Full-Funnel B2B Marketing Show

Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnelHOW TO RUN DEMAND GENERATION FOR B2B TECH COMPANIESHere is how I create a demand generation program from scratch.​1. Defining target verticals, ICP, and buying committee members I want to engage with​2. Running interviews with people who hold similar roles at the best customers from a selected verticals.Key questions I'd ask:​- How and where do you typically search for the products like ours? What questions do you have? What information you are looking for?​- Where do you ask for recommendations and with whom do you advise?​- Where do you look for the industry and professional information related to your area of duties? What resources do you read regularly? What people do you follow?​- What questions are discussed internally when reviewing different vendors or solutions? What influences your decision?​After this interview, I have a good idea on:​- Channels I'd focus to create the demand​- Content I'd create to create demand, nurture accounts and influence the decision-making process​- People and resources with whom I'd engage and seek for collaboration opportunities as they have my target audience​3. Defining warm-up and activation playbooksThis includes:​- What assets should we create to engage with the target audience?​- How we are going to convert captured demand into sales opportunities?​- Who'll be in charge of warm-up and activation (demand gen team)?​But this is only one approach.​I sat down with Nemanja Zivkovic (https://www.linkedin.com/in/zivkovicn...) , founder at Funky Marketing (https://funkymarketing.net/), to discuss the ins and outs + best practices of running successful demand gen programs.Some questions we've discussed:1. What are the requisites of a successful demand generation program? What should you have in place before starting demand gen program?2. What are the top-3 things that make demand gen program falling down?3. How to create a demand gen strategy?4. Overview of Funky marketing's demand generation strategy.Enjoy.RECOMMENDED COURSES- THE HOUR-A-DAY LINKEDIN ALLBOUND SALES MACHINE (https://fullfunnel.io/linkedin-allbou...) - 6-Week ABM: An actionable account-based marketing playbook and training to consistently land sales opportunities with your dream clients in 6 weeks or faster (https://fullfunnel.io/account-based-m...)WORK WITH FULLFUNNEL.IO (https://fullfunnel.io/consulting/)We help B2B Tech and Service-based companies generate demand and land mid-market and enterprise sales-qualified opportunities with full-funnel account-based marketing.Here is how.1. Marketing and sales audit & marketing plan development.We run the audit to identify the bottlenecks and leaks in the funnel that should be fixed before launching marketing campaigns to prevent wasting time and budget.2. Growth sprints and pilot campaign execution.During the growth sprints we become your team extension and work closely with your marketing and sales teams.Growth sprints include a strategy workshop, set up & onboarding and a small-scoped (4-6 weeks) pilot sprint to train your team, get market feedback fast and develop in-house processes.3. Refining & scaling processes.After a pilot project we help to refine and scale the campaign to other markets and provide ongoing training and support to your marketing and sales team to accelerate revenue and continue full-funnel implementation.Growth sprints to accelerate your revenue:- Account-Based Marketing- LinkedIn demand generation and social selling- GTM strategy- Sales enablement- Demand generation and accounts warm-up- Marketing and sales auditABOUT FULLFUNNEL.IOFullfunnel.io is a B2B marketing consulting company founded by Andrei Zinkevich and Vladimir Blagojevic in 2017We both live and breathe B2B marketing since 2006. Andrei spent 8 years in the enterprise segment working for Kimberly Clark and Biosphere Corporations, and launched his consulting company Getleado in 2013.Vlad worked at Sony, EMC, and Sirris, building, marketing and selling complex B2B products and services until launching his consulting company Scale XL in 2011.After working on multiple consulting projects together, we decided to combine our experience and set up Fullfunnel.io in 2017.LET'S CONNECT- LinkedIn: https://www.linkedin.com/in/azinkevich- Twitter: https://twitter.com/AZinkevich​

Never miss a new episode: https://sendfox.com/lp/mnyll3In the era of automated generic outreach, fresh and creative direct mail campaigns stand out. That was the topic I had a chat about with Carrina Ekvall, who’s running Epicor Software’s field demand marketing team for Americas. Tune in to learn: - About creative campaigns that work in niche industries like manufacturing - How to work with sales to make sure campaigns are impacting revenue - How to develop a revenue-driven strategy for a complex tech solution You can get in touch with Carrina via LinkedIn: https://www.linkedin.com/in/carrinaekvall/

Never miss a new episode: https://sendfox.com/lp/mnyll39 sales-qualified opportunities. 3 closed deals. 10x ACV.These are the revenue results Postindustria AdTech gained 6 months later after launching a demand generation and account-based marketing program with us.But aside from the revenue results, they gained way more important benefits for their business:- A proven and effective process they replicate now in another vertical to scale revenue - Unique positioning and expert position in the AdTech vertical that helps them step out from the competition on the overcrowded software development market- Powerful network and connections that are generating inbound opportunities for them.I sat down with Dmytro Kustov, CMO at Postindustria, who was (and still is) in trenches and was launching a program with me to discuss all the nitty-gritty details like:- How do they create and distribute content to generate awareness and demand in the AdTech market- The crucial factors that impact the success of ABM and demand generation programs- What metrics they are measuring- The key takeaways and learnings after 1 year of running the programsEnjoy!If you are considering launching a demand gen program, check our LinkedIn Allbound Sales Machine playbook: https://fullfunnel.io/linkedin-allbound-sales-machineDmytro Kustov on LinkedIn: https://www.linkedin.com/in/dmytrokustov/

Never miss a new episode: https://sendfox.com/lp/mnyll3This one event brought us as many new leads in a month as a year of work before.This is a testimonial, iRidium mobile CEO Sergey Korolev sent me one month after the 5-day virtual summit I’ve helped them to host in October, 2020.The best part?The event was hosted with just 3 people + a part-time designer, costed less then $2k and generated:- 2320 sign ups- 34 sales-qualified opportunities- 5 new customers right from the batI sat with Anton Kamaev, Commercial Director at iRidium, who was in trenches and the keynote speaker at the event to share with you behind the scenes of organizing and promoting the event, capturing the warm leads and activating them after the event.Enjoy. Sign up to all live workshops here: https://lu.ma/fullfunnelLearn how we can help here: https://fullfunnel.io/consulting/6-Weeks ABM Playbook: https://fullfunnel.io/account-based-marketing-playbook/LinkedIn Content Marketing Book: How to generate high-quality B2B leads on LinkedIn without cold messaging: https://fullfunnel.io/linkedin-b2b-content-marketing/Create profitable Linkedin Ads without wasting your budget: https://sales.ricardoghekiere.com/linGet a 30-days extended free trial of a marketing planning ROIplan:https://www.roiplan.io/Follow me on LinkedIn: https://www.linkedin.com/in/azinkevich/Follow me on Twitter: https://twitter.com/AZinkevichAnton Kamaev on Linkedi: https://www.linkedin.com/in/antonkamaev/

Never miss a new episode: https://sendfox.com/lp/mnyll3If you were considering LinkedIn as a prospecting & lead generation, then you definitely should be confused by the different opinions and advice by marketing and sales, and LinkedIn coaches:- Build your personal brand, that’s the way to success- Consistently share the content, deliver the value, and leads will come- Set up automation and reach out to as many people as possible- Slow down and build a relationship with your audienceThese opinions are true and wrong at the same moment.You definitely need a clear sales process that helps to:- Generate demand from target accounts- Running account research- Connecting & qualifying- Tracking the engagement and buying signals- Activating accountsBut you need all of them to have a predictable process!I co-hosted a new workshop with Scott D. Clary, where we share how to build an ALLBOUND marketing and sales machine.I’ve covered the marketing part (warm-up, demand gen, intent data) and Scott covered the sales part (connections, activation, engagement and follow-ups).Just simply following this process in Q1 at Fullfunnel.io, we were able to generate a sales pipeline value close to the revenue of 2020.Sign up to all live workshops here: https://lu.ma/fullfunnelLearn how we can help here: https://fullfunnel.io/consulting/6-Weeks ABM Playbook: https://fullfunnel.io/account-based-marketing-playbook/LinkedIn Content Marketing Book: How to generate high-quality B2B leads on LinkedIn without cold messaging: https://fullfunnel.io/linkedin-b2b-content-marketing/

Never miss a new episode: https://sendfox.com/lp/mnyll3How to warm up & land opportunities with target accounts on LinkedIn?Lots of B2B marketers and SDRs will answer this question that way:1. Set up a cadence of connection requests and follow-ups in automation software.2. Reach out to everybody who seems to be a potential customer.This approach is doomed.Don’t believe it?Then let me know when you’ve bought a high-ticket product or service from a random person whom you don’t know just from a cold outreach?I have a completely different approach for account-based marketing on LinkedIn:1. Warming up the buying committee from target accounts2. Expand my network with ICP3. Run demand generation campaigns4. Look at buying signals and intent data5. Add warm accounts to one of our activation playbooksI’ve co-hosted a new webinar with Ricardo Ghekiere, head of paid acquisition at Upthrust, where we showed the entire framework and discussed:- ​How to create a LinkedIn demand generation funnel- How to warm up target accounts- How to recognize the buying signals you can use for activation- How to refine and accelerate LinkedIn demand generation funnel with LinkedIn adsСсылки: Sign up to all live workshops here: https://lu.ma/fullfunnelLearn how we can help here: https://fullfunnel.io/consulting/6-Weeks ABM Playbook: https://fullfunnel.io/account-based-marketing-playbook/LinkedIn Content Marketing Book: How to generate high-quality B2B leads on LinkedIn without cold messaging: https://fullfunnel.io/linkedin-b2b-content-marketing/Create profitable Linkedin Ads without wasting your budget: https://sales.ricardoghekiere.com/linGet a 30-days extended free trial of a marketing planning ROIplan: https://www.roiplan.io/Follow me on LinkedIn: https://www.linkedin.com/in/azinkevicFollow me on Twitter: https://twitter.com/AZinkevich

Never miss a new episode: https://sendfox.com/lp/mnyll3How can one decision 4X your average deal size — and set you apart from your competitors? It’s definitely not about trying to be everything to everyone. It’s about narrowing down to in a well-defined subsegment of the broader market.It’s about becoming the “big fish in a small pond”. Tune in to listen to the ins and outs of this strategy from Frans Vanhaelewijck, who’s been a product-oriented CEO of tech companies since 2001 and now runs Q1.6, a remote patient monitoring solution for the pharmaceutical and medical device industry. You’ll learn: - How to recognise the symptoms of a “nice to have” segments, and pick the most promising one to focus on - How to deal with the resistance that the team may have against the change in direction - What is the key win against competitors and close clients 10.000 times your sizeIf you have any questions, get in touch with Frans on LinkedIn: https://www.linkedin.com/in/fransvanhaelewijck/

Never miss a new episode: https://sendfox.com/lp/mnyll3HANDS-ON COLD OUTREACH: BEHIND THE SCENES OF CAMPAIGNS THAT HAD 30+% REPLY RATEFrom account list building to outreach personalization – we’ll take you from zero to hero in this practical live webinar.We're covering:- Results from the State of B2B Marketing research- Pre-requisites of successful outreach and 3 layers of personalization- How to use intent data to define prospects for your list- How to personalize your outreach and get replies- Cold outreach campaigns that had 30+% reply rate: detailed overviewVukasin Vukosavljevic on Linkedin: https://www.linkedin.com/in/vukasinvukosavljevic/

Never miss a new episode: https://sendfox.com/lp/mnyll38 BEST LINKEDIN BEST PRACTICES: FROM DEMAND GENERATION TO SOCIAL SELLINGIn the webinar, we covered LinkedIn demand generation, growing your network, automated social selling on LinkedIn, and other best practices you need to keep in mind when generating leads.We’ll be using personalization, dynamic GIFs and images, unique LinkedIn search and targeting tactics, omnichannel outreach, and more.And be sure to keep an eye out for LinkedIn best practice #7 - as it’s one of our most effective lead generation tactics we’ve used. It’s completely unique and almost no one is using it.Here’s what we’ll cover:- Growing Your LinkedIn Network With Your Target Audience- Building a Relationship and Engaging With Your Active Audience- Capturing Demand and Profiling Your Prospects to Come Up With a Personalized Offer- Converting Conversations Into A Discovery Call Without Sounding Like a Robotic Sales Rep- 3 Best Converting LinkedIn Search Tactics That Work Regardless Of Your Niche- LinkedIn Outreach Messaging and Examples That Work- Hyper-Personalized Image Strategy and Sequence Flow That Gets Replies- Easily Replicable OmniChannel Sales Funnel That Uses Multiple TouchpointsReady?Without further ado, we present you the LinkedIn marketing Podcast.Stefan Smulders on facebook: https://www.facebook.com/stefan.smulders.83

Never miss a new episode: https://sendfox.com/lp/mnyll3Today we are going to chat about leveraging Facebook ads in B2B marketing and account-based marketing campaigns with Dennis Yu, CEO at Blitzmetrics.By default, Facebook is considered as a great channel for B2C advertisement or low-ticket B2B products. I want to dive deeply here and discover how can B2B marketers that work for companies with long and complex sales cycles leverage Facebook ads.We're discussing:- How to use FB ads for B2B brands with complex sales cycles?- How to run awareness ads, how to mix them with BOFU content- How to use FB ads as warm-up activity for ABM campaignsRESOURCES AND LINKSLive workshop on YouTube:Join 4000 B2B marketers getting weekly, fluff-free B2B marketing insights: https://fullfunnel.io/marketing-newsletter/If you an iOS user, please, gives us 5-stars on iTunes: https://podcasts.apple.com/pl/podcast/full-funnel-b2b-marketing-show/id1414178538Dennis Yu on LinkedIn: https://www.linkedin.com/in/dennisyu/Blitzmetrics: https://www.blitzmetrics.com/