Sales Leadership with Fexingo · 2026-08-04 · 9 min
In episode 150 of Sales Leadership with Fexingo, Lucas and Luna dive into a specific, often-missed moment in the sales cycle: when the prospect agrees the ROI is compelling, yet still delays the decision. They explore the psychological and organizational reasons behind this stall, and share a practical framework - the 'Decision Gap' - that top reps use to move from agreement to action. The conversation is grounded in a real-world example: a mid-market manufacturing software deal where the CFO signed off on the numbers but the CEO kept postponing. Lucas and Luna break down how the rep addressed unseen internal dynamics, used a 'decision timeline' and an 'implementation charter' to surface hidden costs, and ultimately closed in three weeks instead of three months. Listeners will come away with a concrete diagnostic tool to revive stalled deals and a clearer understanding of how to build urgency without pressure.
Other episodes covering the same guests and topics, from across The B2B Podcast Index.
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