SaaS Simplified Podcast - The 3-Pronged-Approach to SaaS Sales
Michael Feichtner
53 episodes
1 week ago
Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following:
First, you need to Gain the Benefit of the Doubt from your prospect during the Information Gathering Phase. Second, you must Maintain Momentum with your Champion during the Proof Phase. And Third, you need to Seal the Deal with your Decider during Negotiations.
I’m here to tie this process together with my 3-Pronged-Approach to SaaS Sales.
// Michael Feichtner
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Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following:
First, you need to Gain the Benefit of the Doubt from your prospect during the Information Gathering Phase. Second, you must Maintain Momentum with your Champion during the Proof Phase. And Third, you need to Seal the Deal with your Decider during Negotiations.
I’m here to tie this process together with my 3-Pronged-Approach to SaaS Sales.
// Michael Feichtner
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:
Social Proof Signal – “I’ve been speaking with a lot of teams like yours recently.”
Major Hurdle Acknowledgement – “One of our existing customers in your industry had the same concern—time was their biggest challenge.”
Engagement Question – “How do you typically approach evaluating new software?”
Here’s an example of a Bridging Statement used in the Episode:
Social Proof Signal – I totally get where you're coming from.
Major Hurdle Acknowledgement – Most IT teams I talk to are already stretched thin and wary of anything that adds complexity. One of our customers—an IT lead at a mid-sized fintech—had the exact same concern. What changed for them was seeing how easily our tool fit into their existing stack, with no custom dev work and minimal disruption. Within three months, they were up and running and actually saw fewer support tickets.
Engagement Question –Out of curiosity, what usually makes a new tool feel worth the effort to your team?
SaaS Simplified Podcast - The 3-Pronged-Approach to SaaS Sales
Welcome to the SaaS Simplified Podcast, where my job is to ensure you're using a 3-Pronged Approach to SaaS Sales. By this, I mean the following:
First, you need to Gain the Benefit of the Doubt from your prospect during the Information Gathering Phase. Second, you must Maintain Momentum with your Champion during the Proof Phase. And Third, you need to Seal the Deal with your Decider during Negotiations.
I’m here to tie this process together with my 3-Pronged-Approach to SaaS Sales.
// Michael Feichtner
