Ep. 18: MOVE Framework "Opportunity" - They CAN'T BUY ... and they don't even know it.

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Software Sales Simplified: MOVE to Success

Strategic Sales Optimization - SSO

36 episodes

2 days ago

Our show discusses challenges Enterprise and Technical Sales teams encounter every day and creative ways to overcome them. Kevin and Matt have over 50 years experience selling Enterprise Software solutions, running sales teams, leading implementations, and driving consulting practices with some of the biggest companies in the world. Kevin and Matt, authors of "Winning Faster: The MOVE Methodology", share their experiences with listeners and guests; exploring how technology is changing selling, consulting, and business. Visit us at https://www.strategicsalesoptimization.com

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Ep. 18: MOVE Framework "Opportunity" - They CAN'T BUY ... and they don't even know it.

Software Sales Simplified: MOVE to Success

37 minutes 37 seconds

6 months ago

Ep. 18: MOVE Framework "Opportunity" - They CAN'T BUY ... and they don't even know it.

This Week's Episode:

In this episode hosts Matt Long and Kevin Donville delve into the MOVE framework, focusing on the 'Opportunity' aspect. They discuss the importance of understanding budget, time, and power dynamics in the sales cycle, and how external factors like economic uncertainty can impact sales opportunities. The conversation emphasizes the need for sales professionals to identify red flags and mitigate challenges to ensure successful deal closures. Matt & Kevin explore how, in many circumstances, the buyer isn't even aware of the barriers to their purchase and need good solution advocates to help them navigate those threats.

Chapters:

00:00 Introduction to Software Sales Simplified

01:03 Exploring the MOVE Framework

03:08 Understanding Opportunity in Sales

06:56 The Importance of Budget in Sales

09:47 Navigating Economic Uncertainty and Budgeting

12:21 Long-term Budget Considerations for SaaS Sales

14:02 The Importance of Time in Opportunity

19:38 Understanding Power Dynamics in Sales

25:12 Identifying Red Flags in Sales Opportunities

30:25 Strategies for Mitigating Challenges in Sales

37:27 Comment, Like, Follow, and Subscribe!

About Software Sales Simplified:

Visit us at:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠https://www.strategicsalesoptimization.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Send us your questions at ⁠- ⁠⁠Sales@stratsalesllc.com⁠⁠⁠

Get Your Copy of "Winning Faster"!

Order your own copy of, "Winning Faster: The MOVE Framework for Enterprise Software Sales" on our website or on Amazon.

Available Here:

⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.strategicsalesoptimization.com/move-book⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Why Listen to Software Sales Simplified?

Make Software Sales Simplified: MOVE to Success, your go-to podcast for mastering enterprise software sales through authentic customer engagement and actionable consulting insights. Join us for each episode as we break down proven strategies and real-world experiences to help you build trust, close deals, and drive long-term success along your Enterprise Software Sales or Consulting journey.

Copyrighted Broadcast:

Thank you for tuning in to Software Sales Simplified: MOVE to Success. This podcast is produced by and is the sole property of Strategic Sales Optimization LLC, copyright 2025. Reproduction or use of this broadcast in whole or in part without express written permission from Strategic Sales Optimization LLC is strictly prohibited. All rights reserved.