SaaS Simplified Podcast - The 3-Pronged-Approach to SaaS Sales – Details, episodes & analysis

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SaaS Simplified Podcast - The 3-Pronged-Approach to SaaS Sales

Michael Feichtner

Business

Frequency: 1 episode/34d. Total Eps: 38

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 Gathering Phase. 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’m here to tie this process together with my 3-Pronged-Approach to SaaS Sales. // Michael Feichtner

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🇨🇦 Canada - Entrepreneurship
20/05/2025
#79

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https://saassimplified.io/
30 shares
https://www.saassimplified.io/
21 shares
https://castbox.fm/channel/id6249305?utm_campaign=w_share_ch&amp
16 shares

https://www.linkedin.com/in/feichtnermichael/
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https://www.linkedin.com/in/simonpenson/
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Score global : 52%

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#37 - Hello SaaS Sales Rep—Customer Stories, Part 1: From First Call to First Spark

Episode 37

Tuesday, May 13, 2025 • Duration 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

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#36 - Don’t Knee-Jerk Your Pricing – A SaaS Strategy Talk with James D. Wilton

Episode 36

Wednesday, April 9, 2025 • Duration 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:

Monevate: As the Founder and Managing Partner of Monevate, James offers monetization and pricing strategy consulting services, specializing in Tech and SaaS pricing. www.monevate.com
Capturing Value: James is the author of "Capturing Value: The Definitive Guide to Transforming SaaS Pricing and Unshackling Growth," a comprehensive guide on SaaS pricing strategies. www.capturingvalue.com
LinkedIn Profile: For professional updates and insights, you can connect with James on LinkedIn. LinkedIn
Interviews and Podcasts: James has shared his expertise in various interviews and podcasts, such as:

➕ More of my work can be found here:

You can find more of my content on:

#35 - Hello SaaS Sales Rep - When Cost Overshadows Value: Using Bridging Statements for Proof

Episode 35

Sunday, April 6, 2025 • Duration 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

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#34 - Hello SaaS Sales Rep—From Doubt to Buy-In: Using Bridging Statements to Prove Your Solution’s Fit

Episode 34

Saturday, April 5, 2025 • Duration 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 .

#33 - Hello SaaS Sales Rep—Winning Busy Prospects: How Bridging Statements Keep Deals Moving

Episode 33

Monday, March 24, 2025 • Duration 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:

Social Proof Signal – “I’ve been speaking with a lot of teams like yours recently.”
Major Hurdle Acknowledgement – “One of our existing customers in your industry had the same concern—time was their biggest challenge.”
Engagement Question – “How do you typically approach evaluating new software?”

Here’s an example of a Bridging Statement used in the Episode:

Social Proof Signal – I totally get where you're coming from.
Major Hurdle Acknowledgement – Most IT teams I talk to are already stretched thin and wary of anything that adds complexity. One of our customers—an IT lead at a mid-sized fintech—had the exact same concern. What changed for them was seeing how easily our tool fit into their existing stack, with no custom dev work and minimal disruption. Within three months, they were up and running and actually saw fewer support tickets.

#32 - Hello SaaS Sales Rep—Willingness to Pay in SaaS: Why You Should Talk Price Early as a SaaS Sales Rep

Episode 32

Wednesday, March 19, 2025 • Duration 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:

#31 - Shifting the Narrative: How Do You Sell a Former B2C SaaS Now Expanding into the B2B Enterprise Space?

Episode 31

Tuesday, March 4, 2025 • Duration 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

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#30 - The Sales Rep & The Skeptical Buyer, and the Bridge to Trust

Episode 30

Friday, February 14, 2025 • Duration 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:

#29 -The Power of Negative-Cue Questions in SaaS Sales

Episode 29

Thursday, December 19, 2024 • Duration 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’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 —a concise two-pager summarising the key takeaways.

#28 - Leverage Crossing Statements as a SaaS Sales Rep to effectively challenge and reframe the prospect's current state

Episode 30

Wednesday, December 11, 2024 • Duration 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’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 —a concise two-pager summarising the key takeaways.

SaaS Simplified Podcast - The 3-Pronged-Approach to SaaS Sales – Details, episodes & analysis

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SaaS Simplified Podcast - The 3-Pronged-Approach to SaaS Sales – Details, episodes & analysis

Podcast details

Recent rankings

Apple Podcasts

Spotify

Shared links between episodes and podcasts

Other35

LinkedIn6

RSS feed quality and score

Publication history

Latest published episodes

Similar podcasts and content

Related Shows Based on Content Similarities

Apple Podcasts

Spotify

Related Shows Based on Content Similarities

Other35

LinkedIn6

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