『B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles』のカバーアート

B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles

B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles

著者： Fexingo
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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 resource constraints. The show is for heads of demand generation, ABM program managers, and B2B marketing leaders who are tired of platitudes and want the math behind the playbook. Why do so many ABM programs spend 80% of their budget on the bottom 20% of target accounts, and how do you build a data-driven account tiering system that doesn’t require a PhD in statistics? #B2BMarketing #DemandGen #ABM #EnterpriseSales #SalesCycle #MarketingOps #LeadScoring #PipelineManagement #IntentData #SalesTech #MarTech #AccountBasedMarketing #RevenueMarketing #FexingoBusiness #BusinessPodcast #MarketingPodcast #BusinessStrategy #SalesStrategy Keep every episode free: buymeacoffee.com/fexingo© 2026 Fexingo. All rights reserved. 経済学
エピソード
  • How B2B Marketers Use Product-Led Sales to Convert Freemium Users

    How B2B Marketers Use Product-Led Sales to Convert Freemium Users
    2026/07/21
    Lucas and Luna dig into product-led sales — a strategy that blends self-serve product experience with human sales outreach — and how B2B marketers are using it to convert freemium users into paying enterprise customers. They break down the specific signals that trigger a sales touch, the data behind timing outreach around user behavior, and why companies like Calendly and Canva have made this model central to their growth. Lucas shares a concrete example of how one SaaS company used in-app product usage data to move freemium accounts from zero touch to a live demo with a 40% conversion rate. They also discuss the pitfalls: when product-led sales feels like a bait-and-switch, how to avoid overwhelming users too early, and why the handoff between product and sales teams is the hardest part to get right. If you've ever wondered why your free trial user suddenly gets a call from a sales rep, this episode explains the thinking behind it. #ProductLedSales #FreemiumToEnterprise #B2BMarketing #SaaSGrowth #DemandGen #UserBehavior #SalesEnablement #ConversionRate #Calendly #Canva #CustomerSuccess #SalesOutreach #ABM #GrowthStrategy #Business #Marketing #FexingoBusiness #BusinessPodcast Keep every episode free: buymeacoffee.com/fexingo
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    11 分
  • How B2B Marketers Use Deal Rooms to Close Enterprise Sales

    How B2B Marketers Use Deal Rooms to Close Enterprise Sales
    2026/07/21
    In this episode, Lucas and Luna dive into the rise of deal rooms as a critical tool for B2B marketers managing long sales cycles. They unpack how companies like Gong and DocSend are reshaping the final stages of enterprise deals by centralizing content, tracking buyer engagement, and accelerating close times. Lucas shares data showing that deals with active virtual deal rooms close 25% faster on average, while Luna questions whether the tool works for every buyer type. They discuss the shift from email-heavy workflows to structured, trackable buyer portals, and examine a case study from a cybersecurity firm that used a deal room to consolidate a stalled six-month evaluation into a three-week close. The episode also explores integration with CRM systems and the potential pitfalls of over-surveilling buyers. Packed with tactical advice and real-world examples, this is essential listening for revenue teams looking to compress their sales cycles. #B2BMarketing #EnterpriseSales #DealRooms #SalesEnablement #Gong #DocSend #SalesCycle #Marketing #Business #FexingoBusiness #BusinessPodcast #Revenue #CRM #BuyerExperience #SalesTech #ContentStrategy #DemandGen #SalesAcceleration Keep every episode free: buymeacoffee.com/fexingo
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    12 分
  • How B2B Marketers Use Dark Funnels to Find Invisible Buyers

    How B2B Marketers Use Dark Funnels to Find Invisible Buyers
    2026/07/20
    Episode 125 of B2B Marketing with Fexingo digs into the 'dark funnel' — the hidden 70% of B2B buyer research that happens before prospects ever touch your form. Lucas and Luna explore why Forrester estimates buyers are 70-90% through their decision process before engaging sales, and how marketers at companies like Snowflake and GitLab are using referral traffic analysis, co-browsing cookies, and intent signals from review sites like G2 to surface accounts that are already in-market but invisible to traditional lead gen. They walk through a specific tactic: using a UTM-tagged G2 review link to track which accounts visit your pricing page after reading peer reviews, then feeding that data into ABM platforms like Demandbase or 6sense. The episode includes a concrete example of a cybersecurity startup that turned a dark-funnel account into a $2M deal by detecting review-site activity before the buyer raised their hand. No clickbait — just a practical playbook for the B2B marketer who knows their pipeline is leaking leads they can't see. #B2BMarketing #DarkFunnel #ABM #DemandGen #IntentData #BuyerJourney #G2 #Snowflake #GitLab #Demandbase #6sense #SalesPipeline #EnterpriseSales #MarketingOps #FexingoBusiness #BusinessPodcast #B2BMarketers #HiddenBuyers Keep every episode free: buymeacoffee.com/fexingo
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    12 分
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