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

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?

Language

English

Type

podcast