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When to Walk Away From a Deal That Looks Perfect
Description
Every sales rep has lost a deal they thought they had locked. But what about winning a deal that secretly destroys your quarter? Lucas and Luna examine the hidden costs of bad-fit customers — the ones that slip through qualification because the revenue is too tempting to pass up. They walk through a specific case: a mid-market software company that closed a 400-seat enterprise deal only to watch implementation costs eat 80% of the margin. They unpack the metrics that flag a toxic win before it's too late, including implementation-to-revenue ratios, support ticket velocity, and renewal probability adjusted for customer segment. The episode doesn't just diagnose the trap — it gives listeners a simple three-question framework to run before signing any deal over a threshold. If you've ever closed a contract and felt dread instead of celebration, this one is for you.