Training and guiding B2B marketing and sales teams
In this episode of the Tekpon SaaS Podcast, our host, Cristian Dina, welcomes Vladimir Blagojevic, the co-founder of Fullfunnel.io. As an expert in B2B marketing and sales, Vladimir provides comprehensive analysis and strategic advice for companies with long sales cycles and more significant deals typically encountered in the B2B tech and SaaS sectors.
He points out that marketing efforts can only be impactful when a company has already achieved product-market fit. Any marketing strategies before this point can often be futile or lead to misleading ROI metrics. Vladimir also delves into some of the common problems his clients face before consulting Fullfunnel.io, which often include a lack of focus in targeting, a transactional mindset in sales that doesn’t align with complex B2B dynamics, and a breakdown in the collaboration between sales and marketing teams.
As a proposed solution to these challenges, Vladimir describes their approach of engaging with client companies through an initial pilot program. This program is designed to help these companies identify their best customers through revenue analysis and creating focused sales and marketing programs that foster collaboration between the two departments. It is a hands-on approach that involves working closely with the company’s team, enabling them to continue to achieve positive results independently.
Vladimir explains how typical marketing efforts might not resonate with the ideal buyer’s requirements and suggests a more targeted and collaborative approach. He advises sales and marketing teams to work hand in hand, being both strategic and lean, and to focus on providing genuine value through understanding and meeting the customer’s needs. He emphasizes the importance of understanding the buyers’ perspective and tailoring outreach to meet their expectations and decision-making processes rather than solely pushing for a direct sale.
Toward the end of the episode, Cristian asks Vladimir for his advice to those starting in sales. Vladimir’s insights emphasize building relationships rather than just completing transactions. He stresses that a successful salesperson should understand the client’s needs deeply and aid internal champions in navigating their organizational buy-in processes.
