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

// Michael Feichtner