How Top Reps Turn Competitor Wins into New Business

In this episode of Sales Leadership with Fexingo, Lucas and Luna dig into a rarely discussed sales tactic: how top reps turn a competitor's failed implementation into their own new business. They explore the 'land and expand' strategy in reverse—when a prospect is already paying for a solution that isn't working, the smart rep doesn't just pitch; they diagnose. Lucas breaks down a recent example from the enterprise software world where a sales team used a post-mortem of a rival's rollout to position their own product as the safer choice. Luna brings up the psychology of sunk costs and how top reps help prospects admit a mistake without losing face. They cover practical steps: reading the room during a competitor's renewal cycle, asking the right diagnostic questions, and framing your pitch as a rescue rather than a replacement. If you've ever wondered how to win deals that seem locked in with a competitor, this episode gives you a playbook. No fluff, just field-tested approaches from reps who've done it. #SalesLeadership #CompetitorWins #B2BSales #SalesStrategy #LandAndExpand #SalesTactics #RevenueTeams #SalesTraining #Business #FexingoBusiness #BusinessPodcast #SalesPodcast #QuotaCarriers #SalesManagers #WinBackStrategy #SalesPsychology #DiagnosticSelling #SalesPlaybook Keep every episode free: buymeacoffee.com/fexingo