
Full-Funnel B2B Marketing Show
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 sales pipeline, scale revenue, and customer growth.Learn more about full-funnel b2b marketing here: https://fullfunnel.io
Latest episodes

Apr 21, 2025 โข 1h 7min
Episode 160: Role of Sales in Demand Gen with Andrei & Vladimir
In this episode of Full-Funnel Live, Vlad and Andrei break down how sales can stop blaming marketing for a lack of awareness and inbound pipeline, and take an active role.๐ช๐ต๐ฎ๐ ๐ฌ๐ผ๐โ๐น๐น ๐๐ฒ๐ฎ๐ฟ๐ป:โขโ โ Why modern sales teams actively participate in demand generation (and what that looks like in practice)โขโ โ How sales can create awareness among target accountsโขโ Allbound demand capture playbooks โขโ โ Concrete examples of non-sales touches that actually drive conversations ๐ก As always, we shared real examples, ready-to-use activities, and a fresh view on how sales and marketing can partner to generate AND capture demandโtogether.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/blogVladimir on Linkedin: https://www.linkedin.com/in/vladimirblagojevic/Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/

Apr 15, 2025 โข 59min
Episode 159: Buyer Enablement: How to Influence the Buying Process and Get Chosen with Andrei & Vladimir
Most B2B teams still obsess over MQLs, discovery calls, and proposal stagesโyet 90% of B2B buying happens during internal meetings, not sales calls.In this episode of Full-Funnel Live, Vlad and Andrei unpack ๐ต๐ผ๐ ๐บ๐ฎ๐ฟ๐ธ๐ฒ๐๐ถ๐ป๐ด ๐๐ฒ๐ฎ๐บ๐ ๐ฐ๐ฎ๐ป ๐๐๐ฝ๐ฝ๐ผ๐ฟ๐ ๐๐ฎ๐น๐ฒ๐ ๐ถ๐ป ๐ฒ๐ป๐ฎ๐ฏ๐น๐ถ๐ป๐ด ๐ฏ๐๐๐ฒ๐ฟ๐ ๐๐ผ ๐ฐ๐ต๐ผ๐ผ๐๐ฒ ๐๐ผ๐โ๐ฒ๐๐ฝ๐ฒ๐ฐ๐ถ๐ฎ๐น๐น๐ ๐๐ต๐ฒ๐ป ๐๐ผ๐'๐ฟ๐ฒ ๐ป๐ผ๐ ๐ถ๐ป ๐๐ต๐ฒ ๐ฟ๐ผ๐ผ๐บ. ๐๐ผ๐ถ๐ป ๐๐ผ ๐น๐ฒ๐ฎ๐ฟ๐ป:โข Why your deals are getting stuckโor dyingโwhen you're not in the roomโข โ How to enable Champions with personalized content hubs, business cases, and internal sales toolsโข The key elements of a successful buyer enablement programโข โ How to prepare your marketing and sales teams to align around how B2B buyers really buy We showed ๐ฟ๐ฒ๐ฎ๐น ๐ฒ๐
๐ฎ๐บ๐ฝ๐น๐ฒ๐ of how we use buyer enablement to break through silos, influence the internal process, and drive revenue from enterprise accounts. 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/blogVladimir on Linkedin: https://www.linkedin.com/in/vladimirblagojevic/Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/

9 snips
Mar 24, 2025 โข 1h 2min
Episode 158: Capturing demand signals with Daniel Zsolt Rรฉnyi
Discover how to capture demand signals and improve B2B marketing strategies. Learn about avoiding account blindness in CRM and the importance of aligning playbooks with market demand. The discussion covers the complexities of modern buyer journeys and the need for cohesive account intelligence. It also highlights the transition from manual to automated demand capture and effective CRM management using tools like HubSpot. Dive into how technology, including AI and chatbots, is revolutionizing communication and decision-making in marketing.

Mar 17, 2025 โข 1h 14min
Episode 157: Demand generation for long sales cycle with Andrei & Vladimir
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 opportunityโข 3 levels of demandโข Demand generation from the B2B buyer's perspective and how to influence it๐ก 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!RESOURCESOn-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/eventsFull-Funnel Marketing Content Hub: https://fullfunnel.io/blogVladimir on Linkedin: https://www.linkedin.com/in/vladimirblagojevic/Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/

6 snips
Mar 11, 2025 โข 46min
Episode 156: How to handle leadership objections about demand gen & ABM with Andrei & Vladimir
Discover how to tackle leadership objections regarding demand generation and account-based marketing. Learn why sales push back on these initiatives and the data you need to counter those concerns. Explore strategies for aligning marketing and sales efforts while managing expectations for ROI. Gain insights into crafting internal business cases that win executive buy-in. Uncover the significance of personalized offerings and the shift from quantity to quality in outreach to engage high-potential targets.

Mar 5, 2025 โข 1h 7min
Episode 155: Demand Generation In Action: Real-world Examples with Andrei & Vladimir
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 LinkedInโข What is the role of sales in demand generation and captureโข Why most B2B companies target the wrong audience with their demand gen programsโข 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 them๐ก 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!RESOURCESOn-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/eventsFull-Funnel Marketing Content Hub: https://fullfunnel.io/blogVladimir on Linkedin: https://www.linkedin.com/in/vladimirblagojevic/Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/

Feb 28, 2025 โข 1h 10min
Episode 154: Four ABM Programs That Drove $7m Pipeline
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!RESOURCESOn-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/eventsFull-Funnel Marketing Content Hub: https://fullfunnel.io/blog

Feb 19, 2025 โข 1h 14min
Episode 153: Account-based content strategy: Fullfunnel.io Playbook with Andrei & Vladimir
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!RESOURCESOn-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/eventsFull-Funnel Marketing Content Hub: https://fullfunnel.io/blogVladimir on Linkedin: https://www.linkedin.com/in/vladimirblagojevic/Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/

Feb 7, 2025 โข 1h 6min
Episode 152: Account-based content marketing: Certn Case Study with Ellen Kaross
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 contentRESOURCES: 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/blogEllen Kaross on Linkedin: https://www.linkedin.com/in/ellenkaross/recent-activity/all/

Jan 20, 2025 โข 1h 2min
Episode 151: Account-based journeys: how enterprise sales reps create multi-channel journeys to book more calls with Magali Finet-Perdu
Dive into the world of enterprise sales with a live case study on account-based journeys. Discover innovative multi-channel tactics to book more calls and engage decision-makers. Learn how sales reps can attract attention and navigate complex corporate structures. Explore effective content strategies that leverage storytelling and peer influence. Delve into the importance of collaboration between sales and marketing teams, and uncover the value of consulting partnerships in enhancing account-based efforts.
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