Selling the Sage Way

Michael L. Nash
  • 5.0 (1)
  • Education
  • Updated Bimonthly

Created by world-class GTM advisor, coach, and trainer Michael Nash, The Selling the Sage Way podcast is a premier resource for B2B technology professionals. Whether you are an individual contributor or a sales leader, each episode provides actionable strategies and growth-oriented frameworks designed to help you master the craft of professional selling and build a rewarding career.

  1. May 20

    The Signal and the Sage - Key to Modern Revenue Generation

    Every year, B2B technology organizations pour millions of dollars into complex tech stacks, intent data platforms, and heavy marketing automation. Capturing modern buying signals and generating high-quality leads has become an incredibly challenging, highly expensive endeavor. Yet, a tragic and costly pattern repeats across the industry: companies celebrate a spike in hard-earned pipeline, only to watch that massive financial investment deliver a very poor ROI.

    18 min

  2. Mar 5

    Demo the Sage Way

    When and how you demonstrate your solution is, highly likely, the most important event in your sales campaign and most impactful in terms of winning or losing the deal.  Take the time to learn the Selling the Sage Way best practices in this area.

    18 min

  3. Mar 4

    Negotiating the Sage Way - How to Craft Winning Deals for Both Parties

    Congrats, your buyer has indicated their desire to purchase your solution.  However, you still need to negotiate the final contract to get the deal over the line.  Listen to this Selling the Sage Way episode to define your negotiation vision, skills, and tactics to craft a win-win deal.

    2 min

  4. Mar 4

    Decision Game Plan - When, Who, and What to Advance Your Deal to a Decision

    Now that you have a Sage-qualified deal in your pipeline worthy of pursuit, how do you advance it to a "yes" or "no" decision in a mutually agreed-upon timeframe?

    2 min

  5. Mar 4

    Selling the Sage Way - Investment ($) Conversation

    Learn when and how to talk money with your buyers.  This conversation is critical to your durable success as a seller and must be mastered.

    1 min

  6. Mar 4

    Pitching the Sage Way - Elevator Pitch & Scope of Opportunity

    Your elevator pitch is designed to gain the buyer's trust and belief that your solution has enough potential to justify the resources to take a deeper look.  Scoping the opportunity properly allows you to forecast the size of the opportunity accurately and sets the table for the next step in the process, the Investment step.

    2 min

  7. Mar 4

    Qualifying the Sage Way - Peeling the Onion

    Master "nextgen" qualification and discovery skills that "pre-close" or "qualify out" early in the deal cycle.

    1 min

  8. Feb 28

    How to Win the Rigged RFP Game

    To "Sell the Sage Way" is to reject the role of a desperate vendor and embrace the role of a trusted advisor. It requires the wisdom to know when to walk away and the courage to change the rules of the game to serve the customer’s ultimate truth.

    20 min
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About

Created by world-class GTM advisor, coach, and trainer Michael Nash, The Selling the Sage Way podcast is a premier resource for B2B technology professionals. Whether you are an individual contributor or a sales leader, each episode provides actionable strategies and growth-oriented frameworks designed to help you master the craft of professional selling and build a rewarding career.

Information

  • Creator
    Michael L. Nash
  • Years Active
    2019 - 2026
  • Episodes
    50
  • Rating
    Clean
  • Copyright
    © Copyright 2026 All rights reserved.
  • Show Website
    Selling the Sage Way