Lucas
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Handle the Prospect Who Keeps Changing Their Buying Criteria
- Published
- July 11, 2026
- Duration
- 9:13
- Summary source
- description
- Last updated
- Aug 2, 2026
Discusses Every sales rep has been there — you're two months into a deal, the prospect's team has agreed on a …
Summary
Every sales rep has been there — you're two months into a deal, the prospect's team has agreed on a set of requirements, and suddenly they add a new must-have feature that your product doesn't have. In this episode of Sales Leadership, Lucas and Luna break down a specific playbook for handling the 'moving target' prospect. Using a real case from a mid-mar…
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Show notes
Every sales rep has been there — you're two months into a deal, the prospect's team has agreed on a set of requirements, and suddenly they add a new must-have feature that your product doesn't have. In this episode of Sales Leadership, Lucas and Luna break down a specific playbook for handling the 'moving target' prospect. Using a real case from a mid-market SaaS company that lost a $400,000 deal only to win it back six months later, they walk through the three-step framework: pause, re-qualify,