misaligned roles, missed follow-ups, and misunderstanding what makes a sales pro thrive

In this 300th episode of SaaS Fuel, Jeff Mains sits down with powerhouse sales coach Kristie Jones, author of Selling Your Way In. Together, they break down how SaaS companies can build accountable sales teams, re-engage cold deals, and align salespeople with their true superpowers.

If your CRM is full of “closed lost” deals, this episode shows you how to revive them, build a seven-touch re-engagement plan, and stop leaving revenue on the table.

🔑 Topics covered:

• The real reason SaaS reps miss quota
• How to uncover your reps’ sales superpowers
• Turning closed-lost deals into future wins
• Why the wrong sales roles kill pipeline performance
• Building sales teams that own their pipeline
• Making follow-up a value-add (not spam)

00:00 - Why unrealistic VC targets are crushing SaaS teams

02:05 - How closed-lost deals can come back to life

02:53 - A smarter follow-up strategy that builds trust

05:03 - What’s really holding back SaaS sales teams?

07:35 - Teaching reps to own their pipeline

12:25 - Why "closed-lost" doesn't mean lost forever

14:01 - Selling to “not right now” instead of “no”

18:19 - How to align salespeople with their superpowers

24:27 - Rethinking the SDR-first sales career path

26:02 - Matching sales roles to strengths and company stage

36:28 - How to hire (and fire) the right reps

40:14 - Diagnosing quota problems: rep, process, or market?

48:28 - Listening better to your prospects

"Stop trying to make every seller an SDR. Play to their strengths." — Kristie Jones

"A closed-lost deal today might just be a 'not right now' deal waiting for your follow-up." — Jeff Mains

"Great sales teams don’t just chase leads—they build trust over time." — Kristie Jones

"Quota attainment problems often start with misaligned roles, not bad reps." — Kristie Jones

"Your pipeline is your responsibility. Waiting for marketing isn’t a strategy." — Jeff Mains

"The bar for thoughtful follow-up is so low. Just show up with value and you’ll stand out." — Kristie Jones

1. Stop forcing reps into one-size-fits-all roles. Every seller has a superpower—find it and build their process around it.
2. Closed-lost isn’t dead. Most deals stall from indecision or bad timing, not competitors. Revisit them.
3. Sales follow-up is an art. Add value in every touch, not spam. Focus on nurturing trust over chasing quick wins.
4. Pipeline ownership beats lead dependency. Teach reps to prospect and fill their own pipeline—not just wait for inbound leads.
5. Hiring the wrong rep for the wrong stage kills growth. Early-stage SaaS needs a different seller than late-stage scale.
6. Quota problems aren't always people problems. Sometimes it's your process, market positioning, or the wrong sales motion for your stage.

Email - kristie@kristiekjones.com

Website - http://www.kristiekjones.com/ - http://www.kristiekjones.com/saasfuel

LinkedIn -

How to Scale SaaS with AI-Powered Digital Labor | Aaron Godby - SaaS Fuel

What if AI could replace repetitive work and give your team superpowers?

Aaron Godby, founder of Green Irony, shows how smart companies are scaling with AI-driven “digital labor” that never forgets, works 24/7, and delivers consistent results.

In this episode, we break down:

• How to find low-value tasks in your SaaS and automate them with AI
• Why ChatGPT isn’t a toy—it’s your next top performer
• What makes Agent Force a game-changer for SaaS ops
• How to rethink hiring, team structure, and leadership in the AI age
• Why most AI tools fail to drive real results—and how to fix it

If you’re serious about scaling your SaaS without hiring a huge team, this is essential listening.

00:00 - What tasks waste your team's time?

03:06 - The key to making AI and humans work together

04:15 - Lessons from Carson Aslam & Scott Cate (past guests)

05:20 - Meet Aaron Godby, founder of Green Irony

06:33 - What is Agent Force?

08:07 - How to ensure consistent AI performance

09:25 - Real-world productivity boosts using AI

11:23 - Why AI agents outperform new hires

13:06 - The power of context windows in AI

14:21 - How Aaron spotted the AI opportunity early

16:14 - The toughest challenges in building an AI consulting business

19:12 - Example use case: automating RFP responses

21:03 - The business model behind Green Irony

24:33 - Key lessons from building Green Irony

26:09 - Should you diversify or specialize in tech ecosystems?

28:07 - How to stay nimble with APIs

30:05 - Bootstrapping vs VC funding in AI SaaS

31:32 - Cutting through the AI hype to find what works

34:34 - Leading AI teams with clarity and purpose

37:02 - What the future of digital labor means for SaaS

38:34 - The key question SaaS founders should ask their ops teams

"If AI isn’t saving you time or making you money, you’re using it wrong." — Aaron Godby

"Digital labor doesn’t call in sick, doesn’t forget, and scales instantly." — Aaron Godby

"The biggest gains come when humans and AI collaborate, not compete." — Aaron Godby

"Stop chasing the next AI tool. Start solving real problems with the tools you already have." — Aaron Godby

"Bootstrapping makes you focus on outcomes, not hype." — Aaron Godby

Don’t automate for automation’s sake

Focus AI on the tasks that save time, increase revenue, or improve customer experience.

AI agents are like new hires—but better

They learn fast, never forget, and work 24/7 without burnout.

Context is the secret weapon

The bigger the context window, the smarter and more useful your AI gets.

Most SaaS teams treat AI like a plugin, not a pillar

The winners build AI into the core of their operations and org design.

The future team is hybrid

Human creativity + AI execution = exponential scale.

Email - aaron@greenirony.com

Website - https://greenirony.com/

LinkedIn - https://www.linkedin.com/in/aarongodby/

Small Fish, Big Pond –

In this powerful SaaS Fuel episode, Jeff Mains sits down with Kasim Aslam – founder of 3X Freedom and former owner of the world’s #1 ranked Google Ads agency, Solutions 8 – to unpack the real truth about building scalable SaaS businesses in a post-AI world.

From scaling with pro talent and unlocking global teams to solving traffic first, Kasim brings tactical wisdom and hard-hitting insights that every founder needs to hear.

You’ll learn:

• Why your first business problem is attention, not operations
• How to build a community-first traffic engine
• The new rules of hiring and why average employees are liabilities
• Why direct mail is outperforming Google Ads in some verticals
• The formula to scale with high expectations and zero micromanagement

Whether you're stuck on lead gen or overwhelmed by growth, this conversation will reset your SaaS growth mindset.

00:00 - Why Kasim’s recruiting agency brings him to tears

01:00 - Global hiring creates societal impact

02:25 - SaaS Fuel intro + The Captain’s Keys book

04:00 - Solving for traffic before anything else

06:00 - How Google & Meta changed the game on traffic

09:00 - Build community first: the real traffic moat

10:30 - Why direct mail is Kasim’s secret weapon

14:00 - Do what doesn’t scale — and win

15:15 - Passive income myths & the 20/80 reality

18:00 - Why pro talent is your ONLY edge in AI

21:00 - Pay top dollar or pay the price

25:00 - Real stories: $400/month to $9K/month

27:00 - The ethical way to scale with international talent

30:00 - Impact + profit can coexist

34:00 - Why scaling dilutes quality, and how to lead through it

38:00 - Kasim’s step-by-step hiring flytrap funnel

43:00 - Authorship = Ownership: Give employees the black box

47:00 - Masterminds are dead—incubators are the future

50:00 - Action beats education every time

55:00 - Kick the ball: A soccer mindset for SaaS founders

“Solve for traffic first. If you can't predictably get attention, you don’t have a business.” — Kasim Aslam

“Community-based traffic is the most powerful and scalable source of growth.” — Kasim Aslam

“There's nothing more expensive than a cheap employee.” — Kasim Aslam

“Do the things that don’t scale. That’s where all the leverage is.” — Kasim Aslam

“AI doesn’t eliminate the need for humans. It amplifies the value of great ones.” — Kasim Aslam

“Stop managing. Give people the end result and get out of their way.” — Kasim Aslam

1. Solve for Traffic First – If you can’t predictably attract customers, you don’t have a business—just a hobby.
2. Direct Mail Isn't Dead – In an AI-saturated world, old-school methods like direct mail can outperform digital ads.
3. Community is the New Funnel – Build or borrow trust through niche communities before launching any product.
4. Only Hire Pro Talent – Average employees don’t scale well. In an AI world, B-players are liabilities.
5. Pay More, Get More – The highest-paid talent delivers exponential output, not incremental.
6. Do the Things That Don’t Scale – Human touch, personalized experiences, and offline tactics create differentiation.

Email - kasim@3xfreedom.com

Website - http://paretotalent.com/

FB -

How SaaS Founders Can Scale with Smart Link Routing, Partner Channels & Pricing Strategy | Scott Cate - SaaS Fuel Podcast

Selling to strangers is hard—especially in SaaS. So how do you break through the noise, bypass the red tape, and sell to enterprise customers without burning out?

In this episode of SaaS Fuel, Scott Cate, founder of 301.pro, shares how his SaaS leverages dynamic link routing, context-based personalization (down to weather and time of day!), and partner-led growth to scale—without relying on ads or VC funding.

00:00 - Intro to smart QR code routing

02:12 - Breaking into enterprise markets without brand recognition

03:13 - Smart link routing & personalization explained

04:09 - Last week’s highlights + guest intro

05:19 - Scott Cate’s backstory & 301.pro origins

06:25 - How dynamic link routing solves hidden problems

09:05 - Selling to strangers is HARD

10:58 - How pricing changes when targeting enterprise vs SMB

15:20 - Why 301.pro moved away from SMB customers

17:12 - $500/month pricing: Who it’s for (and not for)

18:15 - AI-driven image personalization for massive brands

19:06 - Why time of day, location & weather boost conversions

22:24 - Frictionless experiences = higher ROI

23:27 - Real-world examples with Chevy & California healthcare

25:50 - The invisible magic of great SaaS

27:04 - Split testing & proving ROI with data

29:05 - The Open Graph image hack that boosts click-through rates

32:30 - Pricing models & the power of partner channels

35:04 - Why small-ticket SaaS often fails to scale

37:06 - The impossible enterprise sales cycle

39:10 - Why 301.pro sells through agencies (not directly to enterprise)

41:08 - Bootstrapping vs VC funding mindset

44:21 - Scott’s dream of buying Bitly (maybe)

45:13 - Final thoughts on bootstrapping, scaling, and growth

"If you have a problem big enough, our $500 a month feels like zero. If not, it feels like robbery." — Scott Cate

"Selling to strangers is almost impossible... unless you borrow trust from someone who’s already inside." — Scott Cate

"Time of day, weather, and location. These aren’t just variables—they’re revenue drivers." — Scott Cate

"The best tech feels invisible. Users don’t notice it—they just enjoy the result." — Scott Cate

"Friction kills revenue. Every extra click is money left on the table." — Scott Cate

"Bootstrapping means I own it. Full control, full responsibility—and that’s by design." — Scott Cate

Partner Channels Unlock Enterprise

Agencies often have the trust, relationships, and budget access SaaS founders lack when approaching big enterprises.

SMB Pricing Can Be a Trap

A $10/month SaaS needs tens of thousands of customers to survive. Scaling with enterprise pricing ($500+/month) can be more sustainable—with fewer customers.

Context Personalization Drives Conversions

Time of day, location, and even the weather dramatically affect buying behavior. Personalized images and links can boost conversions by 18% or more.

Frictionless Experiences = More Revenue

Whether it's QR codes that skip landing pages or links that auto-detect language, removing friction directly increases sales.

Bootstrapping Gives You Control

Keeping equity and profits lets founders avoid the pitfalls of chasing VC-fueled hypergrowth,...

Selling into banks isn’t like selling anywhere else. Risk-averse buyers. Long sales cycles. Endless stakeholder approvals.

In this SaaS Fuel episode, Jeff Mains sits down with Stacy Bishop, founder of Selling FinTech, to unpack how SaaS and fintech founders can navigate the complexities of selling to highly regulated industries like banking and financial services.

You’ll learn how to overcome pricing objections, how to make your buyer the hero (not the guinea pig), and how to build trust in an environment where nobody wants to take risks.

If you’ve ever heard “Not right now” from a bank, this episode will change how you sell forever.

00:00 - Don’t prejudge customers based on size

01:16 - What’s harder than building fintech? Selling it to banks

02:12 - Why selling to banks is a whole different game

03:15 - Recap: Rahul Pangam & Patricia Fripp

04:03 - Meet Stacy Bishop of Selling FinTech

05:37 - Why Stacy helps founders sell to banks

06:50 - What founders underestimate about banking sales

08:17 - Fast fintech vs. slow banks

09:18 - Building trust in regulated industries

11:27 - How to de-risk the deal

13:00 - Pricing integrity: lead with value, not discounts

16:28 - The problem with “list price”

18:13 - Discounts kill trust—here’s why

21:16 - Collaborative negotiation: both sides win

23:55 - Making the buyer the hero of the deal

28:01 - The real risk: personal, not just business

29:01 - Repeatable fintech sales framework

34:03 - How to map buying committees and champions

38:00 - Selling in a slow-moving market—what works

41:21 - One tip for founders pitching banks this quarter

46:05 - Tactical changes to improve close rates now

48:30 - What’s the future of fintech sales?

“Stop second-guessing what customers can afford. Lead with your value.” — Stacy Bishop

“If you’re offering a 60% discount… your value is probably fake.” — Jeff Mains

“Discounting doesn’t build trust. It destroys it.” — Stacy Bishop

“Make your buyer the hero, not the guinea pig.” — Stacy Bishop

“Selling to banks is about trust, not speed.” — Jeff Mains

“A collaborative deal is the only deal that lasts.” — Stacy Bishop

Never assume who can or can’t afford you.

Lead with value and pricing confidence—don’t self-disqualify prospects.

Discounting damages trust.

Huge price drops signal you don’t even believe in your own value.

The buyer isn’t just a buyer—they’re the hero of the deal.

Make them look good to their team, board, and leadership.

De-risking isn’t optional—it’s the strategy.

Address risk upfront to keep the deal moving forward.

Selling into banks is relationship-first, not feature-first.

Understand the people, not just the product requirements.

Slow cycles require fast clarity.

Clear messaging, champion enablement, and proactive objection handling speed things up in a slow-moving market.

Email - stbishop0220@gmail.com

Website - http://www.stacybishop.com/

LinkedIn - https://www.linkedin.com/in/stacybishop

Small Fish, Big Pond –

AI without a data science team? It’s not a fantasy it’s the future.

In this week’s SaaS Fuel episode, Jeff Mains sits down with Rahul Pangam, CEO of RapidCanvas and former VP at PayPal, to explore how AI is becoming accessible to every SaaS founder no code required.

We dive deep into the enterprise AI dilemma: where to start, what ROI to expect, and how to avoid wasting budget on hype. Rahul shares how RapidCanvas is transforming messy, unstructured data into real-time insights for non-technical users, and the hard-earned startup lessons that shaped this vision.

If you're sitting on data gold but don’t know how to mine it, this episode is your blueprint for action.

00:00 - The AI dilemma: start now or risk falling behind?

01:09 - Welcome to SaaS Fuel

01:38 - What if you could build AI without writing code?

02:28 - AI is being democratized—finally

03:15 - Recap: Patricia Fripp & Andrew Seidman episodes

04:03 - Meet Rahul Pangam of RapidCanvas

05:05 - From PayPal to RapidCanvas: Rahul’s journey

10:59 - What problem does RapidCanvas solve?

16:27 - Pairing digital intelligence with domain expertise

19:18 - Why outcomes—not code—drive AI adoption

20:35 - Is AI only for big tech? How it's being democratized

23:58 - Turning PDFs into insight without tech skills

25:48 - Hard lessons from Rahul’s first startup

28:52 - From startup to PayPal: what corporate taught him

33:58 - Hiring & product mistakes that left a mark

37:39 - Scaling stage: can everyone grow with the company?

39:09 - How to build trust in skeptical buyers

44:21 - Should AI be on your roadmap? Ask this question

47:01 - Where does AI fit in your org?

50:14 - Where to find Rahul & RapidCanvas online

51:55 - Cupcakes, Series A sprinkles & future guests

“If you don’t do AI, your board asks why. If you do, you wonder where to even start.” — Rahul Pangam

“You don’t need a data science degree to use AI—you need the right platform.” — Jeff Mains

“AI isn't about writing code. It’s about delivering outcomes.” — Rahul Pangam

“Stop chasing trends. Start solving real problems with real data.” — Jeff Mains

“The most valuable startups don’t build tools—they deliver results.” — Rahul Pangam

“Data alone isn’t an asset until you can act on it.” — Jeff Mains

You don’t need a data team to implement AI.

Natural language platforms like RapidCanvas are bridging the tech gap.

Most leaders don’t lack data—they lack clarity.

Turning information into insight is where real transformation starts.

AI adoption must be outcome-driven.

Focus on business impact, not fancy features or buzzwords.

Founders must guide AI from concept to outcome.

Even no-code tools need leadership to shape direction and alignment.

Startup scars shape smart strategy.

Rahul’s lessons from Simility highlight the value of postmortem reflection and iteration.

AI implementation isn’t about automation—it’s about acceleration.

It’s not about replacing people. It’s about empowering decision-makers faster.

Email - rahul@rapidcanvas.ai

Website - http://rapidcanvas.ai/

LinkedIn - https://www.linkedin.com/in/rahulpangam/

Can you pitch your SaaS idea in a way that actually sticks?

In this power-packed episode of SaaS Fuel, legendary speech coach Patricia Fripp joins Jeff Mains to unlock the secrets of persuasive communication. Whether you're pitching investors, leading a team, or closing deals—this episode shows you how to make your message memorable, repeatable, and powerful.

You’ll learn how to use storytelling to inspire action, why most founders make fatal presentation mistakes, and how to structure your message for maximum impact.

Perfect for SaaS founders, tech execs, and anyone who wants to lead with influence.

00:00 - The #1 persuasive storytelling technique

01:08 - Welcome to SaaS Fuel

02:13 - Why slides + scripts fail

03:42 - How to craft presentations that resonate

04:42 - Guest intro: Patricia Fripp

05:06 - Why less is more in communication

07:37 - Founders must pass down the company story

10:08 - Biggest mistake founders make when speaking

12:18 - Scripts vs. frameworks: what actually works

15:12 - How to build credibility fast

18:21 - Making storytelling practical for SaaS

22:52 - Pulling stories out of leaders

27:14 - Crafting stories from lived experience

30:00 - The perfect opening: how to hook your audience

35:32 - The one story everyone remembers

40:46 - Founders: how to use narrative instead of numbers

45:39 - Metrics wrapped in meaning

49:11 - Making your story land in a pitch

53:23 - How to contact Patricia

54:10 - Bonus: Gandalf’s magic storytelling deck

“If you're selling your service, your idea, or yourself—use the words of happy customers.” — Patricia Fripp

“Don’t start with data. Start with a story that hits the heart, not just the head.” — Jeff Mains

“It’s not about writing a speech. It’s about structuring one people remember and repeat.” — Patricia Fripp

“The most powerful leadership skill in tech? Speaking with clarity, credibility, and connection.” — Jeff Mains

“Your message should be repeatable without needing slides.” — Patricia Fripp

“Tech leaders often drown in metrics—storytelling is the life raft that gets you remembered.” — Jeff Mains

Stories persuade better than stats.

Logic informs, but emotion moves people. Wrap metrics in meaning.

Less is more in tech communication.

Short sentences and pauses give your audience space to process.

Every founder needs a signature story.

It’s not optional—your story is your brand glue.

Strong openings set the tone.

Grab attention with something memorable in the first 30 seconds.

Frameworks beat word-for-word scripts.

You can stay authentic while staying structured.

The best stories are relatable.

A moment with your kid may hit harder than a $10M deal.

Email - pfripp@ix.netcom.com

Website - http://www.fripp.com/

FB - http://facebook.com/patricia.fripp.3

LinkedIn - https://www.linkedin.com/in/executivespeechcoach/

Small Fish, Big Pond –

In this episode of SaaS Fuel, Jeff Mains sits down with Andrew Seidman, former poker player and now co-founder of Digital Reach Agency. Andrew shares hard-earned lessons on B2B branding, go-to-market strategy, and how SaaS founders can scale smarter.

We cover the balance between product-led growth and ABM, the dangers of relying only on bottom-of-funnel tactics, and why your brand must make people feel—not just function.

Whether you're stuck in lead generation purgatory or wondering why your messaging isn’t landing, this episode is your guide to aligning brand, demand, and revenue.

00:00 - Do you even know your audience?

01:08 - Welcome to SaaS Fuel

02:06 - Why brand is more than a logo

03:41 - Guest intro: Andrew Seidman

05:00 - From poker tables to pipeline growth

10:10 - Most common GTM mistakes for $3–$20M SaaS

13:25 - Why bottom-of-funnel dries up

15:33 - Make your customer the hero

18:55 - Balancing PLG and ABM

23:08 - Before you run ads, ask this

27:20 - The Captain's Keys: Leadership book plug

28:21 - Brand vs. product messaging

35:27 - The logo test: can your brand be swapped?

36:41 - Liquid Death vs. generic bottles

40:16 - How much content is enough?

43:46 - Where to invest in the next 90 days

47:41 - Fixing GTM without hiring a CRO

50:59 - Where to find Andrew

“Are you trying to run ABM at Joe’s Crab Shack or PLG at IBM? That’s a fatal mismatch.” — Andrew Seidman

“Brand is emotional leverage. It’s not your logo—it’s how people feel after encountering you.” — Andrew Seidman

“Your best growth engine might be your current customers. Don’t overlook advocacy.” — Jeff Mains

“If your brand materials work with a competitor’s logo, you’ve got a commodity, not a brand.” — Jeff Mains

“Stop chasing leads if you’re not ready to nurture them. Otherwise, you're lighting lemonade on fire.” — Andrew Seidman

“Great growth strategy isn’t just PLG or ABM—it’s how you blend them and fuel with content.” — Andrew Seidman

Define your audience before running anything.

Without clarity, your GTM efforts are just expensive guesswork.

Brand is emotional leverage.

It’s not just your logo—it’s how people feel after encountering your company.

Bottom-funnel-only = short-term growth.

You must build pipeline long before buyers are “ready.”

PLG + ABM > Either Alone.

Hybrid models give you better reach and retention when done right.

Customer advocacy is a growth engine.

Your best marketing may already be using your product—elevate their stories.

If your brand can be swapped with a competitor’s, you don’t have a brand.

Own your identity. Generic is invisible.

Email - andrew@digitalreachagency.com

Website -http://digitalreachagency.com/

Linkedin - https://www.linkedin.com/in/andrew-seidman/

Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’

Champion Leadership Group –