Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
Why Buyers Ghost After the Perfect Demo
Lucas and Luna unpack a phenomenon every sales rep knows but rarely names: the demo ghost. Why does a prospect vanish after a pitch that hit every mark? They look at one specific case—a $2.3 million SaaS deal that cratered after a flawless product walkthrough—to trace the real culprit: the gap between what the demo proved and what the buyer needed to decide. Lucas breaks down the 'decision complexity gap' and offers a practical fix: the post-demo audit question that most reps skip. Luna pushes back on the idea that more discovery is always the answer, and they land on a…
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