Episodes
-
๐ช๐ต๐ฎ๐ ๐ฌ๐ผ๐โ๐น๐น ๐๐ฒ๐ฎ๐ฟ๐ป:
โข Capturing demand and engagement signals to identify highly engaged accounts
โข How to avoid account blindness in CRM
โข How to match your playbooks with the level of demand
๐ก As always, we shared examples and answered your questions, making this episode a must-watch for marketers and sales professionals alike.
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
Daniel Zsolt Rรฉnyi on Linkedin - https://www.linkedin.com/in/danrenyi/ -
In this episode of Fullfunnel Live, we talked about demand generation for long sales cycles.
๐ช๐ต๐ฎ๐ ๐ฌ๐ผ๐โ๐น๐น ๐๐ฒ๐ฎ๐ฟ๐ป:
โข How long does it take to generate an enterprise sales opportunity
โข 3 levels of demand
โข Demand generation from the B2B buyer's perspective and how to influence it
๐ก As always, we share real live examples and answer your questions, making this episode a must-watch for marketers and sales professionals alike.
๐ Donโt 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/ -
Episodes manquant?
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In this episode of Fullfunnel Live, we talked about how to handle leadership objections about demand gen & ABM.
๐ช๐ต๐ฎ๐ ๐ฌ๐ผ๐โ๐น๐น ๐๐ฒ๐ฎ๐ฟ๐ป:
โข The root reasons behind sales and leadership pushback for demand gen and ABM
โข How to address the most common objections: the data and proof points you need to collect โข How to prepare internal business cases to get a buy-in
๐ก As always, we share real live examples and answer your questions, making this episode a must-watch for marketers and sales professionals alike.
๐ Donโt 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/ -
In this episode of Fullfunnel Live, we shared behind-the-scenes and real world examples of demand generation in action.
๐ช๐ต๐ฎ๐ ๐ฌ๐ผ๐โ๐น๐น ๐๐ฒ๐ฎ๐ฟ๐ป:
โข How to influence senior enterprise buyers who don't spend their days hanging out on LinkedIn
โข What is the role of sales in demand generation and capture
โข Why most B2B companies target the wrong audience with their demand gen programs
โข How to measure the impact of your demand gen programs (including the "dark social")
โข The most common objections sales and executives have, and how to address them
๐ก As always, we share live examples and answer your questions, making this episode a must-watch for marketers and sales professionals alike.
๐ Donโt 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/ -
In this episode of Fullfunnel Live, we dived into a must-see topic for anyone focused on account-based marketing - ๐๐ผ๐๐ฟ ๐๐๐ ๐ฃ๐ฟ๐ผ๐ด๐ฟ๐ฎ๐บ๐ ๐๐ต๐ฎ๐ ๐๐ฟ๐ผ๐๐ฒ $๐ณ๐ ๐ฃ๐ถ๐ฝ๐ฒ๐น๐ถ๐ป๐ฒ.
๐ช๐ต๐ฎ๐ ๐ฌ๐ผ๐โ๐น๐น ๐๐ฒ๐ฎ๐ฟ๐ป:
โข How to adapt your strategy for ๐ฐ๐ผ๐ป๐๐ฒ๐ฟ๐๐ฎ๐๐ถ๐๐ฒ ๐บ๐ฎ๐ฟ๐ธ๐ฒ๐๐ (buyers not active on social) vs. ๐ฐ๐ฟ๐ผ๐๐ฑ๐ฒ๐ฑ ๐บ๐ฎ๐ฟ๐ธ๐ฒ๐๐ (oversupply of content and outreach).
โข The difference between ๐ด๐ฒ๐ป๐ฒ๐ฟ๐ฎ๐น and ๐ป๐ถ๐ฐ๐ต๐ฒ-๐๐ฝ๐ฒ๐ฐ๐ถ๐ณ๐ถ๐ฐ ๐ฑ๐ฎ๐๐ฎ ๐๐ผ๐๐ฟ๐ฐ๐ฒ๐ to identify high-conversion accounts.
โข How to run ABM and nurture buyers in markets with ๐๐ฒ๐ฟ๐ ๐น๐ผ๐ป๐ด ๐๐ฎ๐น๐ฒ๐ ๐ฐ๐๐ฐ๐น๐ฒ๐ (2+ years).
โข The ๐ถ๐ฑ๐ฒ๐ฎ๐น ๐๐. ๐ฟ๐ฒ๐ฎ๐น๐ถ๐๐๐ถ๐ฐ ๐๐๐ ๐๐ฒ๐ฎ๐บ ๐๐๐ฟ๐๐ฐ๐๐๐ฟ๐ฒ and how to solve common team bottlenecks.
โข How to create ๐ฎ๐ฐ๐ฐ๐ผ๐๐ป๐-๐๐ฝ๐ฒ๐ฐ๐ถ๐ณ๐ถ๐ฐ ๐ฐ๐ผ๐ป๐๐ฒ๐ป๐ and support sales reps effectively.
โข What to do when neither marketers nor sales teams have deep product or customer knowledge.
โข How to leverage a common ABM framework and adapt it to your unique situation (team, market, product, etc.).
Finally, you will understand how to leverage a common ABM framework, and where and how to adapt it to your unique situation (team, market, product...).
๐ก As always, we share live examples and answer your questions, making this episode a must-watch for marketers and sales professionals alike.
๐ Donโt 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 -
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.
๐ In This Episode, Youโll 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.
๐ก As always, we share live examples and answer your questions, making this episode a must-watch for marketers and sales professionals alike.
๐ Why Watch?
Whether youโre looking to refine your content strategy or align your sales and marketing teams, this episode is packed with practical advice and proven tactics.
๐ Donโt 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/ -
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/ -
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 yearโ 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 workingAs 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 -
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/ -
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/ -
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/ -
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/ -
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
โ - 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/ -
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/ -
OPTIMIZE YOUR BUYER JOURNEY
With Mouseflowโs heatmaps and session recordings, youโll 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/ -
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 siteโbe 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/ -
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 -
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 numbersHow to structure the sponsorship or collaboration with thought leaders to get meaningful results, not a generic mention on socialHow we ran 6 month program for Dealfront and what results did the get
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
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/ -
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 whoโs 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: 1โ3 months.
----
A lot of B2B companies pay attention only to creating demand for a vendor and claim their sales cycle length is 1โ3 months.
They ignore the rest of the buyer journey and pay a solid ROI tax on it.
Buyers that are in market spend 6โ9 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. -
โIn 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, Joรฃo Crisรณstomo from TestRail (a brand of Gurock Software), to share:
- How to market to a technical audience not active on socialโwhat works and what doesn't
- How to create expertise content when you donโt 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 whoโs 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
Joรฃo on Linkedin - Montre plus
