『Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators』のカバーアート

Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators

Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators

著者： Fexingo
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Sales and negotiation are rarely taught with the rigor they deserve. Lucas and Luna sit across from each other in this series to dissect real deal-making — not the platitudes of closing techniques, but the actual arithmetic of concessions, the psychology of anchoring, and the structural choices that separate a handshake from a signature. Each episode takes a single negotiation scenario — a SaaS renewal, a distribution partnership, a founder's exit term sheet — and walks through the variables: reserve price, BATNA, discount curves, and the leverage that exists only if you know where to look. Lucas brings the reporter's instinct for precedent and data; Luna tests every assumption against what she has seen on both sides of the table as an operator. Together they examine famous closed deals (the Disney–Comcast cable carriage fight, the Salesforce–Slack acquisition dance) and anonymized real-world cases from listeners. The show does not pretend that every negotiation ends in a win-win. Some deals should not close. Some negotiators should walk. The question is whether you can tell the difference before the ink is dry. Listeners who have to negotiate for a living — founders, sales leaders, procurement officers, investment bankers — will find a vocabulary for moves they already sense, and a framework for moves they have not yet tried. What does a good concession actually cost? When do you let silence do the talking? And how do you know if you are being played, or if you are playing yourself? #SalesNegotiation #ClosingTechniques #BATNA #DealMaking #RevenueStrategy #SalesPsychology #NegotiationTactics #TermSheets #FounderAdvice #MergersAndAcquisitions #Business #FexingoBusiness #BusinessPodcast #Finance #CareerGrowth #Leadership #Entrepreneurship #SalesTraining Keep every episode free: buymeacoffee.com/fexingo© 2026 Fexingo. All rights reserved. 経済学
エピソード
  • How to Close Without Asking for the Sale

    How to Close Without Asking for the Sale
    2026/09/10
    Most sales training teaches reps to ask for the close. This episode flips that script using a case study from a mid-market software provider who stopped asking entirely. We explore how shifting focus to implementation risk and operational continuity created a $20 million deal without a traditional closing moment. Lucas and Luna break down the psychology of why buyers resist being 'closed' and how operators can use post-sale certainty as the primary closing mechanism. Learn how to structure conversations around what happens after the signature, turning hesitation into momentum through shared accountability rather than persuasive pressure. #FexingoBusiness #BusinessPodcast #SalesStrategy #NegotiationTips #B2BSales #RevenueOperations #ClosingDeals #BuyerPsychology #PostSaleCertainty #OperationalContinuity #EnterpriseSales #SalesEnablement #DealClosure #CustomerSuccess #SalesProcess #RevenueGrowth #ConsultativeSelling #ImplementationRisk Keep every episode free: buymeacoffee.com/fexingo
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    11 分
  • How Price Anchoring Wins Complex B2B Deals

    How Price Anchoring Wins Complex B2B Deals
    2026/09/09
    Most sales teams lose enterprise deals because they present the wrong price first. In this episode, Lucas and Luna dissect a specific case where a mid-market software provider shifted from value-based storytelling to strategic price anchoring, resulting in a thirty percent increase in average contract value. We break down why leading with a high-tier option forces buyers to compare features rather than total cost, and how operators can structure their proposals to guide negotiations toward profitability instead of discounting. This is a practical look at behavioral economics in the boardroom. #SalesNegotiation #PriceAnchoring #EnterpriseSales #B2BPricing #RevenueOperations #BehavioralEconomics #DealClosing #SalesStrategy #ValueBasedPricing #BuyerPsychology #ContractNegotiation #FexingoBusiness #BusinessPodcast #CorporateFinance #SalesLeadership #PricingPower #CommercialStrategy #MidMarketGrowth Keep every episode free: buymeacoffee.com/fexingo
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    11 分
  • How Asking for the Second Signature Wins Deals

    How Asking for the Second Signature Wins Deals
    2026/09/08
    In this episode, Lucas and Luna dissect a critical but overlooked step in enterprise sales: the second signature. Most reps focus entirely on getting the first name on the dotted line, assuming that’s the win. But as we explore with a specific case involving a mid-market logistics firm, the real risk lies in the gap between legal review and final execution. We look at how asking for a co-signer from finance or operations can expose hidden objections early, preventing last-minute deal collapse. By treating the contract not as a formality but as a collaborative document, operators can secure alignment across departments before the ink dries. This approach transforms the closing phase from a tense negotiation into a shared commitment, ensuring that both the buyer’s champion and their stakeholders are fully aligned. Tune in to learn why the second signature is often the true indicator of a sustainable deal. #EnterpriseSales #B2BNegotiation #ClosingTechniques #SalesStrategy #ContractNegotiation #DealClosure #StakeholderAlignment #RevenueOperations #SalesProcess #BuyerJourney #LegalReview #FinanceApproval #SecondSignature #FexingoBusiness #BusinessPodcast #SalesTips #CorporateDeals #OperationalExcellence Keep every episode free: buymeacoffee.com/fexingo
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    10 分
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