B2B Marketing with Fexingo · 2026-08-27 · 10 min
In episode 172 of B2B Marketing with Fexingo, Lucas and Luna drill into the single most underrated asset in the enterprise sales cycle: the internal champion. They unpack a real-world scenario from a $40 million software deal, where the champion quietly mapped the economic buyer's hidden priorities while the vendor's team focused on the wrong stakeholder. Lucas walks through the telltale signs of a true champion versus a mere coach, the 'rise of the champion' playbook, and why champions are the only ones who can navigate internal politics when deals stall. Luna challenges him on the risk of over-reliance on a single advocate, and they land on a practical framework to recruit, enable, and protect your champion. If you've ever lost a deal despite having a 'friend' on the inside, this episode gives you the language to spot the difference and the tactics to turn a supporter into a co-seller. No fluff, just one concrete angle you can apply to your next enterprise opportunity.
Other episodes covering the same guests and topics, from across The B2B Podcast Index.
How B2B Marketers Use White Space Analysis to Map Enterprise Account Growth57 / 100How Enterprise Sales Teams Use Social Selling to Close DealsHow B2B Marketers Use Teardown Videos to Win Enterprise DealsHow B2B Marketers Use Intent Data to Prioritize AccountsHow B2B Marketers Use Expansion Revenue to Grow Enterprise Accounts
