Victoria Gamlen

Sales intelligence platform Cognism cut their lead generation efforts by 90% in 2021. Then they increased their revenue from $2M to $6M in six months. 

Cognism saw this growth by ditching the linear funnel and delivering value upfront, replacing a traditional strategy that brought them low- or no-intent leads.

This value-based model bringing all the right customers to their yard is called demand generation.

In this article, you’ll learn why the traditional B2B funnel no longer works and how to build a demand generation funnel that fuels the pipeline, shortens the sales cycle, and generates revenue.

Keep reading

Users can access Spotify’s extensive music library for free, yet their Premium subscriptions grew 15% in 2022. 

Meanwhile, ecommerce marketing software Privy is generating 10% higher average order value for Shopify users with their related product recommendations add-on.

These tactics are upselling and cross-selling (respectively). While both effectively drive revenue and enhance the customer experience, upselling is ideal for companies with a single product or freemium model.

In this article, we’ll show you how six companies employ the best upselling strategies. Then we’ll tell you how to do it yourself so you’re not leaving money on the table.

Keep reading

Account-based marketing (ABM) accounted for 79% of all sales opportunities in 2020. And yet, no one can agree on what account-based marketing is.

Fullfunnel co-founder Andrei Zinkevich says, “ABM is not that complicated, and it’s also oversimplified.”

If leads-based B2B marketing is fishing with a net, ABM is using a harpoon.

In this article, we’ll break down nine account-based marketing case studies from brands that hit and exceeded their business goals with ABM strategies and tactics. Learn why they worked and how to apply them to your business.

Keep reading