Sales Leadership with Fexingo · 2026-08-13 · 8 min
In episode 159 of Sales Leadership with Fexingo, Lucas and Luna dig into a moment every rep knows: the proof of concept. Not the shiny pilot that wins praise, but the one that stalls, goes quiet, and dies. They walk through a specific playbook for keeping a POC alive: setting success criteria before the first login, building a joint scorecard with the champion, scheduling weekly check-ins that feel like progress reviews, and having an honest conversation about what 'done' looks like. They also unpack a real-world example - a mid-market software deal where the POC went dark for two weeks, and how a rep turned it around by reframing the pilot as a shared project instead of a vendor demo. If you've ever watched a pilot sit in limbo, this episode gives you a concrete framework to get it moving again, including a few tactical questions to ask at kickoff and a simple way to get buy-in from the economic buyer before the pilot ends.
Other episodes covering the same guests and topics, from across The B2B Podcast Index.
Tool selection and the unpredictable variableContent Operations · on Proof of concept73 / 100
The Sales Rep Who Won by Telling the Buyer He Was WrongClosing the Deal with Fexingo · on Proof of concept72 / 100
How to Pitch Your Product Idea the RIGHT Way
Pitch to Product · on Proof of concept69 / 100
Hiring Great Talent: Erich Wolters on Mindset, Clock Speed, and Closing the Deal When It CountsPillar Talk · on Sales process69 / 100
Building Your First Sales Team: Where Start-Ups Go WrongThe Sales Experts Podcast · on Proof of concept68 / 100
From Surprise Non-Renewal To Sales-CS Alignment w/ Guy Galon Chief CS & Revenue Leader at ObrelaThe Customer UnSuccess Podcast · on Proof of concept57 / 100
How Top Reps Turn a Price Increase into a Loyalty Win65 / 100How Top Sales Leaders Fix Broken Quota AttainmentHow Top Reps Turn a Price Increase into a Loyalty WinHow Top Reps Turn Referrals into Compounding RevenueThe Comp Plan That Rewards Reps for Retaining Customers