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ABM Isn’t Dead—You’re Just Doing It Wrong w/ Andrei Zinkevich on Real Pipeline Strategy (#17)
Manage episode 477329380 series 3600177
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Too many teams are still chasing MQLs, playing the attribution game, and wondering why the pipeline is drying up.
The answer is full-funnel Account-Based Marketing(ABM), which is the leading playbook that high ACV B2B businesses prioritize this year.
Andrei Zinkevich, co-founder of FullFunnel.io, joined the podcast to discuss the broken state of B2B marketing—and what top-performing teams are doing differently in 2025.
Today we cover:
- Why RevOps isn't just reporting and dashboards
- How enterprise B2B companies waste intent data without even knowing it
- Why “silo syndrome” is killing cross-functional revenue growth
- The real reason your 2023 LinkedIn ads stopped working (hint: it’s not the algorithm)
- Scaling cross-functional GTM framework in the era of macro turbulence and AI
- Dealing with multiple stakeholders and securing executive buy-in
- How industry-wide virtual events fit perfectly in the full-funnel equation
- A smarter approach to pipeline creation through ABM, demand gen, and signal tracking
If you’re a CMO, RevOps lead, or a top-level executive trying to set benchmarks and hit targets in 2025 with limited resources, this episode will help you rethink your GTM strategy—without burning your team out or chasing shiny tools.
👉 Follow Andrei at fullfunnel.io/blog and subscribe to his Substack for weekly insights that actually move the needle (links below).
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