{"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 to Sell When the Prospect Thinks Your Price Is Unfair","slug":"how-to-sell-when-the-prospect-thinks-your-price-is-unfair","published_at":"2026-07-07T06:01:02+00:00","page_url":"https://stenobird.com/podcast/sales-leadership-with-fexingo-quota-carriers-sales-managers-and-revenue-teams-7871713/how-to-sell-when-the-prospect-thinks-your-price-is-unfair","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-0098.mp3","audio_url":"https://audio.fexingo.com/business/sales-leadership/episode-0098.mp3","summary":"Episode 98 of Sales Leadership tackles one of the trickiest objections in B2B sales: the prospect who claims your price isn't just too high, but fundamentally unfair. Lucas and Luna dissect a real-world scenario from a $2.3 million enterprise deal where the client's procurement director accused the rep of 'price gouging' because their competitor charged 40% less for a similar product. The hosts walk through the psychological distinction between price and fairness, why the anchoring effect and equity theory matter here, and a three-step reframe technique that turns a fairness attack into a value discussion. They also explore how to preemptively build perceived fairness into pricing conversations before objections arise. The episode draws on research from behavioral economist Dan Ariely and a case from a SaaS company that successfully neutralized a fairness challenge by shifting the comparison frame. Concrete phrases, timing strategies, and a tactical debrief for sales managers included. No fluff—just actionable psychology for quota carriers. #SalesLeadership #Business #FexingoBusiness #BusinessPodcast #SalesPsychology #PriceObjection #FairnessBias #EnterpriseSales #B2BSales #SalesStrategy #NegotiationTactics #BehavioralEconomics #DanAriely #EquityTheory #AnchoringEffect #ValueSelling #Procurement #SaaSsales Keep every episode free: buymeacoffee.com/fexingo","meta_description":"Episode 98 of Sales Leadership tackles one of the trickiest objections in B2B sales: the prospect who claims your price isn't just too high, but fundament…","key_points":[],"chapters":[],"topics":[],"duration_seconds":577,"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-to-sell-when-the-prospect-thinks-your-price-is-unfair/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-to-sell-when-the-prospect-thinks-your-price-is-unfair.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}