ABM Strategy 2.0
Live Bootcamp
To be announced
Twelve hands-on workshops to develop Account-Based Marketing strategy, refine ICP, build a list of accounts with a need for your product, warm up the buying committee and generate sales opportunities.
EVEN if your buyers are not active on social platforms, or you are targeting niche, conservative markets — and WITHOUT any ABM software.
This Course Is For You, If...
Work for or consult B2B companies with 5+ figure deals, and long sales cycles
Want to grow marketing-sourced revenue, go upmarket, and generate sales opportunities with enterprise companies
Want to develop skills that will help you to run efficient ABM programs
Six questions to evaluate
if ABM is the right fit for you
Long sales cycle (>180 days)
If your sales cycle is short and transactional, I’d recommend focusing on demand capturing activities (ads, SEO, cold outreach) instead of ABM
ACV (average contract value) >$30k
Will it pay off to proactively market and prospect a specific set of accounts? I suggest considering ABM if the LTV or ACV of your best customers is higher than $30k
Multiple buyers are involved in vendor evaluation and buying processes
If you usually deal with multiple people who influence the buying decision, ABM is a perfect strategy
Hybrid sales: product + consulting + best practices training
ABM is extremely important when you don’t only sell product, but also sell your expertise in solving challenges your buyers have
TAM < 1000 companies
If your market is limited to 500-1000 companies across the globe, you have no other choices than ABM
Dedicated ABM team
Can we create a dedicated ABM team (starting with 1 marketer and 1 SDR), without pipeline pressure and has time to build ABM motion?
Four more questions
to evaluate your ABM maturity
if you answer no to some questions, it means that during the bootcamp, you’ll need to pay attention to the related sessions to increase your odds of success
Do we have clear ICP and account qualification criteria to build a list of companies that are likely to buy our product?
Do we have a value proposition and collateral for a specific vertical and roles?
Do we have a clear playbook to create awareness inside target accounts, generate demand, and activate them?
Do we have an alignment between marketing, sales, and executives on how to measure the campaign’s progress and performance?
You’ll come out with a campaign in six weeks
We now focus on those $500k deals
Five Engaged Accounts and Two Opportunities in Six Weeks
Here is how ABM is done in most B2B companies… and the ugly truth behind it
Create a wishlist of accounts
The ugly truth
Upload accounts to LinkedIn or to ABM software and warm them up with ads
The ugly truth
Track ad clicks, webinar sign-ups and gated content downloads, then send these contacts to sales
The ugly truth
A download or a sign-up is NOT a buying intent. 5+ figure buyers don’t download an e-book and get “nurtured” into an opportunity with an email sequence.
They click or download out of curiosity. Otherwise, they’d click the contact form and book a call with a sales team, it’s not that hard 🙂
These ABM approaches result in:
- Low reply rates
- Huge ad spend and CAC
- Miserable ROI
- Sales and execs losing trust in marketing, lowering budgets, and turning marketing into a reactive order-taker
You don’t need a large team, an expensive tech stack, a 6-figure ad budget, nor an army of copywriters to create exclusive content for every buying persona from target accounts.
Introducing: ABM Strategy 2.0 Live Bootcamp
Over 12 actionable sessions, in 6 weeks, you will launch a pilot ABM campaign and start conversations with the target buyers while defining a clear ICP with account qualification criteria, leverage intent data to identify accounts that are already aware of your product, run warm up tactics to connect, engage and start conversations with target buyers, do account research and write 100% personalized proposals to present your product as a solution, not pitch.
Four ways this bootcamp is different from other Account-Based Marketing courses:
1. Interactive practical workshops.
Instead of passively consuming content, we’ll work together on developing a clear ICP, creating account qualification criteria and leveraging intent data for account list building, running warm up campaigns, doing account research and writing personalized proposals to target buyers.
2. Real-time feedback.
Get feedback from Andrei and Vlad, who are in trenches every day, running ABM campaigns for FullFunnel.io and our clients.
You’ll be going through the same steps with a community of peers to learn from, and to keep you accountable.
3. ABM process for marketing and sales teams
Identify, prospect, engage and generate enterprise sales opportunities without shifts in your organization, big budgets or expensive ABM software.
4. Real examples of ABM campaigns.
Including behind the scenes of FulllFunnel.io’s ABM campaigns that generated $10M in revenue for our clients last year.
The Most Efficient Way To Acquire 5+ Figure Customers
Thomas Goubau
CEO @ Q7Leader
We are having conversations with our ICPs that we never had before
Roman Walther
Managing Partner @ digital advisory
Key outcomes
Opportunities with target accounts in the market.
You’ll create an evergreen process to identify warm accounts, warm them up, build relationships with the buying committee, identify their needs and come up with personalized solutions.
As a result, you will generate opportunities with target accounts that are interested in your product, instead of chasing every company that fits your geo and firmographic data.
Evidence-based ICP, with detailed list building criteria.
We’ll nail your Ideal Customer Profile, including detailed, clear criteria for account list building based on your best customers. As a result:
- Your sales team will see a higher response and win rates as they will be reaching out to best-fit accounts and buyers, who are already aware of your product.
- You’ll improve your brand awareness and position your solution as a natural choice to ideal accounts and buyers.
Sales and marketing alignment
Meet your instructors
Andrei Zinkevich & Vladimir Blagojevic
Founders @FullFunnel.io
We have been selling and marketing B2B products and services for 16 years. And since 2013, we have worked with 100+ B2B tech and service-based companies from North America and Europe with high ACV (average contract value) and long sales cycles.
We are in trenches every day and run ABM campaigns for Fullfunnel.io. We’ve helped our clients implement ABM campaigns that generated $10+ millions in revenue last year alone.
Our clients consistently generate sales-qualified opportunities with dream accounts without significant shifts in their marketing and sales teams or heavy investments.
We documented the framework and created an all-action course for B2B marketers that contains everything you need to launch an ABM program to predictably grow your business.
You’ll get a distilled knowledge and a playbook that we’d use if you had hired us, with a community of peers to support and inspire you.
Felicjan Rybka
Marketing Manager at Maxima Consulting
Four Opportunities in a Few Weeks, With a $200 Budget
I wanted to learn more about ABM, but most courses aren’t action-based. They give you a lot of information and theory, but it’s difficult to start the execution. The best thing about this course was that it filled in this gap, I learned playbooks that I can repeat and refine every time.
At first, I wasn’t 100% sure if this approach would work, but it did work amazingly. By following the steps in one of the playbooks from the course, I managed to create a whole marketing strategy that fueled the growth of our company.
In a few weeks, we built 10 unique relationships that turned into 4 opportunities for the company.
The best thing is the high ROI. We spent in total less than 200$ and the opportunities were worth tens of thousands.
But on top of that, the approach wasn’t “salesy” or pushy, and that’s what the client liked the most. We weren’t running display ads, we didn’t put anyone in a nurture sequence.
All we did was focus on them and help them be better at their jobs while mentioning our expertise and that we are there if they need help.
Personally, I believe this course made me a much better marketer that understands the value of ABM and the alignment between sales and marketing. I know that it will have a huge impact on my career and the companies I will work with!
Detailed program
Course schedule
You need to allocate 2-4 additional hours if you intend to implement the learning right a way (students who do that get best results).
*The last session is on Thursday, March 21.
**Because of the difference in summer time between North America and Europe, the sessions between Mar 11 and Mar 21 start 10 am EST.
Mondays & Thursdays*
3:00pm – 4:30pm CET
9:00am – 11.30am EST**
Join an upcoming cohort
ABM Strategy 2.0 Bootcamp
Starting from
$1000 USD
Dates
To be announced
Application Deadline
To be announced