Shows / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
Lucas and Luna examine the daily mechanics of sales leadership — not the motivational speeches, but the actual systems that turn pipeline into revenue. Each conversation starts with a real number: a conversion rate from a SaaS earnings call, a quota attainment figure from a public company's 10-K, a customer acquisition cost from a startup's Series A deck. From that number, they trace the decisions that produced it: how a VP of Sales at a $50M ARR company allocates territory, what a first-line…
Episodes
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue TeamsHow to Overcome Prospect Indecision Without Pushing
In this episode of Sales Leadership with Fexingo, Lucas and Luna tackle one of the most frustrating sales scenarios: the prospect who seems interested but…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Combat Buyer's Remorse After the Close
Episode 112 of Sales Leadership with Fexingo tackles buyer's remorse — the silent deal-killer that can turn a signed contract into a cancellation within…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Win Without Discounting
Episode 111 of Sales Leadership with Fexingo explores why discounting is often a crutch that erodes margins and brand value. Lucas and Luna break down a…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
The One Question Top Sales Reps Ask Every Discovery Call
Lucas and Luna unpack a single question that separates elite sales reps from average ones: 'What happens if you do nothing?' They trace how this…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use the Contrast Principle
In this episode of Sales Leadership with Fexingo, Lucas and Luna explore the contrast principle in sales negotiations—how the order in which you present…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
Why Top Reps Use Pre-Call Planning Checklists
Episode 108 of Sales Leadership with Fexingo. Lucas and Luna explore why top sales reps rely on pre-call planning checklists—and how a simple structured…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Handle the Prospect Who Keeps Changing Their Buying Criteria
Every sales rep has been there — you're two months into a deal, the prospect's team has agreed on a set of requirements, and suddenly they add a new…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Sell When the Prospect Wants an Off-the-Shelf Solution
When a prospect says 'we just need something standard,' they're often signaling that they don't see your product's value—or…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Sell When the Prospect Says They Need to Think About It
In this episode of Sales Leadership with Fexingo, Lucas and Luna tackle one of the most common but frustrating moments in sales: the prospect who says 'I…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Sell When the Prospect Says They Have No Budget
Episode 104 of Sales Leadership with Fexingo tackles one of the most frequent objections in B2B sales: 'We don't have budget for this.' Lucas…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Overcome the Prospect's Status Quo Bias
In this episode of Sales Leadership with Fexingo, Lucas and Luna tackle one of the toughest obstacles in B2B sales: the prospect's deep-seated preference…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Sell When the Prospect Says They Need to Think About It
In this episode, Lucas and Luna tackle one of the most common stall tactics in sales: the prospect who says 'I need to think about it.' They break…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Spot Buying Signals That Aren't Flattery
Episode 101 of Sales Leadership with Fexingo dives into a trap even experienced reps fall for: mistaking polite enthusiasm for genuine intent. Lucas and Luna…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
The Most Important Sales Question Nobody Asks
In episode 100 of Sales Leadership with Fexingo, Lucas and Luna tackle a blind spot that costs reps millions: the question nobody asks in discovery. They break…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Use Anchoring in Sales Negotiations
In episode 99 of Sales Leadership with Fexingo, Lucas and Luna explore the anchoring bias — why the first number in a negotiation sets an invisible boundary…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Sell When the Prospect Thinks Your Price Is Unfair
Episode 98 of Sales Leadership tackles one of the trickiest objections in B2B sales: the prospect who claims your price isn't just too high, but…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Structure Multi-Threat Enterprise Deals
Episode 97 of Sales Leadership with Fexingo digs into multi-threat deal structures — when a prospect holds multiple options simultaneously, not just a single…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Use the Decoy Effect in Enterprise Sales
Episode 96 of Sales Leadership with Fexingo breaks down the decoy effect—a pricing psychology tactic that can shift buyer preference without changing your core…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Handle a Prospect Who Keeps Asking for More Demos
In episode 95 of Sales Leadership with Fexingo, Lucas and Luna tackle a frustrating sales scenario: the prospect who keeps requesting additional demos…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Handle a Prospect Who Keeps Asking for More Demos
In this episode, Lucas and Luna tackle a classic sales frustration: the prospect who schedules demo after demo but never moves toward a decision. Drawing on…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Use the Zeigarnik Effect to Keep Prospects Engaged
In sales, the worst thing a prospect can do is go silent. But there's a psychological principle that can help you keep deals moving: the Zeigarnik Effect…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Handle a Prospect Who Attacks Your Price
What do you do when a prospect attacks your price before you've even shown the full value? In this episode, Lucas and Luna break down the psychology…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use the Scarcity Principle to Close More Deals
Episode 91 of Sales Leadership with Fexingo dives into the scarcity principle — the psychological trigger that makes prospects assign higher value to things…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Sell Against a Competitor Already in the Building
You're three meetings deep with a prospect when you discover they already use a competitor's product — in the next department. Do you badmouth the…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Handle a Prospect Who Ghosts You
Episode 89 of Sales Leadership with Fexingo dives into the dead-silent prospect. Lucas and Luna break down why buyers ghost—not spite, but overwhelm—and how…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Navigate the BANT Qualification Framework
In this episode of Sales Leadership with Fexingo, Lucas and Luna unpack the BANT qualification framework—Budget, Authority, Need, Timeline—and explain why…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Handle a Prospect Who Asks for a Discount
In this episode, Lucas and Luna tackle one of the most common sales challenges: the prospect who demands a discount before signing. Rather than offering a…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use the Reciprocity Principle to Close More Deals
Episode 86 of Sales Leadership with Fexingo dives into the reciprocity principle — the psychological tendency to feel obligated to return a favor. Lucas and…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use the Consistency Principle to Close More Deals
Episode 85 of Sales Leadership with Fexingo explores the consistency principle in sales. Lucas and Luna break down how small initial commitments can lead to…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use Social Proof to Close More Deals
Episode 84 of Sales Leadership with Fexingo dives into the power of social proof in B2B sales. Lucas and Luna break down why a generic testimonial on your…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use the Door-in-the-Face Technique
In this episode of Sales Leadership with Fexingo, Lucas and Luna explore the door-in-the-face technique—a persuasion tactic where you start with a large…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use the Foot-in-the-Door Technique
Episode 82 of Sales Leadership with Fexingo digs into the foot-in-the-door technique — the classic psychology of starting small to land big deals. Lucas and…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Overcome the Halo Effect Bias
Episode 81 of Sales Leadership with Fexingo digs into a cognitive bias that quietly sabotages deal reviews and pipeline forecasting: the halo effect. Lucas and…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use the Endowment Effect
Episode 80 of Sales Leadership with Fexingo dives into the endowment effect — the cognitive bias where people overvalue what they already own. Lucas and Luna…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use Loss Aversion to Close More Deals
In this episode, Lucas and Luna explore how loss aversion—the psychological principle that people feel losses more intensely than gains—can be a powerful tool…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use the Contrast Principle to Close More Deals
Episode 78 of Sales Leadership with Fexingo dives into the contrast principle — a cognitive bias where people judge options relative to one another rather than…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Handle a Prospect Who Ghosts You
Getting ghosted by a prospect is frustrating, but it doesn't have to be the end of the deal. In this episode, Lucas and Luna break down a specific…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Reopen a Stalled Deal Without Looking Desperate
Every sales rep hits the wall: a deal that was hot goes cold. Prospects stop returning emails, meetings get pushed indefinitely, and the pipeline forecast…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Handle a Prospect Who Lies to You
Not every lie from a prospect is malicious. In this episode of Sales Leadership with Fexingo, Lucas and Luna explore the subtle art of detecting and responding…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use the Framing Effect to Close More Deals
In this episode, Lucas and Luna explore the framing effect—how the way you present options can dramatically influence a buyer's decision. They break down…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use The Halo Effect To Close More Deals
Episode 73 of Sales Leadership with Fexingo explores how the halo effect — the cognitive bias where one positive trait influences overall perception — can be…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Read a Prospect’s Silence and Close the Deal
Lucas and Luna dive into the art of interpreting silence in B2B sales. Rather than fearing dead air on calls or ghosted emails, top reps treat silence as a…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use the Zeigarnik Effect to Keep Prospects Engaged
In this episode of Sales Leadership with Fexingo, Lucas and Luna explore the Zeigarnik Effect—the psychological principle that people remember interrupted…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Turn Customer Success Stories into Deals
Episode 70 of Sales Leadership with Fexingo: Lucas and Luna unpack a single, underused sales tactic—mining your own customer success stories to close deals…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use the Price Anchor to Close Deals
In this episode of Sales Leadership with Fexingo, Lucas and Luna explore the psychological power of the price anchor in B2B sales. They break down how the…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Build Reference Accounts That Close Deals
In this episode of Sales Leadership with Fexingo, Lucas and Luna explore how smart sales reps cultivate reference accounts — not just testimonials, but…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Overcome the Sunk Cost Fallacy
In Episode 67 of Sales Leadership with Fexingo, Lucas and Luna dive into one of the most insidious psychological traps in sales: the sunk cost fallacy. Lucas…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use The Decoy Effect To Close More Deals
Episode 66 of Sales Leadership with Fexingo explores the decoy effect — the cognitive bias where adding an inferior third option makes a middle option look…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use the Scarcity Principle Ethically
In this episode of Sales Leadership with Fexingo, Lucas and Luna dive into the scarcity principle in B2B sales. They explore why traditional 'limited time…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use Storytelling to Close Deals
In this episode of Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams, Lucas and Luna explore how sales reps can leverage…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use Reciprocity to Close More Deals
In this episode of Sales Leadership with Fexingo, Lucas and Luna explore the power of reciprocity in B2B sales. They break down how giving value…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use Buyer Personas to Shorten the Sales Cycle
Lucas and Luna explore how detailed buyer personas can help sales reps qualify faster, personalize outreach, and shorten the average deal cycle. They dive into…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Recover After Getting Ghosted
Episode 61 of Sales Leadership with Fexingo tackles one of the most frustrating scenarios in B2B sales: getting ghosted after a promising deal. Lucas and Luna…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Top Sales Reps Win Deals with Third-Party Validators
In Episode 60 of Sales Leadership with Fexingo, Lucas and Luna explore a powerful but underused closing strategy: bringing in a third-party validator — not a…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use the Endowment Effect to Close Faster
In this episode of Sales Leadership with Fexingo, Lucas and Luna explore the endowment effect—a behavioral bias where people overvalue what they already…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
When to Walk Away From a Deal That Looks Perfect
Every sales rep has lost a deal they thought they had locked. But what about winning a deal that secretly destroys your quarter? Lucas and Luna examine the…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use the Contrast Principle to Close
Sales negotiations often stall because buyers lack a reference point for what a fair deal looks like. In this episode, Lucas and Luna explore the contrast…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use Loss Aversion to Close More Deals
In this episode of Sales Leadership with Fexingo, Lucas and Luna explore how loss aversion — the psychological principle that losses hurt more than gains feel…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use the Challenger Sale in 2026
Lucas and Luna dive into the Challenger Sale model and whether it still works in today's B2B buying environment. They break down the five rep profiles…
- Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Top Sales Reps Use Social Proof to Close Faster
Lucas and Luna break down the mechanics of social proof in enterprise sales — how top reps leverage customer stories, peer references, and third-party…