About SaaS Simplified

Thank you for tuning into SaaS Simplified. This podcast aims to simplify Software-as-a-Service and enhance your go-to-market skills. With over 10 years in the software industry, I've developed the 3-Pronged Approach to SaaS Sales and led various commercial teams. Here, I'll share techniques and frameworks to improve your sales skills.

About Season 3, Episode 4

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 prioritize their needs and focus on the most critical issues.

You can find the presentation used for this Episode right here. Fell free to go ahead and make a copy of the presentation.

I hope you enjoy the content. If you do, I encourage you to visit my website, ⁠⁠https://feichtner.me/⁠⁠ where I share more content for SaaS sales reps like you.

Also subscribe or leave a review and make sure to connect with me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

— Michael Feichtner

About SaaS Simplified

Thank you for tuning into SaaS Simplified. This podcast aims to simplify Software-as-a-Service and enhance your go-to-market skills. With over 10 years in the software industry, I've developed the 3-Pronged Approach to SaaS Sales and led various commercial teams. Here, I'll share techniques and frameworks to improve your sales skills.

About Season 3, Episode 3

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 used for this Episode right here. Fell free to go ahead and make a copy of the presentation.

I hope you enjoy the content. If you do, I encourage you to visit my website, ⁠https://feichtner.me/⁠ where I share more content for SaaS sales reps like you.

Also subscribe or leave a review and make sure to connect with me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

— Michael Feichtner

About SaaS Simplified

Thank you for tuning into SaaS Simplified. This podcast aims to simplify Software-as-a-Service and enhance your go-to-market skills. With over 10 years in the software industry, I've developed the 3-Pronged Approach to SaaS Sales and led various commercial teams. Here, I'll share techniques and frameworks to improve your sales skills.

About Season 3, Episode 2

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.

I hope you enjoy the content. If you do, I encourage you to visit my website, https://feichtner.me/ where I share more content for SaaS sales reps like you.

Also subscribe or leave a review and make sure to connect with me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

— Michael Feichtner

About SaaS Simplified

Thank you for tuning into SaaS Simplified. This podcast aims to simplify Software-as-a-Service and enhance your go-to-market skills. With over 10 years in the software industry, I've developed the 3-Pronged Approach to SaaS Sales and led various commercial teams. Here, I'll share techniques and frameworks to improve your sales skills.

About Season 3, Episode 1

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.

I hope you enjoy the content. If you do, I encourage you to visit my website, ⁠⁠⁠www.feichtner.me⁠⁠⁠, where I share more content for SaaS sales reps like you.

Also subscribe or leave a review and make sure to connect with me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

— Michael Feichtner

Links to Simon:

https://www.linkedin.com/in/simonpenson/

https://www.zazzlemedia.co.uk/#gref

https://haatch.com/

https://scaled.co.uk/

About SaaS Simplified

Thank you for tuning into SaaS Simplified. This podcast aims to simplify Software-as-a-Service and enhance your go-to-market skills. With over 10 years in the software industry, I've developed the 3-Pronged Approach to SaaS Sales and led various commercial teams. Here, I'll share techniques and frameworks to improve your sales skills.

About Season 3, Episode 2

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.

I hope you enjoy the content. If you do, I encourage you to visit my website, ⁠⁠⁠www.feichtner.me⁠⁠⁠, where I share more content for SaaS sales reps like you.

Also subscribe or leave a review and make sure to connect with me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

— 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

Thank you for tuning into SaaS Simplified. This podcast aims to simplify Software-as-a-Service and enhance your go-to-market skills. With over 10 years in the software industry, I've developed the 3-Pronged Approach to SaaS Sales and led various commercial teams. Here, I'll share techniques and frameworks to improve your sales skills.

About Season 2, Episode 9

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.

I hope you enjoy the content. If you do, I encourage you to visit my website, ⁠⁠⁠www.feichtner.me⁠⁠⁠, where I share more content for SaaS sales reps like you.

Also subscribe or leave a review and make sure to connect with me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

— Michael Feichtner

About SaaS Simplified

Thank you for tuning into SaaS Simplified. This podcast aims to simplify Software-as-a-Service and enhance your go-to-market skills. With over 10 years in the software industry, I've developed the 3-Pronged Approach to SaaS Sales and led various commercial teams. Here, I'll share techniques and frameworks to improve your sales skills.

About Season 2, Episode 8

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.

I hope you enjoy the content. If you do, I encourage you to visit my website, ⁠⁠⁠www.feichtner.me⁠⁠⁠, where I share more content for SaaS sales reps like you.

Also subscribe or leave a review and make sure to connect with me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

— Michael Feichtner

About SaaS Simplified

Thank you for tuning into SaaS Simplified. This podcast aims to simplify Software-as-a-Service and enhance your go-to-market skills. With over 10 years in the software industry, I've developed the 3-Pronged Approach to SaaS Sales and led various commercial teams. Here, I'll share techniques and frameworks to improve your sales skills.

About Season 2, Episode 7

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.

I hope you enjoy the content. If you do, I encourage you to visit my website, ⁠⁠⁠www.feichtner.me⁠⁠⁠, where I share more content for SaaS sales reps like you.

Also subscribe or leave a review and make sure to connect with me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

— Michael Feichtner