Lead Generation with Fexingo: Demand Gen, Pipeline Building, and B2B Lead Strategy

Episode 55 of Lead Generation with Fexingo digs into a specific gap in the B2B lead gen playbook: what happens after the live webinar ends. Lucas and Luna break down why most teams leave 70% of pipeline potential on the table by treating the webinar as the finish line rather than a starting gate. They walk through a real example from a mid-market SaaS company that rebuilt its post-webinar sequence...

In episode 54 of Lead Generation with Fexingo, Lucas and Luna explore how B2B marketers combine third-party intent data from content consumption (whitepapers, case studies) with LinkedIn ad targeting to reach in-market buyers. Lucas breaks down a real campaign where a cybersecurity vendor used intent signals to serve dynamic ads to accounts researching zero-trust architecture. Luna challenges the...

Lucas and Luna drill into how B2B marketers can use content consumption signals—like which whitepaper a prospect reads, how long they spend on a pricing page, or whether they watched a product demo replay—to score and prioritize leads. The episode centers on a real example: a mid-market SaaS company that reorganized its scoring model around two specific behavioral triggers and saw a 30% increase i...

In this episode, Lucas and Luna explore how B2B lead gen teams are using predictive lead scoring powered by machine learning to prioritize prospects. They break down a real case from a mid-market SaaS company that increased pipeline conversion by 34% by scoring leads based on behavioral and firmographic data instead of relying solely on manual BANT qualification. Lucas explains the difference betw...

In this episode of Lead Generation with Fexingo, Lucas and Luna dive into exit intent popups as a strategic tool for recovering leads who are about to leave your site. They break down real data—like how Sumo.com saw a 10% conversion lift and how a B2B SaaS company recovered 8% of abandoning visitors by offering a tailored whitepaper. Lucas explains the psychology of timing and value exchange, whil...

In episode 50, Lucas and Luna explore how B2B companies are turning customer communities into pipeline engines. They dive into the specific case of Figma, which built a community of designers that drove adoption and upsells without traditional sales touches. Lucas breaks down the numbers: Figma's community-led growth contributed to a 40% reduction in customer acquisition cost and a 30% increase in...

Episode 49 of Lead Generation with Fexingo explores a counterintuitive but high-converting B2B lead-gen tactic: using a podcast guesting programme to build pipeline. Lucas and Luna break down the 2026 data from a case study involving a mid-market SaaS firm that generated $2.3 million in attributed pipeline in 10 months by systematically placing executives on 3rd-party industry podcasts. They walk...

Episode 48 of Lead Generation with Fexingo digs into the shift from manual spreadsheet-based account targeting to purpose-built ABM orchestration platforms. Lucas and Luna explore a specific case: a mid-market cybersecurity firm that replaced a 200-row Google Sheet with Demandbase's ABM platform, cutting account research time from four hours per week to thirty minutes and increasing pipeline veloc...

Lucas and Luna dive into the often-overlooked handoff between sales and marketing in B2B lead generation. They explore a real-world case: a mid-market SaaS company that lost 40% of its marketing-qualified leads due to a misaligned SLA between teams. The episode covers specific metrics like lead response time, lead scoring criteria, and feedback loops that turned the handoff from a black hole into...

Lucas and Luna drill into employee advocacy as a B2B lead gen channel, using the specific case of a mid-market SaaS company that turned its 200 employees into a distributed sales force. They break down the numbers: a 40 percent increase in demo requests, a 3x return on the program cost, and the surprising insight that the best-performing employee advocates were not in sales or marketing but in cus...

In this episode of Lead Generation with Fexingo, Lucas and Luna dive into partner co-marketing as a powerful but underused B2B lead gen strategy. They break down the difference between co-marketing and affiliate deals, and walk through a real example: a mid-market SaaS company that ran a co-branded webinar series with a complementary data analytics platform. The result? They added 340 qualified le...

In episode 44 of Lead Generation with Fexingo, Lucas and Luna explore how B2B marketers can tap into dark social—untrackable sharing via private messaging, email, and secure channels—to build real pipeline. They break down why 80 to 90 percent of content sharing happens in the dark, how companies like a mid-market SaaS firm turned referral links into a 35 percent lift in qualified meetings, and pr...

In this episode, Lucas and Luna explore a counterintuitive B2B lead gen tactic: running a reverse IPO roadshow-style event to build executive pipeline. They break down why mimicking the structure of an investor roadshow—targeted one-on-ones with C-suite buyers, data-driven narratives, and strict time-boxing—can create high-intent pipeline faster than typical demo days. Lucas shares a specific case...

Lucas and Luna unpack why a single webinar replay link is leaving pipeline on the table. They break down a tiered approach — gated short clips for top-of-funnel, ungated full replays with time-stamped chapters for mid-funnel, and an exclusive executive brief for late-stage buyers. Specific examples from a SaaS company that saw a 34% increase in demo requests after segmenting their replay library b...

In this episode, Lucas and Luna dive into the practical playbook for using LinkedIn Sales Navigator to build B2B pipeline, not just for prospecting. They break down the shift from manual boolean searches to AI-powered lead recommendations, the value of saved leads lists and account-based spotlights, and how to integrate Sales Navigator with CRM data for trigger-based outreach. Lucas shares a speci...

Episode 40 of Lead Generation with Fexingo dives into conversational marketing as a B2B lead gen strategy. Lucas and Luna explore how companies like Drift (now under Salesloft) and Intercom use live chat, chatbots, and conversational landing pages to qualify leads in real time. They break down the three pillars: targeting the right website visitors, using context-aware messaging, and routing quali...

In this episode of Lead Generation with Fexingo, Lucas and Luna explore how B2B companies are using webinars as a high-conversion lead generation channel. They break down why old-school approach of 45-minute product demos no longer works, and how firms like Drift and Salesforce shifted to interactive, insight-driven sessions. The hosts discuss specific data from a 2025 ON24 benchmark report showin...

Lucas and Luna drill into the surprising effectiveness of video testimonials in B2B lead generation. They examine a 2025 case study where a cybersecurity firm, SecureShield, added short customer video clips to its landing pages and saw a 34 percent increase in demo requests within 60 days. The hosts break down why video testimonials outperform written case studies for trust-building, how to struct...

In this episode of Lead Generation with Fexingo, Lucas and Luna explore how B2B companies can use live website chat not just for support, but for real-time lead qualification. They drill into a specific example: a mid-market SaaS firm that replaced its generic chatbot with a live, trained SDR handling chat during business hours, and saw a 40% increase in SQL conversion within one quarter. Lucas ex...

In this episode of Lead Generation with Fexingo, Lucas and Luna explore how B2B companies are using customer advisory boards (CABs) as a lead generation engine. They break down the specific mechanics: how a CAB creates a feedback loop that surfaces expansion opportunities, generates warm referrals, and produces high-quality case studies. Lucas explains why CABs outperform traditional focus groups...

In this episode of Lead Generation with Fexingo, Lucas and Luna dive into the strategy behind gated content in B2B lead generation. They explore why gating a high-value asset like a benchmark report can filter out tire-kickers and attract serious buyers, using a case study of a cybersecurity firm that achieved a 35 percent demo-to-close rate after implementing a multi-step gate. The hosts discuss...

In this episode of Lead Generation with Fexingo, Lucas and Luna dive into the power of sales-triggered email sequences for B2B lead generation. They explore how tying email outreach to specific buyer actions—like visiting a pricing page, attending a webinar, or downloading a case study—can dramatically boost engagement and conversion rates. Lucas shares a case study from a SaaS company that saw a...

In this episode, Lucas and Luna explore how B2B lead generation teams are deploying intelligent chatbots on their websites to qualify leads around the clock, reducing response time from hours to seconds. They examine a case study from Drift (acquired by Salesloft) showing a 30% increase in qualified meetings booked via chat. The hosts discuss best practices for chatbot scripts, handoff to human SD...

In this episode, Lucas and Luna explore how B2B lead gen teams are using third-party intent data to identify which prospects are actively researching solutions right now. They break down how companies like Bombora and G2 cluster buyer behavior signals, and why focusing on the 5% of accounts showing surge intent can double pipeline conversion rates. The hosts also discuss common pitfalls—like data...

Lucas and Luna unpack a specific lead-gen tactic that's quietly transforming B2B sales cycles: trigger-based outreach. Instead of waiting for inbound forms, top-performing teams monitor events like funding rounds, leadership changes, regulatory filings, and product launches — then strike with hyper-relevant messaging within hours. Lucas walks through real examples: how a cybersecurity vendor used...