the current one being the most profound.

Amarpreet's second AI startup, Humantic AI, aims to revolutionize the software sales process by enabling sellers to deeply understand their buyers and engage in a "buyer-first manner." This approach prioritizes the buyers' needs and interests, making the sales process more meaningful and effective. Read on to learn more about how Humantic AI differentiates itself from the competition with AI.

PODCAST-AT-A-GLANCE

Podcast: Scale Your SaaS with Matt Wolach

Episode: Episode No. 327, “How to Separate From the Competition - with Amarpreet Kalkat”

Guest: Amarpreet Kalkat, Founder & CEO at Humantic AI

Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor

Sponsored by: Leadfeeder

TOP TIPS FROM THIS EPISODE

• Revolutionizing Software Sales with AI Insights
• Unconventional Marketing and Future Innovations
• Takeaways on the Rise of AI for Software Founders

EPISODE HIGHLIGHTS

• From Developer to Seller: A Critical Shift
• The Evolution of AI: Milestones and Market Navigation

TOP QUOTES

Amarpreet Kalkat

[07:12] "The better you know your buyer, the better your chance of success."

[10:45] "AI is not just about automation; it's about augmenting human capabilities."

[22:08] "Effective marketing is not about shouting the loudest, but about understanding and connecting with your audience deeply."

[28:42] "Moving from a developer to a seller mindset was challenging but immensely rewarding."

[35:55] "Follow your passion and solve problems that truly matter."

Matt Wolach

[05:50] "A successful sales strategy starts with truly understanding your customer's needs and pain points."

[12:30] “Personalization in sales is not just a trend; it's a necessity for connecting with modern buyers.’’

[23:45] "Embrace technology, but always keep the human element at the forefront of your sales efforts."

[32:10] "The future of sales lies in combining human empathy with AI-driven insights for a truly personalized experience."

LEARN MORE

To learn more about Humantic AI, visit: https://humantic.ai/

You can also find Amarpreet Kalkat on LinkedIn: https://www.linkedin.com/in/amarpreetkalkat/

For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.

Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/

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EPISODE SUMMARY

In this episode of Scale Your SaaS, Chris Hicken, Chief Productivity Officer at ClickUp, shares his thoughts on the current state of the IPO market, the crucial metrics investors focus on, and the strategic decisions software founders face with host and B2B SaaS Sales Coach Matt Woalch. As the market gradually recovers, many SaaS companies are preparing for potential IPOs, but it's clear that a cautious approach is still prevalent.

PODCAST-AT-A-GLANCE

Podcast: Scale Your SaaS with Matt Wolach

Episode: Episode No. 326, “How to Grow to IPO with a Small Problem-Solving Team - with Chris Hicken”

Guest: Chris Hicken, Chief Productivity Officer at ClickUp

Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor

Sponsored by: Leadfeeder

TOP TIPS FROM THIS EPISODE

• Deciding Between IPO and Other Exit Strategies
• Building and Scaling Software Companies
• Transition to ClickUp
• Differentiating ClickUp in a Competitive Market

EPISODE HIGHLIGHTS

• The IPO Backlog and Market Readiness
• The Challenges of Going Public
• Advice for New Software Founders

TOP QUOTES

Chris Hicken

[09:57] "We often selected executives to join the company based on their pedigree, meaning the logos of the companies that they used to work at, they're very impressive people very smart. They were pre-vetted by companies that we liked and trusted. But when they came to UserTesting, they oftentimes weren't a fit."

[12:50] "As we grew, UserTesting, all of these huge productivity problems started to emerge, for example, it became really hard to see what everybody was working on. So transparency, felt like it went to zero."

[20:25] "Right now, in this environment, it's ultra important to build companies that focus on being scrappy, and efficient and minimizing cash burn. So one of the tools that founders can use early on, of course, is to lean much more heavily on AI."

Matt Wolach

[09:57] "I've learned the same lesson. Hiring for culture is so important. It's something I've learned in my career. And beyond that, like you say, being a problem solver and finding those problem solvers is critical.”

LEARN MORE

To learn more about ClickUp, visit: https://clickup.com/

You can also find Chris Hicken on LinkedIn: https://www.linkedin.com/in/chrishicken/

For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.

Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/

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EPISODE SUMMARY

In this episode of Scale Your SaaS, host and B2B SaaS Sales Coach Matt Wolach sits down with Ken Lazar, Chief Career Officer at Ability Professional Network to discuss his approach to recruiting top-tier sales professionals. If you're looking to build a sales team that drives your SaaS business forward, take Ken’s advice to heart. Read this blog to learn more.

PODCAST-AT-A-GLANCE

Podcast: Scale Your SaaS with Matt Wolach

Episode: Episode No. 325, “How to Build the Best Sales Team - with Ken Lazar”

Guest: Ken Lazar, Chief Career Officer at Ability Professional Network

Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor

Sponsored by: Leadfeeder

TOP TIPS FROM THIS EPISODE

• Build a Balanced Software Sales Team
• Compensation Structure: Keep It Simple and Fair
• Avoid Common Mistakes in Sales Hiring

EPISODE HIGHLIGHTS

• A Unique Journey: Ken's Personal and Professional Blend
• The Genesis of Ability Professional Network
• Key Traits of Successful Software Sales Professionals
• Conclusion: The Right Approach to Sales Recruitment

TOP QUOTES

Ken Lazar

[01:20] "When you build up social capital, and you've helped people along the way, they return the favor tenfold."

[12:15] "Recruiting sales professionals is a unique process. It's not like recruiting engineers or accountants."

[19:06] "You can't build your entire sales team with Mavericks. Otherwise, there will be no cooperation amongst the sales professionals on your team."

Matt Wolach

[08:19]"If sales reps don't have a good understanding of basics, then it's rough."

[19:39] "It's amazing how other people have come to help. I remember when I started my companies, inevitably I'd have somebody I helped previously that would come help me."

LEARN MORE

To learn more about Ability Professional, visit: https://www.abilityprofessional.com/

You can also find Ken Lazar on LinkedIn: https://www.linkedin.com/in/kenlazar/

For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.

Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/

Get even more tips by following Matt elsewhere:

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EPISODE SUMMARY

In this week’s episode of Scale Your SaaS, I sat down with Sam Dunning, who has carved an impressive path in the world of SEO and digital marketing. His story is as inspiring as it is instructive. From his early days in retail to founding his agency, Breaking B2B, Sam’s journey is a testament to the power of perseverance and the importance of aligning marketing with sales.

PODCAST-AT-A-GLANCE

Podcast: Scale Your SaaS with Matt Wolach

Episode: Episode No. 324, “Why Your SEO Isn’t Working - with Sam Dunning”

Guest: Sam Dunning, Founder and Host at Breaking B2B

Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor

Sponsored by: Leadfeeder


TOP TIPS FROM THIS EPISODE

• Common Mistakes in SEO
• Aligning SEO with Your Software Sales Intent
• Creating Best-in-Class Content
• The Advantage of Smaller SaaS Companies

EPISODE HIGHLIGHT

• From Retail to Digital Marketing
• The Early Days: Learning by Doing
• Founding Breaking B2B
• Conclusion: Start Now, Iterate Later

TOP QUOTES

Sam Dunning

[01:20] "In my opinion, kind of getting thrown in at the deep end of a startup is one of the best things you can do for hands-on experience."

[12:15] "SEO often gets overcomplicated. For many SaaS websites that want to drive a steady stream of demos or sales calls, it doesn't have to be."

[19:06] "The advantage that a lot of smaller SaaS companies have is that the giants within their niche have so much red tape."

Matt Wolach

[08:19] "It really is kind of a misalignment with marketing and sales and with your SEO people, and also from leadership not giving the right direction of exactly what needs to happen."

[19:39] "Same thing if you're thinking on the development side for the product too, by the way, it takes forever to spit out product when you're big."


LEARN MORE

To learn more about Breaking B2B, visit: https://www.breakingb2b.com/

You can also find Sam on LinkedIn: https://www.linkedin.com/in/samdunning/

For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.

Get even more tips by following Matt elsewhere:

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EPISODE SUMMARY

In the recent episode of Scale Your SaaS, host and B2B Matt Wolach had a compelling conversation with Frank Husmann, CEO & Founder of Maxiality, an ex-SaaS founder turned authority marketing expert. Frank shared valuable insights on how B2B SaaS leaders can leverage their expertise to become industry authorities and drive business growth. Here’s a deep dive into the key takeaways from their discussion.

PODCAST-AT-A-GLANCE

Podcast: Scale Your SaaS with Matt Wolach

Episode: Episode No. 323, “How to Be the #1 Choice in Your Industry - with Frank Husmann”

Guest: Frank Husmann, CEO & Founder of Maxiality

Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor

Sponsored by: Leadfeeder

TOP TIPS FROM THIS EPISODE

• Understanding Authority Marketing
• Shifting from Product Focus to Results Focus
• The Pitfalls of Traditional Marketing
• Practical Steps for Founders to Build Authority

Frank outlined a systematic approach to authority marketing:

1. Schedule Regular Content Creation: Plan monthly interviews with founders to extract valuable insights. Use these sessions to generate a wide array of content, including blog articles, LinkedIn posts, newsletters, and YouTube videos.
2. Develop a Unique Point of View: Stand out by articulating a distinct industry-issue perspective. This could involve challenging standard practices or offering innovative solutions.
3. Leverage Multi-Channel Distribution: Utilize platforms where your target audience is active. Amplify successful content with targeted ads, particularly on LinkedIn.
4. Integrate Sales and Marketing Efforts: Ensure marketing content aligns with sales needs, providing valuable resources for use throughout the sales process.

EPISODE HIGHLIGHT

• From SaaS Founder to Authority Marketing Expert
• Final Thoughts

Authority marketing is not just a strategy; it’s a commitment to consistently sharing your expertise and becoming a trusted voice in your industry. Start today, and watch your influence—and your business—grow.

TOP QUOTES

Frank Hussman

[04:23] "Authority marketing is basically using the knowledge that's in the organization, most of the time, it's the founder or any other subject matter expert, using that knowledge to become an expert in the industry."

[19:56] "Having a unique point of view... there are so many other things that you can do to create a unique point of view because if you do that, then you will really stand out in the crowd."

[22:13] "Make sure that if you start early, you can fine-tune your messaging, you can fine-tune your point of view. And you'll have a lot of buffer of content that you can use when you want to advertise, for example, but you're already inside your ICP talking if you're doing this right."

Matt Wolach

[06:24] "Something I teach my clients is, don't sell your product, sell the results. If you just push product, product, feature, feature, feature, it gets boring, and it looks the same as every other product out there."

[08:40] "I love what you're talking about, about how founders need to leverage their

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EPISODE SUMMARY

In today’s rapidly evolving software sales environment, mastering the art of sales is more crucial than ever. This week on "Scale Your SaaS," host Matt Wolach and guest Richard Harris, founder of The Harris Consulting Group and a renowned sales influencer, discuss innovative approaches to selling that can significantly enhance your software sales strategy. Learn how to make your sales process not only effective but also profoundly impactful here.

PODCAST-AT-A-GLANCE

Podcast: Scale Your SaaS with Matt Wolach

Episode: Episode No. 322, “The Seller’s Journey - with Richard Harris”

Guest: Richard Harris, Founder at The Harris Consulting Group

Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor

Sponsored by: Leadfeeder

TOP TIPS FROM THIS EPISODE

• 1. Embracing the Sellers' Journey
• 2. Tactics Over Features
• 3. Demos Shouldn’t Be Training Sessions
• 4. The Importance of Mental and Emotional Preparation

EPISODE HIGHLIGHTS

• Changing the Sales Paradigm
• Negotiating with Procurement

TOP QUOTES

Richard Harris

[06:25] “I titled the book, 'The Sellers Journey,' because I don't believe that there's a buyer's journey... There's a buyer's experience through the seller's journey."

[17:17] "Talk about the pain you solve, not what you do. Nobody cares what you do; they care what pains you solve."

Matt Wolach

[17:43] "The truth is, tweaking and refining our approach can lead to perfection in how we handle sales processes.”

[25:46] "Even the best, the reason that they're the best, is because they work the hardest to continue to improve to continue to be the best."

LEARN MORE

To learn more about The Harris Consulting Group, visit: https://theharrisconsultinggroup.com/

You can also find Richard Harris on LinkedIn: https://www.linkedin.com/in/rharris415/

For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.

Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/

Get even more tips by following Matt elsewhere:

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EPISODE SUMMARY

In a recent episode of Scale Your SaaS, Matt Watson, CEO and Founder of Full Scale, shared his journey from being a customer to leading a successful outsourcing company with host and B2B SaaS Sales Coach Matt Wolach. Matt's insights provide valuable lessons for entrepreneurs, especially those in the SaaS industry.

PODCAST-AT-A-GLANCE

Podcast: Scale Your SaaS with Matt Wolach

Episode: Episode No. 321, “How to Quickly Spin Up a Quality Engineering Team - with Matt Watson”

Guest: Matt Watson, Founder at Full Scale

Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor

Sponsored by: Leadfeeder

TOP TIPS FROM THIS EPISODE

• Transitioning from Doer to Leader
• Common Mistakes in Scaling Software Startups
• Importance of Ideal Customer Profile (ICP)

EPISODE HIGHLIGHTS

• Becoming CEO of Full Scale
• Benefits of Outsourcing
• Misconceptions about Outsourcing
• AI in Software Development

TOP QUOTES

Matt Watson

[02:15] "The need for affordable software developers led me to start Full Scale, and today, we have over 300 employees in the Philippines."

[04:30] "Outsourcing allows companies to scale faster and access a global talent pool, which is especially beneficial for tech startups."

[06:05] "One major misconception is that outsourcing means lower quality. In reality, it can provide access to highly skilled professionals who deliver exceptional work."

Matt Wolach

[14:37] "As a leader, your role shifts from doing the work yourself to empowering your team to achieve their best."

[21:18] "Understanding your Ideal Customer Profile (ICP) is vital for targeting your marketing efforts and ensuring you're attracting the right clients."

LEARN MORE

• Visit Fullscale.io to learn more.
• You can also find Matt Watson on LinkedIn.
• For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
• Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/

Get even more tips by following Matt elsewhere:

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EPISODE SUMMARY

In the fast-paced world of software sales, finding innovative ways to connect and engage with potential clients is paramount. Recently, I had the pleasure of featuring Donald Kelly, Founder and Chief Sales Evangelist at The Sales Evangelist on the show. Donald’s journey, insights, and strategies offer a masterclass in sales evangelism, emphasizing the importance of passion, personalization, and platform utilization. Join us this week for another episode of Scale Your SaaS with host and B2B SaaS Sales Coach Matt Wolach.

PODCAST-AT-A-GLANCE

Podcast: Scale Your SaaS with Matt Wolach

Episode: Episode No. 320, “LinkedIn Do’s and Don’ts - with Donald Kelly”

Guest: Donald Kelly, Founder at The Sales Evangelist

Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor

Sponsored by: Leadfeeder

TOP TIPS FROM THIS EPISODE

• Utilize The Art of Personalization
• Ensure Relevance is Key
• Best Tips on Software Sales Evangelism

EPISODE HIGHLIGHTS

• The Genesis of The Sales Evangelist
• Sales Evangelism: Beyond the Stereotypes
• LinkedIn: The Modern Evangelist’s Platform

TOP QUOTES

Donald Kelly

[03:50] "Prospecting is not about selling; it’s about understanding the prospect’s needs."

[09:35] "Building rapport quickly is a critical skill for any salesperson."

[14:00] "Every 'no' is a step closer to a 'yes.' Persistence is key."

Matt Wolach

[05:23] "Understanding your customer's journey is the key to driving SaaS growth."

[08:45] "Effective communication is at the heart of successful sales."

[20:10] "A data-driven approach allows you to fine-tune your sales strategy and optimize results."

LEARN MORE
To learn more about The Sales Evangelist, visit: https://thesalesevangelist.com/

You can also find Donald Kelly on LinkedIn: https://www.linkedin.com/in/donaldckelly/

For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.

Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/

Get even more tips by following Matt elsewhere:

• Sales Tips
• LinkedIn
• Twitter
• Instagram