Welcome to "Be Human," the definitive podcast for B2B leaders ready to catapult their 7-8 figure enterprises into new realms of growth through digital marketing. Hosted by Danny Murawinski, a seasoned digital marketing maven and former professional snowboard coach, "Be Human" offers a unique blend of insights that merge the art of relationship-driven sales with the science of digital scalability. In a world where authentic connections reign supreme, learn how to finesse the critical human ex ...
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This is Product Marketing is brought to you by Product Marketing Hive, a product marketing community that gives back. We are a global community with an intellectual center of gravity in Silicon Valley. This podcast dives deep into the world of product marketing, product management, and technology marketing. We will be interviewing thought leaders, marketing and product legends. Join PMM Hive to meet fellow PMMs.All rights reserved. ยฉ Product Marketing Hive.
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Welcome to the Full-Funnel B2B marketing podcast hosted by Andrei Zinkevich and Vladimir Blagojevic from FullFunnel.io. Every week with B2B marketing professionals we dive deeply into topics as a B2B marketing strategy, full-funnel marketing, demand generation, lead nurturing, sales and marketing alignment, sales and marketing automation, content marketing and account-based marketing (ABM). Our goal is to share proven advice with B2B marketers & foundersof tech companies to increase their sa ...
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Stories Worth Sharing brought to you by SalesHERO in partnership with ContentQuality.co.uk is proud to bring you ELITE insights and INSPIRING interviews from the world of sales, marketing and entrepreneurship. Join us every week as we interview sales leaders, business owners and industry leaders who have an inspiring story to tell or valuable insight to share. For more information visit www.contentquality.co.uk/saleshero For sales coaching advice, tips and tricks join our community at www.pa ...
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This is Lakshmi Narayana. Welcome to the podcast "My Journey to Create Wealth". In this podcast you will find my day-to-day activities, learnings, mistakes, wins, and experiences that I am facing in real-time in creating the ultimate wealth that helps a large number of people. You will also learn what I know about prospecting, marketing, sales, SaaS, and entrepreneurship.
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Episode 135: How to create an Ideal Customer Profile ICP for ABM programs with Andrei & Vladimir
1:03:03
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In a new episode we share the step-by-step process on how marketing and sales should work on defining ICP for their ABM programs. - Why ICP development for account-based marketing is different from your marketing strategy - How to define account qualification and disqualification criteria - How to segment accounts by tiers - How to define the real โฆ
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Episode 137: Live Case Study Breaking Marketing and sales silos with a pilot ABM with Andrei, Vladimir, Lee Adam & Divash Basnet
1:04:49
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In the new episode of Fullfunnel Live we share a live case study of a 2-months ABM program launch with Divash Basnet, VP Marketing and Lee Adam, Product Marketing from Cardata. We cover: - How to get buy in from sales and stakeholders to launch a joint program - How to orchestrate a pilot program and set up the right KPIs for the ABM team - How to โฆ
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Episode 47: Anthony Pierri - Effective Homepage Messaging Strategy for Startups
25:11
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In this episode, Anthony Pierri, co-founder and partner at FletchPMM, joins Louise Liu to discuss homepage messaging for startups. Anthony shares his process of building homepage messaging with his clients, and the dos and don'ts product marketers should bear in mind when crafting homepage messaging. Listen to the full interview above or read the hโฆ
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Unpacking Interest Graph Algorithms and Practical Strategies to Navigate Relevance
20:54
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Summary In this episode, the host discusses the emotional core of relevance in digital content. He explains the concept of interest graph algorithms and how they have changed the way social media platforms show content. He also explores the human emotional responses and triggers that make content relevant, such as personal connection, value alignmeโฆ
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Understanding Human-Centric SEO and Its Importance
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Summary In this episode, Danny discusses the concept of human-centric SEO and how it can be applied to improve SEO strategies. He emphasizes the importance of creating content that provides value to the audience and is relevant to their needs and interests. Danny explains the history of search engines and how they have evolved to prioritize relevanโฆ
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Episode 136: How to leverage intent data to generate pipeline with Andrei & Vladimir
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In this video we share live examples of how to leverage intent data to: Define highly engaged accounts that should be added to account-based marketing programs Matching next actions and call to actions with the intent level OUR SPONSOR - DEALFRONT No more not knowing whoโs coming to your website, convert more leads and get a free trial at Dealfrontโฆ
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How To Grow Word of Mouth and Referrals Using the Respect Ladder
23:32
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Summary In this episode, Danny discusses the concept of the respect ladder and how businesses can earn the respect of their customers to generate word-of-mouth referrals. He breaks down the respect ladder into several steps, including respecting the outcomes of the engagement, respecting the customer's process, respecting the customer's money, respโฆ
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Creating Digital Human Experiences that Nurture Your Leads
36:57
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Summary In this episode, Danny discusses the importance of nurture campaigns in driving conversions for businesses. He emphasizes the need to shift focus from solely driving sales to building relationships with potential customers. Danny shares examples of how nurturing leads can be done effectively, both in-person and digitally. He highlights the โฆ
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Episode 134: The Ultimate Guide to Develop a Full Funnel B2B Marketing Function with Andrei & Vladimir
1:03:46
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In the new episode of Fullfunnel Live we explain how to develop a Full-Funnel B2B marketing function by refocusing everyone in your marketing and sales teams on revenue creation. OUR SPONSOR - DEALFRONT No more not knowing whoโs coming to your website, convert more leads and get a free trial at Dealfront: https://bit.ly/3UwLUZr Key questions we disโฆ
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Tik Tok Ban and Why You Might Want to Consider Starting an Account
18:07
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Summary In this episode, Danny discusses the controversy surrounding TikTok and why he decided to start a TikTok account. He explains that TikTok is owned by a Chinese company affiliated with the Chinese government, which raises concerns about foreign government ownership of a major media platform. The US government has found evidence of algorithm โฆ
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Creating Ad campaigns Using the Law of Averages and Human Virtues
38:29
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Summary This episode explores the law of averages and how human virtues can impact it. The law of averages states that there is a 1% chance of closing a deal in sales and marketing. However, the human element can dramatically affect this outcome. The episode discusses the history of the law of averages, the impact of humanistic elements, and the imโฆ
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High Value Offers that Actually Grow Businesses
41:32
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Summary In this episode, Danny discusses the importance of creating high-value offers that actually convert for B2B businesses. He emphasizes the need to build relationships with potential customers before jumping straight into a transactional offer. Danny suggests creating an environment where people can share their stories and be promoted, whetheโฆ
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Episode 133: Level Up Your ABM Strategy with SDRs with Andrei & Vladimir
1:03:19
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In the new episode of Fullfunnel Live we'll explain the role of SDRs in ABM to make it efficient. Join us to learn and discuss: - 5 SDR functions to run a great account-based marketing (ABM) program - How SDRs can create awareness among the buying committee members - How SDRs should collaborate with marketing - KPIs for SDRs in the account-based maโฆ
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Episode 46: Terezia Batovska - The Key to Analyst Relations Success
22:35
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In this episode, Terezia Batovska, analyst relations manager at Bloomreach, joins Louise Liu to discuss her experience in managing analyst relations programs. Terezia shares her thoughts on what makes an analyst relations program successful, and her strategies for establishing and maintaining a leadership position in analyst evaluations. For more iโฆ
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Digital Shaping in GovCon With Eric Gregory
1:26:31
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Summary In this episode, Danny introduces Eric Gregory, an experienced executive consultant and advisor in the government contracting industry. Eric shares his journey in the field of federal business development and proposal operations, highlighting the importance of continuous learning and the adrenaline rush of competing for federal business. Heโฆ
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Leveraging Search engine and Social Media Business Models
40:54
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Summary In this episode, Danny discusses the business models behind search engines and social media. He explains how search engines like Google monetize their platforms through ad share and the cost per click model. He also delves into the organic side of search engine optimization (SEO) and emphasizes the importance of providing relevant and valuaโฆ
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Episode 132: How to select the right accounts for ABM with Andrei & Vladimir
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In this episode we share How to select the right accounts for the ABM program. Learn: - Territory/market based account selection vs clusters - 4 criteria you must pay attention to define accounts that are likely to become sales opportunities - 3 ABM lists, and how to work with them to generate sales opportunities OUR SPONSOR - DEALFRONT No more notโฆ
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Summary In this episode, Danny discusses the importance of micro conversions in the sales and marketing journey. He uses the analogy of meeting someone at a coffee shop to explain the process of building relationships and converting prospects. Danny emphasizes the need to focus on the human element in digital marketing and avoid the common mistake โฆ
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Episode 45: Anubhav Rao - Scaling Hyper-personalized Messaging with AI
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In this episode, Anubhav Rao, product marketing manager at AWS, joins Louise Liu to discuss his experience in developing personalized messaging. Anubhav talks about the fast-changing AI landscape and his view on how marketing will be reshaped with the development of AI. For more information, please check Anubhav Rao's article "Marketing in the Age โฆ
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Episode 131: Allbound marketing: how to create joint marketing and sales playbooks with Andrei & Vladimir
1:02:40
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Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel โIn the new episode of Fullfunnel Live we cover Allbound marketing: how to create joint marketing and sales playbooks. Tune in to learn: - How to create joint full-funnel marketing and sales playbooks - How internal reviews decrease the playbook efficiency - How to incorporatโฆ
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Episode 130: How to fix a broken B2B playbook with full funnel marketing with Andrei & Vladimir
59:57
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Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel โIn the new episode of Fullfunnel Live we're going to cover How to fix a broken B2B playbook with full-funnel marketing. How horizontal marketing and sales planning kills most programs and makes your pipeline sinking How to develop a full-funnel marketing planning to increaseโฆ
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Episode 44: Abiola Apooyin - Conducting Market Research
19:52
19:52
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In this episode, Abiola Apooyin, business and product manager at Anfani, joins Louise Liu to discuss market research. Abiola talks about the vibrant Nigerian tech scene and his experience in conducting market research in the pharmaceutical and clean energy industries. He also shares the unique challenges of conducting market research in Nigeria. Foโฆ
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Episode 129: Building a credible content creation and distribution machine with SMEs, SDRs and marketing with Andrei, Vladimir & Morgan
41:29
41:29
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Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel In the new episode of Fullfunnel Live, we're going to cover together with Morgan Ingram how to create a content creation and distribution machine for non-sales/marketing audiences. We'll cover: How to enable your SMEs to create and share content How to bring external expertisโฆ
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Episode 43: Ashley Litzenberger - Data-Driven ICP for Multi-Product Portfolio
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In this episode, Ashley Litzenberger, Senior Director of Product Marketing at Betterworks, joins Louise Liu to discuss the ideal customer profile for the multi-product portfolio. Ashley shares her experience of developing the data-driven ICP. She also talks about how to better collaborate with other functions in the process. For more information, pโฆ
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Episode 128: 15 bottlenecks that destroy marketing & sales programs with Andrei & Vladimir
49:11
49:11
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Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel โIn the new episode of Fullfunnel Live we're going to cover 15 UNOBVIOUS bottlenecks that make marketing & sales programs fail and the root reasons behind them. RESOURCES On-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-c Full-Funnel Insider - A Marketing โฆ
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Episode 127: Ignite Your Sales: How to Warm Up Target Buyers with Andrei & Vladimir
1:04:50
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Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel In the new episode of Fullfunnel Live we cover How to warm-up target buyers, including: - 6 categories of warm-up tactics and why they don't work if siloed. - How to warm up buyers who are not active on social - The right KPIs to measure "warm up" program performance RESOURCEโฆ
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Episode 126: The Old SDR model is DEAD - meet ABSRs with Andrei & Vladimir
1:03:15
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Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel โIn the new episode of Fullfunnel Live we're going to cover a hot topic: Why the old SDR model is dead, and how you can replace it with ABSRs (account-based sales reps). We'll cover: - SDRs vs ABSR (account-based sales reps) - How ABSRs collaborate with marketing and their roโฆ
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Episode 125: Account segmentation for ICP development with Andrei & Vladimir
1:01:11
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Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel โIn the new episode of Fullfunnel Live, we're going to share with you a step-by-step process of account segmentation for ICP development. We'll cover: - The most common mistake when developing an ICP - How to define the tiers in ICP and segment all accounts properly - How to โฆ
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Episode 124: We need revenue NOW: joint marketing and sales planning with Andrei & Vladimir
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Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel In the new episode of Fullfunnel Live we're going to address the most common question we've heard from the GTM teams at the end of the year: "We need revenue NOW". We'll cover: How to define the accounts that are likely to buy your product this quarter Two sublists for the deโฆ
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Episode 42: Marcio Moerbeck - B2B Tech Partnership Go-To-Market Strategy
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In this episode, Marcio Moerbeck, adjunct professor of marketing at Miami Dade College, joins Louise Liu to discuss the B2B tech partnership go-to-market strategies. Marcio talks about the different types of partnerships and partner marketing. He also shares his opinion on what common mistakes to avoid for partner marketing based on his experience.โฆ
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Episode 123: The State of Full Funnel Marketing 2023 + Lessons for 2024 with Andrei & Vladimir
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Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel In the new episode of Fullfunnel Live we're going to cover the insights from our State of Full-funnel Marketing research and the lessons for 2024. We'll cover: The core B2B marketing challenges and their root reasons How to do more with less in 2024 The trends (both good and โฆ
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Episode 122: Transforming your company from lead gen to demand generation and full funnel marketing with Andrei & Vladimir
1:02:01
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Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel โIn the new episode of Fullfunnel Live we're going to cover the transformation process you need to take to move your organization from lead gen and sales-led motion to full-funnel marketing. We cover: 10 transformation pillars The POWERFUL checklist for a CMO Defining the traโฆ
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Episode 121: How to launch an ABM pilot with Andrei Zinkevich & Vladimir Blagojeviฤ
1:00:12
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Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel This episode is sponsored by Dealfront (https://www.leadfeeder.com/?utm_source=podcast&utm_medium=body&utm_campaign=fullfunnel ) - a European leading intent data vendor. With DealFront you can harness three layers of data โ market signals, web visitors, and EU company databasโฆ
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Episode 41: Matt Mehus - Developing The Ideal Customer Profile
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In this episode, Matt Mehus, Vice President of Marketing at OpenVPN Inc, joins Louise Liu to discuss the ideal customer profile. Matt talks about the misconceptions of the "ideal customer profile", and how ideal customer profiles influence other marketing and business activities. He also walks through the common challenges of developing the ICP. Foโฆ
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Episode 120: How to plan ABM for 2024 with Davis Potter
1:11:38
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โSign up to all live workshops and podcasts here: https://lu.ma/fullfunnel In the new episode of Fullfunnel Live we're going to cover how to plan ABM for 2024. We cover: How to plan ABM properly How is ABM evolving from 2023 to 2024 AI in ABM: pros & cons Tech stack trends On-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-c Full-โฆ
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Episode 119: Dark Social: How to create awareness and generated demand in the communities with Arthur Castillo
1:01:43
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Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel In the new episode of Full-Funnel Live with Arthur Castillo (Chili Piper) we cover: - How Chili Piper drives awareness through Slack communities: examples of dark social programs - How to measure the success of your dark social & community engagement strategy - How to define โฆ
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Workshop 1: Targeting Ideal Customer Profiles (ICPs)
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ACCESS THE FULL WORKSHOP - www.contentquality.co.uk/blog To kick us off on our road trip around the sales process we think it makes sense to start by focusing on where all business begins and ends; the customer. With that as our starting point, our first workshop offers a step-by-step guide to crafting the ideal customer profile. The magic lies in โฆ
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Episode 118: How to run a B2B customer research to make a data driven GTM Strategy with Andrei Zinkevich & Vladimir Blagojeviฤ
1:04:31
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Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel In the new episode of Fullfunnel Live we're going to cover how to run a B2B customer research to support your GTM strategy with actionable insights. We'll cover: What types of customers should you select for customer research? What questions do you need to ask? How to processโฆ
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Episode 117: Sales and Marketing's Collaborative Journey to Revenue Acceleration witch Leanne Chescoe
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Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel In this Episode Andrei Zinkevich (Fullfunnel.io) and Leanne Chescoe (Demandbase) cover: How to go from siloed teams to revenue-driven organization: 2 levels of marketing and sales alignment. How to develop joint marketing and sales playbooks: real examples How to start a reveโฆ
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Episode 116: Holistic B2B marketing attribution. How to measure B2B marketing and make the right decisions with Steffen Hedebrandt
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Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel The Social selling "playbook" for most companies (because it's rarely an actual and formalized process) is this by the new episode of Fullfunnel Live we're going to cover with Steffen Hedebrandt, CEO @Dreamdata, the holistic b2b marketing attribution or how to measure B2B marโฆ
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Episode 115: How to create a cross functional content creation machine that generates revenue and leverages SMEs with Stapho Thienpont
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Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel โIn the new episode of Fullfunnel Live, we are going to share a step by step framework we use to develop a joint content creation and demand generation playbook for marketing and sales teams. โYou'll learn: - How to get sales buy-in and involve them in demand gen - How to simโฆ
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Episode 114: Why your MQLs don't convert. Implementing an MQL model that drives pipeline with Stapho Thienpont
1:02:17
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Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel In this podcast, we're going to discuss what is a Marketing-qualified lead, and why your MQLs don't convert. Next, we will explore an MQL model that will effectively drive pipeline growth. By the end of the episode, you'll know how to improve your MQLs and convert more leads!โฆ
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Episode 40: Dave Panek - Product/Market Fit Transitioning from Product to Platform
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In this episode, Dave Panek, Partner at Aventi Group, joins Louise Liu to discuss the product/market fit. Dave explains how product/market fit impacts the go-to-makret strategy and overall business growth. He also discusses his process of developing product/market fit and his experience in helping clients transition from product to platform. For moโฆ
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Episode 39: Julien Sauvage - Building a Great Sales Deck
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In this episode, Julien Sauvage, VP of Brand and Product Marketing at Clari, joins Louise Liu to discuss the sales deck. Julien shares the key components of a great sales deck and his creation process. He also discusses the governance process of the sales deck after creation. For sales deck example and template, please check out "A Deceptively Simpโฆ
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Episode 38: Dejan Gajsek - Minimum Viable Competitive Intelligence Programs
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In this episode, Dejan Gajsek, CEO at Grow + Scale, joins Louise Liu to discuss competitive intelligence. Dejan Gajsek shares his valuable insights on how to initiate CI programs with limited budgets. In addition, he also discusses the common reason why CI programs fail and offers practical advice on measuring the success of your CI efforts. For moโฆ
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Episode 37: Robert Karel - Analyst Relations and Product Marketing
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In this episode, Robert Karel, founder of Product Marketing Perspective and former analyst at Forrester, joins Louise Liu to discuss analyst relations and product marketing. Robert shares his experience transitioning into product marketing from being an industry analyst. He also discusses helpful tips on engaging and building meaningful relationshiโฆ
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Episode 113: How To Run Marketing & Sales Alignment & Sync Meetings with Stapho Thienpont
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Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel To make marketing and sales work together, make sure youโve scheduled these 4 sync meetings. 1. ๐๐๐๐ค๐ฅ๐ฒ ๐ฃ๐จ๐ข๐ง๐ญ ๐๐๐ฆ๐ฉ๐๐ข๐ ๐ง๐ฌ ๐ซ๐๐ฏ๐ข๐๐ฐ ๐ฆ๐๐๐ญ๐ข๐ง๐ . Agenda: - Leading indicators report for every joint campaign - Wins: what moves us forward? - Challenges: whatโs holding us back? 2. ๐๐๐ ๐ฌ๐ฒ๐ง๐โฆ
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Episode 112: How to target and warm up B2B buyers with Zero Social Presence with Stapho Thienpont
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Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel 3 ways to target and warm up B2B buyers if they are not active on social. If you're selling to technical teams or conservative industries, your buyers may not be active on social. Hence, ads and cold outreach are doomed. Here are several ways to reach and warm up them. 1. Parโฆ
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Episode 111: How to measure ABM and demand gen across the full funnel journey
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Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel How to measure ABM (account-based marketing) and demand gen across the full funnel 1. ๐๐ฟ๐ฎ๐ป๐ฑ ๐ฎ๐๐ฎ๐ฟ๐ฒ๐ป๐ฒ๐๐ ๐ฎ๐ป๐ฑ ๐ฑ๐ฒ๐บ๐ฎ๐ป๐ฑ ๐ด๐ฒ๐ป๐ฒ๐ฟ๐ฎ๐๐ถ๐ผ๐ป. - Increased website visits from target accounts - Pricing/demo visits by target accounts - Total time spent and repetitive visits by target accounts - โฆ
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Episode 36: Tanu Kaushik - Brand Marketing and Product Marketing
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In this episode, Tanu Kaushik, global senior product marketing manager at Quantium, joins Louise Liu to share her brand marketing and product marketing experiences. She also discusses some great examples from Quickbooks and Hubspot of how brand marketing and product marketing support each other. For more information, please check out Brand Marketinโฆ
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