Get B2B Marketing Strategy Playbook
An actionable training to predictably growing B2B sales
Align your marketing, sales, and executives on the focus target market, positioning, channels, campaigns, and content to land ideal customers, grow your deal size, and accelerate your pipeline
HERE IS A BRUTAL TRUTH ABOUT B2B MARKETING:
In the majority of companies, marketing is perceived as a lot of effort for little result. A waste of money. Sales teams don’t believe in marketing because they simply don’t see the marketing impact on sales and revenue.
They think that marketing is all about visiting trade shows and conferences, designing slides, working on branding, and spreading the content on social media — without helping them generate high-quality leads and closing more deals.
As a result, every single team meeting ends with marketers going red-faced when sales and executives ask:
“WHERE are the leads?”
Have you ever been in these shoes?
If yes, you know what’s going to happen next.
You become an order taker getting tasks from sales and executives, and limit marketing campaigns to:
⇒ Gated e-books to get contacts that are transferred to sales as “leads”
⇒ Landing pages that promote demo calls without giving an idea of what the product is all about, price, use cases, etc.
⇒ Writing scripts and setting up automated cadences for SDRs
⇒ Producing salesy content about product features and publishing company news that delivers 0 value to your market
⇒ Webinars that are sold as educational events but in reality are pure product pitches
You know how lousy it feels and that this “marketing” is doomed, but you’re blamed for poor performance.
You realize that you are burning out your market, but you can’t stop because this is the only way to not get red-faced during team meetings.
You understand that marketing should be done differently and try to present the ideas, but they get shut down in the process.
And the worst thing is that you start questioning your credibility and ability to deliver.
“In just 1 week, the Full-Funnel Strategy course revolutionized how we look at complex B2B sales at Bothrs. I’ve managed to make myself absolutely irreplaceable for my company. Not only that, I’ve positioned myself as a coach and support for people in sales and for the people in our spin-offs.
Instead of being pigeonholed as marketer, I’m also very involved in the building of the sales operations (from outreach sequences to building sales pipelines and the buying committee nurturing).
Allowing me to grow into a true Full-funnel marketer. Normally, our founders do the strategic stuff mostly between the two of them, but now that one is on leave, I’ve been asked to replace him in the quarterly strategy week. Meaning, I’ve been trusted to help make decisions on the highest level.”
– Stapho Thienpont
Head of marketing @Bothrs
You can spend hours learning from thought leaders about demand generation, account-based marketing, content distribution, performance marketing, but before any of these programs will work for you, here is one thing that should be fixed (or developed from scratch):
“This is a guided program that helps you build and improve your current marketing approach in a very hands-on way. Thanks to the videos and templates, this is something we’ll be able to use and iterate on in the long term, and it allows you to follow the program at your own pace. “
– Mieke Houbrechts
Marketing Manager @Cumul.io
NOW, STOP FOR A MOMENT AND ASK YOURSELF
DO I KNOW:
¿ What market segments should we focus on to grow revenue?
¿ Who are our ideal customers? How do they buy, and why do they buy from us?
¿ What value propositions might resonate with our ideal customers and differentiate us from the competition?
¿ What marketing programs should be launched to create awareness, attract attention, educate & nurture our target market and create a demand for our product?
¿ How should we measure the efficiency of our marketing to make sure we are running the right programs and not stopping them too early?
If you didn’t answer confidently, you’re in big trouble.
But what if you could answer these questions easily and develop a marketing strategy that helps to grow your B2B sales predictably?
How could it impact your company and your career?
INTRODUCING: THE B2B MARKETING STRATEGY PLAYBOOK
Since 2013, we (Andrei Zinkevich & Vladimir Blagojevic) have worked with 100+ B2B tech and service-based companies from the United States and Europe that have high ACV (average contract value) and long sales cycles.
We developed a go-to-market strategy framework that was successfully implemented in production automation, fintech, software development, hardware, cybersecurity, healthcare consulting, and many other verticals.
We documented the framework and created an all-action course for B2B marketers and startup founders that contains everything you need to develop an effective marketing strategy to predictably grow your business.
You’ll get a distilled knowledge and a playbook that we’d use if you had hired us.
- Training and templates
- Private Slack community
- Biweekly QA sessions
Here is how your marketing will look like after implementing just a fraction of what you’ll get from the playbook.
⇒ Stop relying on only your gut feeling or copying others when making strategic decisions, launching new marketing programs, or penetrating new markets, and making the right decisions that will help to grow a business
⇒ Easily identify and focus on the most profitable segments, channels, and campaigns, and eliminate what is unnecessary
⇒ Get executives and sales buy-in, then gaining the marketing, sales, and development resources to commit to a specific launch time
⇒ Select & double down on the right channels for sustainable growth instead of trying to be everywhere and wasting time and money
⇒ Align execs and sales on what success looks like
⇒ Develop a marketing dashboard with leading indicators to set up the right expectations for marketing and avoid rash decisions about what works and what doesn’t
⇒ Develop a unique value proposition and select the right positioning strategy to stand out from the competition and resonate with customers
⇒ Develop a client-centric marketing plan to create awareness, generate & capture the demand, educate and nurture buyers to fill in the pipeline with sales-qualified opportunities
⇒ Produce an accurate estimate of budget, team, tools to achieve revenue goals
⇒ Ensure a solid ROI of marketing programs on a tighter budget without experimentation and guesswork
HERE IS WHAT’S INCLUDED IN THE B2B MARKETING STRATEGY PLAYBOOK
Short, actionable training videos without theory and fluff
Videos include a step-by-step process from market segmentation and ideal customer profiling to marketing plan development.
- ROI taxes your company is paying right now
- Full-Funnel Marketing Strategy Framework
- Define a clear goal
- How to segment your market and identify the most lucrative market segments
- How to develop an Ideal Customer Profile
- How to conduct customer interviews
- Develop the buying committee
- Account segmentation
- Differentiation and positioning strategies
- How to develop and validate a unique value proposition
- Develop a marketing and sales process based on the buyer journey
- B2B marketing dashboard
- How to identify channels for marketing and prospecting
- How to define the growth areas and marketing focus
- How to launch new programs with growth sprints
- How to develop a full-funnel marketing plan
The B2B marketing strategy toolkit
Get access to all the documents, templates, and swipe materials you need to develop an effective B2B marketing strategy.
- Market segmentation template
- Ideal Customer Profile template
- Account segmentation template
- Customer interview questionnaire
- Buying journey template
- Client-centric marketing & sales process template
- Marketing plan template
- Unique value proposition formulas and validation questionnaire
WHAT OUR CLIENTS ARE SAYING
“After two months of collaboration withFullfunnel.io, we started selling to the new, most profitable segment, got an investment and a renewed enthusiasm in our team. “
“I’ve invited Andrei to help our team to develop a marketing strategy and develop a lead generation system. Andrei helped us to define the most promising market segments, narrow our positioning, and define a value proposition.
As well, we learned our key clients buying and decision-making processes and figured out how to influence them. We switched to an account-based marketing model, which helped us to generate several sales opportunities with target accounts.
Andrei orchestrated pilot campaigns and helped us to create BOFU content (proposals, case studies, landing pages). In the end, we implemented a client success process that helped us to regularly learn more about our customers, track their satisfaction, and find opportunities to expand our collaboration.“
CEO @Glorium Technologies
“Marketing was a mystery to us. We were getting referrals, and our company was slowly growing, but we didn’t feel confident that our pipeline won’t dry up at any moment. We were also positioned as experts in a specific technology, and as time passed, this space became more and more commoditized.
With Andrei’s help, we managed to change our positioning within a few months of working
together, which led to a complete makeover of our sales materials and processes. Something I thought would take us much longer to achieve.
Although we didn’t kick off any new inbound campaigns, these changes alone got us to the point of 50% growth in our MRR over the last six months.“
“We had the double-edged sword experience in working with Andrei through the pandemic, meaning we had lots of time to work on the different steps he was giving us, but we’re only just now preparing to share it with the world.
I can share some of the more intangible effects that have already been seen, better engagement with our content, more clarity, and those glimpses have been super encouraging as we continue forward.“
CEO @Globe Guides
MEET THE INSTRUCTORS
We’re Andrei Zinkevich and Vladimir Blagojevic, with 30 combined years of experience in B2B marketing and sales, working with 100+ B2B companies across the globe. Since 2017 we have successfully delivered 50+ marketing audits to B2B companies with high ACV and complex sale cycles.
THE B2B MARKETING STRATEGY PLAYBOOK IS FOR YOU IF
- You want to predictably grow B2B companies
- You struggle to align executives and sales
- You want to move the needle and develop marketing programs that source pipeline and revenue
- You want to get skills that will help you to lead the B2B marketing teams and become CMO/VP of marketing