Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Hidden Cost of Offering Payment Terms in B2B Sales
Episode 11 of Closing the Deal with Fexingo examines a common but costly B2B sales tactic: offering net-30 or net-60 payment terms to close deals. Lucas and Luna break down a real case where a SaaS startup lost $240,000 in present value by offering extended terms without adjusting price. They explore how payment terms effectively function as an un-priced loan, how to calculate the true discount rate implied by delayed payment, and why top sales organizations treat terms as a separate negotiation lever. The episode offers a simple framework for deciding when to offer terms and when to hold…
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