Most buyers have already made up 70 percent of their mind before they speak to a salesperson. So how do you earn attention—and budget—in the first 90 seconds?

In this podcast you’ll learn a five-step Challenger-style playbook—Engage, Diagnose, Demonstrate Value, Build a Mutual Plan, and Drive the Close—all field-tested with SaaS sellers who cut cycle times in half and protect margin while they’re at it.

We’ll show you how to:

1. Open with a History-Hook-Hypothesis that wins permission in under a minute.
2. Use the SPICED questioning model to surface funded pain—not just symptoms.
3. Connect features to both business ROI ...