Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Won a Deal by Asking for a Referral Mid-Process
In Episode 44 of Closing the Deal with Fexingo, Lucas and Luna break down a counterintuitive sales tactic: asking for a referral before the deal is closed. They walk through a real case where a B2B SaaS rep lost momentum halfway through negotiations and turned it around by asking the buyer to introduce them to the CFO. The episode explores why mid-process referrals build internal champions, shorten buying cycles, and actually increase close rates. Lucas shares the specific phrasing the rep used and the research behind the approach—including data from Gong showing deals with mid-process…
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