Full-Funnel B2B Demand Generation

Live Bootcamp

Create awareness with your ideal buyers and generate demand for your product

Nov 11 – Dec 8

In eight practical workshops, you will launch and validate six omnichannel activities to create thought leadership and awareness with target accounts, educate & nurture target buyers, and generate AND capture demand for your product to drive marketing-sourced revenue.

with Andrei Zinkevich

& Vladimir Blagojevic

“The demand generation strategy you helped us implement, resulted in 35 qualified opportunities (7 figures), five deals right off the bat, and a thought leadership position, from a single virtual event.

As a manager, I like that the work is systematic, I see how the competence of my team is growing. Now I understand it was necessary not to waste time trying to independently organize the work of the marketing department, but to turn to professionals”

Sergey Korolev

CEO, iRidium

This course is for you, if…

You work for or consult B2B companies with high ACV (5-6 figures), and long sales cycles

You want to develop skills that will help you lead a B2B demand gen team

You want to raise your brand awareness, attract the attention of target accounts, educate & nurture them to generate demand for your product

You want to source pipeline with qualified inbound opportunities

Here is how demand gen is done in most B2B companies… And the ugly truth behind it:

Promote gated content and webinars, then send leads to sales

The ugly truth:

A download or a webinar registration is NOT a buying intent. Six figure buyers don’t download an e-book, and get “nurtured” into an opportunity with a 5-email sequence. They ask their network and buy from people they know, like and trust.

Drive cold traffic via ads or emails to a landing page promoting a demo or a trial

The ugly truth

If you’re running ads on social or sending emails, you are effectively wasting 97% of your budget. These are not intent channels, and only a small percent of your market is actively buying.

And even when you do target buyers in the market right now, you will:

  • Come too late into the game
  • Be perceived as one of many, a commodity
  • Have low win rate, and high cost of sales

Promote content and company news on social media

The ugly truth

The vast majority of B2B brands use social to drop links to their website, promote events and publish company news that delivers 0 value to buyers. The engagement and reach of these posts is extremely low, and impact even lower.

You need to reach buyers where they are, and share native, stand-out content they will share on places you cannot get to.

Publish weekly SEO blog, and a quarterly white paper

The ugly truth

The majority of B2B content driven by keyword research is boring, superficial, me-too content that doesn’t have any influence on the target buyers. The rest of B2B content is usually salesy content about product features, masking as educational.

Your buyers don’t need MORE content. They need better, stand-out content that answers specific questions and objections they have as they move through the buying process.

Run monthly webinars that focus on pitching the product (describing features) instead of educating the audience (sharing how to solve their challenges), and send sign ups to sales

The ugly truth

Nobody signs up for a webinar to listen 60-minutes to a product pitch. A major part of the audience isn’t ready for sales calls (otherwise they’d book a demo immediately).

Most of them don’t have any existing need or aren’t buying right now.

Cold calls create a negative experience and destroy the motivation to attend further events and/or learn more about the product.

Here is what all of these outdated playbooks have in common:

They ignore the reality of the modern buying process. They are based on the assumption that there is an increasing demand for your product, and you just need to capture it. As the result, you spend money and time without ever seeing marketing impact on revenue.

Introducing the Full-Funnel Demand Generation Live Bootcamp

Over 8 actionable sessions, in 4 weeks, you will build a full-funnel demand generation program to create awareness in the target market, generate inbound opportunities from target buyers and increase marketing-sourced revenue.

Here is how this bootcamp is different from other B2B marketing courses:

Practical workshops

Instead of passively consuming content, we’ll work together on creating newsletter, creating content hubs to capture the demand and identify warm accounts, proactive content distribution, generating guest post and co-marketing opportunities

Get real-time feedback from other B2B marketers

You’ll be going through the same steps with a community of peers to learn from, and to keep you accountable

Buyer-centric demand gen strategy based on genuine buyer informational needs and interests, instead of assumptions, copying others, or creating content based on keyword volume

You’ll walk away with a validated list of topics and backlog of content ideas that resonates with your target buyers

Behind the scenes

FulllFunnel.io’s demand generation program that generated $1m in the first 18 months, run by two people

What people say about our live Bootcamps

“The demand generation strategy we implemented as a 6-month pilot on a single channel, generated 9 qualified sales opportunities and 3 new contracts (7-figures). The ACV of these opportunities and contracts was 10X compared to the average ACV before this campaign. After running the first pilot campaign, we now have a repeatable evergreen process we can easily scale..”

Dimitri Kustov

CMO @Postindustria AdTech

Key outcomes

A firmly ingrained Full-Funnel Demand Gen process

From day 1, you’ll build a full-funnel demand gen program. Each session adds a new demand gen campaign or tactic to create awareness on your target market, generate demand from target buyers, capture the demand or nurture target buyers

Sourcing ABM programs and sales teams with qualified engaged accounts

Your sales team will see a higher acceptance and reply rate as they will be reaching out to accounts and buyers who are already aware of your product

Practical content strategy

You’ll produce a backlog of content ideas based on the research of genuine informational needs and interests of your target buyers

Brand awareness and positioning

You’ll improve your brand awareness and position your solution as a natural choice to ideal accounts and buyers

Increased marketing impact on revenue

As a result, you’ll see a spike in inbound opportunities and marketing-sourced revenue, shorter sales cycles and higher ACV

Meet your instructors

Andrei Zinkevich & Vladimir Blagojevic
Founders @FullFunnel.io

We started FullFunnel.io as an unknown brand in the market back in September 2020. Since then, we’ve built a full-funnel demand generation program that:

  • Generated 174 opportunities (72 five-figure inbound opportunities over the last 12 months)
  • Grown our LinkedIn following to 40K+ followers
  • Grown our newsletter to 11K subscribers
  • Got 7K+ subscribers for our online events
  • Landed speaking gigs at dozens of events and podcasts (AdWorld Conference, B2B Growth…)
  • Got published by CXL, Marketing Profs and Terminus
  • Established ourselves and FullFunnel.io as go-to-experts in Full-Funnel B2B marketing and ABM, for brands with large deal size and long sales cycles

The best part? We did all of this with 2 FTEs, while building products and consulting our clients.

We documented the framework and created a step-by-step all-action course for B2B marketers that contains everything you need to develop an effective demand generation program to predictably grow your business.

You’ll get a distilled knowledge and practical playbooks that we’d use if you had hired us, with a community of peers to support and inspire you.

Bootcamp Detailed Program

If you need an approval from your boss, download the detailed program with outcomes and results you can expect from the bootcamp, and share it.

Course syllabus

Buyer-centric, full-funnel demand generation setup

You will:

  • Start customer research to get more information about your buyer’s needs and interests
  • Implement a practical content strategy to produce a backlog of ideas (and identify what you can repurpose), for content your buyers genuinely care about, and will influence their buying journey
  • Define and list *five audiences* your buyers already trust, that will help amplify your reach, and build the buyer trust quicker
  • Walk away understanding the full picture, and how to confidently identify 20% of content, channels and activities necessary to drive 80% of demand for your product

Webinars that grow your audience , engage and generate demand with target accounts

Most B2B companies miss out on driving demand by focusing their webinars on lead generation and delivering an underwhelming buyer experience.

By the end of the bootcamp, you will:

  • Launch and promote your own educational webinar, that you can later repurpose as a guest post
  • Research and validate the webinar topic, so it will cut through the noise, and attract the attention of your buyers
  • Set up a partnership webinars strategy and reach out to potential partners to schedule events
  • Walk away with techniques to deliver engaging, interactive webinars that keep the attendees watching till the end

Niche thought leadership that drives demand with target buyers

By the end of four weeks, you will start transforming buyers perception of your brand from “yet another vendor” into a role of a trusted adviser and an influencer in your industry.

You will:

  • Start posting and repurposing content on the platform your buyers uses for research and entertainment
  • Start growing your engagement and visibility, building your audience and connecting with target buyers
  • Create opportunities to turn engagement into buyer conversations with 50%+ response rates

(Re)Launch a newsletter to stay on top of your buyer’s mind

We analyzed all our won deals, and saw that before they become a client, at least one person from our clients team reads our weekly Full-Funnel Insider Newsletter.

Email is far from being “dead”.

You will:

  • Position and validate your newsletter so it stands out, and so that buyers see the value in signing-up
  • Get first subscribers by activating your existing customers and warm network
  • Create the format and decide on frequency
  • Publish your first newsletter issue

Leveraging podcast to build relationships with key people in your industry

Because more that a quarter of your buyers listening to podcasts weekly, you will leverage this medium to associate your brand with brands and people your buyers follow and respect.

You will:

  • Find a unique, niche positioning for your podcast, so it’s highly relevant to your audience
  • And create a podcast brief that will help you increase response rates
  • Make a list of ideal guests and start reaching out to them
  • Define your production and distribution flow

Content hubs to capture the demand

Most B2B companies either pitch their audience too early (mistaking interest in content for a buying intent), or put out content and passively wait for the buyers to come.

You will:

  • Start leveraging content hubs, letting your buyers dive deeper into your content, while creating engagement and buying intent signals you can use to reach out, just at the right time and with the right message
  • Make a list of content ideas (and existing content you can reuse) to generate demand and influence the buying process
  • Create a first version of content hubs to capture the demand and identify warm accounts
  • Set up content hubs after webinars, on the website, newsletter and on social media

Content distribution to get your content in front of your buyers

Unfortunately, most B2B content never gets to its intended audience, as marketers simply don’t know how to effectively distribute it.

We’ll work together on:

  • Seeding the interest for your content and creating an engaged audience
  • Manual distribution of the most important pieces of content to target buyers
  • Promoting and distributing content on different platforms
  • Pitching guests posts (and how to easily write them)

Demand Gen Calendar for continuous audience nurturing

Even though the buying journey is a long and complex process, your marketing need not be. Instead of trying to her all your buyers into your funnel, you need a calendar of regular marketing activities that create an “always-on” nurturing effect.

You will:

  • Structure all your demand gen activities and create a simple calendar
  • Define what other demand gen tactics can be added to your demand gen program
  • Set up tracking and analytics dashboard

Course schedule

3 hours – live sessions

5 hours – homework

All sessions are live, but we record them, so you can rewatch later. The sessions are highly interactive and actionable. You’ll walk away from each session with a concrete deliverable.

Tuesdays

4:00pm – 5:30pm CET
10:00am – 11.30am ET

Thursdays

3:00pm – 4:30pm CET
9:00am – 10:30am ET

Join the 2022 cohort

Full-Funnel B2B Demand Gen Bootcamp

Starting from

$1000 USD

Upcoming

Nov 2022

Dates

Nov 11

– Dec 8

Application Deadline

Nov 3

What our clients say about our full-funnel demand generation strategy advice

“As a B2B SaaS company with annual deal sizes of 10K-200K, you don’t need that many clients to grow. But getting through the noise to the right clients is one of the biggest concerns we had. With cold outreach or ads, acquisition cost is way too high compared to the return. And even more if you need to build up a brand or authority in a specific market.

 

After implementing the account-based warm-up and demand generation advice from FullFunnel, during the pilot campaign (in only six weeks), we started to have real discussions with the right customers. We had four or six sales qualified opportunities, which is fantastic.”

Thomas Goubau

CRO at Letsbuild

“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.
After implementing FullFunnel.io’s B2B marketing strategy framework, 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.”

 

Leonid Mirsky

CEO @Opsfleet

Full-Funnel Demand Gen Bootcamp

Starting from

$1000 USD

Upcoming

Oct 2022

Dates

Oct 10 – Nov 3

Application Deadline

Oct 3

Apply Now