Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How Asking for a Pilot Program Won the Enterprise Deal
In this episode of Closing the Deal, Lucas and Luna break down the story of a mid-market SaaS rep who turned a stalled enterprise negotiation around by asking for a small, time-boxed pilot program. They explore why the request worked: it lowered the buyer's perceived risk, gave the champion internal evidence, and created a natural deadline that forced a decision. Lucas and Luna walk through the specific language the rep used, the objections they anticipated, and how the pilot's success metrics were tied back to the original business case. They also discuss when a pilot is the right…
The skinny
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