George Touryliov ✔’s Post

Sometimes positioning just develops naturally. Fibbler started out doing one thing: matching ad impressions on LinkedIn with CRM data to understand how much pipeline we were actually influencing. At that point, it made total sense to have a very feature-driven positioning around identifying influenced deals from LinkedIn Ads Impression data. It’s from this that we’ve gained a majority of our 100+ paying customers. But… Quite quickly, our users started using the product in ways we didn’t anticipate. First, we launched the ability to send LinkedIn Ads data straight to their CRM. They began building advanced reporting to understand how their ABM programs were working. They started using LinkedIn’s engagement data and incorporating it into workflows for sales to use in their outbound efforts. They even began sending LinkedIn’s engagement data to other prospecting tools to automate outreach. So, without doing anything specifically, just acting as an intermediary between LinkedIn Ads and marketers, we evolved into an ABM-supportive tool. We help our users turn LinkedIn Ads data into more pipeline and revenue. Yes, we’re building Fibbler with only two people on the side. But honestly, it’s all our users who are building it for us at this point. I’ve never experienced anything like it. #saas #startup #bootstrapped

Navigating the various go-to-market (GTM) strategies can be confusing, especially with acronyms like PLG, SLG, ELG, ILG, and CLG. These terms represent different approaches to driving business growth: 1️⃣ Product Led Growth (PLG): The product itself drives customer acquisition and retention, with examples like Canva and Zoom. 2️⃣ Sales Led Growth (SLG): Growth is driven by proactive sales efforts, seen in companies like Salesforce and Oracle. 3️⃣ Ecosystem Led Growth (ELG): Growth is achieved through partnerships and an ecosystem of collaborators, as exemplified by Microsoft. 4️⃣ Inbound Led Growth (ILG): Focuses on content and digital strategies to attract customers, popularized by HubSpot. 5️⃣ Community Led Growth (CLG): Engages large user communities to drive adoption and loyalty, with companies like GitHub and Figma leading the way. The key takeaway is that no single GTM strategy fits all businesses. Instead, startups should blend and adapt these approaches to best reach and engage their target customers, evolving their strategy as the business grows. #vc #startups https://lnkd.in/gWMshJQB

Winning just a handful of major accounts can take startups from shoestring budgets to rolling in MRR. And a careful ABM strategy can help with just that. But what are the best practices behind it? What are the dos and don’ts of account based marketing? We put together an ABM playbook containing 8 irresistible campaign plays that will win hearts and seal deals 🤝 We cover how to: 🔥 Build pipeline 🔥 Accelerate deals 🔥 Reunite with lost accounts 🔥 Retain customers and expand Dive into the full blog here and send it to the rest of your marketing team! https://lnkd.in/epW5SpBi #abm #accountbasedmarketing

I love working with our partners at RollWorks, a division of NextRoll 😍 My latest post for RenderTribe explores how to optimize your MarTech to support your ABM program better. Now is a great time to analyze how well your stack is actually working so that you can see results before the end of the year. #b2bmarketing #abm #rollworks #rendertribe #gtmstrategy #martech #revops

A good rule of thumb in business is that your clients should get 10x ROI.. That's our goal at SaaS Academy.. 10x MINIMUM. To deliver on that, we have 8 value packed coaching calls this month 👇 1️⃣ 𝗥𝗲𝗮𝗰𝘁𝗶𝘃𝗮𝘁𝗶𝗻𝗴 𝗟𝗼𝘀𝘁 𝗗𝗲𝗮𝗹𝘀 with Kyle Vamvouris What if 15 minutes is all it took to turn a cancellation into a save? This will help founders turn missed opportunities into closed deals. How to reconnect with past prospects and address objections effectively. 2️⃣ 𝗥𝗲𝘃𝗶𝗲𝘄𝗶𝗻𝗴 𝗙𝗼𝘂𝗻𝗱𝗲𝗿𝘀' 𝗣𝗿𝗶𝗰𝗶𝗻𝗴 𝗣𝗮𝗴𝗲𝘀 with Bill Wilson I've worked with 100s of founders, and most could raise prices by 20%. Bill works with owners and CFOs to analyze and refine their pricing pages. Founders will walk away with actionable feedback for better conversions. 3️⃣ 𝟮𝟬𝟮𝟱 𝗣𝗿𝗼𝗱𝘂𝗰𝘁 𝗗𝗲𝘃𝗲𝗹𝗼𝗽𝗺𝗲𝗻𝘁 𝗥𝗼𝗮𝗱𝗺𝗮𝗽 with Etienne D. What do we do to perform at a higher level quarter over quarter? Well, we don't do it at the cost of spending time with loved ones. Instead, we set priorities and optimize timelines for success. 4️⃣ 𝗣𝗮𝗿𝘁𝗻𝗲𝗿 𝗣𝗹𝗮𝘆𝗯𝗼𝗼𝗸 𝗥𝗲𝘃𝗶𝗲𝘄 with Vinay Nair Don't have a big ad budget? Can't do 1000s of emails per day? You can still 2x to 3x your revenue with just one or two solid partners. Founders will get proven frameworks for building successful partnerships. 5️⃣ 𝗖𝗿𝗲𝗮𝘁𝗲 𝗛𝗶𝗴𝗵-𝗖𝗼𝗻𝘃𝗲𝗿𝘁𝗶𝗻𝗴 𝗖𝗼𝗹𝗱 𝗠𝗲𝘀𝘀𝗮𝗴𝗶𝗻𝗴 with AI with Kyle Vamvouris Cold outreach doesn't have to be HOPING it will work. You CAN stand out in crowded inboxes and drive conversions. Founders will get to learn how to combine AI tools with proven techniques. 6️⃣ 𝗔𝗰𝘁𝗶𝘃𝗮𝘁𝗶𝗼𝗻 𝗕𝘂𝗶𝗹𝗱𝗲𝗿 𝗪𝗼𝗿𝗸𝘀𝗵𝗼𝗽 with Ryan Engley, ACC 1 out of every 2 customers failed to activate. Sound familiar? What you're probably missing is a seamless onboarding experience. Ryan will walk founders through strategies to drive engagement and retention. 7️⃣ 𝗚𝗼𝗼𝗴𝗹𝗲 + 𝗙𝗮𝗰𝗲𝗯𝗼𝗼𝗸 𝗔𝗱𝘀 𝗖𝗮𝗺𝗽𝗮𝗶𝗴𝗻 𝗥𝗲𝘃𝗶𝗲𝘄 with Dev Basu Running ads without the right message is like pouring gas without the fire. Run an audit on your ad campaigns before spending thousands of dollars on it. Dev will help founders fine-tune their targeting, messaging, and budgeting. 8️⃣ 𝗠𝗮𝗽𝗽𝗶𝗻𝗴 𝗢𝘂𝘁 𝗮 𝗤𝘂𝗮𝗿𝘁𝗲𝗿𝗹𝘆 𝗖𝗼𝗻𝘁𝗲𝗻𝘁 𝗠𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴 𝗣𝗹𝗮𝗻 with Dev Basu Every content strategy needs constant tweaking to work effectively. With trends and algorithms changing, what worked last Q won't in the next. Founders get actionable frameworks to optimize content creation and distribution. This is on top of our 400+ playbooks, 1:1 coaching, and massive network of founders and experts. Want the same for your calendar this year? 📆 Comment or DM "2025" and I'll get you access to a workshop of your choice! Let's make 2025 your best year yet! 💪

"Account-Based Marketing isn’t just another strategy..." it’s THE strategy for driving real results. But here’s the truth: Without the right approach, even ABM can fall flat. Let’s talk about why. 👇 One common challenge we see with ABM is the lack of focus. Imagine this: Your team spends weeks crafting campaigns, but they’re too generic, too broad, and end up speaking to no one. The result? Missed opportunities and frustrated teams. At B2BinDemand, we recently worked with a SaaS company struggling to implement ABM. They had all the tools but no clarity on who to target or how to personalize their outreach. Here’s what we helped them fix: 1️⃣ Defining their ICP (Ideal Customer Profile): We refined their focus to accounts with the highest potential. 2️⃣ Crafting tailored messaging: We ensured each piece of content resonated with the specific needs of their top-tier accounts. 3️⃣ Aligning Sales and Marketing: By breaking down silos, we turned their teams into a powerhouse. The outcome? Within 6 months, they saw a 30% boost in engagement from high-value accounts and closed deals 2X their average size. If you’re struggling with ABM, here’s what to focus on: 🎯 Targeting with laser precision: Identify and prioritize the accounts that matter most. 💬 Personalized messaging at scale: Make every communication relevant to the account. 🤝 Sales & marketing alignment: A collaborative approach drives consistent results. Want to know more about how we do it? Let’s talk! Message us ‘ABM’ or visit www.b2bindemand.com to get started! OR Just drop a 'Hi' at sales@b2bindemand.com and we'll take it from there! Adios, Team B2BinDemand #ABM #sales #b2bsales

Startup chaos taught me resilience. Scaling demand gen taught me strategy. Here’s how I see the future of demand generation. Looking back at my marketing journey, I see how it mirrors the evolution of demand generation—from scrappy startup beginnings to scaling sophisticated systems. Each phase has taught me something critical about growth, strategy, and what it takes to deliver real value. Phase 1: The Startup Hustle In the early days, I wore every hat. Running marketing at a startup meant launching tools like HubSpot and focusing on the entire customer lifecycle. Testing was everything—finding what worked, refining it, and laying down processes that could scale. HubSpot was our game-changer. It allowed us to move fast without sacrificing quality, connecting marketing with sales and building systems that worked across teams. Phase 2: Specialization As our team grew, so did our ability to focus. This phase was all about sharpening our MarTech tools, using data to drive decisions, and creating highly personalized campaigns. It wasn’t just about generating leads anymore; it was about generating the right leads—ones that converted and aligned with long-term growth. Phase 3: Scale Today, the focus is on scaling those early successes. Integrated campaigns anchored by thought leadership—like webinars and white papers—have become the foundation. These campaigns aren’t just about generating interest; they’re about aligning sales and marketing, driving results, and nurturing meaningful relationships. The Future of Demand Gen As demand generation evolves, here are the trends shaping its future: ◆ AI Will Enable Scale, Not Replace Talent Generative AI will help teams accomplish more with fewer resources, but creativity and strategy will remain firmly in human hands. ◆ Content is Forever The idea of “create once, distribute forever” is more relevant than ever. Repurpose content into new formats and channels to maximize its value. ◆ Integrated Campaigns Win Aligning sales and marketing through consistent, integrated messaging across every touchpoint will be key to future success. ◆ Customer-Centric Data Tools like HubSpot and Salesforce will continue to power growth, but data should enhance the customer journey, not just fill a funnel. Demand generation isn’t just about leads or conversions. It’s about delivering value at every stage—building trust, educating buyers, and fostering long-term relationships. What trends do you think will shape the future of demand gen? Let’s discuss in the comments. #DemandGeneration #GrowthMarketing #ContentMarketing #FutureOfMarketing

We recently lost a deal because they didn't see the value in content. "We've done things the same way for years and everything is working." He pulled up a HubSpot report and talked through some of the numbers. ➜ ACV was < $5K/year ➜ CAC payback period > 24 months ➜ C/W % from direct response channels were ~3% Even with those low numbers, the idea of implementing an inbound-led outbound strategy with content + visitor tracking was too farfetched for them. If you're like this guy, understand this about social selling + content: - 46% of social traffic comes from employee advocacy programs on LinkedIn - 61% of orgs who tested social selling saw an increase in revenue - 84% of executives use socials to make buying decisions - Leads that come inbound from organic socials are ~700% more likely to convert - Founder/employee content gets ~800% more engagement than business pages - 78% of reps who are social selling are outperforming their peers If you and your team aren't investing time on this platform, you'll get beat by the teams who are. [Starting is easy] Step 1: Setup a pixel on your site (RB2B, Bullseye) Step 2: Create content that either - Educates - Empowers - Entertains Step 3: Build your CRM/tech to work around this If you want to get started with this quickly, we'll work with you to start: https://lnkd.in/gsDAtr4b

Rethinking the GTM Funnel - here's how: Is the traditional funnel broken? I sat down with Parthi Loganathan from Letterdrop to talk all about it and how we view it at TACK. It's about building relationships every step of the way. The right approach can: ↳ Engage subscribers ↳ Convert leads into members ↳ Transform customers into champions Let this people-first method guide you. You will not just sell better but connect deeper. Top of Funnel = Subscribers • Traditional funnels don’t quite fit today. • The top of the funnel is now subscribers. • They engage with our content, events, and reports. Subscribers Become Leads → Leads Become Members • Subscribers turn into leads over time. • Leads eventually convert into members. • Here’s where the magic happens. Membership-Led Growth Model • Members get exclusive perks. • Access to events, special offers, and premium content. • Focus on value and experience over transactions. Members to Opportunities → Opportunities to Customers • From members, we create real opportunities. • These folks become our customers. • They use our products, get support, and stay engaged. Customers Turn into Champions • Our customers become champions. • They advocate for us. • They see the value and share it with others. How does your funnel look these days? Let’s talk about building real relationships over quick wins. Drop your thoughts in the comments!