Latest / Futureproof Founder Podcast
286 Mike Lander - Trust Over Relationship: A New Approach to B2B Sales
Why do deals stall even when your pipeline looks strong?
In this episode of SaaS Fuel, Jeff Mains sits down with Mike Lander—former procurement director, dealmaker of over $500M in contracts, and now a sought-after negotiation strategist. Together, they unpack why focusing on buyer risk is the secret to closing more SaaS deals with less friction.
You’ll learn:
How to build trust by focusing on the buyer’s world—not your pitch.
Why most sales fail due to qualification, not presentation.
How to work fewer opportunities but close more deals.
When to walk away from RFPs—and why that’s a win.
Key…
The skinny
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