How a Sales Rep Won a Deal by Mapping the Buying Committee

Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators · Jun 12, 2026 · 9m · transcript

In this episode of Closing the Deal with Fexingo, Lucas and Luna break down a specific sales strategy: mapping the entire buying committee before the first meeting. They walk through a real case where a rep at a mid-market SaaS company identified seven stakeholders—including two skeptics—and used that intel to preempt objections, shorten the sales cycle by six weeks, and close a $180,000 annual contract. You'll hear exactly how she gathered names, roles, and influence levels without sounding intrusive, why she scheduled a 'pre-brief' with a junior buyer, and the one question…