L.A.S.E.R: The Complete Opportunity Management Framework for SaaS Sales

🏁 Introduction

Great SaaS sales reps don’t chase pipeline—they focus it.

The L.A.S.E.R. module gives SaaS Account Executives a sharp, practical framework for identifying, advancing, and closing only the highest-impact opportunities. Built as a modern, field-ready alternative to MEDDIC or SPICED, L.A.S.E.R. helps you cut through noise, navigate complexity, and drive deals with purpose.

This isn’t just about qualification—it’s about control.

In this course, you’ll learn how to use the L.A.S.E.R. Framework to keep every deal pointed at progress—across all three phases of your 3-Pronged Approach to SaaS Sales.

🔍 Part 1: Gain the Benefit of the Doubt

Use L.A.S.E.R. to zero in on the right pain points and buyer criteria—so you stop chasing interest and start focusing on urgency.

→ You’ll learn how to extract meaningful Leverage Points and decision criteria that shape real buying conversations.

🔄 Part 2: Maintain Momentum with the Champion and Decider

Mid-trial isn’t the time to coast. L.A.S.E.R. gives you the tools to keep both your Champion and your Decider engaged—through smart stakeholder alignment and a shared execution plan.

→ You’ll learn how to keep energy high, stakeholders visible, and the deal moving forward under pressure.

✅ Part 3: Seal the Deal with ROI That Closes

Closing is about conviction. L.A.S.E.R. equips you to clearly justify ROI at the moment of decision—so the Decider doesn’t just say yes… they defend the yes.

→ You’ll learn how to frame outcomes, quantify return, and protect pricing and scope all the way through procurement.

🛠 What You’ll Learn:

• The L.A.S.E.R. Framework:🔹 L – Leverage Points🔹 A – Analysis of Criteria🔹 S – Stakeholder Engagement🔹 E – Execution Plan🔹 R – ROI Justification
• How to apply each step across real live deals
• How L.A.S.E.R. maps directly to your 3-Pronged SaaS Sales Motion
• How to use L.A.S.E.R. in pipeline reviews, forecast calls, and coaching sessions

Whether you’re qualifying a lead, managing mid-trial complexity, or sealing the deal—this course gives you a repeatable framework to run better deals and win with clarity.

🎧 Bonus: Includes a live-call role play walkthrough to show the framework in action—plus tools for managers to coach with L.A.S.E.R. at every stage.

// Michael Feichtner