#42 - Hello SaaS Sales Rep—Customer Stories, Part 2, Scenario #3: The Skeptical Decider

In Episodes 40 and 41, we learned how to maintain momentum with your Champion when usage is low (The Passive Pilot) and when internal team resistance kicks in (The Skeptical Team).

Now in Episode 42, the stakes rise even higher.

The Decider has entered the picture—skeptical, budget-conscious, and asking tough questions about ROI and product overlap. Your Champion is still on your side, but they’re under pressure.

This is where many SaaS trials stall out.

In this episode of SaaS Simplified, you'll learn how to equip your Champion with a decision-level Customer Story that speaks directly to executive concerns—measurable results, strategic impact, and a fast path to confidence.

We’ll walk through three versions of the same story—unspecific, specific, and 15-second—and show you how to turn leadership doubt into deal momentum.

If your Champion is facing tough questions from above, this episode will show you how to help them answer with confidence.

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// Michael Feichtner