Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
Why Your Best Deals Die in Negotiation
Most operators believe the close is a moment of persuasion, but the data suggests it is actually a test of structural alignment. We examine why high-stakes B2B agreements fracture at the signature line and how to fix broken deal velocity by focusing on post-signature implementation risks rather than pre-sale promises. Using a specific case where a software vendor lost a major contract not because of price, but because of ambiguous service level definitions, we explore how to negotiate scope without killing margins. This episode covers practical frameworks for handling the hidden cost of…
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