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 Takeaways
00:00 – Why focusing on you kills trust with buyers
00:27 – Welcome to SaaS Fuel with Jeff Mains
01:15 – Your pipeline isn’t broken—your qualification might be
02:00 – The new sales equation: trust, credibility, risk reduction
03:27 – Guest intro: Mike Lander and $500M in deal experience
06:13 – Where discounting goes wrong
10:56 – Why buyers choose safe over best
14:03 – Risk perception and the value equation
16:18 – Myths salespeople believe about procurement
18:04 – “Procurement is where deals go to die” – and why that’s false
30:23 – Mike’s framework for working fewer, better deals
35:32 – The hidden dangers of RFPs
46:00 – Can AI replace salespeople? Where humans still matter
51:13 – Will AI negotiate against AI?
52:06 – Where to learn more about Mike
53:01 – What’s coming next on SaaS Fuel
Tweetable Quotes
“The more you focus on your deal, the less the buyer trusts you.” – Mike Lander
“Want to close more? Qualify better. The pipeline’s not broken—your filters are.” – Jeff Mains
“Risk trumps ROI in the buyer's mind. Reduce risk, increase value.” – Mike Lander
“Buyers don’t want persuasion. They want sleep.” – Jeff Mains
“Procurement isn’t the end of a deal—it’s the beginning of alignment.” – Mike Lander
“If AI handles the process, humans better handle the purpose.” – Jeff Mains
SaaS Leadership Lessons
- Trust isn't built on your product—it's built on understanding the buyer’s risk.
- Qualification problems—not sales problems—are why most deals stall.
- The best sellers help buyers sleep at night, not just buy faster.
- Procurement isn't the enemy—it’s your hidden advantage if you understand their framework.
- Saying “no” to bad-fit RFPs leads to higher win rates.
- Even with AI in sales, human insight into motivation and value remains irreplaceable.
Guest Resources
Email - mike@piscari.com
Website - https://piscari.com/
LinkedIn - https://www.linkedin.com/in/mikelander/
Episode Sponsor
Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’
Champion Leadership Group – https://championleadership.com/
SaaS Fuel Resources
Website - https://championleadership.com/
Jeff Mains on LinkedIn - https://www.linkedin.com/in/jeffkmains/
Twitter - https://twitter.com/jeffkmains
Facebook - https://www.facebook.com/thesaasguy/
Instagram - https://instagram.com/jeffkmains