Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How a Sales Rep Won a Deal by Mapping the Buying Committee
In Episode 52 of Closing the Deal with Fexingo, Lucas and Luna explore the specific strategy of mapping the buying committee to win complex enterprise deals. Lucas shares a detailed case study of a cybersecurity startup selling to a regional bank, where the rep identified seven distinct stakeholders, each with unique priorities. The discussion covers how to identify hidden influencers, tailor value propositions to different roles, and avoid the common mistake of only engaging the economic buyer. Luna brings data from a Gartner study showing that deals involving 5-7 stakeholders are 2.3 times…
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