Lucas
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles
How B2B Marketers Use Sales Playbooks for Enterprise Deals
- Published
- June 19, 2026
- Duration
- 5:22
- Summary source
- description
- Last updated
- Jul 5, 2026
Discusses Episode 61 of B2B Marketing with Fexingo dives into how enterprise marketers build and deploy sales …
Summary
Episode 61 of B2B Marketing with Fexingo dives into how enterprise marketers build and deploy sales playbooks for complex, multi-stakeholder deals. Lucas and Luna break down the anatomy of a high-impact playbook using a real case: how cybersecurity firm Darktrace equipped its sales team with a 'competitive displacement' playbook targeting CrowdStrike cust…
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Show notes
Episode 61 of B2B Marketing with Fexingo dives into how enterprise marketers build and deploy sales playbooks for complex, multi-stakeholder deals. Lucas and Luna break down the anatomy of a high-impact playbook using a real case: how cybersecurity firm Darktrace equipped its sales team with a 'competitive displacement' playbook targeting CrowdStrike customers. They cover the three-tier structure (discovery, positioning, objection handling), the importance of 'moment maps' for timing outreach, a