Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Won by Asking the Buyer to Redefine ROI
In this episode, we examine a software sales rep named Carla who won a $2.3 million deal by asking her buyer to redefine how they measured ROI. The buyer's CFO had set a hard 18-month payback requirement. Carla didn't argue with the number — she asked the CFO to walk through the cost savings and revenue uplift from their internal model. She found a critical hidden assumption: they were using the sales rep's fully loaded cost (including benefits and overhead) but only counting a fraction of the revenue a new hire could bring. By asking the CFO to recalculate using marginal cost…
The skinny
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