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How B2B Marketers Use Dark Funnels to Capture Hidden Pipeline
Description
Episode 55 of B2B Marketing with Fexingo dives into dark funnels—the un-tracked channels where enterprise buyers research before engaging sales. Lucas and Luna dissect a real case: how a cybersecurity SaaS company discovered that 40% of its closed-won deals had originated from employee social shares and Slack communities, channels invisible to their marketing automation. They break down the tools (lead enrichment, UTM-less attribution, CRM shadow records) and the process for surfacing hidden pipeline. Listeners learn a concrete three-step audit to uncover their own dark funnel leaks. No fluff, no jargon—just a tactical playbook for B2B marketers who suspect their attribution is incomplete. Perfect for demand gen leaders and ABM practitioners tired of guessing where buyer intent actually starts.