Episodes
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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 Gathering Phase. Second, you must ‘Maintain Momentum’ with your prospect during the Solution Review or Proof Phase. Third, you need to ‘Seal the Deal’ by identifying the closable opportunities and letting go of the non-closables.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:
Gain the Benefit of the Doubt, Maintain Momentum, Seal the Deal.That’s my promise to you, my friend. 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 #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."
Thanks for tuning in.
// Michael
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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 Gathering Phase. Second, you must ‘Maintain Momentum’ with your prospect during the Solution Review or Proof Phase. Third, you need to ‘Seal the Deal’ by identifying the closable opportunities and letting go of the non-closables.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:
Gain the Benefit of the Doubt, Maintain Momentum, Seal the Deal.That’s my promise to you, my friend. 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 #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?
> Winning by Design
> Linkedin
Thanks for listening, and I apologize for the audio hiccups. But at least you know that the episode with Roee was unplugged. :)
// Michael
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Episodes manquant?
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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 Gathering Phase. Second, you must ‘Maintain Momentum’ with your prospect during the Solution Review or Proof Phase. Third, you need to ‘Seal the Deal’ by identifying the closable opportunities and letting go of the non-closable.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:
Gain the Benefit of the Doubt, Maintain Momentum, Seal the Deal.That’s my promise to you. Thanks for stopping by.
You can find more of my content here:
https://saassimplified.io/
// Michael
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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 Gathering Phase. Second, you must ‘Maintain Momentum’ with your prospect during the Solution Review or Proof Phase. Third, you need to ‘Seal the Deal’ by identifying the closable opportunities and letting go of the non-closables.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:
Gain the Benefit of the Doubt, Maintain Momentum, Seal the Deal.That’s my promise to you, my friend. 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 #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.
👀 You can find the presentation (visual) used for this Episode right here. Fell free to go ahead and make a copy of the presentation.
// Michael Feichtner
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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 Gathering Phase. Second, you must ‘Maintain Momentum’ with your prospect during the Solution Review or Proof Phase. Third, you need to ‘Seal the Deal’ by identifying the closable opportunities and letting go of the non-closables.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:
Gain the Benefit of the Doubt, Maintain Momentum, Seal the Deal.That’s my promise to you, my friend. 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 #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
👀 You can find the presentation (visual) used for this Episode right here. Fell free to go ahead and make a copy of the presentation.
// Michael Feichtner
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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 Gathering Phase. Second, you must ‘Maintain Momentum’ with your prospect during the Solution Review or Proof Phase. Third, you need to ‘Seal the Deal’ by identifying the closable opportunities and letting go of the non-closables.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:
Gain the Benefit of the Doubt, Maintain Momentum, Seal the Deal.That’s my promise to you, my friend. 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 #22
Topic: OBJECTION HANDLING.
What you will learn? The HOUDINI TECHNIQUE for Handling Objections, Part 1.
🎓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.
// Michael Feichtner
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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 Gathering Phase. Second, you must ‘Maintain Momentum’ with your prospect during the Solution Review or Proof Phase. Third, you need to ‘Seal the Deal’ by identifying the closable opportunities and letting go of the non-closables.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:
Gain the Benefit of the Doubt, Maintain Momentum, Seal the Deal.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 #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!
You underestimate what you can get done in ten years, but overestimate what you can get done in a year!📈 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.
// Michael Feichtner
Links to Simon:
https://www.linkedin.com/in/simonpenson/
https://www.zazzlemedia.co.uk/#gref
https://haatch.com/
https://scaled.co.uk/
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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 Gathering Phase. Second, you must ‘Maintain Momentum’ with your prospect during the Solution Review or Proof Phase. Third, you need to ‘Seal the Deal’ by identifying the closable opportunities and letting go of the non-closables.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:
Gain the Benefit of the Doubt, Maintain Momentum, Seal the Deal.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 #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.
// Michael Feichtner
PS: Mark mentioned various resources throughout the episode; you can find the links here:
Problem Prospecting The Five Dysfunctions of a Team: A Leadership Fable Revenue Architecture Eisenhower Matrix explained connect with Mark on Linkedin RevTeq Consulting -
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 Gathering Phase. Second, you must ‘Maintain Momentum’ with your prospect during the Solution Review or Proof Phase. Third, you need to ‘Seal the Deal’ by identifying the closable opportunities and letting go of the non-closables.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:
Gain the Benefit of the Doubt, Maintain Momentum, Seal the Deal.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 #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.
// Michael Feichtner
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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 Gathering Phase. Second, you must ‘Maintain Momentum’ with your prospect during the Solution Review or Proof Phase. Third, you need to ‘Seal the Deal’ by identifying the closable opportunities and letting go of the non-closables.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:
Gain the Benefit of the Doubt, Maintain Momentum, Seal the Deal.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 #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 favorable outcome.
// Michael Feichtner
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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 Gathering Phase. Second, you must ‘Maintain Momentum’ with your prospect during the Solution Review or Proof Phase. Third, you need to ‘Seal the Deal’ by identifying the closable opportunities and letting go of the non-closables.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:
Gain the Benefit of the Doubt, Maintain Momentum, Seal the Deal.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 #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.
// Michael Feichtner
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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 Gathering Phase. Second, you must ‘Maintain Momentum’ with your prospect during the Solution Review or Proof Phase. Third, you need to ‘Seal the Deal’ by identifying the closable opportunities and letting go of the non-closables.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:
Gain the Benefit of the Doubt, Maintain Momentum, Seal the Deal.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 #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.
// Michael Feichtner
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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 Gathering Phase. Second, you must ‘Maintain Momentum’ with your prospect during the Solution Review or Proof Phase. Third, you need to ‘Seal the Deal’ by identifying the closable opportunities and letting go of the non-closables.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:
Gain the Benefit of the Doubt, Maintain Momentum, Seal the Deal.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
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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 Gathering Phase. Second, you must ‘Maintain Momentum’ with your prospect during the Solution Review or Proof Phase. Third, you need to ‘Seal the Deal’ by identifying the closable opportunities and letting go of the non-closables.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:
Gain the Benefit of the Doubt, Maintain Momentum, Seal the Deal.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
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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 Gathering Phase. Second, you must ‘Maintain Momentum’ with your prospect during the Solution Review or Proof Phase. Third, you need to ‘Seal the Deal’ by identifying the closable opportunities and letting go of the non-closables.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:
Gain the Benefit of the Doubt, Maintain Momentum, Seal the Deal.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
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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 Gathering Phase. Second, you must ‘Maintain Momentum’ with your prospect during the Solution Review or Proof Phase. Third, you need to ‘Seal the Deal’ by identifying the closable opportunities and letting go of the non-closables.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:
Gain the Benefit of the Doubt, Maintain Momentum, Seal the Deal.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
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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 Gathering Phase. Second, you must ‘Maintain Momentum’ with your prospect during the Solution Review or Proof Phase. Third, you need to ‘Seal the Deal’ by identifying the closable opportunities and letting go of the non-closables.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:
Gain the Benefit of the Doubt, Maintain Momentum, Seal the Deal.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:
Words, Phrases, Sentences, and/or Questions.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
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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 Gathering Phase. Second, you must ‘Maintain Momentum’ with your prospect during the Solution Review or Proof Phase. Third, you need to ‘Seal the Deal’ by identifying the closable opportunities and letting go of the non-closables.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:
Gain the Benefit of the Doubt, Maintain Momentum, Seal the Deal.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
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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 Gathering Phase. Second, you must ‘Maintain Momentum’ with your prospect during the Solution Review or Proof Phase. Third, you need to ‘Seal the Deal’ by identifying the closable opportunities and letting go of the non-closables.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:
Gain the Benefit of the Doubt, Maintain Momentum, Seal the Deal.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
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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 Gathering Phase. Second, you must ‘Maintain Momentum’ with your prospect during the Solution Review or Proof Phase. Third, you need to ‘Seal the Deal’ by identifying the closable opportunities and letting go of the non-closables.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:
Gain the Benefit of the Doubt, Maintain Momentum, Seal the Deal.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
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