Episodes

  • Episode 139: Case Study: Converting Skeptical IT Buyers with ABM with Andrei, Vladimir & João Crisóstomo

    Episode 139: Case Study: Converting Skeptical IT Buyers with ABM with Andrei, Vladimir & João Crisóstomo
    Jul 1 2024
    ​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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    1 hr and 14 mins
  • Episode 138: Live Case Study: How to get an executive buy-in and transform your GTM strategy with Andrei, Vladimir & Ken Roden

    Episode 138: Live Case Study: How to get an executive buy-in and transform your GTM strategy with Andrei, Vladimir & Ken Roden
    Jun 24 2024

    In the new episode of Fullfunnel Live we'll share a live, step-by-step case study of a new GTM strategy that resulted in 60% marketing-sourced pipeline (from initial 35%).


    We invited our client, Ken Roden, former head of marketing at Wiley's Cross Knowledge brand, to share:


    How he got a buy-in from the executives and from sales to completely transform their GTM strategy


    The exact account-based marketing program Cross Knowledge (a Wiley brand), has implemented to drive 60% of their qualified sales pipeline


    Four transformations most B2B marketing teams need to make, and the step-by-step breakdown of how we implemented these at Cross Knowledge


    OUR SPONSOR - DEALFRONT.


    What sets DealFront apart?


    It has intent data, data enrichment, social signals, and data verification. You can identify right accounts for the ABM program and quickly define target buying committee members.


    DealFront meets Europe's strict standards, ensuring GDPR compliance competitors can't match.


    Grab your free demo today at DealFront: https://bit.ly/3UwLUZr


    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/
    Ken Roden on Linkedin: https://www.linkedin.com/in/kenroden/
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    56 mins
  • Episode 137: Live Case Study Breaking Marketing and sales silos with a pilot ABM with Andrei, Vladimir, Lee Adam & Divash Basnet

    Episode 137: Live Case Study Breaking Marketing and sales silos with a pilot ABM with Andrei, Vladimir, Lee Adam & Divash Basnet
    Jun 18 2024
    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 balance marketing and sales resources between ABM and other motions
    - ABM team, stack, playbooks and results of a 2-month pilot


    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: https://www.linkedin.com/in/vladimirblagojevic/
    Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/
    Lee Adam - https://www.linkedin.com/in/leefaithadam/
    Divash Basnet - https://www.linkedin.com/in/divashbasnet/
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    1 hr and 5 mins
  • Episode 136: How to leverage intent data to generate pipeline with Andrei & Vladimir

    Episode 136: How to leverage intent data to generate pipeline with Andrei & Vladimir
    May 27 2024
    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: 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/

    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/
    Show more Show less
    46 mins
  • Episode 135: How to create an Ideal Customer Profile ICP for ABM programs with Andrei & Vladimir

    Episode 135: How to create an Ideal Customer Profile ICP for ABM programs with Andrei & Vladimir
    May 24 2024
    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 buying committee (with enterprise examples)

    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: https://www.linkedin.com/in/vladimirblagojevic/
    Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/
    Show more Show less
    1 hr and 3 mins
  • Episode 134: The Ultimate Guide to Develop a Full Funnel B2B Marketing Function with Andrei & Vladimir

    Episode 134: The Ultimate Guide to Develop a Full Funnel B2B Marketing Function with Andrei & Vladimir
    May 15 2024
    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 discuss:


    • How siloed marketing and sales functions impact pipeline
    • How to create cross-functional full-funnel teams FAST without significant changes in the company's structure
    • How to adjust the KPIs in the full-funnel team to focus everybody on revenue and pipeline generation
    • Where do we see in the marketing org chart functions like website, social media, paid search?
    • What’s the right level of reporting out to stakeholders across GTM/revenue teams?
    • What are the first steps (or key steps) in transitioning to a cross-functional team model?

    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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    1 hr and 4 mins
  • Episode 133: Level Up Your ABM Strategy with SDRs with Andrei & Vladimir

    Episode 133: Level Up Your ABM Strategy with SDRs with Andrei & Vladimir
    May 7 2024
    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 marketing program


    OUR SPONSOR

    This episode is sponsored by Dealfront - a leading European intent data provider.
    What sets DealFront apart?


    This platform is fueled by live European data in multiple languages, providing you with insights and native integrations that other vendors don’t have.


    With DealFront you can harness three layers of data – market signals, web visitors, and EU company databases. And there’s no need to worry about compliance.


    DealFront meets Europe's strict standards, ensuring GDPR compliance competitors can't match. If you sell and market in Europe, and consider a great intent data + database platform, Head over and get a free demo here at:
    https://www.leadfeeder.com/?utm_source=podcast&utm_medium=body&utm_campaign=fullfunnel


    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


    MENTIONED EPISODES


    https://www.youtube.com/watch?v=6Burn1F1HKE&t=0s
    https://www.youtube.com/watch?v=Q3WGzOvNb9M
    Show more Show less
    1 hr and 3 mins
  • Episode 132: How to select the right accounts for ABM with Andrei & Vladimir

    Episode 132: How to select the right accounts for ABM with Andrei & Vladimir
    Apr 29 2024
    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 knowing who’s coming to your website, convert more leads and get a free trial at Dealfront: https://bit.ly/3UwLUZr


    RESOURCES

    Account segmentation: https://youtu.be/R5E1AJneJDc?si=mPH6t-FQ1drHNUGW
    On-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-courses/
    Full-Funnel Insider - A Marketing Newsletter For B2B Marketers:
    Join our community for B2B marketers - The Trenches: https://trenches.community/
    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/
    Show more Show less
    50 mins