EPISODE SUMMARY In the fast-paced world of software sales, adaptability is the name of the game.  In this week’s episode of Scale Your SaaS with host and B2B SaaS sales coach Matt Wolach, we're delving into today's insights from a seasoned industry leader, Encapture’s CEO, Will Robinson. He offers a glimpse into the dynamic world of selling software to banks and lenders.  From adapting to changing market conditions to transforming the company's focus, this discussion unveils the challenges and successes of a thriving software business. Let's explore the key takeaways and the journey of Encapture, a company at the forefront of innovation in the SaaS industry. PODCAST-AT-A-GLANCE Podcast: Scale Your SaaS with Matt Wolach Episode: Episode No. 288, "Ways to Overcome the Ups and Downs of the Software World - with Will Robinson" Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor Guest: Will Robinson, CEO at Encapture TOP TIPS FROM THIS EPISODE Adapt To Market ChangesLearn To Shift FocusBe Open To Embrace ChangeInnovate with Caution EPISODE HIGHLIGHTS Take the Lessons From Past Mistakes as Catalyst for Change TOP QUOTES Will Robinson [5:11] “It's hard to get a legacy group of folks to change their mindset.” [14:43] “Having a growth mindset is essential, and it's easier to backfill and replicate knowledge than I thought.” Matt Wolach [18:59] “Process is huge.” [19:03] “I love that you narrowed your niche, and you said we've got to focus on these particular prospects and customers because it just makes everything within the business run so much easier. It makes your marketing more focused and tight and makes the buyers realize that you are perfect for them specifically, which is amazing.” LEARN MORE To learn more about Encapture, visit: https://encapture.com/platform/  You can also find Will Robinson on LinkedIn: https://www.linkedin.com/in/will-robinson-encapture/  For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com. Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram