What’s killing your SaaS deals?
It’s not the product.
It’s not the pitch.
It’s your pricing… and the fact that your team is selling features instead of use cases that actually solve real problems.
In this episode, Justin is joined by Simon Ooley — founder of Veles — who went from BDR to building $10M+ ARR business units across continents, and now helps SaaS sales teams ditch the spreadsheet chaos and close smarter.
Together, they break down:
The fatal pricing blind spots crippling SaaS sales
Why use cases are the new secret weapon for sales enablement
How to shift from feature-dumping to value-first conversations
The real reason your sales and product teams don’t align (and how to fix it)
How Simon validated Veles by interviewing 100+ SaaS companies
What separates high-performing reps from the rest (hint: it’s not talent)
You’ll also hear how Simon stays motivated through chaos, the power of consultative selling, and a sneak peek at Justin’s custom GPT sales coach — now being road-tested by Simon’s team.
Stick around to the end for Simon’s raw and real advice for sales leaders on mindset, balance, and how to keep showing up — even when the numbers don’t.
To connect with Simon Ooley:
Visit www.linkedin.com/in/simonooley/
To learn more about Veles:
Go to www.getveles.com
Whether you're leading a team or looking to elevate your own sales game, this episode offers clear takeaways and fresh perspective on what it takes to sell with purpose and impact.
Get your copy of Inspire, Influence, Sell on Amazon or a digital copy here:
https://go.focus4growth.co.uk/inspire_influence_sell_digital_pdf
If this episode sparked new ideas or confirmed what you already believe about high-performance selling, hit subscribe and leave a review.
For upcoming sales mastery workshops and tools, connect with Justin on LinkedIn:
https://www.linkedin.com/in/justin-leigh-coach/