Lucas
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Overcome the Sunk Cost Fallacy
- Published
- June 22, 2026
- Duration
- 9:48
- Summary source
- description
- Last updated
- Jul 5, 2026
Discusses In Episode 67 of Sales Leadership with Fexingo, Lucas and Luna dive into one of the most insidious p…
Summary
In Episode 67 of Sales Leadership with Fexingo, Lucas and Luna dive into one of the most insidious psychological traps in sales: the sunk cost fallacy. Lucas explains how reps who have invested months in a deal often let past effort cloud their judgment, pouring more resources into a lost cause instead of walking away. He cites a study by the Journal of M…
Intelligent Report
Sign in to read teasers, or upgrade to Research Pro to commission intelligent report for this episode. Learn more →
Show notes
In Episode 67 of Sales Leadership with Fexingo, Lucas and Luna dive into one of the most insidious psychological traps in sales: the sunk cost fallacy. Lucas explains how reps who have invested months in a deal often let past effort cloud their judgment, pouring more resources into a lost cause instead of walking away. He cites a study by the Journal of Marketing showing that salespeople who explicitly tracked sunk costs were 32 percent less likely to allocate time to new high-potential leads. L