The Sales Rep Who Won by Asking the Buyer to Co-Create the Solution

Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators · Jul 16, 2026 · 7m · transcript

Sales reps often pitch a fixed solution and hope it sticks. But what if you asked the buyer to help design it? This episode unpacks a real case from early 2026: a mid-market SaaS rep at a workforce analytics firm named Chenoa. Her prospect — a regional hospital network — kept stalling on a six-figure deal. Instead of discounting or adding features, Chenoa asked the network's COO to co-create the implementation plan: which metrics, which departments, which success threshold. The COO went from passive evaluator to invested partner. The deal closed in three weeks — at full price. Lucas and…