Selling the Sage Way

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Selling the Sage Way podcast, by renowned sales trainer for SaaS companies, Michael Nash, is for account executives, solution engineers, sales development, customer success reps, and management looking to evolve into the rare air of "Trusted Advisor" status with their customers.

Michael L. Nash


    • Apr 15, 2019 LATEST EPISODE
    • infrequent NEW EPISODES
    • 4m AVG DURATION
    • 29 EPISODES


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    Latest episodes from Selling the Sage Way

    Tiger Woods - Master of the Masters & Professional Sales

    Play Episode Listen Later Apr 15, 2019 5:00


    The same attributes that Tiger Woods leveraged to win his 15th major and 4th Masters are no different from those of the highest performing SaaS sales people in the industry.  Tune in to find out how grit, intelligence, and experience delivers success in golf and sales.

    AE Credibility, Connective Tissue and the Wisdom of the Crowd

    Play Episode Listen Later Mar 26, 2019 3:42


    Learn how to develop credibility with your target buying audience quickly and effectively even though you have never had their job.  

    Trust or Competence - Which is More Important?

    Play Episode Listen Later Mar 22, 2019 3:53


    To transform into "Trusted Advisors" with our customers we must be both "trustworthy" and "competent", but which is more important?  Listen to this episode to find out.

    Sales Methodologies...What They Have in Common with Suits, Taco Bell, and Golf

    Play Episode Listen Later Mar 2, 2019 8:22


    Adopting a consistent selling process across the organization certainly drives better performance.  However, in this episode I discuss which methodologies are best as well as custom suits, taco bell, and golf.

    The Art & Science of Objection Handling

    Play Episode Listen Later Feb 26, 2019 4:54


    To be a pro's pro when it comes to professional selling, mastering "objection handling" is a critical skill that can define your success or failure on your journey to becoming a "trusted advisor".  

    The Power of Five Math for Killer ROI

    Play Episode Listen Later Feb 16, 2019 2:22


    Learn how three (3) key sales KPI's can dramatically impact your selling performance and compound your ROI.

    Step 6 - Negotiation

    Play Episode Listen Later Feb 13, 2019 5:10


    There is no better way to grow your bookings, earnings, and career than mastering the skill of negotiation.  Learn unique insights about the Negotiation step in the Sage Customer Centric Selling Framework.

    Step 5 - Decision Game Plan

    Play Episode Listen Later Feb 12, 2019 4:37


    Learn how to effectively navigate the buyer's journey in the decision process.  Understand the when, who, and what is involved to get the buyer from where they are today, to a decision date, that is mutually agreed upon by both parties.

    Step 4 - Money & Investment

    Play Episode Listen Later Feb 12, 2019 4:15


    Why is discussing money with customers so uncomfortable and anxiety producing?  Listen to this episode to understand how to not blow up your deals when talking money and maximize your close rates and average selling prices.

    Step 3 - Solution

    Play Episode Listen Later Feb 12, 2019 2:27


    Now that you understand your customer's challenges, the economic impact and priority of solving the challenges you are ready to embark on the "Solution" step in the Sage Customer Centric Selling Framework.  

    Step 2 - Recognition (Discovery & Qualification)

    Play Episode Listen Later Feb 12, 2019 6:24


    In this episode you will learn next level qualification and discovery skills, which is the heart and soul of selling.  Sellers who master opportunity qualification are the one's consistently crushing their numbers because they only work on deals that are worthy of their time, increasing their chances for success significantly.  

    Step 1 - Mutual Understanding

    Play Episode Listen Later Feb 6, 2019 6:50


    Learn why and how to create a "Mutual Understanding" agreement with your customer on the front end of every meeting.  This will decrease resistance during the meeting, allow for deep discovery, and make sure both parties reach an outcome for the meeting.  This is a critical foundational element of any strong selling methodology.

    Do Customer Success Rep Sell And If So, What?

    Play Episode Listen Later Feb 5, 2019 5:32


    Learn a bit of software industry history and how the Customer Success function came to be.  Also learn what the CS rep is really selling.  It may surprise you.

    SanMar and the Blind RFP

    Play Episode Listen Later Feb 5, 2019 8:40


    In this episode you learn how to deal with a "blind rfp", which has been written by the incumbent vendor, and still find a way to win the business.

    Is PPS Killing Your Deals?

    Play Episode Listen Later Feb 4, 2019 2:34


    Learn how and why PPS (premature presentation syndrome) kills more deals and success than anything in sales.  In addition, learn how "timing" of when to present is everything.

    $8MM or Free? Verizon Chooses $8MM

    Play Episode Listen Later Feb 4, 2019 5:40


    "Price is Never the Real Issue" is a core fundamental selling belief we must have if we want to transform into professional sellers and trusted advisors for our clients.  Listen and learn how to overcome this standard "pricing objection".

    Four Way to Maximize ROI of Sales Training, Post Engagement

    Play Episode Listen Later Feb 4, 2019 4:46


    Reinforcement is important to maximize the ROI of sales training.  Learn four (4) specific ways you can reinforce the training post engagement to institutionalize the Sage customer centric selling framework.

    The Origin of the Sage Name and Elephant Logo

    Play Episode Listen Later Feb 1, 2019 2:22


    A fun little story about the inspiration of the company name and logo.  It's not what you think.

    Quota Performance Dropping Like a Led Zeppelin

    Play Episode Listen Later Jan 31, 2019 4:36


    Learn the challenges of the modern day SaaS seller or sales organization.  Buyers are more sophisticated than ever, there is "Hyper-Competition" amongst vendors competing for wallet share, and sales talent (AE's, SE's, Mgt) is super scarce.  

    Clean Deals Require A Mop

    Play Episode Listen Later Jan 31, 2019 4:06


    Mutual Outcome Plans (MOP's) can help you enhance your qualification skills and selling process.  Learn how to leverage MOP's to drive higher quality opportunities for you and your company.

    Focus on Amazon Opportunities, Not General Electric

    Play Episode Listen Later Jan 31, 2019 2:06


    The best sales people realize their time is critically important.  They want to make sure they are working on the "right" deals that are going to yield the greatest return on their investment.  Getting to "no" quickly is a skill required in order to get to "yes".  Listen to this short episode to understand what I mean.

    To Be the Best You Need to Sweat in the Gym

    Play Episode Listen Later Jan 31, 2019 2:22


    My students greatly benefit from my training.  However, there is a small minority that have the desire to best at the top of the leader board consistently.  They treat their sales profession as a craft and are always working on it.  Listen to this episode to find out what they are doing that sets them apart and allows them to make seven figure commissions.

    Sales Tactic - Overcoming Gate Keepers and Getting to Power

    Play Episode Listen Later Jan 31, 2019 3:47


    "If you cannot be with the one you love, love the one you are with" (Crosby, Stills, Nash & Young).  Not only is this a great song but an awesome selling tactic.  Listen to this short snackable podcast to learn why and how to leverage.

    The Best Negotiators are First and Foremost the Best Sellers

    Play Episode Listen Later Jan 31, 2019 4:48


    The best negotiators are first and foremost the best sellers.  I share some lessons learned, strategy and tactics that come from closing thousands of transactions and negotiating billions of dollars in software licensing.

    An Enterprise Selling Motion - Selling to a Group of Buyers

    Play Episode Listen Later Jan 31, 2019 5:52


    This episode briefly describes the modern day challenge of selling to a large group of buyers within a larger enterprise account and provides strategy and tactics to execute successfully when doing so.  

    Two Ears, One Mouth

    Play Episode Listen Later Jan 31, 2019 3:35


    The best sales people, especially early in the sales cycle, do the least amount of speaking but have the greatest amount of impact, per word, when they do.  This episode focuses on the skill of "active listening" and why it's important that your customer makes the first presentation during the selling cycle.

    What is the Sage Customer Centric Selling Framework?

    Play Episode Listen Later Jan 31, 2019 6:32


    This episode briefly describes the four components (vision, guiding principles, dynamic methodology, conversational selling intelligence) that make up the Sage Customer Centric Selling Framework and why they are critical to institutionalize across your selling organization.

    You Gotta Have Some Guiding Sales Principles

    Play Episode Listen Later Jan 31, 2019 3:55


    Your vision of becoming your customer's "Trusted Advisor" must be anchored in certain beliefs or principles that guide your actions as a seller.  This podcast describes the importance of having those beliefs and how they become your sherpa on the journey to trusted advisorship.

    Trusted Advisorship

    Play Episode Listen Later Jan 31, 2019 3:47


    An episode detailing the selling challenges for modern day SaaS sales organizations and how "next level" sales organizations are overcoming these challenges by evolving into "Trusted Advisor" status with their customers.

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