The SaaS Decision Cycle - Podcast
By Michael Feichtner
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Category: Entrepreneurship
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Subscribers: 3
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Episodes: 55
Description
The SaaS Decision Cycle is a podcast about how B2B software buyers actually decide.
Every deal follows the same underlying pattern—three phases, three decision criteria, and three pivotal moments that determine whether a deal moves forward or quietly stalls.
The SaaS Decision Cycle isn't just a model—it's a lens. It shows you where your buyer is mentally, emotionally, and tactically—so you can meet them there and move the deal forward.
// Michael Feichtner
| Episode | Date |
|---|---|
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#55 - Why Intuitive Tools Still Lose
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Feb 06, 2026 |
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#54 - When Withholding Information Stalls Information Gathering
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Jan 23, 2026 |
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#53 - When the Buyer Needs Help Reducing Stakeholder Risk
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Jan 23, 2026 |
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#52 - Hello SaaS Sales Rep—Crossing Statement, Part 2, Scenario #3: The Results Reviewer
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Oct 13, 2025 |
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#51 - Hello SaaS Sales Rep—Crossing Statement, Part 2, Scenario #2: The Split Team
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Oct 12, 2025 |
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#50 - Hello SaaS Sales Rep—Borrowed Trust at Scale — How Compliance Becomes Your Secret Sales Weapon with ComplyJet Founder Varun Jain
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Oct 08, 2025 |
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#49 - Hello SaaS Sales Rep—Crossing Statement, Part 2, Scenario #1: The Drifting Champion
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Oct 07, 2025 |
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#48 - Hello SaaS Sales Rep—Crossing Statement, Part 1, Scenario #3: The Feature Comparer
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Sep 25, 2025 |
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#47 - Hello SaaS Sales Rep—Crossing Statement, Part 1, Scenario #2: The Fast Evaluator
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Sep 24, 2025 |
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#46 - Hello SaaS Sales Rep—Crossing Statement, Part 1, Scenario #1: The Structure Seeker
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Sep 23, 2025 |
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#45 - Hello SaaS Sales Rep—Customer Stories, Part 3, Scenario #3: The Budget Guardian
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Sep 10, 2025 |
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#44 - Hello SaaS Sales Rep—Customer Stories, Part 3, Scenario #2: The Delay Defender
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Jul 20, 2025 |
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#43 - Hello SaaS Sales Rep—Customer Stories, Part 3, Scenario #1: The Risk-Averse Decider
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Jul 20, 2025 |
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#42 - Hello SaaS Sales Rep—Customer Stories, Part 2, Scenario #3: The Skeptical Decider
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Jul 19, 2025 |
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#41 - Hello SaaS Sales Rep—Customer Stories, Part 2, Scenario #2: The Skeptical Team
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Jul 15, 2025 |
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#40 - Hello SaaS Sales Rep—Customer Stories, Part 2, Scenario #1: The Passive Pilot
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Jul 13, 2025 |
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#39 - Hello SaaS Sales Rep—Customer Stories, Part 1, Scenario #3: The Relationship Seeker
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May 28, 2025 |
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#38 - Hello SaaS Sales Rep—Customer Stories, Part 1, Scenario #2: The Vision Matcher
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May 21, 2025 |
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#37 - Hello SaaS Sales Rep—Customer Stories, Part 1, Scenario #1: From First Call to First Spark
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May 13, 2025 |
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#36 - Don’t Knee-Jerk Your Pricing – A SaaS Strategy Talk with James D. Wilton
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Apr 09, 2025 |
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#35 - Hello SaaS Sales Rep—Bridging Statements, Part 3, Scenario #1,2,3: When Cost Overshadows Value
|
Apr 06, 2025 |
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#34 - Hello SaaS Sales Rep—Bridging Statements, Part 2, Scenario #1,2,3: From Doubt to Buy-In
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Apr 05, 2025 |
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#33 - Hello SaaS Sales Rep—Bridging Statements, Part 1, Scenario #1,2,3: Winning Busy Prospects
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Mar 24, 2025 |
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#32 - Hello SaaS Sales Rep—Willingness to Pay in SaaS: Why You Should Talk Price Early as a SaaS Sales Rep
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Mar 19, 2025 |
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#31 - Shifting the Narrative: How Do You Sell a Former B2C SaaS Now Expanding into the B2B Enterprise Space?
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Mar 04, 2025 |
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#30 - The Sales Rep & The Skeptical Buyer, and the Bridge to Trust
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Feb 14, 2025 |
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#29 -The Power of Negative-Cue Questions in SaaS Sales
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Dec 19, 2024 |
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#28 - Leverage Crossing Statements as a SaaS Sales Rep to effectively challenge and reframe the prospect's current state
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Dec 11, 2024 |
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#27 - Use the Empathy Technique and its associated Patterns to Fend off Objections (Training on Objection Handling)
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Oct 10, 2024 |
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#26 - Interview with Roee Hartuv, Revenue Architect at Winning by Design: The Importance of Impact in Recurring Revenue Models
|
Oct 03, 2024 |
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#25 - The PORQ Framework for Handling Objections (Learn how to add structure to your objection handling)
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Sep 28, 2024 |
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#24 - Selection Squeezer (Learn how to Maintain Momentum with your prospect)
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Sep 15, 2024 |
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#23 - Getting to the Decider (Learn how to ask for the Decider)
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Sep 13, 2024 |
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#22 - Objection Handling: The Houdini Technique (Learn how to justify your SaaS’s higher costs)
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Aug 11, 2024 |
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#21 - Interview with Simon Penson From Print to Profit - Bootstrapping Success in B2B: SaaS Strategies and Digital Marketing Trends
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Aug 01, 2024 |
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#20 - Interview with Mark Zoet on Frameworks, Strategies, Personal Insights and Fractional Sales Leadership in SaaS Sales
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Jul 18, 2024 |
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#19 - Objection Handling: The Concept of the Chekhov Technique (Learn how to fend off budgetary objections)
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Jun 20, 2024 |
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#18 - Objection Handling: The Concept of the Mansart Technique (Learn how to put show imperfection initially to succeed later)
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Apr 30, 2024 |
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#17 - Conversation with Glenn Poulos about Sales, Business Strategy and Handling Objections
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Apr 25, 2024 |
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#16 - Objection Handling: The Concept of the Masquerading Technique (Sometimes its beneficial to pretend to be less knowledgeable)
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Mar 30, 2024 |
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#15 - Objection Handling: The Concept of the Acknowledging Technique (Learn how to acknowledge someone before giving advice)
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Mar 27, 2024 |
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#14 - Objection Handling: The Concept of the Dream Technique (Learn how to fulfil prospects dreams)
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Mar 05, 2024 |
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#13 - Objection Handling: The Concept of the Trojan Technique (This involves surprising your dialogue partners)
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Feb 03, 2024 |
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#12 - Objection Handling: The Concept of the Avoidance Technique (It is about artfully avoiding stuff, you simply do not want to answer)
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Feb 03, 2024 |
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#11 - Whenever creating Objection Handling Techniques apply Anchor points
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Jan 17, 2024 |
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#10 - The Bridging Statement in SaaS Sales. And Why it matters?
|
Apr 08, 2023 |
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#9 - Committing to the Niche, or not committing at all
|
Apr 01, 2023 |
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#8 - Objection Handling: The Concept of the Appreciation Technique
|
Mar 04, 2023 |
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#7 - Navigating the Discussion Maze: Tailoring Your Approach for Early and Mainstream Markets
|
Feb 04, 2023 |
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#6 - Early-Stage SaaS! One great Customer Story is enough to get the ball rolling for Heylog
|
Jan 28, 2023 |
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#5 - How to build your own Sales Customer Story from the Monday.com Customer Stories page
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Jan 20, 2023 |
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#4 - The Crucial 4 Components of Customer Stories
|
Jan 14, 2023 |
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#3 - Purpose and Limitations of SaaS Customer Stories in the Early Stage
|
Jan 06, 2023 |
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#2 - Supercharge Your SaaS Growth
|
Dec 01, 2022 |
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#1 - Building Your Defense Against Commoditization in SaaS
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Nov 12, 2022 |