How One Rep Won by Identifying the Hidden Decision-Maker - Closing the Deal with Fexingo

Topics in this episode

Stakeholder mapping B2B sales hidden decision-maker sales win influence map

Episode notes

In this episode of Closing the Deal with Fexingo, Lucas and Luna break down a specific sales win where a rep lost the deal three times before realizing the real decision-maker wasn't in the room. They walk through the actual email thread, the moment the rep asked 'Who else needs to sign off on this?' and how that single question uncovered a VP of Operations who had veto power all along. The rep restructured the proposal around that VP's metrics - throughput time, not cost - and closed in two weeks. Lucas and Luna discuss why most salespeople stop at the title, not the influence map, and share a concrete framework for mapping hidden stakeholders before the final pitch. If you've ever lost a deal you thought was locked, this episode will reframe how you qualify authority. #Sales #Negotiation #Closing #Business #FexingoBusiness #BusinessPodcast #SalesStrategy #DecisionMaker #StakeholderMapping #InfluenceMap #B2BSales #SalesTips #RevenueConversations #HiddenStakeholder #SalesWin #SalesFramework #ClosingTheDeal #PodcastEpisode Keep every episode free: buymeacoffee.com/fexingo

Related episodes across the Index

Other episodes covering the same guests and topics, from across The B2B Podcast Index.

More from Closing the Deal with Fexingo

All episodes →

Explore the best B2B Sales podcasts →