How B2B Marketers Use Sales-Network Data to Map Enterprise Decision-Makers

Episode 74 of B2B Marketing with Fexingo: Lucas and Luna explore how B2B marketers can leverage sales-network data — the relationship map hidden inside CRM and email systems — to identify and influence all stakeholders in an enterprise buying committee. They break down a real case: a mid-market cybersecurity firm used network analysis on its own closed-won deals to discover that the VP of Engineering was the hidden champion in 70% of wins, then built a targeted ABM campaign around that persona. Lucas explains how to extract 'who talks to whom' from an existing CRM using tools like LinkedIn Sales Navigator and org charts, and why cold outreach to the wrong person kills enterprise deals. Luna challenges the privacy implications and whether this approach scales beyond 500 employees. The episode closes with a practical first step: audit your last ten won deals for the actual first conversation. #B2BMarketing #SalesNetworkData #EnterpriseSales #ABM #DecisionMapping #BuyingCommittee #CRMAnalytics #SalesNavigator #DemandGen #MarketingStrategy #Business #Marketing #FexingoBusiness #BusinessPodcast #AccountBasedMarketing #SalesEnablement #RevenueIntelligence #HiddenChampion Keep every episode free: buymeacoffee.com/fexingo