Episode 70

070 Vladimir Blagojevic - Adapt to Attract Ideal Clients

In our SaaS Fuel™ Expert Series this week, Jeff is joined by Vladimir Blagojevic, co-founder at FullFunnel.io. Vlad is a seasoned marketing and sales professional with deep expertise in B2B tech. In addition to his work at FullFunnel.io, Vlad is also a co-founder of the Trenches B2B marketing community, where he collaborates with other like-minded professionals to share insights, strategies, and best practices for navigating the challenges and opportunities of the B2B tech space

Tune in as they discuss how understanding the intent of potential customers based on their engagement with marketing efforts and previous conversations can help you prioritize your targets. Jeff and Vlad also share insights on the significance of a blended approach to attribution, combining analytics software, self-reported attribution, and sales conversations to gain a complete understanding of customer behavior. Don't miss this episode packed with actionable tips to fuel your SaaS success!

Key Takeaways

00:00:00 SaaS Fuel - Tips And Strategies For Scaling Your Business

00:03:44 Adapting To The Market: Making Small Bets And Being Agile

00:07:44 The Importance Of Storytelling In Supercharging Business Marketing And Sales

00:12:03 Lessons In Marketing Complex Solutions: Overcoming Bias

00:18:17 Foundational Understanding Key To Success In Business Positioning And Marketing Strategy

00:23:47 Importance Of Discussing Relevant Topics For Successful Marketing

00:27:07 Real Revenue Results May Take Time To Generate In Sales Cycle

00:29:37 Importance Of Understanding Audience For Successful Content Marketing

00:32:12 The Evolving Debt Market And Changing Buying Process In B2b Tech Startups.

00:36:05 When Does The Buyer Journey Start?

00:38:36 Discovering New Hiring Opportunities: Prioritizing And Addressing Targets

00:44:51 Challenges Of Marketing Attribution And Collaboration

00:48:07 Blending Analytics, Self-reported Attribution, And Sales For Better Customer Insights

00:49:28 The Importance Of Quality Content Over Quantity For Seo And Ai: A Perspective On Writing For Buyers Rather Than Search Engines.

Tweetable Quotes

"Losing touch with your ideal clients is absolutely deadly." - 00:03:11 Jeff Mains

“You start with the pilot and you include a small number of accounts but you do them manually and you focus on buyer conversations and that two-way communication so that you can get that feedback and refine before scaling up that's.. I think that's really essential." - 00:30:26 Vladimir Blagojevich

“Get feedback and adjust because agility wins no matter the size of the business.” - 00:04:08 Jeff Mains

“Don't assume that you know better than the customers.” - 00:04:20 Jeff Mains

“Just cause they had a title doesn't mean that they were necessarily orchestrating that success.” - 00:05:08 Jeff Mains

“It's inherently a sales and marketing game. It's not something that you can do just on yourself from marketing.” - 00:44:35 Vladimir Blagojevich

SaaS Leadership Lessons

SaaS leaders should encourage their teams to leverage organic marketing channels such as content marketing, social media, and SEO to create engaging and relevant content, engage with customers, and build relationships.
By using organic marketing as a testing ground, SaaS companies can refine their messaging, positioning, and value proposition before scaling up their marketing efforts, resulting in more effective and efficient marketing campaigns.
SaaS leaders should ensure that their sales teams have a deep understanding of the complexities involved in B2B sales and are equipped with the right tools and resources to navigate them effectively. This includes understanding the unique needs and pain points of each buyer persona, creating tailored sales strategies, and building relationships with key decision-makers at different levels of the organization.
It's also crucial to provide ongoing training and support to sales teams, so they can stay agile and adapt to changing customer needs and market dynamics. By acknowledging the complexity of B2B sales and empowering sales teams to navigate it effectively, SaaS leaders can drive higher sales performance and achieve better results.
Implementing a SaaS solution requires more than just selling the product; it requires understanding the triggers for change in the market or within a company and collaborating between sales and marketing teams.
SaaS leaders should foster a culture of collaboration and alignment between sales and marketing to ensure successful solution implementation. This includes regular communication, feedback loops, and joint planning sessions to align marketing efforts with sales goals and customer needs.
Sales teams can provide valuable insights about customer pain points, objections, and objections they encounter during sales conversations, which can inform marketing strategies and messaging.
Understanding Limitations of Attribution Software - Attribution software can be a valuable tool for tracking the effectiveness of marketing campaigns, but it has its limitations.
SaaS leaders should be aware of these limitations and not solely rely on attribution software to make marketing decisions. Attribution software typically uses last-click or first-click attribution models, which may not provide a complete picture of the customer journey and touchpoints that contribute to a conversion.
SaaS leaders should complement attribution data with other sources of data, such as customer feedback, qualitative research, and customer success stories, to gain a more holistic understanding of the customer journey and make data-informed marketing decisions.
Embracing the Power of Account-Based Marketing (ABM) - is a strategic approach that targets specific named accounts rather than a wider audience, making it different from traditional marketing.
SaaS leaders should recognize the power of ABM and incorporate it into their marketing strategies. ABM allows SaaS companies to focus their efforts on high-value accounts, understand their unique needs and pain points, and create personalized and relevant content and experiences. It also encourages closer collaboration between sales and marketing

Guest Resources

Fullfunnel.io Website: https://fullfunnel.io/consulting/

Trenches - B2B marketing community: https://www.linkedin.com/company/trenches-b2b-marketing-community/

Vlad’s Facebook: https://www.facebook.com/vladblagi

Vlad’s LinkedIn: https://www.linkedin.com/in/vladimirblagojevic/

Vlad’s Twitter: https://twitter.com/vladblagi

Resources Mentioned

Fullfunnel.io (Website): https://fullfunnel.io/

Buzzfeed News: https://www.buzzfeednews.com/

CEO Jonah Perretti: https://www.linkedin.com/in/jonahperetti

Bed, Bath and Beyond: https://www.bedbathandbeyond.com/

Target: https://www.target.com/

Circuit City: https://circuitcity.com/

Apple: https://www.apple.com/

Episode Sponsor

Today’s episode is sponsored by the book Small Fish Big Pond: Building a World-Class Business That Swims Circles Around Competitors. Why do some SaaS companies achieve explosive growth while others sink into the depths? Why do some solutions inspire fierce brand loyalty while others are interchangeable? What can we SaaS leaders learn from fish? Small Fish Big Pond delivers powerful marketing and leadership lessons guaranteed to enhance your marketing message, wrap value around clients, and guide their buying journey to conclude that your company is the only solution for them. It includes stepxstep frameworks and time-tested growth tools to attract ideal clients, convert them, and transform them into brand ambassadors. Pick up the print, ebook, or audio today at smallfishbigpond.com or your favorite book source.

Small Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel’

Champion Leadership Group – https://championleadership.com/