Latest / Customer Journey with Fexingo: Touchpoints, Mapping, and Multi-Channel Marketing
How Customer Journey Maps Miss the B2B Buying Committee Handoff
Episode 70 of Customer Journey with Fexingo. Lucas and Luna dig into a blind spot that trips up even sophisticated B2B marketers: the moment a single prospect escalates a purchase conversation to their internal buying committee. Most journey maps are built around individual decision-making, but B2B purchases often involve 6 to 10 stakeholders who enter at different phases. Lucas unpacks a case from a mid-market SaaS company that lost 40% of its sales-qualified leads when the demo request went from one champion to a procurement committee. They discuss why journey maps need a 'committee…
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