Lucas and Luna cut through the fog of B2B marketing hype to focus on what actually moves enterprise revenue: demand generation for six-figure ACV deals, account-based marketing that aligns sales and marketing, and navigating sales cycles that stretch six to twelve months. Each episode takes one core challenge—building a tier-1 ABM program from scratch, measuring pipeline influence without vanity metrics, structuring a lead-scoring model that sales trusts—and examines it through real company cases: how Snowflake’s ABM team orchestrated 200+ target accounts in a quarter, how Salesforce revamped their demand-gen engine after a pipeline slump, or how Gong used intent data to shorten their enterprise sales cycle. Lucas brings the journalist’s rigor—citing specific cost-per-opportunity figures, conversion rates from industry benchmarks, and budget-allocation examples from public earnings calls—while Luna tests each idea against the messy reality of marketing ops, sales alignment, and resourc
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What is B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles?
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles is a business podcast hosted by Fexingo, with 202 episodes on record and a Required Pod Score of 80.
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Fexingo hosts B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles, a business show with 202 episodes published.
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Episode #206
The Hidden Friction In B2B Buyer Journeys
Sep 30, 202610 minS5
We dissect why high-intent enterprise deals stall not because of product fit, but due to invisible friction in the buyer’s internal journey. Using a specific case of a mid-market software provider losing a fifteen million dollar deal, we explore how misaligned account-based marketing and sales handoffs create dead zones. This episode offers a concrete framework for mapping second-order stakeholders and eliminating the silence that kills pipeline velocity. #B2BMarketing #AccountBasedMarketing #SalesEnablement #BuyerJourney #EnterpriseSales #PipelineVelocity #StakeholderMapping #FexingoBusiness #BusinessPodcast #RevenueOps #LeadNurturing #CustomerExperience #SaaS #MarketingStrategy #SalesAlignment #DealIntelligence #ConversionOptimization #GrowthMarketing Keep every episode free: buymeacoffee.com/fexingo
We look at how enterprise marketing teams are losing revenue not because their leads are bad, but because they are misaligning with the second buyer. Most B2B marketers focus all their energy on the champion, ignoring the economic buyer who holds the purse strings. We break down a specific case where a SaaS company increased pipeline velocity by thirty percent simply by creating content for the CFO. Lucas and Luna discuss the hidden math of this alignment and why your current ABM strategy might be working too hard for the wrong person. #FexingoBusiness #BusinessPodcast #B2BMarketing #EnterpriseSales #AccountBasedMarketing #SecondBuyer #EconomicBuyer #SalesCycle #PipelineVelocity #RevenueOperations #CFOFocus #ChampionStrategy #BuyerJourney #ContentAlignment #SaaSMetrics #DemandGeneration #LeadNurturing #SalesEnablement Keep every episode free: buymeacoffee.com/fexingo
Enterprise sales cycles are stretching, but the bottleneck isn't always the product. We examine how marketing automation is creating invisible friction for buyers who just want to buy. Using a concrete example of a mid-market software vendor losing deals because their nurture tracks were too aggressive, we break down why 'engagement' metrics are lying to you. Lucas and Luna discuss the shift from nurturing leads to qualifying intent, and how to fix your account-based strategy when the buyer has already decided before they talk to sales. #B2BMarketing #EnterpriseSales #AccountBasedMarketing #SalesCycle #BuyerJourney #MarketingAutomation #PipelineVelocity #DemandGeneration #LeadQualification #SalesEnablement #FexingoBusiness #BusinessPodcast #RevenueOperations #SaaSMarketing #CustomerExperience #ConversionOptimization #IntentData #LucasAndLuna Keep every episode free: buymeacoffee.com/fexingo
Most enterprise marketing teams treat pipeline as a bucket to be filled, ignoring the friction that slows deals down. We break down the specific mechanics of pipeline velocity using the formula of opportunities times average deal size divided by sales cycle length. By examining how a mid-market software provider reduced their sales cycle by twenty-two percent through better internal alignment, we show why speed is the new currency in demand generation. This episode moves beyond vanity metrics like lead volume to focus on the operational reality of moving prospects from interest to signed contract. #B2BMarketing #PipelineVelocity #SalesAlignment #DemandGeneration #EnterpriseSales #RevenueOperations #FexingoBusiness #BusinessPodcast #SalesCycle #AccountBasedMarketing #LeadNurturing #DealAcceleration #MarketingOps #SaaSMetrics #BuyerJourney #ConversionOptimization #RevenueGrowth #OperationalExcellence Keep every episode free: buymeacoffee.com/fexingo
The Hidden Cost of Marketing to Buyers Who Aren't Buying Yet
Sep 26, 202611 minS5
Enterprise buyers rarely decide alone. In this episode, Lucas and Luna break down the 'shadow buyer' problem in B2B marketing, where teams spend millions targeting decision-makers while ignoring the six or seven influencers who actually shape the outcome. We examine a specific case involving a mid-market software provider that lost a $1.2 million deal because their content only spoke to the CFO, not the engineering lead or the security compliance officer. The hosts discuss how to map these hidden stakeholders, why zero-click content fails when it ignores technical constraints, and the practical steps to build an account-based strategy that addresses the entire buying committee without diluting your core message. #FexingoBusiness #BusinessPodcast #B2BMarketing #AccountBasedMarketing #EnterpriseSales #BuyingCommittee #ShadowBuyers #RevenueOperations #SalesEnablement #ContentStrategy #DemandGeneration #StakeholderMapping #SaaSMarketing #LongSalesCycles #InfluencerMarketing #DecisionMakers #TechnicalBuyer #MarketingROI Keep every episode free: buymeacoffee.com/fexingo
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