Sales Leadership with Fexingo · 2026-07-20 · 9 min
In this episode of Sales Leadership with Fexingo, Lucas and Luna tackle a common but costly mistake: selling to only one stakeholder inside a prospect organization. Using a real deal from a mid-market SaaS company that lost a six-figure contract because the champion went on leave, they break down why reps who fail to map the entire buying committee - especially the silent deciders - leave deals exposed. Lucas shares the 'committee canvas,' a simple pre-call exercise that maps influence, authority, and hidden objections across six roles. Luna pushes back on the time investment, and Lucas counters with data: deals with multi-stakeholder engagement close 34% faster. The episode also covers the 'single-threaded deal' red flag, how to get introduced to other stakeholders without blowing your champion's credibility, and why the CFO's assistant is often the most underrated gatekeeper. Practical, tactical, and grounded in a real loss.
Other episodes covering the same guests and topics, from across The B2B Podcast Index.
Public Relations and Marketing: Don’t underestimate the soft sell (podcast episode #154)How I Made it in Marketing · on Stakeholder mapping75 / 100
277. First 100 Days as a CFO: The Career Strategies Every New CFO Needs to Know with John LeesCFO 4.0 Podcast · on Stakeholder mapping73 / 100
The Rep Who Won by Asking for a 20 Percent Price CutClosing the Deal with Fexingo · on sales strategy69 / 100
The CRO Who Turned 25% Forecast Accuracy Into 85% | Masters of MEDDICCMasters of MEDDICC · on Stakeholder mapping68 / 100
Learning in Action: Bridging the Classroom with Community EngagementPartnerships with Purpose · on Stakeholder mapping67 / 100
S1:E20 The Trust Gap New Executives Must CloseThe Velocity Executive · on Stakeholder mapping65 / 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