Results for "Lucas"

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50 results

Episodes

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How Sales Reps Can Use the Endowment Effect to Close Faster
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 18, 2026
In this episode of Sales Leadership with Fexingo, Lucas and Luna explore the endowment effect—a behavioral bias where people overvalue what they already own—and how sales reps can use it ethically to accelerate deals. Lu…
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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 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 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 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 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 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…
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How B2B Marketers Use Customer Success Stories as Sales Enablement
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 21, 2026
In this episode, Lucas and Luna explore how B2B marketers turn customer success stories into high-impact sales enablement assets. They break down the difference between generic case studies and battle-tested story banks …
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How Top Sales Reps Win Deals with Third-Party Validators
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 18, 2026
In Episode 60 of Sales Leadership with Fexingo, Lucas and Luna explore a powerful but underused closing strategy: bringing in a third-party validator — not a testimonial, but a live reference conversation or a neutral ex…
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How B2B Marketers Use Intent Data to Prioritize Accounts
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 17, 2026
In episode 58 of Fexingo's B2B Marketing show, Lucas and Luna explore how intent data helps enterprise marketers prioritize accounts that are actually in-market. Lucas breaks down the difference between first-party and t…
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How B2B Marketers Use Trigger Events in Real Time
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 16, 2026
Lucas and Luna dive into the world of trigger-based marketing for B2B sales. They explore how companies like Gong, 6sense, and Demandbase track real-time events—leadership changes, funding rounds, product launches—to sur…
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How Sales Reps Can Use the Challenger Sale in 2026
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 16, 2026
Lucas and Luna dive into the Challenger Sale model and whether it still works in today's B2B buying environment. They break down the five rep profiles, why the Challenger approach outperforms in complex deals, and how mo…
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How B2B Marketers Use ABM Orchestration Engines
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 13, 2026
In the 50th episode of B2B Marketing with Fexingo, Lucas and Luna dive into ABM orchestration engines — the software layer that sequences personalized touches across channels for target accounts. Lucas explains how tools…
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How B2B Marketers Use Product-Led Sales to Convert Free Users
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 10, 2026
Lucas and Luna dive into product-led sales (PLS) — the hybrid go-to-market model that blends product-led growth with traditional sales. They break down how companies like Canva, Calendly, and Snowflake use product usage …
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How Sales Reps Can Recover From a Deal They Never Should Have Won
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 10, 2026
Episode 43 of Sales Leadership with Fexingo. Lucas and Luna dissect a counterintuitive sales scenario: the deal that closes too easily. When a prospect says yes in the first meeting, most reps celebrate. But Lucas argues…
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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 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 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 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 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 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 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 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 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 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 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 Customer Interviews for Messaging That Converts
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 18, 2026
B2B marketing messaging often sounds generic because it's written in a conference room, not pulled from live customer conversations. In this episode, Lucas and Luna break down how structured customer interview programs —…
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How B2B Marketers Use Sales and Marketing SDR Handoff SLAs
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 17, 2026
In this episode of B2B Marketing with Fexingo, Lucas and Luna tackle a pain point every enterprise marketer knows: the handoff from marketing-qualified lead to sales development rep. They drill into the specific mechanic…
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How Sales Reps Can Use Loss Aversion to Close More Deals
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 16, 2026
In this episode of Sales Leadership with Fexingo, Lucas and Luna explore how loss aversion — the psychological principle that losses hurt more than gains feel good — can be a powerful tool for sales reps. They dive into …
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How B2B Marketers Use Dark Social to Unlock Revenue
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 15, 2026
In this episode of B2B Marketing with Fexingo, Lucas and Luna tackle one of the most elusive problems in enterprise marketing: dark social — the private channels where deals actually get discussed but marketers can't see…
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How Top Sales Reps Use Social Proof to Close Faster
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 15, 2026
Lucas and Luna break down the mechanics of social proof in enterprise sales — how top reps leverage customer stories, peer references, and third-party validation to compress deal cycles by 30% or more. Using real example…
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How B2B Marketers Use Competitive Displacement to Win
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 14, 2026
In episode 52 of B2B Marketing with Fexingo, Lucas and Luna dive into competitive displacement — the art of dislodging an incumbent vendor in enterprise sales. They break down the three-phase framework from a real Salesf…
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How B2B Marketers Use Customer Advisory Boards to Drive Enterprise Revenue
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles· Lucas· Jun 14, 2026
In this episode of B2B Marketing with Fexingo, Lucas and Luna explore how B2B marketers leverage Customer Advisory Boards (CABs) to deepen relationships with key accounts and generate enterprise revenue. They walk throug…
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Why Your Sales Reps Are Ignoring the Right Deals
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 13, 2026
Episode 50 of Sales Leadership with Fexingo. Lucas and Luna dig into a counterintuitive problem: sales reps who avoid high-probability, high-value deals in favor of long-shot or low-margin ones. They unpack the psycholog…
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How to Handle Price Increases Without Losing Customers
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams· Lucas· Jun 12, 2026
Episode 47 of Sales Leadership with Fexingo dives into one of the trickiest moments in any sales career: when your company raises prices and you have to sell the new number to existing customers. Lucas and Luna unpack a …
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 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 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 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 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 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 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 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 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 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 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 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 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…