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How Sales Reps Can Move a Deal From Champion to Economic Buyer
Season 1
Episode 46
Published 2 weeks, 1 day ago
Description
In this episode of Sales Leadership with Fexingo, Lucas and Luna break down the most common mistake reps make after landing a champion: assuming the champion can single-handedly close the deal. They walk through a real playbook for navigating the hidden layers of decision-making in enterprise sales. You'll learn why the economic buyer almost never says yes on the first pass, how to map the full decision tree without being pushy, and the one question that turns a stalled deal into a multi-threaded opportunity. Specific tactics include how to ask for a meeting with the CFO without undermining your champion and how to frame price objections as investment questions. No fluff. No theory. Just a concrete framework you can use tomorrow.