Lucas and Luna drill into the operational spine of growth: how marketing, sales, and revenue teams actually align data, tools, and incentives to turn leads into retained customers. Each episode picks a single company's real pipeline metrics — from unit economics to funnel leakage — and walks through the decisions that moved the needle. No founder mythologizing, no platform demos. Lucas presses on attribution models and CAC payback periods; Luna tests those numbers against customer psychology and sales cycle realities. Together they dissect what separates a functioning revenue engine from a growth theater. For operators, VPs, and anyone who sits in a weekly pipeline review and wonders if the dashboard is lying to them. What does a 10% improvement in handoff speed actually cost — and is it worth it?#RevenueOperations #SalesOps #MarketingOps #PipelineManagement #CAC #LTV #Attribution #FunnelAnalysis #SalesTech #Martech #GTMStrategy #GrowthMetrics #SalesEnablement #RevenueEngine #Marketin
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The Growth Operator with Fexingo: Marketing, Sales, and Revenue Operations Conversations is a business podcast hosted by Fexingo, with 180 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.
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Fexingo hosts The Growth Operator with Fexingo: Marketing, Sales, and Revenue Operations Conversations, a business show with 180 episodes published.
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Episode #191
How Revenue Operations Teams Fix Broken Handoffs
Sep 15, 202611 minS4
Most B2B deals don't die from bad product or weak pricing. They die in the silence between marketing and sales. In this episode of The Growth Operator, Lucas and Luna dig into the structural friction that causes lead leakage, using a specific case study of a mid-market software company that lost twenty-two percent of its pipeline to misaligned handoffs. We break down why traditional CRM fields fail to capture intent, how revenue operations teams are replacing manual tagging with behavioral scoring, and what a functional SLA actually looks like on paper. If you've ever wondered where your qualified leads go when they stop responding, this conversation reveals the hidden math behind successful internal alignment. #RevenueOperations #SalesMarketingAlignment #LeadHandoff #B2BSalesStrategy #CustomerJourney #PipelineManagement #SaaSRevenue #SalesEnablement #MarketingQualifiedLeads #SalesDevelopment #OperationalEfficiency #DealVelocity #InternalFriction #GrowthOperator #FexingoBusiness #BusinessPodcast #EnterpriseSales #LeadNurturing Keep every episode free: buymeacoffee.com/fexingo
We dissect the unit economics of land-and-expand models using a specific case study from the enterprise software sector. Lucas and Luna break down why expansion revenue often masks underlying churn, how to calculate true net retention rates when accounting for price erosion, and the operational friction that kills upsell velocity. We focus on concrete metrics like gross dollar retention versus logo retention, and why your sales team’s commission structure might be actively discouraging long-term account health. This episode provides a framework for auditing your own expansion funnel, identifying where deals stall before they reach maturity, and aligning customer success incentives with actual lifetime value rather than initial contract size. #FexingoBusiness #BusinessPodcast #B2BSales #RevenueOperations #ExpansionRevenue #NetRetention #CustomerSuccess #SaaSMetrics #LandAndExpand #SalesStrategy #GrossDollarRetention #AccountHealth #UpsellVelocity #CommissionStructure #ChurnAnalysis #UnitEconomics #EnterpriseSoftware #LucasAndLuna Keep every episode free: buymeacoffee.com/fexingo
Most B2B companies obsess over lead generation, but the real bottleneck is often what happens after the first meeting. This episode examines how excessive internal handoffs and fragmented tool usage create 'friction drag' that kills deal velocity. We look at specific data on how each additional step in a sales cycle reduces win rates by nearly ten percent. Lucas and Luna break down why your best reps are losing deals not to competitors, but to their own messy processes. Tune in to learn how to streamline the middle of your funnel for faster revenue. #SalesVelocity #B2BSales #RevenueOperations #SalesFriction #DealPipeline #SalesOps #CustomerJourney #SalesEfficiency #FexingoBusiness #BusinessPodcast #GrowthOperator #SalesStrategy #ProcessOptimization #LeadNurturing #ConversionRate #SalesMetrics #OperationalExcellence #MarketInsights Keep every episode free: buymeacoffee.com/fexingo
Sales teams consistently underutilize their own CRM data, leading to missed expansion opportunities and poor forecasting. This episode examines why Salesforce records remain stale, the hidden costs of manual entry, and how to shift from compliance-driven data collection to value-driven insights that actually help reps close deals. #B2BSales #CRMData #SalesOps #RevenueOperations #FexingoBusiness #BusinessPodcast #SalesStrategy #DataQuality #SalesEnablement #CustomerRelationships #SalesTech #PipelineManagement #SaaS #GrowthOperator #SalesLeadership #OperationalExcellence #TeamAdoption #LucasAndLuna Keep every episode free: buymeacoffee.com/fexingo
Most B2B companies treat expansion revenue as a happy accident. This episode dissects the specific operational friction that kills upsell momentum, using a concrete case study of a mid-market SaaS provider that lost forty percent of its renewal-to-expansion pipeline due to misaligned incentives between sales and customer success teams. We break down the exact metric they tracked — time-to-first-value for new modules — and how fixing their internal handoff process doubled expansion win rates in two quarters. If you are tired of guessing why your best customers aren't buying more, this is the operational audit you need. #FexingoBusiness #BusinessPodcast #RevenueOperations #B2BSales #ExpansionRevenue #CustomerSuccess #SalesAndMarketingAlignment #SaaSMetrics #ChurnPrevention #GrowthOperator #OperationalEfficiency #RenewalStrategy #UpsellFramework #SalesTechStack #CustomerJourney #PipelineManagement #MidMarketSaaS #LucasAndLuna Keep every episode free: buymeacoffee.com/fexingo
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