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

You’ve got a Champion. The trial’s underway. Things look good—until their team sees the product… and the skepticism kicks in.

In this episode of SaaS Simplified, we tackle one of the most common trial-phase blockers: internal resistance.

From my 12 years in B2B SaaS, I’ve seen this moment stall countless deals—but it doesn’t have to. Instead of getting defensive, you’ll learn how to equip your Champion with a short, specific Customer Story they can use to build buy-in and keep the pilot moving.

We’ll break down three versions of the same story—unspecific, specific, and 15-second—and show you exactly how to turn team doubt into forward momentum.

If you’ve ever heard the words “not another tool…”, 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

🎧 Episode #40: The Passive Pilot

The trial’s live. The Champion is on board.
But the user logins? Quiet. Quiet. Quiet.
The team isn’t logging in—and the energy is fading.

In this episode of SaaS Simplified, I continue Module #1: Bridging Statements with The Passive Pilot—a scenario where belief isn’t the problem… momentum is.

You’ll learn how to use a short, structured Bridging Statement to:

• Reframe effort for an overwhelmed Champion

• Show how small wins lead to re-engagement

• Lower friction without losing control

If your trials don't go anywhere—not because of objections, but because of inertia—this episode gives you the language to bring them back to life.

➕ 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

Hello SaaS Sales Rep,

In this Episode, Episode #39 – The Referral Effect. You will learn how to Earn the Benefit of the Doubt - Without Starting from Scratch.

Not every prospect comes through a cold call or a forgotten form. Some arrive with trust already built—in the form of a referral. In this episode, we dive into the mindset of The Relationship Seeker: the buyer who comes to you because someone they trust said, “You should talk to these guys.”

You’ll learn how to reinforce borrowed trust, tell a tight customer story that makes your value feel inevitable, and earn the benefit of the doubt—fast. Because with referrals, the conversation already started. Your job is to carry it forward, with proof.

➕ 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

Hello SaaS Sales Rep,

In this episode, I’ll show you how to respond with confidence—using short, specific Customer Stories that shift the conversation from excitement to execution. The prospect in this Episode, is already very intrigued. They’ve done their research. They’re thinking long-term.

But there’s still one thing holding them back:

“Will this SaaS actually work for us—or is it just another tool that looks good on paper?”

So how do you answer that?

• Not with a deck.

• Not with a demo.

You answer it with a story! Enjoy the Episode!

➕ 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

Hello SaaS Sales Rep,

In this episode, learn how to turn discovery calls into real conversations by using short, relevant Customer Stories. I’ll share a five-part framework to help you earn trust fast—without pitching.

➕ 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