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Ep. 18: The MOVE Framework "OPPORTUNITY" - They CAN'T BUY ... and they don't even know it.
This Week's Episode:
In this episode hosts Matt Long and Kevin Donville delve into the MOVE framework, focusing on the 'Opportunity' aspect. They discuss the importance of understanding budget, time, and power dynamics in the sales cycle, and how external factors like economic uncertainty can impact sales opportunities. The conversation emphasizes the need for sales professionals to identify red flags and mitigate challenges to ensure successful deal closures. Matt & Kevin explore how, in many circumstances, the buyer isn't even aware of the barriers to their purchase and need good solution advocates to help them navigate those threats.
Chapters:
00:00 Introduction to Software Sales Simplified
01:03 Exploring the MOVE Framework
03:08 Understanding Opportunity in Sales
06:56 The Importance of Budget in Sales
09:47 Navigating Economic Uncertainty and Budgeting
12:21 Long-term Budget Considerations for SaaS Sales
14:02 The Importance of Time in Opportunity
19:38 Understanding Power Dynamics in Sales
25:12 Identifying Red Flags in Sales Opportunities
30:25 Strategies for Mitigating Challenges in Sales
37:27 Comment, Like, Follow, and Subscribe!
About Software Sales Simplified:
Visit us at: https://www.strategicsalesoptimization.com/
Follow us on Linkedin: https://tinyurl.com/2tcx7mjx
Send us your questions at - [email protected]
Get Your Copy of "Winning Faster"!
Order your own copy of, "Winning Faster: The MOVE Framework for Enterprise Software Sales" on our website or on Amazon.
Available Here:
https://www.strategicsalesoptimization.com/move-book
Why Listen to Software Sales Simplified?
Make Software Sales Simplified: MOVE to Success, your go-to podcast for mastering enterprise software sales through authentic customer engagement and actionable consulting insights. Join us for each episode as we break down proven strategies and real-world experiences to help you build trust, close deals, and drive long-term success along your Enterprise Software Sales or Consulting journey.
Copyrighted Broadcast:
Thank you for tuning in to Software Sales Simplified: MOVE to Success. This podcast is produced by and is the sole property of Strategic Sales Optimization LLC, copyright 2025. Reproduction or use of this broadcast in whole or in part without express written permission from Strategic Sales Optimization LLC is strictly prohibited. All rights reserved.
View all episodes
By Strategic Sales Optimization (SSO)This Week's Episode:
In this episode hosts Matt Long and Kevin Donville delve into the MOVE framework, focusing on the 'Opportunity' aspect. They discuss the importance of understanding budget, time, and power dynamics in the sales cycle, and how external factors like economic uncertainty can impact sales opportunities. The conversation emphasizes the need for sales professionals to identify red flags and mitigate challenges to ensure successful deal closures. Matt & Kevin explore how, in many circumstances, the buyer isn't even aware of the barriers to their purchase and need good solution advocates to help them navigate those threats.
Chapters:
00:00 Introduction to Software Sales Simplified
01:03 Exploring the MOVE Framework
03:08 Understanding Opportunity in Sales
06:56 The Importance of Budget in Sales
09:47 Navigating Economic Uncertainty and Budgeting
12:21 Long-term Budget Considerations for SaaS Sales
14:02 The Importance of Time in Opportunity
19:38 Understanding Power Dynamics in Sales
25:12 Identifying Red Flags in Sales Opportunities
30:25 Strategies for Mitigating Challenges in Sales
37:27 Comment, Like, Follow, and Subscribe!
About Software Sales Simplified:
Visit us at: https://www.strategicsalesoptimization.com/
Follow us on Linkedin: https://tinyurl.com/2tcx7mjx
Send us your questions at - [email protected]
Get Your Copy of "Winning Faster"!
Order your own copy of, "Winning Faster: The MOVE Framework for Enterprise Software Sales" on our website or on Amazon.
Available Here:
https://www.strategicsalesoptimization.com/move-book
Why Listen to Software Sales Simplified?
Make Software Sales Simplified: MOVE to Success, your go-to podcast for mastering enterprise software sales through authentic customer engagement and actionable consulting insights. Join us for each episode as we break down proven strategies and real-world experiences to help you build trust, close deals, and drive long-term success along your Enterprise Software Sales or Consulting journey.
Copyrighted Broadcast:
Thank you for tuning in to Software Sales Simplified: MOVE to Success. This podcast is produced by and is the sole property of Strategic Sales Optimization LLC, copyright 2025. Reproduction or use of this broadcast in whole or in part without express written permission from Strategic Sales Optimization LLC is strictly prohibited. All rights reserved.