Fexingo

B2B SaaS Talks with Fexingo: Enterprise Software, Sales Cycles, and Procurement

Business EN ↓ 104 episodes

Enterprise software sales cycles can stretch 12 to 18 months, involve a dozen stakeholders, and hinge on procurement gatekeepers you never meet. Lucas and Luna dissect how B2B SaaS companies actually navigate this gauntlet — from cold outreach to POC to legal review. Each episode centers on a specific case: how Salesforce cracked the federal government, why Snowflake's procurement process differs from Databricks', or what ZoomInfo's 'intent data' really tells sellers. Lucas brings the numbers — ACV benchmarks, win-rate distributions, contract velocity — while Luna presses on the human dynamics...

Author

Fexingo

Episodes

When Your Champion Leaves Mid-Sale 22.05.2026 8:33

Episode 4 of B2B SaaS Talks tackles the sales nightmare every enterprise rep dreads: your internal champion leaves the company halfway through a six-figure deal. Lucas and Luna break down why this derails so many opportunities, using the concrete example of a $450,000 cybersecurity platform sale that collapsed after the VP of Security departed. They walk through the real reason deals crater — not...

Why Enterprise Sales Cycles Keep Getting Longer 21.05.2026 7:55

In Episode 3 of B2B SaaS Talks, Lucas and Luna dive into the lengthening enterprise sales cycle. With data from a 2025 Gartner survey showing average deal cycles stretching to 14 months — up from 10 months just three years ago — they explore what's driving the slowdown. Lucas breaks down the rise of the 'consensus purchase', where deals now require sign-off from an average of 11 stakeholders, up f...

The First 90 Days of an Enterprise Sales Rep 21.05.2026 10:10

In this episode of B2B SaaS Talks, Lucas and Luna drill into the critical first quarter for an enterprise sales representative. They examine a real case study: how a new rep at a $200 million analytics company closed a $750,000 deal with a regional bank in just 87 days—beating the typical six-to-nine-month enterprise cycle. Lucas breaks down the specific tactics: using a 'land-and-expand' approach...

The Revenue Platform That Grew Despite Slow Enterprise Sales 19.05.2026 9:15

In the premiere of B2B SaaS Talks, Lucas and Luna dig into the paradox of Gong, the conversation-intelligence platform that crossed $400 million in annual recurring revenue while many enterprise SaaS companies struggle with lengthening sales cycles. They trace Gong's rise from an AI transcription tool to a revenue intelligence platform embedded in the workflows of Salesforce, HubSpot, and DealHub....