B2B Marketing with Fexingo · 2026-07-27 · 6 min
In this episode of B2B Marketing with Fexingo, Lucas and Luna dive into the art and science of sales enablement playbooks for enterprise sales. They break down why most playbooks fail - overly generic, static, and ignored - and what the top-performing teams do differently: structuring playbooks around specific buying scenarios, using customer evidence, and keeping them alive with quarterly refreshes. Lucas shares a real example from a cybersecurity company that cut its average sales cycle by 40 days after implementing a 'competitive displacement' playbook. Luna challenges the notion that playbooks are just for new hires, arguing they're the key to scaling repeatable revenue. They also discuss the role of video in playbooks and how to measure adoption without nagging. A must-listen for B2B marketers wrestling with long sales cycles and complex buying committees.
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