Full-Funnel B2B Marketing Show

Never miss a new episode: https://sendfox.com/lp/mnyll3Join 3500+ B2B marketers from companies as Siemens, Tribe47, House of Marketing, Zoho and many other at Getleado Insider Email community: https://getleado.com/marketing-newsletter/Jared Robin is a seasoned B2B Marketing and Sales Veteran. Like me, Jared started his career in sales in 2006 at FedEx. Right now he is a co-founder of the fastest growing community on the web for B2B professionals: Revenue Genius (link to the community is attached to the podcast description). Community grew to 7k members in 5 month just because of great engagement and word of mouth.Now it has an own magazine, newsletter, and partner with world-known tech brands.So today we are going to nail the community topic: from idea and growth process to benefits for B2B brands.- Why did you decide to create a business community as there are tons of them? Why Revenue Genius?- The question that I’m quite often asked is what is the benefit of running the community for B2B brand?- I was a member of multiple communities and run my own community B2B marketers&founders on Facebook, but RevGen is the most engaged community from my point of view. How to spark this engagement? How to motivate community members to be active?- How much time should you invest into community to make it thriving?- How to get a traction and grow the community? How to motivate members to become ambassadors?- How to generate business opportunities from the community?- What are the critical and most common mistakes that make communities fading?Links:Jared on LinkedIn: https://www.linkedin.com/in/jaredrobin/Revenue Genius community signup form: https://revgenius.typeform.com/to/NGwWNIMi

Never miss a new episode: https://sendfox.com/lp/mnyll3With thousands of products and service providers at your prospect’s fingertips, how can you stand out in this cut-throat competitive, overcrowded market?In today’s world, if you are selling complex B2B products or services, it’s absolutely essential to stand out, in order to consistently win profitable clients that value your expertise. Referrals work, but the pipeline doesn’t feel as reliable as it once did. The market has shifted.That’s why I’m so excited to have Luk Smeyers, the founder of The Visible Authority on our podcast. I met Luk about 8 years ago, while he was the CEO of iNostix, with top corporate clients in their portfolio. What I found astonishing was that he has never had to sell, persuade or negotiate to grow his business. Instead, he was consistently writing, speaking, posting on social media and building an authority in his field — while still having to do anything a CEO has to do to running and grow his business. In this episode, we’ll talk about:- His 1-day a week content machine that wins corporate clients- With so much “content spam” out there, how do you make sure your content will actually resonate with your ideal customers?- How to get your content in front of busy decision makers?Luk on LinkedIn: https://www.linkedin.com/in/luksmeyers/Learn more at https://www.thevisibleauthority.com/

Never miss a new episode: https://sendfox.com/lp/mnyll3How do you double the revenue every 8 months for an enterprise B2B SaaS business?It turns out, not by spending a ton of money on sales and marketing. Last week, I had a pleasure to speak with Maarten Verwaest, the founder and the CEO of Limecraft about the three growth loops that drive your SaaS revenue growth. In this episode of the CEO series of the Full Funnel B2B Marketing podcast, you will learn:* How customer success beats the pants off customer acquisition as a driver of growth (think exponential versus linear)* What it takes to sell to enterprise customers such as BBC or Warner Brothers in a market dominated by incumbents with 1B+ in market capitalization * Why you don’t need aggressive sales targets to create an A-level sales team (and why sales enablement is a better bet)* How to distinguish the “tire kickers” from the serious buyers during the first sales meetingWe’ll also get into the head of a seasoned B2B CEO when he acts as a buyer of complex B2B products and services. You can connect to Maarten on LinkedIn at https://www.linkedin.com/in/maartenverwaest or Twitter at https://twitter.com/maartenverwaestLearn more about Limecraft at https://limecraft.com

Never miss a new episode: https://sendfox.com/lp/mnyll3“It’s almost impossible to get any kind of attention amidst the flood of Covid-driven desperate marketing attempts by everybody”This was one of the 76 responses we got from B2B executives we spoke with since the Covid-19 crisis hit.B2B buyers became more critical than ever, and competition has never been as fierce.And yet, we’ve seen outreach campaigns with north of 37% response rates.What do successful companies do different than others?What are the critical mistakes that B2B companies make that rob them of results?Why are so many companies complaining about the quality of leads - while others get opportunities talking to them without even considering competitors?These are the topic we’re discussing in our new episode of Full Funnel B2B Marketing show.Andrei Zinkevich on LinkedIn - https://www.linkedin.com/in/azinkevich/Vladimir Blagojević on LinkedIn - https://www.linkedin.com/in/vladimirblagojevic/

Never miss a new episode: https://sendfox.com/lp/mnyll384% of B2B buyers start a buying process with a referral. It costs 5 times as much to win a new customer than to retain or upsell an existing one. And yet, most B2B companies focus almost solely on acquisition to drive growth. But here is the worst part. While most companies assume that if a customer is not complaining, that they are satisfied — in reality, 96% of unhappy customers don’t complain and up to 91% of those will simply leave and never come back!And still, most B2B companies don’t have a structured customer program in placeThat’s why invited Stefan Kolle, the founder and CEO of Futurelab to talk about B2B customer programs that reduce churn, grow retention and lifetime value. Stefan is one of the pioneers of customer programs.For more than 15 years he and his team help their clients understand the needs of their customers, develop better customer experience, and draw profit from customers’ loyalty and word of mouth. What I really like about Stefan is that although he’s worked with executives in companies like Heineken, Philips and Toyota, he’s all about practical actions and getting things done. We’ll talk about: - The 4 key activities used by successful customer programs to grow lifetime value of accounts, save them from churning, and generate referrals that drive new growth- How to start with quick wins - How to get the rest of your team on board Stefan Kolle on LinkedIn: https://www.linkedin.com/in/stefankolle/ Check out Futurelab’s resource page, it’s jam-packed with valuable content (none of it gated): https://www.futurelab.net/inspiration

Never miss a new episode: https://sendfox.com/lp/mnyll3Join 1500+ B2B marketers from companies as Siemens, Tribe47, House of Marketing, Zoho and many other at Getleado Insider Email community: https://getleado.com/marketing-newsletter/Last year I hosted a corporate workshop for a B2B manufacturing company and asked the CEO and Head of sales to show up. Before the workshop, I gave each of them a clean sheet and asked to write down the #1 goal they are focusing on right now.CEO wrote their goal is increasing share and activating leads from a specific market segment.Head of sales told their goal is hitting the revenue quota.CMO wrote the #1 goal is preparing for the exhibition and updating a website.The next question was about challenges.Sales: Marketing doesn't help us in hitting the revenue quota.Marketing: We don't have any idea what sales and customers need. Sales don't talk to us.This is exactly why I start all the corporate workshops with marketing and sales alignment.If your marketing doesn't help achieve strategic business goals and doesn't help sales to hit the revenue (not leads) quota, your company will always have a growth bottleneck.If sales don't initiate the conversation, then marketing should.Last month I arranged a full-funnel B2B marketing summit where Day 4 was devoted to sales. I talked to B2B sales leaders and asked what kind of help they expect from marketing. It was a blast!The only thing that made me upset: a person who I was looking forward to chatting, Dale Dupree, Founder of The Sales Rebellion, couldn't join us.Now I'm going to fix it and chat with Dale today about sales enablement and his perspective as B2B sales leader on:+ What marketing should be helping sales with?+ How to create a killer sales enablement program from scratch?+ Why lots of executives hate sales?Dale on LinkedIn: https://www.linkedin.com/in/copierwarrior/Website: https://www.thesalesrebellion.com/

Never miss a new episode: https://sendfox.com/lp/mnyll3Join 1500+ B2B marketers from companies as Siemens, Tribe47, House of Marketing, Zoho and many other at Getleado Insider Email community: https://getleado.com/marketing-newsletter/If you are marketing your product in the US the same way you are promoting in Europe, you will fail.This rule applies not only to the tech startups but mature, established companies. We all know the stories of Tesco, Carrefour, Suzuki, and other well-known brands whose US expansion led to significant losses.Matteo Fabiano researched 300 tech international companies entering the US market and figured out nine common mistakes.- Lack of Focus- Misunderstanding the Market Dynamics- Sample of One (Customer)- Poorly Localized Product- Too Much Focus on Technology- Insufficient Marketing Firepower- Bad Hiring Decisions- Slow Reorganization- Not Understanding Cultural DifferencesMatteo's research motivated me to find a guest for the full-funnel B2B marketing podcast who can explain how to avoid these mistakes and launch your product on the US market successfully.Today I'm going to chat with a seasoned B2B marketer and entrepreneur Ben Baker who runs podcast YourLIVINGBrand.live. - What is the #1 thing you hate about companies that entry US marketing?- What are the most important things about US tech market we should know?- What are the biggest misbeliefs or stereotypes about US market?- Let’s pretend you became a CMO of my new startup ROIplan. What will be your first steps to launch it in US? How will you market it?- How to become an active member of US growth and tech communities if you are miles away?- You commented my latest post on LinkedIn saying that: "The one thing I can say here is that trust is a huge factor right now. People need to believe that you understand them, their needs, their wants and their desires». How to establish trust on US market if nobody know you?We also have some questions from the community:- What are the best practices of marketing B2B services in the US?- What messages resonate with the audience? What can motivate them to buy your product or service?- What are the most common made mistakes in advertising on LinkedIn in the US?Ben on LinkedIn: https://www.linkedin.com/in/yourbrandmarketing/Website: https://yourbrandmarketing.com/yourlivingbrand-live-show/

Never miss a new episode: https://sendfox.com/lp/mnyll3The lowest hanging fruit to scale revenue is to expand business with the existing customers. Yet most B2B organizations ignore it and focus heavily on lead generation.After closing the deal, the customer stays alone with the product, randomly getting product updates and generic NPS surveys.Once you deprioritize the client's success process, you leave money and opportunities on the table. When having a positive experience and tangible results, existing customers are happy to upgrade, buy add-ons, and provide referrals.All you need is to build a process that helps customers get these results while collecting more information about the client's strategic goals and needs to expand the business.Today, I'm going to chat with a good friend of mine and seasoned B2B marketer Dan Gridin, who helps B2B organizations strategically grow the target accounts.You'll learn how to:-- How to identify the best opportunities to grow strategic accounts-- Step-by framework for creating effective account expansion plays-- Real-world examples of effective account expansion programsDan Gridin on LinkedIn: https://www.linkedin.com/in/dangridin/

Never miss a new episode: https://sendfox.com/lp/mnyll3We see a critical shift in marketing, sales, and client success roles nowadays.In the next couple of years, we’ll see T-shaped teams that can wear multiple hats. Marketing will be aligning all the programs with the buying process and will be working with sales on sales enablement and nurturing while running onboarding and deal expansion programs.Sales will be in charge of content creation, driving awareness, creating niche communities, nurturing, and onboarding clients.The client success process will be restructured and ran by marketing and sales.The new reality shows that future teams must be t-shaped and flexible. We won’t see departments in the most progressive B2B companies but will see a one Revenue Operation team where everybody’s goal is hitting the revenue quota.Critical skillsets will be cultivated and developed in-house, technical, and niche-based tasks that will be outsourced or automated with software.What does it mean for B2B marketers?The faster you’ll understand the full-funnel process and become involved in sales and client success, the quicker you’ll make marketing revenue-driven in your company.What does it mean for SDRs?The faster you’ll learn marketing, content, and community creation, the quicker your company will grow.We sat down with the CEO of Refine Labs, Chris Walker to discuss these shifts and the future of revenue operation teams. You’ll learn:- How to determine the revenue operations?- How to pivot your company from traditional marketing&sales to revenue operations?- How to map a go-to-market strategy and develop a RevOps program?- How to generate SQLs with ungated thought leadership?And many more.Chris Walker оn Linkedin: https://www.linkedin.com/in/chris-walker-41597028/

Never miss a new episode: https://sendfox.com/lp/mnyll3How to generate leads on LinkedIn?There are two approaches:Send cold mass outreach playing the game of numbers and praying for the replyBuild a relationship with the target audience, leverage thought leadership for brand awareness and create everyday opportunities for targeted and personalized outreachLast year I published a book called "LinkedIn Content Marketing: How to generate high-quality B2B leads on LinkedIn without cold messaging and ads" that was awarded as the best B2B marketing ebook and was included to 100 Best B2B Marketing Books of All Time by Bookauthority.This book teaches B2B companies the second approach. But fewer people know that a huge inspiration for me to write this book was my friend Stapho Thienpont, CEO of The Marketing Family.Five years ago, Stapho was mastering jiu-jitsu and had no connection with marketing. He runs an agency that helps CXOs and Founders leverage thought leadership to accelerate sales and build a healthy sales pipeline, generating hundreds of thousands in revenue.Today we are going to discuss:* How to maximize the chances of building a steady and healthy sales pipeline using LinkedIn?* What are the most common mistakes companies make with LinkedIn?* Company brand vs. personal brand* How to optimize the LinkedIn profile to generate leads regularly?* How to appear in the newsfeed of your prospects regularly?* What content helps to nurture an audience, build a relationship, and generate leads?Stapho Thienpont оn Linkedin: https://www.linkedin.com/in/stapho/Website: https://pod.co/picnic-tmf