Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Sales Rep Won by Mapping the Buyer’s Org Chart
In episode 114, Lucas and Luna break down a sales win that came from an unexpected source: the org chart. They tell the story of a B2B software rep who lost four straight meetings with a mid-market prospect until she built a full influence map of the buying committee. The turning point came when she discovered the VP of Operations held veto power over any software decision — but had been left out of every demo. By getting the VP into the room and addressing his unspoken concern about integration downtime, the deal closed at full price in under three weeks. Lucas and Luna explore why mapping…
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