You’ve done the work. The trial was strong. The Champion’s aligned. The Decider sees the value.

And yet—they want to wait. The following objection comes your way:

• Let’s revisit this next quarter. We’re not ready yet. The team’s tapped right now.”

Sound familiar?

In this episode of SaaS Simplified, we take on The Delay Defender—the Decider who doesn’t object to the solution, but still stalls the decision.

You’ll learn how to use short, strategic Customer Stories to reframe delay as risk—and help the Decider realize that waiting isn’t neutral… it’s expensive.

This is the third prong of the 3-Pronged Approach to SaaS Sales:

🛠 Seal the Deal with the Decider.

Let’s make hesitation a closing opportunity.

➕ More of my work can be found here:

You can find more of my content on:

• ⁠⁠⁠⁠⁠SaaSSimplified.io⁠⁠⁠⁠⁠
• ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Podcast on Spotify⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠
• ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Podcast on Amazon⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠
• ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Podcast on Apple⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠
• ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Podcast on Castbox⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

// Michael Feichtner

You’re at the final stretch. The trial is done, your Champion is aligned, and everything seems ready to go.

Listen to the Episode, if you have heard the following before:

• I am not questioning the value. But if this rollout doesn’t go smoothly, it’ll land on my desk.

The Decider—the one with final approval— he is hesitating.

Not because they don’t see the value. But because they’re afraid of what could go wrong.

In this episode of SaaS Simplified, we tackle The Risk-Averse Decider—the stakeholder who’s worried about rollout risk, internal perception, or being blamed if adoption lags.

You’ll learn how to use short, high-impact Customer Stories to eliminate fear, validate the decision, and give the Decider the confidence to move forward.

We’ll break down three versions of the same story—unspecific, specific, and 15-second—and show you how to make your Decider feel safe saying yes.

If you’ve ever had a deal stall at the very end, this one’s for you.

➕ More of my work can be found here:

You can find more of my content on:

• ⁠⁠⁠⁠⁠SaaSSimplified.io⁠⁠⁠⁠⁠
• ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Podcast on Spotify⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠
• ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Podcast on Amazon⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠
• ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Podcast on Apple⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠
• ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Podcast on Castbox⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

// Michael Feichtner

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.

➕ More of my work can be found here:

You can find more of my content on:

• ⁠⁠⁠⁠⁠SaaSSimplified.io⁠⁠⁠⁠⁠
• ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Podcast on Spotify⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠
• ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Podcast on Amazon⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠
• ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Podcast on Apple⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠
• ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Podcast on Castbox⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

If you like the content, don't forget to subscribe or leave a review and make sure to connect with me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

// Michael Feichtner