Why 98.5% Of ABM Programs Are Failing: Fullfunnel.io, Andrei Zinkevich Shots Of Wisdom podcast

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Why 98.5% of ABM Programs Are Failing: Fullfunnel.io, Andrei Zinkevich

4d ago 55:53

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Andrei Zinkevich has spent 20 years in enterprise sales and marketing, and he's got some uncomfortable truths about why your ABM program is probably failing. In this conversation, we dive deep into his controversial claim that 98.5% of marketers are dissatisfied with their ABM performance, why lead generation isn't actually marketing, and how the industry's obsession with AI automation is creating more problems than solutions.What We Cover:• Why 98.5% of ABM programs fail (and the real data behind this claim)• The "B2B marketing suicide spiral" created by demand waterfall thinking• Why lead generation ≠ marketing and what this means for your strategy• The dark truth about AI automation claims on LinkedIn• How ABM vendors are selling false promises to desperate marketers• Where paid media actually fits in account-based strategies• Football lessons that shaped his business philosophy• His 8-pillar ABM framework and which pillar companies always skip• One 30-day tactic to accelerate enterprise pipeline velocity• Why targeting champions beats chasing C-suite executivesKey Takeaways: ✓ The fundamental problems with linear buyer journey assumptions ✓ How to build cross-functional ABM teams that actually work ✓ Why relationship-building still beats automation in enterprise sales ✓ Practical frameworks for account selection and engagement ✓ The real role of technology in successful ABM programs.Guest Bio: Andrei Zinkevich is co-founder of Fullfunnel.io, an ABM and B2B demand generation consultancy working with B2B tech companies with high ACV products and long sales cycles. With almost 20 years in enterprise sales and marketing, plus 6 years running his own consulting company, Andrei has built a reputation as one of the most contrarian voices in B2B marketing. His frameworks have helped GTM teams drive enterprise pipeline and revenue through holistic account-based marketing and demand generation programs.Connect with Andrei: LinkedIn: https://www.linkedin.com/in/azinkevich/Website: https://fullfunnel.ioConnect with Macloud: LinkedIn: https://www.linkedin.com/in/macloudmoyo/ Humble Roots Agency: https://humbleroots.agencyPodcast Info: Shots of Wisdom is a B2B marketing podcast where we have unfiltered conversations with marketing leaders about what's actually working right now in brand, demand, and leadership. No fluff, no theory - just battle-tested strategies and honest insights you can implement this week.

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#Business #Macloud Moyo #Marketing