FullFunnel.io’s Post

Full-Funnel B2B Marketing explained. 0. 𝗜𝗱𝗲𝗮𝗹 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗣𝗿𝗼𝗳𝗶𝗹𝗲 = replicate your best deals. - Firmographics and technographics criteria - (Dis)qualification criteria that help you prioritize accounts with a need, and that you have a reasonable chance of winning and retaining over the long time - Buying committee structure - Account segmentation criteria - Buyer journey: where and how they learn, discover and buy a solution like yours 1. 𝗗𝗲𝗺𝗮𝗻𝗱 𝗴𝗲𝗻𝗲𝗿𝗮𝘁𝗶𝗼𝗻 = consistent stream of high-quality expert content aligned with the buying journey, created for places where your buyers hang out and learn + clear messaging on how you're different and worth buying. 2. 𝗗𝗲𝗺𝗮𝗻𝗱 𝗰𝗮𝗽𝘁𝘂𝗿𝗲 on high-intent channels + retargeting. Buyers that are ready to buy will reach out to you. Work on making that process frictionless. Keep nurturing with relevant product marketing, social proof and relevant CTAs. In parallel, prioritize engaged, high value accounts for your ABM program. 3. 𝐀𝐜𝐜𝐨𝐮𝐧𝐭 𝐩𝐫𝐢𝐨𝐫𝐢𝐭𝐢𝐳𝐚𝐭𝐢𝐨𝐧 for Account-Based Marketing, based on: - Revenue potential. In ABM, we want to focus on high revenue potential clients (Tier 1 & Tier 2) - Level of vendor awareness and engagement with your brand and demand generation campaigns - Product-need evidence - Relationships that we have with the buying committee 4. 𝐅𝐮𝐭𝐮𝐫𝐞 𝐩𝐢𝐩𝐞𝐥𝐢𝐧𝐞 𝐝𝐞𝐯𝐞𝐥𝐨𝐩𝐦𝐞𝐧𝐭 (𝟏:𝐅𝐞𝐰), where marketing and sales work together to nurture and develop relationships with multiple buyers, and qualify the need. 5. 𝐀𝐜𝐜𝐨𝐮𝐧𝐭 𝐝𝐞𝐯𝐞𝐥𝐨𝐩𝐦𝐞𝐧𝐭 (𝟏:𝟏). Here, we collect all the available information about the needs, goals, KPIs and challenges of the individual buyers, and map the value proposition and content to accounts and buyers. Based on these insights, we create and distribute personalized solutions, effectivelly creating 1:1 account-based marketing. 6. 𝐏𝐢𝐩𝐞𝐥𝐢𝐧𝐞 𝐚𝐜𝐜𝐞𝐥𝐞𝐫𝐚𝐭𝐢𝐨𝐧, where marketing works with sales to accelerate the buyer journey of the stale deals, and re-engage the target buyers. 7-10. 𝐀𝐝𝐯𝐨𝐜𝐚𝐜𝐲, 𝐞𝘅𝗽𝗮𝗻𝘀𝗶𝗼𝗻 𝗮𝗻𝗱 𝗿𝗲𝗻𝗲𝘄𝗮𝗹𝘀. If the deal is won, we'll move it to customer success, and after successful implementation, we can start working on expansion, and later renewals. 11. 𝗡𝗲𝘃𝗲𝗿 𝘀𝘁𝗼𝗽 𝗻𝘂𝗿𝘁𝘂𝗿𝗶𝗻𝗴 Even if you select the right accounts, and you run a perfect campaign, not all accounts are going to convert into a deal right away. But this doesn’t mean that you should stop marketing to them, as the opportunity might appear in the coming quarters. That’s why we move these accounts to nurturing & demand generation programs, so that you stay top of their mind until they're ready to buy. --- The era of a lead generation and siloed marketing and sales teams passed many years ago. To win today, you need #fullfunnel #b2bmarketing, including brand awareness, #demandgeneration and #ABM programs.

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Phil Ainley FCIM, CMktr, Dip DigM

Commercially focused digital marketer, marketing lead, content creator, copywriter, demand-gen and lead-gen specialist, multi award-winning graphic designer. 20yrs agency-side, 8yrs client-side.

7mo

What a great post 👌

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