Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Top Reps Turn a Positive ROI into a Decision
In episode 150 of Sales Leadership with Fexingo, Lucas and Luna dive into a specific, often-missed moment in the sales cycle: when the prospect agrees the ROI is compelling, yet still delays the decision. They explore the psychological and organizational reasons behind this stall, and share a practical framework — the 'Decision Gap' — that top reps use to move from agreement to action. The conversation is grounded in a real-world example: a mid-market manufacturing software deal where the CFO signed off on the numbers but the CEO kept postponing. Lucas and Luna break down how the…
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