The trial is wrapping up. Your Champion is engaged. But now, they’re hesitating.
“I’m just not sure the results are strong enough to bring this to leadership.”
In this episode of SaaS Simplified, we take on The Results Reviewer—a Champion who needs help framing what the trial actually proved.
You’ll learn how to use a mid-trial Crossing Statement to:
If your buyers are stalling at the final internal handoff, this episode gives you the language to shift their mindset—and get the conversation moving again.
➕ More of my work can be found here:
You can find more of my content on:
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
Your Champion’s in. Some users are too. But others? They’re pushing back—or not engaging at all. Not willing to join the call...
In this episode of SaaS Simplified, we dive into how to handle The Split Team—a mid-trial scenario where internal buy-in is divided and momentum is at risk.
You’ll learn how to use a Crossing Statement to:
If your deals slow down because internal teams “aren’t aligned yet,” this episode gives you the language to change that—without adding pressure.
➕ More of my work can be found here:
You can find more of my content on:
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
Every SaaS sales team has lived this nightmare: the deal is greenlit, the champion is hyped, and then… it hits the security review wall.
In this episode, I sat down with Varun Jain, CEO of ComplyJet, to unpack how modern SaaS companies can turn compliance from a slow, painful gatekeeper into a revenue accelerator.
We explore how ComplyJet uses AI, automation, and auditor-backed trust to help SaaS vendors sail through security reviews, build instant credibility with buyers, and even arm champions with deal-closing materials.
You’ll learn how to:
💡 Turn security reviews into a closing advantage using dynamic Trust Centers and AI pre-filled questionnaires.
💡 Use borrowed trust — auditor endorsements, third-party attestations, and mapped proof — to build buyer confidence fast.
💡 Follow the three-step path to yes: trust → momentum → decision.
💡 Cut compliance drag time while keeping enterprise buyers confident and compliant.
If you’re a SaaS sales leader or AE tired of losing weeks to procurement and security reviews, this episode will change how you think about compliance — from friction to fuel.
➕ More of my work can be found here:
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
The trial kicked off strong. But now? Your Champion is quiet. Usage is low. Momentum is fading.
In this episode of SaaS Simplified, we meet The Drifting Champion—the buyer who believed early, but is now buried in internal noise and losing steam.
You’ll learn how to use a mid-trial Crossing Statement to reconnect value to action—without pushing, repeating discovery, or sounding desperate. We’ll walk through how to:
If you’ve ever had a trial fizzle because nobody made the next move, this episode gives you the exact message to bring it back to life.
➕ More of my work can be found here:
You can find more of my content on:
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
Your buyer’s done their research—and they’re not impressed.
In this episode of SaaS Simplified, we break down how to respond when a prospect says:
“Other tools look pretty similar, and they’re cheaper.”
This is The Feature Comparer—a prospect who’s focused on the surface. Your job? Help them see the difference that actually matters.
You’ll learn how to use a 5-part Crossing Statement to shift the conversation from features to scalability, control, and long-term value. We’ll cover how to:
If you’ve ever struggled to explain why your Enterprise product is worth the jump, this episode gives you the exact language to do it—calmly, clearly, and with conviction.
➕ More of my work can be found here:
You can find more of my content on:
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
Your buyer’s ready to move—quickly.
The only problem? They’re choosing the wrong version.
In this episode of SaaS Simplified, we meet The Fast Evaluator—a prospect who’s decisive, confident, and ready to buy... but only the public version of your product.
You’ll learn how to use a Crossing Statement to guide them toward the Enterprise tier—without slowing the deal. We’ll break down a 5-part message that introduces a critical feature, paints the upside, highlights hidden risks, and ends with a reflection-based question.
If your buyers are moving fast—and you want to keep that momentum while protecting long-term value—this episode gives you the language to do both.
➕ More of my work can be found here:
You can find more of my content on:
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
Your prospect likes the product—but they’re sticking with the public version.
In this episode of SaaS Simplified, we kick off our Crossing Statements series with a common early-stage objection:
“We’re fine with what we’ve got.”
You’ll learn how to use a structured, five-part message—called a Crossing Statement—to help buyers move from surface-level curiosity to deeper confidence in your Enterprise offering.
We’ll break down each part of the framework with real-world examples, including:
If your prospects struggle to see why Enterprise is worth exploring, this episode gives you the exact language to earn their trust—and the right to go deeper.
➕ More of my work can be found here:
You can find more of my content on:
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 cleared the trial. The team is aligned. Your Champion is pushing.
But the Decider? They’re stuck on price.
In this final episode of the Customer Stories series, we meet The Budget Guardian—the stakeholder who sees the value, but still hesitates because the investment feels risky.
In SaaS Simplified Episode #45, you’ll learn how to reframe cost as return using short, specific Customer Stories that connect pricing to measurable outcomes. We’ll break down three versions of the same story—unspecific, specific, and 15-second—and show you how to guide the Decider to think in trade-offs, not totals.
If you’ve ever heard, “I’m not sure this clears the bar for this quarter,”—this is the episode that helps you clear it with confidence.
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:
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:
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:
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:
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:
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:
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:
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:
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?
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:
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:
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,
This episode is a conversation with James D. Wilton. James has more than 12 years of experience consulting in the XaaS industry on the subject of pricing. He is the author of Capturing Value and the founder of Monevate, where he helps SaaS companies unlock growth through smarter pricing strategies. With deep expertise in monetization, James brings a fresh, structured approach to turning pricing into a growth lever. He definitely helps us simplify SaaS pricing and offers guidance on how not to make knee-jerk decisions—something he mentions a few times throughout the episode. Enjoy listening.
// Michael
➕ More from James D. Wilton:
You can explore James D. Wilton's work through the following resources:
➕ More of my work can be found here:
You can find more of my content on:
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,
When price objections surface, it’s rarely about the number—it’s about uncertainty. In this episode, we explore how to use Bridging Statements to reframe cost concerns and rebuild confidence during the Evaluation phase of the SaaS Decision Cycle.
Featuring three real-world role plays with the help of AI Avatars—including a renewal conversation with a CFO—you’ll learn how to guide buyers past sticker shock with proof, relevance, and strategic questioning.
➕ More of my work can be found here:
You can find more of my content on:
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,
When prospects enter the Evaluation phase, doubt creeps in—“Does this really work for us?” In this episode, we tackle one of the trickiest points in the SaaS Decision Cycle: overcoming skepticism about industry relevance and past failed solutions.
You’ll learn how to use Bridging Statements to turn hesitation into curiosity and trust. We break down the three key ingredients of every powerful Bridging Statement:
- Social Proof Signal,
- Major Hurdle Acknowledgement,
- Engagement Question.
🔑 Turn objections into conversations. Build relevance. Win trust.
➕ More of my work can be found here:
You can find more of my content on:
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
About Episode #33:
Hello SaaS Sales Rep,
Busy prospects don’t have time for fluff — and neither should your sales approach. In this episode, we dive into how Bridging Statements can keep conversations moving when objections threaten to stall the deal. You’ll hear real-world role-plays, practical phrasing, and strategies to turn resistance into momentum — all in under 20 minutes.
Key Learnings & Takeaways:
✅ 3 different Role Plays with Breeze our AI Avatar
✅ Push back to the prospect asking for advice on how to better structure Bridging Statements
✅ How Bridging Statements could be done even better
In this episode, you will also learn the Bridging Statement Framework:
Here’s an example of a Bridging Statement used in the Episode:
➕ More of my work can be found here:
You can find more of my content on:
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