In this episode of Challenging Sales!, host LeO Requena sits down with Juan Miguel Román Roig, COO of tuGerente, to explore how belief, boundaries, and balance shape B2B sales.

From learning who not to sell to, to mastering follow-ups in Mexico, Juan Miguel shares how tuGerente grew from Bolivia to Peru and Mexico by refining its ideal client profile and focusing on data-driven decisions. He explains how the SPIN Selling framework helped them ask better questions and stop assuming what clients really need.

You’ll learn why saying no can accelerate growth, how to run consultative sales calls that build trust, and what

works when selling in competitive markets like Mexico. Juan Miguel also shares how he handles burnout and keeps clarity through sports, discipline, and self-awareness.

Listen if you want to:

• Qualify better and stop wasting time on bad-fit clients
• Understand the value of asking questions that uncover the real problems behind a sale
• Learn about what actually works in Mexico’s B2B market
• Find ways to stay balanced while scaling fast

Don’t have time to listen to the full episode but want to jump straight to what matters most?

Access my distilled insights and key takeaways in the curated newsletter with my reflections here → https://challengingsales.substack.com/p/the-value-of-knowing-who-is-not-your

Host: LeO Requena

Guest: Juan Miguel Román Roig, CCO of tuGerente

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