Best Ideal Customer Profile (icp Podcasts (2024)

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Episode 135: How to create an Ideal Customer Profile ICP for ABM programs with Andrei & Vladimir 1:03:03

26d ago1:03:03

1:03:03

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 …

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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

2h ago1:04:49

1:04:49

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 …

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Episode 47: Anthony Pierri - Effective Homepage Messaging Strategy for Startups 25:11

27m ago25:11

25:11

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 h…

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Unpacking Interest Graph Algorithms and Practical Strategies to Navigate Relevance 20:54

39m ago20:54

20:54

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 alignme…

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Understanding Human-Centric SEO and Its Importance 27:12

10d ago27:12

27:12

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 relevan…

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Episode 136: How to leverage intent data to generate pipeline with Andrei & Vladimir 45:53

22d ago45:53

45:53

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 who’s coming to your website, convert more leads and get a free trial at Dealfront…

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How To Grow Word of Mouth and Referrals Using the Respect Ladder 23:32

15d ago23:32

23:32

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, resp…

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Creating Digital Human Experiences that Nurture Your Leads 36:57

23d ago36:57

36:57

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 …

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Episode 134: The Ultimate Guide to Develop a Full Funnel B2B Marketing Function with Andrei & Vladimir 1:03:46

1M ago1:03:46

1:03:46

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 who’s coming to your website, convert more leads and get a free trial at Dealfront: https://bit.ly/3UwLUZr Key questions we dis…

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Tik Tok Ban and Why You Might Want to Consider Starting an Account 18:07

25d ago18:07

18:07

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 …

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Creating Ad campaigns Using the Law of Averages and Human Virtues 38:29

30d ago38:29

38:29

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 im…

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High Value Offers that Actually Grow Businesses 41:32

1M ago41:32

41:32

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, whethe…

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Episode 133: Level Up Your ABM Strategy with SDRs with Andrei & Vladimir 1:03:19

1M ago1:03:19

1:03:19

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 ma…

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Episode 46: Terezia Batovska - The Key to Analyst Relations Success 22:35

1M ago22:35

22:35

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 i…

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Digital Shaping in GovCon With Eric Gregory 1:26:31

1M ago1:26:31

1:26:31

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. He…

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Leveraging Search engine and Social Media Business Models 40:54

1M ago40:54

40:54

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 valua…

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Episode 132: How to select the right accounts for ABM with Andrei & Vladimir 49:36

2M ago49:36

49:36

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 not…

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Breaking Down Micro Conversions 42:46

1M ago42:46

42:46

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 …

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Episode 45: Anubhav Rao - Scaling Hyper-personalized Messaging with AI 17:50

2M ago17:50

17:50

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 …

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Episode 131: Allbound marketing: how to create joint marketing and sales playbooks with Andrei & Vladimir 1:02:40

2M ago1:02:40

1:02:40

Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel In 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 incorporat…

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Episode 130: How to fix a broken B2B playbook with full funnel marketing with Andrei & Vladimir 59:57

3M ago59:57

59:57

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 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 increase…

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Episode 44: Abiola Apooyin - Conducting Market Research 19:52

3M ago19:52

19:52

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. Fo…

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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

4M ago41:29

41:29

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 expertis…

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Episode 43: Ashley Litzenberger - Data-Driven ICP for Multi-Product Portfolio 20:00

4M ago20:00

20:00

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, p…

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Episode 128: 15 bottlenecks that destroy marketing & sales programs with Andrei & Vladimir 49:11

4M ago49:11

49:11

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 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 …

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Episode 127: Ignite Your Sales: How to Warm Up Target Buyers with Andrei & Vladimir 1:04:50

4M ago1:04:50

1:04:50

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 RESOURCE…

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Episode 126: The Old SDR model is DEAD - meet ABSRs with Andrei & Vladimir 1:03:15

5M ago1:03:15

1:03:15

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 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 ro…

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Episode 125: Account segmentation for ICP development with Andrei & Vladimir 1:01:11

5M ago1:01:11

1:01:11

Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel In 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 …

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Episode 124: We need revenue NOW: joint marketing and sales planning with Andrei & Vladimir 59:58

5M ago59:58

59:58

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 de…

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Episode 42: Marcio Moerbeck - B2B Tech Partnership Go-To-Market Strategy 24:35

5M ago24:35

24:35

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.…

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Episode 123: The State of Full Funnel Marketing 2023 + Lessons for 2024 with Andrei & Vladimir 59:44

6M ago59:44

59:44

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 …

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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

6M ago1:02:01

1:02:01

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 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 tra…

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Episode 121: How to launch an ABM pilot with Andrei Zinkevich & Vladimir Blagojević 1:00:12

7M ago1:00:12

1:00:12

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 – market signals, web visitors, and EU company databas…

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Episode 41: Matt Mehus - Developing The Ideal Customer Profile 21:51

6M ago21:51

21:51

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. Fo…

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Episode 120: How to plan ABM for 2024 with Davis Potter 1:11:38

7M ago1:11:38

1:11:38

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 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-…

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Episode 119: Dark Social: How to create awareness and generated demand in the communities with Arthur Castillo 1:01:43

7M ago1:01:43

1:01:43

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 …

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Workshop 1: Targeting Ideal Customer Profiles (ICPs) 5:08

7M ago5:08

5:08

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 …

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Episode 118: How to run a B2B customer research to make a data driven GTM Strategy with Andrei Zinkevich & Vladimir Blagojević 1:04:31

7M ago1:04:31

1:04:31

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 process…

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Episode 117: Sales and Marketing's Collaborative Journey to Revenue Acceleration witch Leanne Chescoe 1:36:10

8M ago1:36:10

1:36:10

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 reve…

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Episode 116: Holistic B2B marketing attribution. How to measure B2B marketing and make the right decisions with Steffen Hedebrandt 59:35

8M ago59:35

59:35

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 mar…

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Episode 115: How to create a cross functional content creation machine that generates revenue and leverages SMEs with Stapho Thienpont 48:10

9M ago48:10

48:10

Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel In 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. You'll learn: - How to get sales buy-in and involve them in demand gen - How to sim…

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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

9M ago1:02:17

1:02:17

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!…

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Episode 40: Dave Panek - Product/Market Fit Transitioning from Product to Platform 24:05

9M ago24:05

24:05

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 mo…

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Episode 39: Julien Sauvage - Building a Great Sales Deck 28:00

11M ago28:00

28:00

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 Simp…

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Episode 38: Dejan Gajsek - Minimum Viable Competitive Intelligence Programs 18:30

11M ago18:30

18:30

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 mo…

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Episode 37: Robert Karel - Analyst Relations and Product Marketing 31:05

1y ago31:05

31:05

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 relationshi…

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Episode 113: How To Run Marketing & Sales Alignment & Sync Meetings with Stapho Thienpont 1:01:20

1y ago1:01:20

1:01:20

Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel To make marketing and sales work together, make sure you’ve scheduled these 4 sync meetings. 1. 𝐖𝐞𝐞𝐤𝐥𝐲 𝐣𝐨𝐢𝐧𝐭 𝐜𝐚𝐦𝐩𝐚𝐢𝐠𝐧𝐬 𝐫𝐞𝐯𝐢𝐞𝐰 𝐦𝐞𝐞𝐭𝐢𝐧𝐠. Agenda: - Leading indicators report for every joint campaign - Wins: what moves us forward? - Challenges: what’s holding us back? 2. 𝐀𝐁𝐌 𝐬𝐲𝐧𝐜…

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Episode 112: How to target and warm up B2B buyers with Zero Social Presence with Stapho Thienpont 57:23

1y ago57:23

57:23

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. Par…

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Episode 111: How to measure ABM and demand gen across the full funnel journey 43:36

1y ago43:36

43:36

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. 𝗕𝗿𝗮𝗻𝗱 𝗮𝘄𝗮𝗿𝗲𝗻𝗲𝘀𝘀 𝗮𝗻𝗱 𝗱𝗲𝗺𝗮𝗻𝗱 𝗴𝗲𝗻𝗲𝗿𝗮𝘁𝗶𝗼𝗻. - Increased website visits from target accounts - Pricing/demo visits by target accounts - Total time spent and repetitive visits by target accounts - …

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Episode 36: Tanu Kaushik - Brand Marketing and Product Marketing 15:10

1y ago15:10

15:10

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 Marketin…

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Ideal Customer Profile (icp Podcasts

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