{"podcast":{"title":"Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams","slug":"sales-leadership-with-fexingo-quota-carriers-sales-managers-and-revenue-teams-7871713","podcast_index_feed_id":7871713,"rss_url":"https://feeds.fexingo.com/business/sales-leadership.xml","website_url":"https://www.fexingo.com/","image_url":"https://audio.fexingo.com/business/sales-leadership/cover.png","author":"Fexingo","episode_count":121,"summary":"Lucas and Luna examine the daily mechanics of sales leadership — not the motivational speeches, but the actual systems that turn pipeline into revenue. Each conversation starts with a real number: a conversion rate from a SaaS earnings call, a quota attainment figure from a public company's 10-K, a customer acquisition cost from a startup's Series A deck. From that number, they trace the decisions that produced it: how a VP of Sales at a $50M ARR company allocates territory, what a first-line manager actually does when a rep misses quota for the third quarter, why certain compensation plans drive the wrong behaviors. Lucas pushes for the structural logic — the organizational design, the forecasting method, the data that should guide the next move. Luna counters with the human reality: the rep who burned out, the team that lost its best closer to a competitor, the trust that breaks when a manager changes targets mid-quarter. Together, they build a model of sales leadership that is neither romantic nor cynical — just grounded in how revenue teams actually operate. The listener is a sales manager who needs better frameworks, a founder who is about to hire their first VP of Sales, or…","last_synced_at":"2026-07-18T12:21:30.938215+00:00","page_url":"https://stenobird.com/podcast/sales-leadership-with-fexingo-quota-carriers-sales-managers-and-revenue-teams-7871713"},"episode":{"title":"How Sales Reps Can Master the Art of Silence in Negotiations","slug":"how-sales-reps-can-master-the-art-of-silence-in-negotiations","published_at":"2026-06-13T05:47:14+00:00","page_url":"https://stenobird.com/podcast/sales-leadership-with-fexingo-quota-carriers-sales-managers-and-revenue-teams-7871713/how-sales-reps-can-master-the-art-of-silence-in-negotiations","show_page_url":"https://stenobird.com/podcast/sales-leadership-with-fexingo-quota-carriers-sales-managers-and-revenue-teams-7871713","url":"https://audio.fexingo.com/business/sales-leadership/episode-0049.mp3","audio_url":"https://audio.fexingo.com/business/sales-leadership/episode-0049.mp3","summary":"In sales negotiations, the person who talks first after a silence often loses. Lucas and Luna explore the neuroscience behind why silence works, with a focus on a study from Harvard Business School showing that negotiators who paused for at least three seconds after an offer achieved 12% better outcomes. They walk through a real-world example—a SaaS deal where a rep named Jenna lost $50,000 in annual contract value by filling silence with a discount. Then they discuss how to practice silence, including a technique called the 'pregnant pause' from Chris Voss's 'Never Split the Difference,' and how to apply it across email, Zoom, and in-person settings. The episode ends with a debate on whether silence works in low-trust transactions like used-car sales. No clickbait, just one concrete tactic backed by data. #SalesNegotiation #SilenceInSales #ActiveListening #SalesPsychology #SalesTechniques #ChrisVoss #NeverSplitTheDifference #Business #SalesLeadership #SaaS #NegotiationSkills #SalesStrategy #SalesTips #HarvardBusinessReview #FexingoBusiness #BusinessPodcast #SalesTraining #RevenueTeams Keep every episode free: buymeacoffee.com/fexingo","meta_description":"In sales negotiations, the person who talks first after a silence often loses. Lucas and Luna explore the neuroscience behind why silence works, with a fo…","key_points":[],"chapters":[],"topics":[],"duration_seconds":790,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/sales-leadership-with-fexingo-quota-carriers-sales-managers-and-revenue-teams-7871713/episodes/how-sales-reps-can-master-the-art-of-silence-in-negotiations/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/sales-leadership-with-fexingo-quota-carriers-sales-managers-and-revenue-teams-7871713/how-sales-reps-can-master-the-art-of-silence-in-negotiations.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}