Lucas
B2B Marketing with Fexingo: Enterprise Demand Gen, ABM, and Long Sales Cycles
How B2B Marketers Use Sales Playbooks to Shorten Cycles
- Published
- June 13, 2026
- Duration
- 9:44
- Summary source
- description
- Last updated
- Jul 5, 2026
Discusses Episode 49 of B2B Marketing with Fexingo dives into the tactical use of sales playbooks to compress …
Summary
Episode 49 of B2B Marketing with Fexingo dives into the tactical use of sales playbooks to compress long enterprise sales cycles. Lucas and Luna examine a real case: how a mid-market cybersecurity company reduced its average deal cycle from nine months to five by implementing a structured 'deal desk approved' playbook for their top three buyer personas. T…
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Show notes
Episode 49 of B2B Marketing with Fexingo dives into the tactical use of sales playbooks to compress long enterprise sales cycles. Lucas and Luna examine a real case: how a mid-market cybersecurity company reduced its average deal cycle from nine months to five by implementing a structured 'deal desk approved' playbook for their top three buyer personas. They break down the six core sections of an effective playbook—from discovery question flows to competitive battle cards—and explain why most pl