Sales Leadership with Fexingo · 2026-07-08 · 7 min
In episode 100 of Sales Leadership with Fexingo, Lucas and Luna tackle a blind spot that costs reps millions: the question nobody asks in discovery. They break down the 'Why now?' probe using a real enterprise deal where a $2.3 million contract hinged on a single timing trigger. You'll learn the three-layer framework for uncovering urgency, how to distinguish manufactured urgency from real business pain, and why most discovery is too polite to close complex deals. Plus, they share a counterintuitive tactic for handling prospects who say 'We're not ready yet.' This episode includes listener support details at buymeacoffee.com/fexingo. #SalesLeadership #Business #FexingoBusiness #BusinessPodcast #SalesPodcast #DiscoveryQuestion #WhyNow #EnterpriseSales #SalesFramework #TimingInSales #SalesTactics #UrgencyInSales #SalesPsychology #SalesTraining #DealClosing #SalesStrategy #BuyerPsychology #SalesSkills Keep every episode free: buymeacoffee.com/fexingo
Other episodes covering the same guests and topics, from across The B2B Podcast Index.
Masters of MEDDICC - The Art Of Decision Criteria With Luke Rogers - #Episode 17Masters of MEDDICC · on Enterprise sales83 / 100
The Evolution of BDRs: Salesloft CRO Explains Why | Belkins Podcast Episode #17Belkins Podcast · on Enterprise sales81 / 100
What I Wish I’d Known About Sales With Tom HappeB2B Sales Playbook · on Enterprise sales79 / 100
Urgency That Closes Deals: Lessons From Startup Sales - Josh Kriss, COO @ GeordieCyber Go-To-Market Talk · on Enterprise sales79 / 100
He churned 100% of his revenue on purpose - then grew 10x to $2M ARR in under 12 months. | Ali Khokhar, Founder of Amigo AIA Product Market Fit Show · on Enterprise sales78 / 100
UserEvidence: MarTech Category Creation and Mountain Town Sales Teams with Evan Huck of UserEvidenceFounder-Led Sales Stories with Pete Kazanjy · on Enterprise sales76 / 100
How Top Sales Reps Disqualify Prospects Early to Close More55 / 100How to Sell Against a Competitor Already in the Building85 / 100How to Handle a Prospect Who Ghosts You70 / 100How to Navigate the BANT Qualification Framework72 / 100How to Handle a Prospect Who Asks for a Discount78 / 100