Results for "Lucas"

Episodes where Lucas is tagged as the guest — not episodes that only mention them in titles or summaries. Search mentions

50 results

Episodes

Intelligent Report
20VC: Inside Coatue's $7BN Growth Fund: Why Price Matters Least | Why Mega Markets are the Most Important | How Mega Funds Can Still Do 5x Returns | How to Assess Durability of Revenue and Margins in AI with Lucas Swisher
The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch· Lucas Swisher· Feb 23, 2026
In this episode of 20VC, Harry Stebbings interviews Lucas Swisher from CO2 about the intricacies of venture capital, discussing the importance of market size, the dynamics of public vs. private investments, and the evolv…
Harry Stebbings Lucas Swisher Co2 OpenAI Anthropic
openaianthropicinvesting
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How to Handle a Prospect Who Attacks Your Price
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jul 4, 2026
What do you do when a prospect attacks your price before you've even shown the full value? In this episode, Lucas and Luna break down the psychology behind price objections and how to respond without discounting or getti…
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How Sales Reps Can Use the Scarcity Principle to Close More Deals
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jul 3, 2026
Episode 91 of Sales Leadership with Fexingo dives into the scarcity principle — the psychological trigger that makes prospects assign higher value to things they perceive as limited. Lucas and Luna unpack real-world exam…
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How B2B Marketers Use Community-Led Growth to Close Enterprise Deals
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jul 3, 2026
Episode 91 of B2B Marketing with Fexingo dives into community-led growth for enterprise sales. Lucas and Luna explore how companies like Salesforce and HubSpot use customer communities—with specific numbers: 2.5x higher …
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How B2B Marketers Use First-Party Data After Cookie Deprecation
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jul 3, 2026
Episode 90 of B2B Marketing with Fexingo tackles the biggest shift in digital advertising: the death of third-party cookies. Lucas and Luna break down how enterprise marketers are rebuilding their demand gen strategies u…
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How to Sell Against a Competitor Already in the Building
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jul 3, 2026
You're three meetings deep with a prospect when you discover they already use a competitor's product — in the next department. Do you badmouth the rival? Play nice? Episode 90 of Sales Leadership with Fexingo breaks down…
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How B2B Marketers Use Channel Partner Incentives to Drive Enterprise Revenue
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jul 2, 2026
In this episode of B2B Marketing with Fexingo, Lucas and Luna explore how channel partner incentives, specifically tiered rebate structures and MDF (market development funds), can drive enterprise revenue. They break dow…
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How B2B Marketers Use Customer Marketing for Expansion
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jul 2, 2026
Episode 88 of B2B Marketing with Fexingo explores how B2B marketers use customer marketing to drive expansion revenue in enterprise accounts. Lucas and Luna break down the difference between customer success and customer…
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How to Navigate the BANT Qualification Framework
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jul 2, 2026
In this episode of Sales Leadership with Fexingo, Lucas and Luna unpack the BANT qualification framework—Budget, Authority, Need, Timeline—and explain why it's still relevant despite criticism from modern sales thinkers.…
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How to Handle a Prospect Who Asks for a Discount
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jul 1, 2026
In this episode, Lucas and Luna tackle one of the most common sales challenges: the prospect who demands a discount before signing. Rather than offering a generic rebuttal, they dive into a specific strategy used by ente…
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How B2B Marketers Use Sales Playbooks to Accelerate Enterprise Deals
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jul 1, 2026
Episode 87 of B2B Marketing with Fexingo: Lucas and Luna dive into the unsung hero of enterprise sales acceleration — the sales playbook. They break down how HubSpot standardized its enterprise playbook to slash ramp tim…
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How Sales Reps Can Use the Reciprocity Principle to Close More Deals
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jul 1, 2026
Episode 86 of Sales Leadership with Fexingo dives into the reciprocity principle — the psychological tendency to feel obligated to return a favor. Lucas and Luna explore how sales reps can give genuine value before askin…
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How B2B Marketers Use Customer Advisory Boards to Close Enterprise Deals
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jul 1, 2026
In this episode, Lucas and Luna explore how B2B marketers leverage customer advisory boards (CABs) to accelerate enterprise deal cycles and deepen account relationships. They break down the specific structure of a high-i…
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How Sales Reps Can Use the Consistency Principle to Close More Deals
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jul 1, 2026
Episode 85 of Sales Leadership with Fexingo explores the consistency principle in sales. Lucas and Luna break down how small initial commitments can lead to larger sales, using real-world examples like a SaaS company tha…
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How B2B Marketers Use Predictive Lead Scoring for Enterprise Sales
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jul 1, 2026
In this episode of B2B Marketing with Fexingo, Lucas and Luna dive into predictive lead scoring and its impact on enterprise sales cycles. Using a case study from a mid-market SaaS company called CloudBridge Analytics, t…
machine-learning
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How B2B Marketers Use Freemium to Unlock Enterprise Deals
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 30, 2026
Episode 84 of B2B Marketing with Fexingo. Lucas and Luna dive into the freemium-to-enterprise playbook, using Calendly as a case study. Calendly's free tier captured 10 million users before the company ever hired a sales…
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How Sales Reps Can Use Social Proof to Close More Deals
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 30, 2026
Episode 84 of Sales Leadership with Fexingo dives into the power of social proof in B2B sales. Lucas and Luna break down why a generic testimonial on your website isn't enough, and how targeted case studies, peer referen…
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How B2B Marketers Use AI to Personalize at Scale for Enterprise
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 30, 2026
In this episode, Lucas and Luna explore how B2B marketers are deploying AI-powered personalization engines to tailor content, email, and web experiences for hundreds of enterprise accounts without manual effort. They dis…
llm
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How Sales Reps Can Use the Door-in-the-Face Technique
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 30, 2026
In this episode of Sales Leadership with Fexingo, Lucas and Luna explore the door-in-the-face technique—a persuasion tactic where you start with a large request that gets rejected, then follow with a smaller, more reason…
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How Sales Reps Can Use the Foot-in-the-Door Technique
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 29, 2026
Episode 82 of Sales Leadership with Fexingo digs into the foot-in-the-door technique — the classic psychology of starting small to land big deals. Lucas and Luna break down how a simple low-commitment ask can prime a pro…
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How AI Is Reshaping B2B Content Syndication
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 29, 2026
In episode 82 of B2B Marketing with Fexingo, Lucas and Luna dive into the evolving world of content syndication for enterprise demand gen. They explore how AI-powered platforms like Demandbase are moving beyond tradition…
ai
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How B2B Marketers Use Dark Social to Track Enterprise Buying Committees
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 29, 2026
In this episode of B2B Marketing with Fexingo, Lucas and Luna unpack the hidden channel of dark social — private sharing via WhatsApp, Slack, email, and Teams that drives over 80 percent of B2B content distribution but r…
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How Sales Reps Can Overcome the Halo Effect Bias
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 29, 2026
Episode 81 of Sales Leadership with Fexingo digs into a cognitive bias that quietly sabotages deal reviews and pipeline forecasting: the halo effect. Lucas and Luna walk through a real example from a mid-market SaaS team…
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How B2B Marketers Use Buyer Intent Signals to Trigger Sales Outreach
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 28, 2026
In this episode, Lucas and Luna explore how B2B marketers at companies like Seismic and Drift use buyer intent signals—from content consumption to pricing page visits—to trigger real-time sales outreach. They break down …
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How Sales Reps Can Use the Endowment Effect
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 28, 2026
Episode 80 of Sales Leadership with Fexingo dives into the endowment effect — the cognitive bias where people overvalue what they already own. Lucas and Luna explain how top sales reps leverage this bias ethically by giv…
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How B2B Marketers Use Intent Data to Prioritize Enterprise Accounts
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 28, 2026
In this episode, Lucas and Luna dive into the practical use of intent data for B2B demand generation. They explore how companies like 6sense and Bombora provide signals that indicate when prospects are researching specif…
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How B2B Marketers Use White Space Analysis for Account Expansion
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 27, 2026
In this episode of B2B Marketing with Fexingo, Lucas and Luna dive into white space analysis — a systematic approach to identifying upsell and cross-sell opportunities within existing enterprise accounts. They break down…
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How Sales Reps Can Use the Contrast Principle to Close More Deals
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 27, 2026
Episode 78 of Sales Leadership with Fexingo dives into the contrast principle — a cognitive bias where people judge options relative to one another rather than in absolute terms. Lucas and Luna break down how sales reps …
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How to Handle a Prospect Who Ghosts You
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 27, 2026
Getting ghosted by a prospect is frustrating, but it doesn't have to be the end of the deal. In this episode, Lucas and Luna break down a specific strategy used by top-performing sales reps: the 'compassionate assumption…
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How B2B Marketers Use Pricing Packaging to Unlock Enterprise Deals
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 27, 2026
Episode 77 of B2B Marketing with Fexingo dives into the art and science of pricing packaging for enterprise sales. Lucas and Luna unpack how companies like HubSpot and Salesforce use tiered feature bundles, value-based p…
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How to Reopen a Stalled Deal Without Looking Desperate
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 26, 2026
Every sales rep hits the wall: a deal that was hot goes cold. Prospects stop returning emails, meetings get pushed indefinitely, and the pipeline forecast starts to look shaky. In this episode, Lucas and Luna break down …
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How B2B Marketers Use Gong for Deal Coaching
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 26, 2026
Lucas and Luna dive into how B2B marketing teams use conversation intelligence platforms like Gong to coach sales reps on deal strategy. Using the example of a 150-rep enterprise software rollout, they walk through how c…
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How B2B Marketers Use Win-Loss Analysis to Close More Deals
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 26, 2026
Episode 75 of B2B Marketing with Fexingo dives into win-loss analysis — the systematic practice of interviewing buyers who chose you or a competitor to uncover why deals close or slip. Lucas and Luna break down a case st…
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How to Handle a Prospect Who Lies to You
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 26, 2026
Not every lie from a prospect is malicious. In this episode of Sales Leadership with Fexingo, Lucas and Luna explore the subtle art of detecting and responding to deception in B2B sales. They break down the three most co…
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How Sales Reps Can Use the Framing Effect to Close More Deals
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 25, 2026
In this episode, Lucas and Luna explore the framing effect—how the way you present options can dramatically influence a buyer's decision. They break down a study where customers were 40% more likely to buy a subscription…
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How B2B Marketers Use Sales-Network Data to Map Enterprise Decision-Makers
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 25, 2026
Episode 74 of B2B Marketing with Fexingo: Lucas and Luna explore how B2B marketers can leverage sales-network data — the relationship map hidden inside CRM and email systems — to identify and influence all stakeholders i…
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How Sales Reps Can Use The Halo Effect To Close More Deals
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 25, 2026
Episode 73 of Sales Leadership with Fexingo explores how the halo effect — the cognitive bias where one positive trait influences overall perception — can be leveraged ethically by sales reps to shorten deal cycles and i…
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How B2B Marketers Use Net Revenue Retention to Measure Growth
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 25, 2026
Lucas and Luna dive into Net Revenue Retention (NRR) — the subscription metric that separates healthy B2B companies from churn-heavy ones. Lucas explains why NRR above 120 percent signals strong expansion revenue, using …
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How B2B Marketers Use AI-Powered Recommendation Engines for Upsells
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 24, 2026
Episode 72 explores how B2B marketers leverage AI recommendation engines to drive upsells and cross-sells in enterprise accounts. Lucas and Luna break down the mechanics behind collaborative filtering and content-based f…
ai
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How to Read a Prospect’s Silence and Close the Deal
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 24, 2026
Lucas and Luna dive into the art of interpreting silence in B2B sales. Rather than fearing dead air on calls or ghosted emails, top reps treat silence as a signal — and sometimes a closing tool. Lucas breaks down the res…
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How B2B Marketers Use Partner-Led Demand Gen for Enterprise Pipeline
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 24, 2026
In episode 71, Lucas and Luna explore how B2B marketers can leverage channel partners to generate enterprise demand, using a concrete case: a cybersecurity SaaS company that built a partner co-selling program and saw dea…
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How Sales Reps Can Use the Zeigarnik Effect to Keep Prospects Engaged
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 24, 2026
In this episode of Sales Leadership with Fexingo, Lucas and Luna explore the Zeigarnik Effect—the psychological principle that people remember interrupted tasks better than completed ones—and how sales reps can use it to…
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How Sales Reps Can Turn Customer Success Stories into Deals
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 23, 2026
Episode 70 of Sales Leadership with Fexingo: Lucas and Luna unpack a single, underused sales tactic—mining your own customer success stories to close deals faster. Lucas breaks down the specific three-step framework: ide…
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How B2B Marketers Use Community-Led Growth for Enterprise Pipeline
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 23, 2026
In this episode of B2B Marketing with Fexingo, Lucas and Luna explore how community-led growth is reshaping enterprise demand generation. They break down how companies like Databricks and Airtable use developer communiti…
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How B2B Marketers Use Account Tiering to Maximize ABM ROI
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 23, 2026
In episode 69 of B2B Marketing with Fexingo, Lucas and Luna dive into how enterprise marketers use account tiering to focus resources on high-value accounts. They unpack the tiering framework—Tier 1 for strategic ABM, Ti…
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How Sales Reps Can Use the Price Anchor to Close Deals
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 23, 2026
In this episode of Sales Leadership with Fexingo, Lucas and Luna explore the psychological power of the price anchor in B2B sales. They break down how the first number you mention shapes the entire negotiation, using rea…
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How B2B Marketers Use Deal Registration to Protect Channel Revenue
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 22, 2026
Lucas and Luna focus on deal registration — how B2B marketers in the channel ecosystem leverage it to prevent partner conflict, forecast accurately, and defend margins. They walk through a concrete example: a cybersecuri…
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How Sales Reps Can Build Reference Accounts That Close Deals
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 22, 2026
In this episode of Sales Leadership with Fexingo, Lucas and Luna explore how smart sales reps cultivate reference accounts — not just testimonials, but strategic allies who actively help close new business. They break do…
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How B2B Marketers Use Zero-Party Data for Personalization
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 22, 2026
Lucas and Luna explore how B2B marketers are leveraging zero-party data—information customers intentionally share—to personalize enterprise campaigns without relying on third-party cookies. They break down a real case: h…
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How Sales Reps Can Overcome the Sunk Cost Fallacy
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 22, 2026
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…