Closing the Deal with Fexingo · 2026-07-15 · 7 min
In episode 114, Lucas and Luna break down a sales win that came from an unexpected source: the org chart. They tell the story of a B2B software rep who lost four straight meetings with a mid-market prospect until she built a full influence map of the buying committee. The turning point came when she discovered the VP of Operations held veto power over any software decision - but had been left out of every demo. By getting the VP into the room and addressing his unspoken concern about integration downtime, the deal closed at full price in under three weeks. Lucas and Luna explore why mapping the hidden influencers matters more than ever in a world where buying committees have grown by 40 percent since 2020. They discuss practical tools for identifying blockers, the difference between power and authority in a sale, and why the person who says no is often the person you haven't met. A concrete playbook for sales reps who keep losing deals they thought they'd won.
Other episodes covering the same guests and topics, from across The B2B Podcast Index.
Aligning KPIs Across Departments w/Robin SchweitzerCloseMode: The Enterprise Sales Show · on Buying committee mapping61 / 100
How B2B Marketers Use White Space Analysis to Map Enterprise Account GrowthB2B Marketing with Fexingo · on Buying committee mapping57 / 100
Best of LinkedIn: Account-based Marketing CW 24/ 25Best of LinkedIn: Strategic B2B Marketing · on Buying committee mapping56 / 100
The Art of the Silent Close88 / 100How to Close Without Asking for the SaleHow Price Anchoring Wins Complex B2B DealsHow Asking for the Second Signature Wins DealsHow The Final Email Wins Enterprise Deals