How B2B Marketers Use Economic Buyer Interviews - B2B Marketing with Fexingo

Topics in this episode

Account-based marketing Enterprise Demand Generation b2b enterprise marketing economic buyer interview abm tiers

Episode notes

In this episode of B2B Marketing with Fexingo, Lucas and Luna explore how economic buyer interviews can transform enterprise demand generation. They dissect a real case: a cybersecurity firm that interviewed twelve C-level buyers at target accounts and used those insights to rebuild its messaging and ABM tiers, leading to a forty percent increase in qualified pipeline. Lucas explains the difference between interviewing economic buyers versus users and champions, and why the CFO's perspective often changes the entire value proposition. Luna pushes back on the practical challenges: getting time with executives, asking the right questions, and avoiding confirmation bias. They also discuss how to turn raw interview quotes into sales playbooks and content that resonates with senior stakeholders. If you're a B2B marketer tired of generic enterprise messaging, this episode offers a concrete framework for getting inside the heads of the people who actually sign off on large deals.

Related episodes across the Index

Other episodes covering the same guests and topics, from across The B2B Podcast Index.

More from B2B Marketing with Fexingo

All episodes →

Explore the best B2B Marketing podcasts →