B2B SaaS Talks with Fexingo: Enterprise Software, Sales Cycles, and Procurement
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S1E50 Why Enterprise Software Deal Registers Are the New Battleground
In this milestone 50th episode, Lucas and Luna unpack the quietest escalation in B2B sales: the deal register. Once a simple CRM artifact, today's enterprise software deal registers contain the…
S1E49 How Enterprise Software Reps Use ROI Calculators Against Procurement
Lucas and Luna dive into the newest weapon in the enterprise sales playbook: the ROI calculator. With Salesforce, Workday, and ServiceNow all rolling out interactive tools that let prospects build…
S1E48 How Enterprise Software Sales Use Pricing Psychology Against Procurement
Episode 48 of B2B SaaS Talks with Fexingo. Lucas and Luna dive into how enterprise software sales teams weaponize pricing psychology — anchoring, decoy effects, and good-better-best tiers — to shift…
S1E47 How Enterprise Software Reps Are Selling to the Procurement Finance Team
Episode 47 of B2B SaaS Talks dives into a growing trend: enterprise software reps now need to sell directly to the procurement finance team, not just the procurement legal or compliance teams. Lucas…
S1E46 How Enterprise Software Sales Needs a Pricing Architect
In this episode, Lucas and Luna explore the emerging role of the 'pricing architect' in enterprise software sales. They discuss how traditional sales teams often leave pricing to the final…
S1E45 How Enterprise Software Reps Navigate Multi-Year Contract Negotiations
In this episode of B2B SaaS Talks, Lucas and Luna dive into the growing trend of multi-year enterprise software contracts — specifically how reps are navigating the increasingly complex negotiation…
S1E44 How Enterprise Software Reps Sell Through Procurement Gatekeepers
In this episode, Lucas and Luna drill into a specific challenge for B2B SaaS sellers: the procurement gatekeeper who controls access to budget and decision-makers. They examine real-world tactics…
S1E43 Why Enterprise Software Reps Are Now Selling to the CISO
In this episode of B2B SaaS Talks, Lucas and Luna explore a major shift in enterprise software sales: the security function has moved from a backstage blocker to a decision-maker with veto power.…
S1E42 How Enterprise Software Buyers Are Building Internal Scorecards
A growing number of enterprise buyers are building weighted scorecards to evaluate software vendors, sometimes before the first sales call. Lucas and Luna unpack why this is happening, how one…
S1E41 How Enterprise Software Reps Navigate Procurement Compliance Reviews
Episode 41 of B2B SaaS Talks dives into the growing trend of procurement compliance reviews in enterprise software deals. Lucas and Luna break down why vendors now face detailed compliance audits…
S1E40 How Enterprise Software Reps Sell Through Internal Champions
Episode 40 of B2B SaaS Talks with Fexingo. Lucas and Luna dig into the art of cultivating internal champions inside a prospect's organization. They use the example of a $2 million Salesforce…
S1E39 Why Enterprise Software Deals Now Require a Vendor Security Questionnaire
In episode 39 of B2B SaaS Talks, Lucas and Luna explore the rising dominance of the vendor security questionnaire in enterprise software sales. They trace how a single procurement step has ballooned…
S1E38 Why Enterprise Software Reps Are Now Selling to the CFO
In this episode of B2B SaaS Talks with Fexingo, Lucas and Luna explore a critical shift in enterprise software sales: the move from selling to IT or line-of-business buyers to selling directly to the…
S1E37 Why Enterprise Software Reps Are Now Selling to the COO
In this episode of B2B SaaS Talks, Lucas and Luna break down a structural shift in enterprise software sales: the rep is increasingly selling to the Chief Operating Officer. They explore why the COO…
S1E36 Why Enterprise Software Prospects Now Demand a Business Value Assessment Before the Demo
In this episode, Lucas and Luna explore why enterprise software buyers are increasingly demanding a Business Value Assessment (BVA) before they'll agree to a demo. They unpack the shift from 'show me…
S1E35 Why Enterprise Software Prospects Are Asking for Reference Calls
In this episode, Lucas and Luna explore the growing trend of enterprise software prospects demanding detailed reference calls before signing a deal. They look at how a mid-market CRM vendor,…
S1E34 Why Enterprise Software Reps Are Writing Their Own Deal Memos
Lucas and Luna explore a quiet shift in enterprise software sales: reps are increasingly writing their own deal memos — internal documents that justify pricing, risk, and ROI to their own finance and…
S1E33 Why Enterprise Software Reps Are Now Selling to the Procurement Legal Team
Episode 33 of B2B SaaS Talks with Fexingo. Lucas and Luna unpack a growing friction point in enterprise sales: the procurement legal team has become a bottleneck and a buyer. They explore why vendors…
S1E32 Why Enterprise Software Now Has a Procurement Defense Budget
Episode 32 of B2B SaaS Talks with Fexingo. Lucas and Luna explore why enterprise software vendors are creating dedicated procurement defense budgets. Using the example of a $50 million deal with a…
S1E31 Why Enterprise Software Deals Hit a Technical Wall After Signature
Episode 31 of B2B SaaS Talks with Fexingo. Lucas and Luna break down the hidden phase after an enterprise software contract is signed: technical implementation. They use the case of a $2 million CRM…
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B2B SaaS Talks with Fexingo: Enterprise Software, Sales Cycles, and Procurement has published 50 episodes since May 2026, covering topics in Business.
B2B SaaS Talks with Fexingo: Enterprise Software, Sales Cycles, and Procurement is currently highly active with new episodes daily. Average episode length is 9m.
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