Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Won by Identifying the Hidden Decision-Maker
In this episode of Closing the Deal with Fexingo, Lucas and Luna break down a specific sales win where a rep lost the deal three times before realizing the real decision-maker wasn't in the room. They walk through the actual email thread, the moment the rep asked 'Who else needs to sign off on this?' and how that single question uncovered a VP of Operations who had veto power all along. The rep restructured the proposal around that VP's metrics—throughput time, not cost—and closed in two weeks. Lucas and Luna discuss why most salespeople stop at the title, not the…
The skinny
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