Episodes

  • 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/
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    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/
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    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
  • Episode 131: Allbound marketing: how to create joint marketing and sales playbooks with Andrei & Vladimir

    Episode 131: Allbound marketing: how to create joint marketing and sales playbooks with Andrei & Vladimir
    Mar 27 2024
    Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel

    ​In the new episode of Fullfunnel Live we cover Allbound marketing: how to create joint marketing and sales playbooks.


    Tune in to learn:


    - How to create joint full-funnel marketing and sales playbooks
    - How internal reviews decrease the playbook efficiency
    - How to incorporate change management to create awareness and generate demand from the accounts that are not currently in market


    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://sendfox.com/trenches
    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 130: How to fix a broken B2B playbook with full funnel marketing with Andrei & Vladimir

    Episode 130: How to fix a broken B2B playbook with full funnel marketing with Andrei & Vladimir
    Mar 26 2024
    Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel
    ​In the new episode of Fullfunnel Live we're going to cover How to fix a broken B2B playbook with full-funnel marketing.



    • How horizontal marketing and sales planning kills most programs and makes your pipeline sinking
    • How to develop a full-funnel marketing planning to increase marketing-sourced revenue
    • How to improve ICP and your targeting to nurture the right accounts and buyers


    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://sendfox.com/trenches
    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
  • Episode 129: Building a credible content creation and distribution machine with SMEs, SDRs and marketing with Andrei, Vladimir & Morgan

    Episode 129: Building a credible content creation and distribution machine with SMEs, SDRs and marketing with Andrei, Vladimir & Morgan
    Feb 28 2024
    Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnel


    In the new episode of Fullfunnel Live, we're going to cover together with Morgan Ingram how to create a content creation and distribution machine for non-sales/marketing audiences.


    We'll cover:


    • How to enable your SMEs to create and share content

    • How to bring external expertise in case you don't have manpower or capacity in-house

    • How to distribute content to non-sales/marketing audiences

    • How to leverage SDRs for content distribution and account engagement



    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://sendfox.com/trenches
    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/
    Morgan J Ingram on Linkedin: https://www.linkedin.com/in/morganjingram/
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    41 mins