The Partnership Economy explores the power of partnerships through candid conversations and stories with industry leaders. Our hosts, David A. Yovanno, CEO and Todd Crawford, Co-founder, of impact.com, unpack the future of partnerships as a lever for scale and an opportunity to put the consumer first.
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Know What You See with Brian Lowery
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1 Flight of the Monarchs: Jaime Rojo on Beauty and Conservation 31:01
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National Geographic photographer and conservationist Jaime Rojo has spent decades capturing the beauty and fragility of the monarch butterfly. Their epic migration is one of nature’s most breathtaking spectacles, but their survival is under threat. In this episode, Jaime shares how his passion for photography and conservation led him to document the monarchs’ journey. He and host Brian Lowery discuss the deeper story behind his award-winning images, one about resilience, connection, and the urgent need to protect our natural world. See Jaime's story on the monarch butterflies at his website: rojovisuals.com , and follow Brian Lowery at knowwhatyousee.com .…
Episode 151: Account-based journeys: how enterprise sales reps create multi-channel journeys to book more calls with Magali Finet-Perdu
Manage episode 462076175 series 3072965
Content provided by Andrei Zinkevich. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Andrei Zinkevich or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
In the new episode of Fullfunnel Live we'll share a sales' perspective in a live, step-by-step case study of an ABM program to create enterprise opportunities in a highly competitive corporate learning market.
We invited our client, Magali Finet-Perdu, a sales rep at CrossKnowlege to share:
RESOURCES:
On-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-courses/
Full-Funnel Insider - A Marketing Newsletter For B2B Marketers: https://fullfunnel.io/marketing-newsletter/
Join our community for B2B marketers - The Trenches: https://trenches.community/
Upcoming events: https://lu.ma/fullfunnel/events Full-Funnel Marketing Content Hub: https://fullfunnel.io/blog
Vladimir on Linkedin: https://www.linkedin.com/in/vladimirblagojevic/
Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/
Magali Finet-Perdu on Linkedin: linkedin.com/in/the-skills-you-need-to-succeed-magali-finet-perdu
…
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We invited our client, Magali Finet-Perdu, a sales rep at CrossKnowlege to share:
- Examples of how to use different channels and collaboration with marketing to introduce multiple meaningful touchpoints and book more calls with prospects
- How can sales reps attract attention and create awareness in the buying committee of target accounts
- How to educate stakeholders and time it correctly, within global organizations that don't rethink their processes, tools, and approaches every year— and where it takes time to find the right opportunity
- How to scale from a pilot program and involve more salespeople in a new way of working
RESOURCES:
On-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-courses/
Full-Funnel Insider - A Marketing Newsletter For B2B Marketers: https://fullfunnel.io/marketing-newsletter/
Join our community for B2B marketers - The Trenches: https://trenches.community/
Upcoming events: https://lu.ma/fullfunnel/events Full-Funnel Marketing Content Hub: https://fullfunnel.io/blog
Vladimir on Linkedin: https://www.linkedin.com/in/vladimirblagojevic/
Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/
Magali Finet-Perdu on Linkedin: linkedin.com/in/the-skills-you-need-to-succeed-magali-finet-perdu
153 episodes
Manage episode 462076175 series 3072965
Content provided by Andrei Zinkevich. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Andrei Zinkevich or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
In the new episode of Fullfunnel Live we'll share a sales' perspective in a live, step-by-step case study of an ABM program to create enterprise opportunities in a highly competitive corporate learning market.
We invited our client, Magali Finet-Perdu, a sales rep at CrossKnowlege to share:
RESOURCES:
On-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-courses/
Full-Funnel Insider - A Marketing Newsletter For B2B Marketers: https://fullfunnel.io/marketing-newsletter/
Join our community for B2B marketers - The Trenches: https://trenches.community/
Upcoming events: https://lu.ma/fullfunnel/events Full-Funnel Marketing Content Hub: https://fullfunnel.io/blog
Vladimir on Linkedin: https://www.linkedin.com/in/vladimirblagojevic/
Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/
Magali Finet-Perdu on Linkedin: linkedin.com/in/the-skills-you-need-to-succeed-magali-finet-perdu
…
continue reading
We invited our client, Magali Finet-Perdu, a sales rep at CrossKnowlege to share:
- Examples of how to use different channels and collaboration with marketing to introduce multiple meaningful touchpoints and book more calls with prospects
- How can sales reps attract attention and create awareness in the buying committee of target accounts
- How to educate stakeholders and time it correctly, within global organizations that don't rethink their processes, tools, and approaches every year— and where it takes time to find the right opportunity
- How to scale from a pilot program and involve more salespeople in a new way of working
RESOURCES:
On-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-courses/
Full-Funnel Insider - A Marketing Newsletter For B2B Marketers: https://fullfunnel.io/marketing-newsletter/
Join our community for B2B marketers - The Trenches: https://trenches.community/
Upcoming events: https://lu.ma/fullfunnel/events Full-Funnel Marketing Content Hub: https://fullfunnel.io/blog
Vladimir on Linkedin: https://www.linkedin.com/in/vladimirblagojevic/
Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/
Magali Finet-Perdu on Linkedin: linkedin.com/in/the-skills-you-need-to-succeed-magali-finet-perdu
153 episodes
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Full-Funnel B2B Marketing Show
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1 Episode 153: Account-based content strategy: Fullfunnel.io Playbook with Andrei & Vladimir 1:14:23
1:14:23
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In this episode of Fullfunnel Live, we explored the ins and outs of Account-Based Content Strategy and share the Fullfunnel.io Playbook for success. 🔑 In This Episode, You’ll Learn: - How to create a holistic ABM content strategy for 1:Many , 1:Few , and 1:1 engagement. - An in-depth look at our ABM Content Playbooks and how to implement them. - Real-world examples and actionable insights to help you execute ABM strategies effectively. 💡 As always, we share live examples and answer your questions, making this episode a must-watch for marketers and sales professionals alike. 👉 Why Watch? Whether you’re looking to refine your content strategy or align your sales and marketing teams, this episode is packed with practical advice and proven tactics. 📌 Don’t forget to like, comment, and subscribe for more insights on ABM, content strategy, and B2B marketing! RESOURCES On-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-courses/ Full-Funnel Insider - A Marketing Newsletter For B2B Marketers: https://fullfunnel.io/marketing-newsletter/ Join our community for B2B marketers - The Trenches: https://trenches.community/ Upcoming events: https://lu.ma/fullfunnel/events Full-Funnel Marketing Content Hub: https://fullfunnel.io/blog Vladimir on Linkedin: https://www.linkedin.com/in/vladimirblagojevic/ Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/…
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Full-Funnel B2B Marketing Show
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1 Episode 152: Account-based content marketing: Certn Case Study with Ellen Kaross 1:05:59
1:05:59
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In the new episode of Fullfunnel Live we'll share a live, step-by-step case study on mastering account-based content marketing with insights and actionable strategies. We invited our client, Ellen Kaross, a Global Marketing & Communications Manager at Certn to share: - How to support account based marketing strategy with content - How to create account specific content and support sales reps - How to combine brand content strategy and account based content RESOURCES: On-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-courses/ Full-Funnel Insider - A Marketing Newsletter For B2B Marketers: https://fullfunnel.io/marketing-newsletter/ Join our community for B2B marketers - The Trenches: https://trenches.community/ Upcoming events: https://lu.ma/fullfunnel/events Full-Funnel Marketing Content Hub: https://fullfunnel.io/blog Ellen Kaross on Linkedin: https://www.linkedin.com/in/ellenkaross/recent-activity/all/…
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Full-Funnel B2B Marketing Show
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1 Episode 151: Account-based journeys: how enterprise sales reps create multi-channel journeys to book more calls with Magali Finet-Perdu 1:01:43
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In the new episode of Fullfunnel Live we'll share a sales' perspective in a live, step-by-step case study of an ABM program to create enterprise opportunities in a highly competitive corporate learning market. We invited our client, Magali Finet-Perdu, a sales rep at CrossKnowlege to share: Examples of how to use different channels and collaboration with marketing to introduce multiple meaningful touchpoints and book more calls with prospects How can sales reps attract attention and create awareness in the buying committee of target accounts How to educate stakeholders and time it correctly, within global organizations that don't rethink their processes, tools, and approaches every year— and where it takes time to find the right opportunity How to scale from a pilot program and involve more salespeople in a new way of working As always, we share live real examples and answer all questions. RESOURCES: On-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-courses/ Full-Funnel Insider - A Marketing Newsletter For B2B Marketers: https://fullfunnel.io/marketing-newsletter/ Join our community for B2B marketers - The Trenches: https://trenches.community/ Upcoming events: https://lu.ma/fullfunnel/events Full-Funnel Marketing Content Hub: https://fullfunnel.io/blog Vladimir on Linkedin: https://www.linkedin.com/in/vladimirblagojevic/ Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/ Magali Finet-Perdu on Linkedin: linkedin.com/in/the-skills-you-need-to-succeed-magali-finet-perdu…
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Full-Funnel B2B Marketing Show
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1 Episode 150: The State of Full Funnel Marketing 2024 + Lessons for 2025 with Andrei & Vladimir 1:01:22
1:01:22
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Every week, Andrei and Vlad speak to 5-10 B2B leaders about their GTM challenges, and work closely with teams as they implement evergreen revenue processes to accelerate pipeline and revenue growth. Join them in this special episode of FullFunnel Live - Andrei and Vlad will review what they learned in 2024, and the best B2B plans for 2025. As always, we share live real examples and answer all questions. RESOURCES: On-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-courses/ Full-Funnel Insider - A Marketing Newsletter For B2B Marketers: https://fullfunnel.io/marketing-newsletter/ Join our community for B2B marketers - The Trenches: https://trenches.community/ Upcoming events: https://lu.ma/fullfunnel/events Full-Funnel Marketing Content Hub: https://fullfunnel.io/blog Vladimir on Linkedin: https://www.linkedin.com/in/vladimirblagojevic/ Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/…
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Full-Funnel B2B Marketing Show
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1 Episode 149: ABM expansion with Andrei & Vladimir 54:16
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In the new episode of Fullfunnel Live we'll talk about ABM expansion. Join us to learn and discuss: -How to structure an expansion ABM program - the key steps - Expansion playbook example - How to align expansion with other ABM and demand gen programs RESOURCES On-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-courses/ Full-Funnel Insider - A Marketing Newsletter For B2B Marketers: https://fullfunnel.io/marketing-newsletter/ Join our community for B2B marketers - The Trenches: https://trenches.community/ Upcoming events: https://lu.ma/fullfunnel/events Full-Funnel Marketing Content Hub: https://fullfunnel.io/blog Vladimir on Linkedin: https://www.linkedin.com/in/vladimirblagojevic/ Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/…
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Full-Funnel B2B Marketing Show
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1 Episode 148: How to influence buyer journey with account based demand generation with Andrei & Vladimir 1:01:23
1:01:23
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In the new episode of Fullfunnel Live we'll share with Vladimir Blagojevic how to influence buyer journey with account-based demand generation. Join us to learn and discuss: - How to influence 3 stages of the buyer journey - The mix of content, channels and tactics you need to influence the entire buyer journey: Fullfunnel.io examples RESOURCES On-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-courses/ Full-Funnel Insider - A Marketing Newsletter For B2B Marketers: https://fullfunnel.io/marketing-newsletter/ Join our community for B2B marketers - The Trenches: https://trenches.community/ Upcoming events: https://lu.ma/fullfunnel/events Full-Funnel Marketing Content Hub: https://fullfunnel.io/blog Vladimir on Linkedin: https://www.linkedin.com/in/vladimirblagojevic/ Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/…
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Full-Funnel B2B Marketing Show
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1 Episode 147: Account based content with Andrei, Vladimir & Amy Loesch 59:30
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In the new episode of Fullfunnel Live we'll share with Vladimir Blagojevic a live, step-by-step case study of an ABM program for a niche market that you don't normally associate with ABM: real estate. We invited our client, Amy Loesch, former CMO at CHARLESGATE, a Boston-based real estate company, helping developers and investors market and sell condos, as well market and lease apartment buildings. Join us to learn and discuss: - How to influence niche buyers from specific locations who are not active on social - How to run ABM and nurture buyers in a market with very long cycles (more than 2 years) - How to create account-specific content and leverage it in sales - How to create 'solution awareness' with buyers who are used to do things in a certain way, and don't see why they should change - How we structured the program, tests we did that worked and the lessons learned RESOURCES On-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-courses/ Full-Funnel Insider - A Marketing Newsletter For B2B Marketers: https://fullfunnel.io/marketing-newsletter/ Join our community for B2B marketers - The Trenches: https://trenches.community/ Upcoming events: https://lu.ma/fullfunnel/events Full-Funnel Marketing Content Hub: https://fullfunnel.io/blog Vladimir on Linkedin: https://www.linkedin.com/in/vladimirblagojevic/ Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/ Amy Leyh Loesch: https://www.linkedin.com/in/amyleyh/…
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Full-Funnel B2B Marketing Show
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1 Episode 146: How to build a B2B marketing function that influences the whole buyer journey with Andrei & Vladimir 56:48
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In the new episode of Fullfunnel Live we'll share with Vladimir Blagojevic how to build a B2B marketing function that influences the whole buyer journey. Join us to learn and discuss: - 5 step process we use to align marketing & sales with the buying process of our target accounts - How to recreate the buyer journey - the must have input - How to define channels and programs to influence the buyer journey We also covered questions from our community, e.g.: - What is one thing that the market/ clients think they are doing right but in fact they are getting it wrong, and what should they be doing differently? - Top tips for achieving alignment with sales if it is vast and global. - If you were to start a full funnel marketing org from scratch, what would be the first hire? - Are there any tools or apps that can help identifying the buyer journey? RESOURCES On-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-courses/ Full-Funnel Insider - A Marketing Newsletter For B2B Marketers: https://fullfunnel.io/marketing-newsletter/ Join our community for B2B marketers - The Trenches: https://trenches.community/ Ucoming events: https://lu.ma/fullfunnel/events Full-Funnel Marketing Content Hub: https://fullfunnel.io/blog Vladimir on Linkedin: https://www.linkedin.com/in/vladimirblagojevic/ Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/…
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Full-Funnel B2B Marketing Show
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1 Episode 145: Adapting Global Marketing Programs To The New Markets and Segments with Andrei & Vladimir 46:53
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In the new episode of Fullfunnel Live we'll share with Vladimir Blagojevic how to adjust your GTM strategy and marketing programs to new markets and segments to drive revenue (not a frustrated regional team). Join us to learn and discuss: The most common mistakes when trying to adopt a successful HQ's marketing program to a new region or vertical 5-steps process we use to adjust central frameworks to the new market GTM needs, challenges and team's skillset How to set up the right expectations and metrics for the new program RESOURCES On-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-courses/ Full-Funnel Insider - A Marketing Newsletter For B2B Marketers: https://fullfunnel.io/marketing-newsletter/ Join our community for B2B marketers - The Trenches: https://trenches.community/ Ucoming events: https://lu.ma/fullfunnel/events Full-Funnel Marketing Content Hub: https://fullfunnel.io/blog Vladimir on Linkedin: https://www.linkedin.com/in/vladimirblagojevic/ Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/…
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Full-Funnel B2B Marketing Show
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1 Episode 144: How to plan long term marketing and sales programs with Andrei & Vladimir 1:01:57
1:01:57
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OPTIMIZE YOUR BUYER JOURNEY With Mouseflow’s heatmaps and session recordings, you’ll easily understand the why behind the drop-offs and optimize those user journeys to drive more meaningful conversions. Try for free here: https://bit.ly/47lmfI5 In the new episode of Fullfunnel Live we'll share with Vladimir Blagojevic how to plan long-term marketing and sales programs. Join us to learn and discuss: - How to structure long-term programs and align them with your team's capacity - How to present programs to get leadership buy-in - How to track program performance and what to report on if your program doesn't immediately generate revenue RESOURCES On-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-courses/ Full-Funnel Insider - A Marketing Newsletter For B2B Marketers: https://fullfunnel.io/marketing-newsletter/ Join our community for B2B marketers - The Trenches: https://trenches.community/ Ucoming events: https://lu.ma/fullfunnel/events Full-Funnel Marketing Content Hub: https://fullfunnel.io/blog Vladimir on Linkedin: https://www.linkedin.com/in/vladimirblagojevic/ Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/…
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Full-Funnel B2B Marketing Show
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1 Episode 143: Supercharge Your Go-To-Market Strategy with Full-Funnel Go-To-Market Template with Andrei & Vladimir 1:03:08
1:03:08
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Join us to learn and discuss: - How to use a Full-Funnel Go-To-Market strategy review template - How to define which areas should be improved, where you need to focus and what to remove. REMOVE FRICTION FROM THE BUYING PROCESS With Mouseflow, you can track where potential buyers are getting stuck on your site—be it abandoned forms, confusing navigation, or even broken links in key areas like your sign-up page or demo request form. Try for free Mouselflow here: https://bit.ly/47lmfI5 RESOURCES On-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-courses/ Full-Funnel Insider - A Marketing Newsletter For B2B Marketers: https://fullfunnel.io/marketing-newsletter/ Join our community for B2B marketers - The Trenches: https://trenches.community/ Upcoming events: https://lu.ma/fullfunnel/events Full-Funnel Marketing Content Hub: https://fullfunnel.io/blog Vladimir on Linkedin: https://www.linkedin.com/in/vladimirblagojevic/ Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/…
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Full-Funnel B2B Marketing Show
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1 Epicode 142: How to Build a WINNING ABM Team in 2024. Fullfunnel.io and Dealfront examples 55:14
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In the new episode of Fullfunnel Live we are going to cover one of the hottest questions with Sam O'Brien, CMO @Dealfront: Showing how to structure and align marketing and sales teams to run successful ABM programs. Tune in to learn: - Responsibilities of marketing and sales in the ABM programs - Necessary meetings to keep the program going and getting buy-in with sales - Fullfunnel & Dealfront case studies FIND AND TARGET THE RIGHT ACCOUNTS THAT ARE ALREADY AWARE OF YOUR PRODUCT See which accounts are coming to your website and get notifications when they visit high-intent pages (pricing, book a demo, etc). Start with a free trial at Dealfront: https://bit.ly/3UwLUZr RESOURCES On-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-c... Full-Funnel Insider - A Marketing Newsletter For B2B Marketers: https://fullfunnel.io/marketing-newsl... Join our community for B2B marketers - The Trenches: https://trenches.community/ Upcoming events: https://lu.ma/fullfunnel/events Full-Funnel Marketing Content Hub: https://fullfunnel.io/blog…
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Full-Funnel B2B Marketing Show
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1 Episode 141: Demand generation through B2B thought leaders and sponsorships with Andrei Zinkevich & Eric Melchor 56:37
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For the new episode of Fullfunnel Live we invited our long-term partner, Eric Melchor, founder @B2B PodPros to talk about raising brand awareness through sponsorships, podcasts and industry thought leaders. Join us to learn and discuss: Behind the scenes of podcast campaigns Eric ran in 2024: what worked and what failed with numbers How to structure the sponsorship or collaboration with thought leaders to get meaningful results, not a generic mention on social How we ran 6 month program for Dealfront and what results did the get 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 RESOURCES On-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-courses/ Full-Funnel Insider - A Marketing Newsletter For B2B Marketers: https://fullfunnel.io/marketing-newsletter/ Join our community for B2B marketers - The Trenches: https://trenches.community/ Upcoming events: https://lu.ma/fullfunnel/events Full-Funnel Marketing Content Hub: https://fullfunnel.io/blog Eric Melchor - https://www.linkedin.com/in/ericmelchor/ Andrei Zinkevich - https://www.linkedin.com/in/azinkevich/…
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Full-Funnel B2B Marketing Show
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1 Episode 140: Levels of Demand: adjusting demand generation to the buyer journey with Andrei & Vladimir 1:02:31
1:02:31
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In the new episode of Fullfunnel Live we share how to align your demand generation programs with the buyer journey. Tune in to learn: - Demand generation from the buyer perspective and how B2B customers actually buy - How long does it take to generate a sales opportunity: Overview of a real buyer journey - 3 levels of demand - How to match your CTAs (call to actions) with the buying intent Below I share what are the 3 levels of demand 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 RESOURCES On-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-courses/ Full-Funnel Insider - A Marketing Newsletter For B2B Marketers: https://fullfunnel.io/marketing-newsletter/ Join our community for B2B marketers - The Trenches: https://trenches.community/ Upcoming events: https://lu.ma/fullfunnel/events Full-Funnel Marketing Content Hub: https://fullfunnel.io/blog 3 LEVELS OF DEMAND 1. DEMAND FOR CONTENT. Buying intent: -/low. Example: I'm a B2B marketer working for a B2B company with a long sales cycle and high deal size product. I'm interested in upskilling myself, learn the best practices and industry trends. Demand gen goals: Motivate target audience to start following you, subscribing to your events, newsletter and engaging with your content. Typical cycle: 6-8 months. 2. DEMAND FOR SOLUTION. This is a stage where inhouse conversations about possible solutions to the existing challenge start happening. Buying intent: low/medium. Example: We're missing revenue targets by 40%. Our outbound pipeline declines while inbound is unpredictable and generates low deal-size opportunities. What should we do? Demand gen goals: -Repetitive visits to your website, including high-intent pages from multiple visitors - Engagement with solution-based content on social and content hubs - Sharing your content with colleagues Typical cycle: 3-6 months. 2. DEMAND FOR VENDOR. This is a stage where the buying decision happens. Buyers do vendor research and talk to vetted vendors. The first vendors they select are the vendors that attracted their attention earlier. Buying intent: high. Example: It's clear that we, marketing & sales, never worked as one team focusing on the same goals and targets. We want to go upmarket and generate enterprise opportunities with account-based programs. Which vendor will help us to achieve goals faster with our resources and budget? Demand gen goals: - Generate sales opportunities Typical cycle: 1–3 months. ---- A lot of B2B companies pay attention only to creating demand for a vendor and claim their sales cycle length is 1–3 months. They ignore the rest of the buyer journey and pay a solid ROI tax on it. Buyers that are in market spend 6–9 months consuming content related to their jobs-to-be-done and business challenges. Before they become in market, they create a list of preferred vendors. If you want to be among them, make sure your demand gen program is aligned with the buyer journey.…
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Full-Funnel B2B Marketing Show
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1 Episode 139: Case Study: Converting Skeptical IT Buyers with ABM with Andrei, Vladimir & João Crisóstomo 1:13:58
1:13:58
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In the new episode of Fullfunnel Live we'll share a live, step-by-step case study of an ABM program for skeptical IT buyers that generated several enterprise opportunities and won enterprise deals. We invited our client, João Crisóstomo from TestRail (a brand of Gurock Software), to share: - How to market to a technical audience not active on social—what works and what doesn't - How to create expertise content when you don’t have the expertise - How to warm up buyers not active on social - How to work with internal and external subject-matter experts 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 RESOURCES On-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-courses/ Full-Funnel Insider - A Marketing Newsletter For B2B Marketers: https://fullfunnel.io/marketing-newsletter/ Join our community for B2B marketers - The Trenches: https://trenches.community/ Upcoming events: https://lu.ma/fullfunnel/events Full-Funnel Marketing Content Hub: https://fullfunnel.io/blog Vladimir on Linkedin Andrei on Linkedin João on Linkedin…
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