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.
Why distribution and attention are the real bottleneck in B2B SaaS | Pete Hunt @Dagstersaas.unbound · on Enterprise sales72 / 100
What Recruiters Actually Look for in Salespeople | Innovantage Podcast #55Innovantage Podcast · on Enterprise sales62 / 100
HOW TO MASTER THE SKILLS OF B2B SELLINGThe Best of the Brutal Truth about B2B Sales & Selling · on Enterprise sales62 / 100
HOW TO MASTER THE SKILLS OF B2B SELLINGThe Brutal Truth about Sales and Selling · on Enterprise sales57 / 100
EP. 248 Your Metamessage is The Real Message- Truth #11SALES with ASLAN · on sales discovery48 / 100
How Asking for the Second Signature Wins DealsClosing the Deal with Fexingo · on Enterprise sales
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