Explore every episode of the podcast SaaS Simplified Podcast - The 3-Pronged-Approach to SaaS Sales
| Title | Pub. Date | Duration | |
|---|---|---|---|
| #37 - Hello SaaS Sales Rep—Customer Stories, Part 1: From First Call to First Spark | 13 May 2025 | 00:09:23 | |
Hello SaaS Sales Rep, In this episode, learn how to turn discovery calls into real conversations by using short, relevant Customer Stories. I’ll share a five-part framework to help you earn trust fast—without pitching. ➕ More of my work can be found here: You can find more of my content on:
If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on LinkedIn. // Michael Feichtner | |||
| #36 - Don’t Knee-Jerk Your Pricing – A SaaS Strategy Talk with James D. Wilton | 09 Apr 2025 | 00:53:06 | |
Hello SaaS Sales Rep, This episode is a conversation with James D. Wilton. James has more than 12 years of experience consulting in the XaaS industry on the subject of pricing. He is the author of Capturing Value and the founder of Monevate, where he helps SaaS companies unlock growth through smarter pricing strategies. With deep expertise in monetization, James brings a fresh, structured approach to turning pricing into a growth lever. He definitely helps us simplify SaaS pricing and offers guidance on how not to make knee-jerk decisions—something he mentions a few times throughout the episode. Enjoy listening. // Michael ➕ More from James D. Wilton: You can explore James D. Wilton's work through the following resources:
➕ More of my work can be found here: You can find more of my content on:
If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on LinkedIn. // Michael Feichtner | |||
| #27 - Use the Empathy Technique and its associated Patterns to Fend off Objections (Training on Objection Handling) | 10 Oct 2024 | 00:11:10 | |
About SaaS Simplified: Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following: First, you need to ‘Gain the Benefit of the Doubt’ from your prospect during the Information GatheringPhase. Second, you must ‘Maintain Momentum’ with your Champion during the Proof Phase. And Third, you need to ‘Seal the Deal’ with your Decider during Negotiations. I believe, the foundation for every good SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my 3-Pronged-Approach to SaaS Sales. That’s my promise to you. With that said, let’s jump right into the Episode. About Episode #27: Topic: How to use the Empathy Technique to handle objections and how to dissect an objection into different facades. What you will learn? 🎓 Learn how to apply the four main patterns of the Empathy Technique. Most importantly, you’ll enhance your active listening skills by breaking down objections into four distinct components. This approach will reveal that, in practice, you have more options for navigating objections. In this particular example, the objection is: "We’re really happy with our current provider, and we’ve already invested a lot of time and resources into learning their platform. I’m not sure if switching is the right move for us right now." 👀 Episode Visual: ➕ More of my work can be found here: If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on LinkedIn. // Michael Feichtner | |||
| #26 - Interview with Roee Hartuv, Revenue Architect at Winning by Design: The Importance of Impact in Recurring Revenue Models | 03 Oct 2024 | 00:42:19 | |
About SaaS Simplified Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following: First, you need to ‘Gain the Benefit of the Doubt’ from your prospect during the Information GatheringPhase. Second, you must ‘Maintain Momentum’ with your Champion during the Proof Phase. And Third, you need to ‘Seal the Deal’ with your Decider during Negotiations. I believe, the foundation for every good SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my 3-Pronged-Approach to SaaS Sales. That’s my promise to you. With that said, let’s jump right into the Episode. About Episode #26 Topic: Interview with Roee Hartuv, Revenue Architect at Winning by Design: The Importance of Impact in Recurring Revenue Models What you will learn? 🎓 First, we’ll be exploring impact—specifically the difference between rational and emotional impact, and why understanding both is critical to the customer journey. Next, we’ll dive into SPICED, a methodology Roee uses to help sales teams peel back the layers of customer needs and structure discovery calls for maximum impact. We’ll also talk about how to create a common language within your team, ensuring everyone is aligned from marketing to sales and beyond. Then, we’ll tackle change management, exploring how companies can transition from methodologies like MEDDIC to Winning by Design’s SPICED framework—especially for teams with around 4,000 employees. Finally, we’ll compare different sales methodologies, breaking down the key differences between MEDDIC and SPICED, and why you might consider making the switch. Where to find Roee HARTUV? ➕ More of my work can be found here: You can find more of my content on: If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on LinkedIn. // Michael Feichtner | |||
| #25 - The PORQ Framework for Handling Objections (Learn how to add structure to your objection handling) | 28 Sep 2024 | 00:07:24 | |
About SaaS Simplified: Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following: First, you need to ‘Gain the Benefit of the Doubt’ from your prospect during the Information GatheringPhase. Second, you must ‘Maintain Momentum’ with your Champion during the Proof Phase. And Third, you need to ‘Seal the Deal’ with your Decider during Negotiations. I believe, the foundation for every good SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my 3-Pronged-Approach to SaaS Sales. That’s my promise to you. With that said, let’s jump right into the Episode. About Episode #25: Topic: PORQ FRAMWORK FOR HANDLING OBJECITONS What you will learn? How to use the PORQ Framework for Handling Objections and building your own Objection Handling Toolbox. 🎓 In the following episode I walk your through a Presentation using Canva to explain the PORQ Framework so you can build your own Objection Handling Technique right from scratch or use some of the Techniques I am advocating in my SaaS Simplified Podcast. 👀 Episode Visual: ➕ More of my work can be found here: You can find more of my content on: If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on LinkedIn. // Michael Feichtner | |||
| #24 - Selection Squeezer (Learn how to Maintain Momentum with your prospect) | 15 Sep 2024 | 00:11:39 | |
About SaaS Simplified: Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following: First, you need to ‘Gain the Benefit of the Doubt’ from your prospect during the Information GatheringPhase. Second, you must ‘Maintain Momentum’ with your Champion during the Proof Phase. And Third, you need to ‘Seal the Deal’ with your Decider during Negotiations. I believe, the foundation for every good SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my 3-Pronged-Approach to SaaS Sales. That’s my promise to you. With that said, let’s jump right into the Episode. About Episode #24 Topic: SELECTION SQUEEZER What you will learn? How to narrow down options by focusing on the prospects main challenges for your Business Case. 🎓 This episode explores the Selection Squeezer and how you can start with questions that help the prospect to prioritise their needs and focus on the most critical issues. 👀 Episode Visual: ➕ More of my work can be found here: You can find more of my content on: If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on LinkedIn. // Michael Feichtner | |||
| #23 - Getting to the Decider (Learn how to ask for the Decider) | 13 Sep 2024 | 00:11:35 | |
About SaaS Simplified: Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following: First, you need to ‘Gain the Benefit of the Doubt’ from your prospect during the Information GatheringPhase. Second, you must ‘Maintain Momentum’ with your Champion during the Proof Phase. And Third, you need to ‘Seal the Deal’ with your Decider during Negotiations. I believe, the foundation for every good SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my 3-Pronged-Approach to SaaS Sales. That’s my promise to you. With that said, let’s jump right into the Episode. About Episode #23 Topic: GETTING TO THE DECIDER What you will learn? How to ask for the Decider when talking to your Champion. 🎓 This episode explores how to identify and reach the Decider in any business dialogue with your Champion. The Champion is typically someone who cannot make the purchase decision, so it's essential to make a habit of asking for the Decider early. This approach shortens the sales cycle and significantly speeds up the decision-making process. Even if it's an early 'no,' that is a thousand times better than dragging your opportunity from quarter to quarter 👀 Episode Visual: ➕ More of my work can be found here: You can find more of my content on: If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on LinkedIn. // Michael Feichtner | |||
| #22 - Objection Handling: The Houdini Technique (Learn how to justify your SaaS’s higher costs) | 11 Aug 2024 | 00:18:06 | |
About SaaS Simplified: Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following: First, you need to ‘Gain the Benefit of the Doubt’ from your prospect during the Information GatheringPhase. Second, you must ‘Maintain Momentum’ with your Champion during the Proof Phase. And Third, you need to ‘Seal the Deal’ with your Decider during Negotiations. I believe, the foundation for every good SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my 3-Pronged-Approach to SaaS Sales. That’s my promise to you. With that said, let’s jump right into the Episode. About Episode #22 Topic: OBJECTION HANDLING. What you will learn? The HOUDINI TECHNIQUE for Handling Objections. 🎓The following episode explores the Houdini Objection Handling Technique, used to justify your software’s seemingly higher costs when faced with objections about your product being too expensive, compared to the competition. 👀 Episode Visual: ➕ More of my work can be found here: You can find more of my content on: If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on LinkedIn. // Michael Feichtner | |||
| #21 - Interview with Simon Penson From Print to Profit - Bootstrapping Success in B2B: SaaS Strategies and Digital Marketing Trends | 01 Aug 2024 | 00:44:37 | |
About SaaS Simplified: Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following: First, you need to ‘Gain the Benefit of the Doubt’ from your prospect during the Information GatheringPhase. Second, you must ‘Maintain Momentum’ with your Champion during the Proof Phase. And Third, you need to ‘Seal the Deal’ with your Decider during Negotiations. I believe, the foundation for every good SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my 3-Pronged-Approach to SaaS Sales. That’s my promise to you. With that said, let’s jump right into the Episode. About Episode #21 Topic: INTERVIEW with Simon PENSON. What you will learn? How he got from PRINT to PROFIT. 🎓The following episode I spoke with Simon Penson about his inspiring journey from journalism to founding a leading social media and marketing agency, as well as his experience with over 100 pre-seed SaaS companies. His story highlights the challenges and rewards of building a business from scratch. 🏃🏼Starting as a journalist in the late 90s, Simon saw the shift from print to digital and began experimenting with content affiliate sites. Despite many challenges, a some successes gave him the financial runway to leave journalism and pursue entrepreneurship full-time. 🚀 Launching his content marketing agency in 2009 was tough. Initially, educating businesses about content marketing was a significant hurdle. But persistence paid off, and as the market caught on, his agency grew rapidly, from 12 to 50 employees in just 18 months. What really stuck with me from our conversation was one of his words at the end of the Episode!
📈 Simon also stressed the importance of evolving sales strategies. Early on, founder-led sales were crucial. He built credibility through blogging, guest posting, and speaking at conferences. However, as the business grew, transitioning to a structured sales and marketing function became essential. Early adoption of Enterprise-led sales and marketing automation played a pivotal role in scaling the business. Links to Simon: https://www.linkedin.com/in/simonpenson/ https://www.zazzlemedia.co.uk/#gref ➕ More of my work can be found here: You can find more of my content on: If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on LinkedIn. // Michael Feichtner | |||
| #20 - Interview with Mark Zoet on Frameworks, Strategies, Personal Insights and Fractional Sales Leadership in SaaS Sales | 18 Jul 2024 | 00:40:39 | |
About SaaS Simplified: Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following: First, you need to ‘Gain the Benefit of the Doubt’ from your prospect during the Information GatheringPhase. Second, you must ‘Maintain Momentum’ with your Champion during the Proof Phase. And Third, you need to ‘Seal the Deal’ with your Decider during Negotiations. I believe, the foundation for every good SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my 3-Pronged-Approach to SaaS Sales. That’s my promise to you. With that said, let’s jump right into the Episode. About Episode #20 Topic: INTERVIEW. What you will learn? Frameworks, Strategies, Personal Insights and Fractional Sales Leadership in SaaS Sales. 🎓The following episode is an interview with Mark Zoet. Mark, is the co-founder of the SaaS consulting company RevTeQ Consulting (REVTEQ.ai), and he works as a Fractional Sales Leader, helping SaaS founders build go-to-market (GTM) strategies. In his engagements, he leverages the Winning by Design frameworks and methodologies and his experiences gained of the last 15 years. His journey includes contributing to the growth of a SaaS company from 10 to >$100 million in ARR and first feet on the ground for a local office. And, lastly Mark also assists in coaching and hiring sales leaders. PS: Mark mentioned various resources throughout the episode; you can find the links here:
➕ More of my work can be found here: You can find more of my content on: If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on LinkedIn. // Michael Feichtner | |||
| #19 - Objection Handling: The Concept of the Chekhov Technique (Learn how to fend off budgetary objections) | 20 Jun 2024 | 00:19:07 | |
About SaaS Simplified: Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following: First, you need to ‘Gain the Benefit of the Doubt’ from your prospect during the Information GatheringPhase. Second, you must ‘Maintain Momentum’ with your Champion during the Proof Phase. And Third, you need to ‘Seal the Deal’ with your Decider during Negotiations. I believe, the foundation for every good SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my 3-Pronged-Approach to SaaS Sales. That’s my promise to you. With that said, let’s jump right into the Episode. About Episode #19 Topic: OBJECTION HANDLING. What you will learn? The CHEKHOV TECHNIQUE for Handling Objections. 🎓 The following episode explores the CHEKHOV OBJECTION Handling Technique, used to fend off budgetary objections from prospects. You must think more like a writer when handling objections with prospects, especially when it comes to the most difficult ones, which require the utmost rationality. Communication is essential in all areas of life, and using Chekhov's logical approach will make you a better SaaS Sales Rep. 👀 Episode Visual:
➕ More of my work can be found here: You can find more of my content on: If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on LinkedIn. // Michael Feichtner | |||
| #18 - Objection Handling: The Concept of the Mansart Technique (Learn how to put show imperfection initially to succeed later) | 30 Apr 2024 | 00:25:04 | |
About SaaS Simplified: Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following: First, you need to ‘Gain the Benefit of the Doubt’ from your prospect during the Information GatheringPhase. Second, you must ‘Maintain Momentum’ with your Champion during the Proof Phase. And Third, you need to ‘Seal the Deal’ with your Decider during Negotiations. I believe, the foundation for every good SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my 3-Pronged-Approach to SaaS Sales. That’s my promise to you. With that said, let’s jump right into the Episode. About Episode #18 Topic: OBJECTION HANDLING. What you will learn? The MANSART TECHNIQUE for Handling Objections. 🎓The following episode explores the MANSART Objection Handling Technique enhanced with a Bridging Statement. This combined approach allowed me to effectively counter objections by initially establishing credibility, before leveraging the 'Pattern' within the Mansart Technique to secure a favourable outcome. ➕ More of my work can be found here: You can find more of my content on: If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on LinkedIn. // Michael Feichtner | |||
| #35 - Hello SaaS Sales Rep - When Cost Overshadows Value: Using Bridging Statements for Proof | 06 Apr 2025 | 00:27:41 | |
Hello SaaS Sales Rep, When price objections surface, it’s rarely about the number—it’s about uncertainty. In this episode, we explore how to use Bridging Statements to reframe cost concerns and rebuild confidence during the Evaluation phase of the SaaS Decision Cycle. Featuring three real-world role plays with the help of AI Avatars—including a renewal conversation with a CFO—you’ll learn how to guide buyers past sticker shock with proof, relevance, and strategic questioning. ➕ More of my work can be found here: You can find more of my content on:
If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on LinkedIn. // Michael Feichtner | |||
| #17 - Conversation with Glenn Poulos about Sales, Business Strategy and Handling Objections | 25 Apr 2024 | 00:52:09 | |
About SaaS Simplified: Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following: First, you need to ‘Gain the Benefit of the Doubt’ from your prospect during the Information GatheringPhase. Second, you must ‘Maintain Momentum’ with your Champion during the Proof Phase. And Third, you need to ‘Seal the Deal’ with your Decider during Negotiations. I believe, the foundation for every good SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my 3-Pronged-Approach to SaaS Sales. That’s my promise to you. With that said, let’s jump right into the Episode. About Episode #17 Topic: INTERVIEW. What you will learn? Why it is important to show up when no one else does, with reference to 'Why sales reps should go to Winnipeg more often.' 🎓The following episode is a conversation with Glenn Poulos. He is a Linkedin Top Voice. Author of this famous Sales Book Never Sit in the Lobby - 57 Winning Sales Factors to Grow a Business and Build a Career Selling. He is the Executive Vice President and General Manager of a company called NWS North America. Throughout his career, Glenn has created, scaled, and sold his own business. He is also the founder of the Profit Powerhouse Podcast, he actively coaches companies and individuals on business strategy. ➕ More of my work can be found here: You can find more of my content on: If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on LinkedIn. // Michael Feichtner | |||
| #16 - Objection Handling: The Concept of the Masquerading Technique (Sometimes its beneficial to pretend to be less knowledgeable) | 30 Mar 2024 | 00:20:56 | |
About SaaS Simplified: Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following: First, you need to ‘Gain the Benefit of the Doubt’ from your prospect during the Information GatheringPhase. Second, you must ‘Maintain Momentum’ with your Champion during the Proof Phase. And Third, you need to ‘Seal the Deal’ with your Decider during Negotiations. I believe, the foundation for every good SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my 3-Pronged-Approach to SaaS Sales. That’s my promise to you. With that said, let’s jump right into the Episode. About Episode #16 Topic: OBJECTION HANDLING. What you will learn? The MASQUERADING TECHNIQUE for Handling Objections. 🎓 In the following episode you will learn the Chinese saying, "Masquerading as a pig to kill the tiger." Masquerading is pretending to be less knowledgeable or experienced than you are. This approach can make others feel more at ease and open up. Appearing less knowledgeable helps manage objections by encouraging more questions and reducing assumptions. Remember, seeming less informed isn’t a weakness—it’s a strategy. ➕ More of my work can be found here: You can find more of my content on: If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on LinkedIn. // Michael Feichtner | |||
| #15 - Objection Handling: The Concept of the Acknowledging Technique (Learn how to acknowledge someone before giving advice) | 27 Mar 2024 | 00:19:38 | |
About SaaS Simplified Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following:
The foundation for every SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my framework:
That’s my promise to you. Thanks for stopping by. You can find more of my content on https://saassimplified.io/ Also subscribe or leave a review and make sure to connect with me on LinkedIn. About Episode #15 Topic: OBJECTION HANDLING. What you will learn? The ACKNOWLEDGING TECHNIQUE for Handling Objections. 🎓 In the following episode you you will listen attentively and recognise what the other person really thinks. Using this Technique means you really listen and understand other people's worries, disagreements, or feelings. Instead of quickly saying no or fighting back, this Technique focuses on being caring and understanding. // Michael Feichtner | |||
| #14 - Objection Handling: The Concept of the Dream Technique (Learn how to fulfil prospects dreams) | 05 Mar 2024 | 00:22:36 | |
About SaaS Simplified Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following:
The foundation for every SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my framework:
That’s my promise to you. Thanks for stopping by. You can find more of my content on https://saassimplified.io/ Also subscribe or leave a review and make sure to connect with me on LinkedIn. About Episode #14 Topic: OBJECTION HANDLING. What you will learn? The DREAM TECHNIQUE for Handling Objections. 🎓 In the following episode we will makes prospect dreams come true by focusing on what really matters to them. We are getting into the important stuff and making any dialogue partner fell good with this Objection Handling Technique. You will start using the Dream Technique to help start conversations and work together. It's especially good when you want the client to help solve problems or make decisions. // Michael Feichtner | |||
| #13 - Objection Handling: The Concept of the Trojan Technique (This involves surprising your dialogue partners) | 03 Feb 2024 | 00:22:36 | |
About SaaS Simplified Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following:
The foundation for every SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my framework:
That’s my promise to you. Thanks for stopping by. You can find more of my content on https://saassimplified.io/ Also subscribe or leave a review and make sure to connect with me on LinkedIn. About Episode #13 Topic: OBJECTION HANDLING. What you will learn? The TROJAN TECHNIQUE for Handling Objections. 🎓 In the following episode we will draw learnings from Greek mythology, specifically the Trojan Horse. After this episode, you will understand how "Selective kindness" can become a part of your repertoire as a sales representative selling software, because "Selective kindness" was applied by the Greeks, or at least it appeared that way to the Trojans when they spotted the wooden horse. If it appears to be kind, or at least is perceived as kind on the other end, you can also turn business situations around in your favor. And that’s exactly what the Greeks did—they surprised Troy overnight and achieved in a few days what could not be achieved in ten years with force. // Michael Feichtner | |||
| #12 - Objection Handling: The Concept of the Avoidance Technique (It is about artfully avoiding stuff, you simply do not want to answer) | 03 Feb 2024 | 00:20:27 | |
About SaaS Simplified Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following:
The foundation for every SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my framework:
That’s my promise to you. Thanks for stopping by. You can find more of my content on https://saassimplified.io/ Also subscribe or leave a review and make sure to connect with me on LinkedIn. About Episode #12 Topic: OBJECTION HANDLING. What you will learn? The AVOIDANCE TECHNIQUE for Handling Objections. 🎓 In the following episode you will learn that dealing with objections successfully can often involve skilfully avoiding direct confrontation or specific answers. The ability to dance around questions is considered a valuable skill, especially in situations where scrutiny is very high. This approach is particularly present in politics, where politicians excel at sidestepping pointed questions. And, in this Episode you will learn to handle objections with the usage of the Avoidance Technique. // Michael Feichtner | |||
| #11 - Whenever creating Objection Handling Techniques apply Anchor points | 17 Jan 2024 | 00:15:10 | |
About SaaS Simplified Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following:
The foundation for every SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my framework:
That’s my promise to you. Thanks for stopping by. You can find more of my content on https://saassimplified.io/ Also subscribe or leave a review and make sure to connect with me on LinkedIn. About Episode #11 Topic: OBJECTION HANDLING. What you will learn? Anchor Points and/or PORQ Objection Handling Framework. 🎓 In the following episode you will learn why everything in terms of objection handling will become easier if you use anchor points to orient yourself. Anchor points are:
Anchor Points can be different from technique to technique. The most important thing is that you, as a sales representative, start to understand and learn different objection handling techniques and add them to your knowledge toolbox. 👀 The visual for this Episode can be found here. // Michael Feichtner | |||
| #10 - The Bridging Statement in SaaS Sales. And Why it matters? | 08 Apr 2023 | 00:14:40 | |
About SaaS Simplified Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following:
The foundation for every SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my framework:
That’s my promise to you. Thanks for stopping by. You can find more of my content on https://saassimplified.io/ Also subscribe or leave a review and make sure to connect with me on LinkedIn. About Episode #10 Topic: BRIDGING STATEMENTS. What you will learn? How to create a BRIDGING STATEMENT. 🎓 In the following episode you will learn the art of crafting effective bridging statements and the essential questions you need to consider before you create them. By the conclusion of this episode, you'll not only gain the confidence to construct your own bridging statements, but you'll also acquire a valuable framework that empowers you to navigate conversations as a skilled Sales Rep. This framework will serve as a tool to aid you in building these bridging statements effectively. 👀 Episode Visual can be found here. // Michael | |||
| #9 - Committing to the Niche, or not committing at all | 01 Apr 2023 | 00:15:35 | |
About SaaS Simplified Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following:
The foundation for every SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my framework:
That’s my promise to you. Thanks for stopping by. You can find more of my content on https://saassimplified.io/ Also subscribe or leave a review and make sure to connect with me on LinkedIn. About Episode #9 Topic: NICHING IN SaaS. What you will learn? Niching matters more than anything in Software-as-a-Service 🎓 In the following episode, I outline the importance of targeting specific niche industries when your SaaS company is in its early stages. As you approach the milestone of $3 million to $5 million in Annual Recurring Revenue, it becomes crucial to be selective about your target audience. 👀 Episode Visual, can be found here. // Michael Feichtner Additional Links & Ressources as mentioned in the Episode: 1. Website from Alex Hormozi: 100M Dollar Offers 2. Article from TechCrunch: For SaaS Startups, Differentiation Is an Iterative Process | |||
| #8 - Objection Handling: The Concept of the Appreciation Technique | 04 Mar 2023 | 00:14:02 | |
About SaaS Simplified Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following:
The foundation for every SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my framework:
That’s my promise to you. Thanks for stopping by. You can find more of my content on https://saassimplified.io/ Also subscribe or leave a review and make sure to connect with me on LinkedIn. About Episode #8 Topic: OBJECTION HANDLING. What you will learn? The APPRECIATION TECHNIQUE for Handling Objections. 🎓 In the following episode, you’ll discover the ins and outs of the Appreciation Technique for effectively handling objections and acknowledging the prospect’s viewpoint. This technique is a valuable addition to your toolkit of objection-handling strategies, especially when selling SaaS. 👀 Episode Visual, can be found here. // Michael Feichtner | |||
| #34 - Hello SaaS Sales Rep—From Doubt to Buy-In: Using Bridging Statements to Prove Your Solution’s Fit | 05 Apr 2025 | 00:20:39 | |
Hello SaaS Sales Rep, When prospects enter the Evaluation phase, doubt creeps in—“Does this really work for us?” In this episode, we tackle one of the trickiest points in the SaaS Decision Cycle: overcoming skepticism about industry relevance and past failed solutions. You’ll learn how to use Bridging Statements to turn hesitation into curiosity and trust. We break down the three key ingredients of every powerful Bridging Statement: - Social Proof Signal, - Major Hurdle Acknowledgement, - Engagement Question. 🔑 Turn objections into conversations. Build relevance. Win trust. ➕ More of my work can be found here: You can find more of my content on:
If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on LinkedIn. // Michael Feichtner | |||
| #7 - Navigating the Discussion Maze: Tailoring Your Approach for Early and Mainstream Markets | 04 Feb 2023 | 00:12:14 | |
About SaaS Simplified Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following:
The foundation for every SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my framework:
That’s my promise to you. Thanks for stopping by. You can find more of my content on https://saassimplified.io/ Also subscribe or leave a review and make sure to connect with me on LinkedIn. About Episode #7 Topic: DISCUSSION OPTIONS. What you will learn? The 3 main Discussion Options when talking to prospects. 🎓 In the following episode you will learn about the three main discussion options you can choose when talking to prospects and customers. You can either make it about their business goals and plans in the future, the prospects' processes and systems, or your tools and features. SaaS, essentially! Here, you will also learn why understanding the difference between the Early and Mainstream Market is so important and why you should understand the Customer Life Cycle as a Sales Rep. // Michael Feichtner | |||
| #6 - Early-Stage SaaS! One great Customer Story is enough to get the ball rolling for Heylog | 28 Jan 2023 | 00:17:08 | |
About SaaS Simplified Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following:
The foundation for every SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my framework:
That’s my promise to you. Thanks for stopping by. You can find more of my content on https://saassimplified.io/ Also subscribe or leave a review and make sure to connect with me on LinkedIn. About Episode #6 Topic: CUSTOMER STORIES. What you will learn? How 1 Customer Story can change everything for an Early-Stage-SaaS-Startup. 🎓 In the following episode I will demonstrate how a compelling customer story can be a game-changer for your sales success. My focus is on an innovative Austrian logistics tech startup that's poised to disrupt the traditionally conservative logistics industry with their powerful communication SaaS solution, "Heylog" Over the next 15 minutes, I'll guide you through the process of extracting valuable insights from an existing case study that can be found and downloaded here. By the end of this episode, you'll be equipped with a powerful customer story that will serve as a valuable asset if you find yourself in the role of a sales representative for an early-stage SaaS startup. This content and the framework applied can be used for any tech startup! In addition, you can find the Case Study to this particular Episode right here. // Michael Feichtner | |||
| #5 - How to build your own Sales Customer Story from the Monday.com Customer Stories page | 20 Jan 2023 | 00:15:16 | |
About SaaS Simplified Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following:
The foundation for every SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my framework:
That’s my promise to you. Thanks for stopping by. You can find more of my content on https://saassimplified.io/ Also subscribe or leave a review and make sure to connect with me on LinkedIn. About Episode #5 Topic: CUSTOMER STORIES. What you will learn? How to extract content from existing Case Studies to build your Sales Customer Story. 🎓 In the following episode you will learn how to extract content from existing Success Stories. Knowing how to extract valuable content from existing Success Stories and building your own Line of Argument is vital for people in Sales & Success Roles. This episode, is especially important if you have recently started a new role as an Account Executive or Customer Success Manager in a SaaS company and do not yet have any customer stories in your own toolbox. In addition, you can find the Case Study to this particular Episode right here. 👀 Episode Visual can be found here. // Michael Feichtner | |||
| #4 - The Crucial 4 Components of Customer Stories | 14 Jan 2023 | 00:12:34 | |
About SaaS Simplified Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following:
The foundation for every SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my framework:
That’s my promise to you. Thanks for stopping by. You can find more of my content on https://saassimplified.io/ Also subscribe or leave a review and make sure to connect with me on LinkedIn. About Episode #4 Topic: CUSTOMER STORIES. What you will learn? The Framework to build great Customer Stories. 🎓 In the following episode you will discover a unique framework that has personally helped me build trust, relationships, and rapport with prospects right at the outset of our conversations. The best part? It doesn't require any special knowledge it only asks to follow a certain Framework that can be applied across all Use Cases, Industries and people you are talking to. 👀 Episode Visual can be found here. // Michael Feichtner | |||
| #3 - Purpose and Limitations of SaaS Customer Stories in the Early Stage | 06 Jan 2023 | 00:18:02 | |
About SaaS Simplified Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following:
The foundation for every SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my framework:
That’s my promise to you. Thanks for stopping by. You can find more of my content on https://saassimplified.io/ Also subscribe or leave a review and make sure to connect with me on LinkedIn. About Episode #3 Topic: CUSTOMER STORIES. What you will learn? Purpose and Limitations of Customer Stories in the software industry. 🎓 In the following episode you will gain invaluable insights into the world of Customer Stories and how they can make or break an early-stage SaaS company. We'll explore the power of the 80/20 Principle and how it applies to identifying critical challenges and opportunities. Join us as we uncover the potential blockers and winning strategies that can propel your SaaS venture to success. Whether you're a seasoned entrepreneur or just starting out, this episode will equip you with the knowledge you need to harness the full potential of Customer Stories in your SaaS journey. 👀 Episode Visual can be found here. // Michael Feichtner | |||
| #2 - Supercharge Your SaaS Growth | 01 Dec 2022 | 00:11:50 | |
About SaaS Simplified Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following:
The foundation for every SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my framework:
That’s my promise to you. Thanks for stopping by. You can find more of my content on https://saassimplified.io/ Also subscribe or leave a review and make sure to connect with me on LinkedIn. About Episode #2 Topic: SaaS GROWTH What you will learn? The Bottom Line Factor for real SaaS growth. 🎓 In the following episode we will dive into growing the bottom line for any SaaS business" in terms of influencing factors, the key 20% concepts that can provide 80% of the overall understanding. You will learn the 3 most important concepts which have the most leverage on a SaaS business's bottom line. 👀 Episode Visual, can be found here. // Michael Feichtner | |||
| #1 - Building Your Defense Against Commoditization in SaaS | 12 Nov 2022 | 00:20:57 | |
About SaaS Simplified Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following: First, you need to ‘Gain the Benefit of the Doubt’ from your prospect during the Information GatheringPhase. Second, you must ‘Maintain Momentum’ with your Champion during the Proof Phase. And Third, you need to ‘Seal the Deal’ with your Decider during Negotiations. I believe, the foundation for every good SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my 3-Pronged-Approach to SaaS Sales. That’s my promise to you. With that said, let’s jump right into the Episode. About Episode #1 Topic: COMMODIDIZATION. What you will learn? How to build your defense against commoditization in the software industry. 🎓 In the following episode we're diving into vital strategies that can make or break an early-stage SaaS startup. I'll uncover the top win strategies and the 5 Signs of Commoditization. Get ready to learn how to identify your most valuable customers, supercharge your product differentiation, optimize pricing, and much more. 👀 Episode Visual can be found here. Thanks for stopping by at the SaaS Simplified Podcast. You can find more of my content on: If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on LinkedIn. Thanks! // Michael Feichtner | |||
| SaaS Simplified Podcast - The 3-Pronged-Approach to SaaS Sales (Trailer) | 14 Dec 2021 | 00:00:34 | |
| #33 - Hello SaaS Sales Rep—Winning Busy Prospects: How Bridging Statements Keep Deals Moving | 24 Mar 2025 | 00:18:29 | |
About Episode #33: Hello SaaS Sales Rep, Busy prospects don’t have time for fluff — and neither should your sales approach. In this episode, we dive into how Bridging Statements can keep conversations moving when objections threaten to stall the deal. You’ll hear real-world role-plays, practical phrasing, and strategies to turn resistance into momentum — all in under 20 minutes. Key Learnings & Takeaways: ✅ 3 different Role Plays with Breeze our AI Avatar ✅ Push back to the prospect asking for advice on how to better structure Bridging Statements ✅ How Bridging Statements could be done even better In this episode, you will also learn the Bridging Statement Framework:
Here’s an example of a Bridging Statement used in the Episode:
➕ More of my work can be found here: You can find more of my content on:
If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on LinkedIn. // Michael Feichtner | |||
| #32 - Hello SaaS Sales Rep—Willingness to Pay in SaaS: Why You Should Talk Price Early as a SaaS Sales Rep | 19 Mar 2025 | 00:14:56 | |
About Episode #32: Hello SaaS Sales Rep, In this Episode we’re diving into a concept that can make or break your pricing conversations: willingness to pay. It’s more than just a number—it’s a dynamic, evolving perception influenced by psychology, urgency, and how well you frame your product’s value. But here’s the real question: How do you shape a prospect’s willingness to invest? And more importantly, where does it fit in their decision-making process? In this episode, we’ll explore: ✅ The 3 critical phases of the SaaS Decision Cycle ✅ How to test and influence willingness to pay ✅ Why discussing price early might be your strongest move Here’s an example of you can present the price early in a sales discussion: The entry price point for our SaaS is around $25,000. That’s where we start contracting with companies. However, typically, in my work with companies of your size, I see investments in the range of $35,000 to $50,000. What’s your take on this? If you’ve ever hesitated when bringing up price, this episode is for you. ➕ More of my work can be found here: You can find more of my content on: If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on LinkedIn. // Michael Feichtner | |||
| #31 - Shifting the Narrative: How Do You Sell a Former B2C SaaS Now Expanding into the B2B Enterprise Space? | 04 Mar 2025 | 00:14:43 | |
About Episode #31: Hello SaaS Sales Rep, The way customers perceive value is shaped by experience. And sometimes, that experience limits them. In this Episode, I explore a fascinating psychological trap in SaaS—one that prevents customers from seeing beyond what they already know. It’s called the Value Bias Trap. Shifting the Narrative can be very hard, especially when customers have predisposed opinions about the SaaS product you are selling because they used it already on a free or cheap subscription plan. Imagine this. You’ve got a SaaS that Users love. They trust it, rely on it, and have built their workflows around it. But the moment you introduce the idea of an Enterprise plan, they hesitate. They resist. Why? It’s not because they don’t need it. It’s because they’ve already defined what your product is in their mind. Their perception has created a boundary. And in this Episode, I am going to talk about how to expand that boundary—ethically, effectively, and with the power of perspective. Enjoy! ➕ More of my work can be found here: SaaS Simplified If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on LinkedIn. // Michael Feichtner | |||
| #30 - The Sales Rep & The Skeptical Buyer, and the Bridge to Trust | 14 Feb 2025 | 00:08:40 | |
About SaaS Simplified: Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following: First, you need to ‘Gain the Benefit of the Doubt’ from your prospect during the Information GatheringPhase. Second, you must ‘Maintain Momentum’ with your Champion during the Proof Phase. And Third, you need to ‘Seal the Deal’ with your Decider during Negotiations. I believe, the foundation for every good SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my 3-Pronged-Approach to SaaS Sales. That’s my promise to you. With that said, let’s jump right into the Episode. About Episode #30: Topic: The Sales Rep & The Skeptical Buyer, and the Bridge to Trust What you will learn? How to use the Trust Bridge to guide the conversation how your SaaS saves time. Turning skepticism ... into trust in sales. ➕ More of my work can be found here: You can find more of my content on:
If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on LinkedIn. // Michael Feichtner | |||
| #29 -The Power of Negative-Cue Questions in SaaS Sales | 19 Dec 2024 | 00:13:28 | |
About SaaS Simplified: Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following: First, you need to ‘Gain the Benefit of the Doubt’ from your prospect during the Information GatheringPhase. Second, you must ‘Maintain Momentum’ with your Champion during the Proof Phase. And Third, you need to ‘Seal the Deal’ with your Decider during Negotiations. I believe, the foundation for every good SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my 3-Pronged-Approach to SaaS Sales. That’s my promise to you. With that said, let’s jump right into the Episode. About Episode #29: Topic: NEGATIVE-CUE QUESTIONS What you will learn? How to ask the right negative-cue questions during your discovery call to build trust and rapport with your prospect early in the call. 🎓 In a sales conversation with a particular prospect, the initial tendency might be to compare your solution to others—highlighting how it’s better, cheaper, or more efficient. However, the real skill, like Clarice Starling’s approach in The Silence of the Lambs, lies in focusing on negative cues: the unmet needs or gaps in what’s currently available. 👀 Where to find the Episode Visuals? You can download the Blueprint for Negative-Cue Questions —a concise two-pager summarising the key takeaways. Additionally, make sure to grab the Battle Card, a handy one-pager designed to guide you during online demos with prospects. This resource is especially valuable in the beginning if you’re still getting comfortable with effectively responding to the challenges prospects share. ➕ More of my work can be found here: You can find more of my content on: If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on LinkedIn. // Michael Feichtner | |||
| #28 - Leverage Crossing Statements as a SaaS Sales Rep to effectively challenge and reframe the prospect's current state | 11 Dec 2024 | 00:16:01 | |
About SaaS Simplified: Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following: First, you need to ‘Gain the Benefit of the Doubt’ from your prospect during the Information GatheringPhase. Second, you must ‘Maintain Momentum’ with your Champion during the Proof Phase. And Third, you need to ‘Seal the Deal’ with your Decider during Negotiations. I believe, the foundation for every good SaaS Sales Rep is understanding the prospect's decision cycle. From the initial Information Gathering phase, to the Solution Review/Proof phase, and finally, to Negotiations, knowing what’s important to your prospect at each stage sets you up for success. I’m here to tie this process together with my 3-Pronged-Approach to SaaS Sales. That’s my promise to you. With that said, let’s jump right into the Episode. About Episode #28: Topic: CROSSING STATEMENTS. What you will learn? By listenting to this Episode you will learn how to guide your prospects in the initial information gathering phase from their current state to the new better state which is ideally your SaaS solution. You will learn simply, but effective speech patterns and phrases that can be applied across the sales funnel but with focus on accelerating to gain the benefit of the doubt early by using Crossing Statements. 👀 Where to find the Episode Visuals? You can download the Blueprint for Crossing Statements—a concise two-pager summarising the key takeaways. Additionally, make sure to grab the Battle Card, a handy one-pager designed to guide you during online demos with prospects. This resource is especially valuable in the beginning if you’re still getting comfortable with effectively responding to the challenges prospects share. You can also access both Visuals on Canva. Here you can find the Blueprint and this link takes you to the Battle Card. ➕ More of my work can be found here: You can find more of my content on: If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on LinkedIn. // Michael Feichtner | |||