Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams

Lucas and Luna dig into a pattern that sales leaders are quietly talking about in mid-2026: the rise of the 'pipeline ghost' — a top-performing rep who stops prospecting, stops qualifying, and starts cherry-picking only the easiest deals. They trace the problem back to a single compensation design flaw at a real mid-market SaaS company, where a rep who closed $2.3 million in year one collapsed to...

In this episode of Sales Leadership with Fexingo, Lucas and Luna tackle a problem every sales leader knows: the six-figure deal that goes radio silent for three weeks. They break down the real reasons deals stall—beyond generic price objections—and share a tested playbook for re-engagement. Lucas walks through the 'Red-Yellow-Green' audit framework, the counterintuitive power of offering to walk a...

Lucas and Luna unpack why most sales comp plans fail and what the best-designed plans actually reward. Lucas walks through a specific case: how a 500-rep enterprise software company switched from a linear commission model to a tiered acceleration structure and saw a 34% lift in quota attainment within two quarters. They discuss the psychology of decelerators versus accelerators, why uncapped plans...

Episode 4 of Sales Leadership with Fexingo tackles the hidden costs of sales team churn. Lucas and Luna dig into the numbers: median tenure for a B2B quota carrier has dropped to 18 months, costing companies roughly 2x annual salary per departure. They examine why top performers leave — it's not always money — and what a few smart orgs have done differently. The conversation centers on a specific...

Most sales leaders blame poor execution when teams miss quota. But the real culprit is often buried in the data: a misaligned incentive structure that rewards activity over outcomes. In this episode, Lucas and Luna dig into a 2025 study of 400 B2B sales teams that found the top predictor of quota attainment wasn't rep skill — it was how compensation plans were designed. They walk through a specifi...

In this episode of Sales Leadership with Fexingo, Lucas and Luna break down the anatomy of a high-performing sales demo. They examine why many demos lose the buyer by minute five, using a real case study from a SaaS company that doubled its close rate after restructuring its demo flow. Topics include the three-minute rule, the cost of feature dumping, and how to align demos with buyer psychology....

In the premiere episode of Sales Leadership with Fexingo, Lucas and Luna unpack the anatomy of a single landmark deal: the $1.03 billion contract that Salesforce sales rep Maria Martinez negotiated with AT&T in 2025. They break down the specific playbook she used: the '3-3-3' stakeholder mapping method, the 18-month cultivation of the client's CFO, and the counterintuitive moment when she walked a...