Funny thing about 2024: While everyone was circle-jerking about AI replacing human… – Stefan Repin

I help identify a reliable route to market with b2b clients | Account-Based Marketing expert | B2B Demand Generation for Regulated Markets

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December 23, 2024

Funny thing about 2024: While everyone was circle-jerking about AI replacing human connection in B2B sales, I was busy proving the opposite at Platforce. You know what actually closes enterprise deals? Showing up in person. Wild concept, I know. Especially with so much AI bs these days... Some reality checks from actually selling to pharma and other enterprise this year: • Face-to-face meetings in LATAM closed more deals than 6 months of "AI-optimized" campaigns • Started learning Spanish because Google Translate doesn't build trust in Argentina • Built real relationships while others chased automation fantasies (written by AI) • Delivered consistent leads through events/webinars because #pharma still values human expertise Three posts that cut through the bullshit: "Learnings from the pharma world for tech" (419 likes, 25 comments) On why 18-month sales cycles and real relationships matter more than AI promises "Many companies are not happy with (Voldemort CRM) but have to cope with it because it is strong and powerful" https://lnkd.in/dzRm9vTV "Personal outcomes from SaaSiest" (435 likes, 19 comments) Why partnership-based sales beat aggressive automation "Partnership sales are the new Head of Sales. Direct and other types of sales are too aggressive" https://lnkd.in/dXPi3wmD "Stakeholder feedback on B2B marketing ROI" (408 likes, 16 comments) On measuring what matters vs chasing vanity metrics "Be ready to kill your darlings!" https://lnkd.in/ddWkTBKW Look, I get the #anxiety about #AI. Everyone's scared of being left behind. But here's what I learned expanding into #LATAM this year: Enterprise buyers #don't #trust #AI #chatbots. They trust people who understand their problems and show up to solve them. For 2025: While others chase AI hallucinations, I'm doubling down on what works - more roadshows, face-to-face meetings, and real relationships. Because in pharma/enterprise, no amount of automation beats having coffee with a decision-maker. Or an occasional taco works, too. To every B2B marketer worried about AI replacing them: Stop obsessing over automation. Start booking flights. Your best competitive advantage is still showing up in person. Roadshows, roadshows and webinars, webinars, webinars! In that proportion. P.S. Want to do ABM that actually works? Let's talk. But only if you're ready to put in the real work, not just play with AI toys.

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December 23, 2024

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Hire a full-time CMO?! Hire an agency?! Try doing marketing myself?! Can I do it right? I need to decide. This is the dialogue inside the heads of many CEOs and founders who never hired a marketer. I have met many of those. The whole issue and confusion come because most decision-makers don't know how to control, hire or keep accountable a marketer. That is why they go with the safest choice. That is very often why the first marketing hire is a freelancer. It is natural that you want to try someone or experiment before you hire a full-time marketer or Chief marketing officer. Test the ground. Experiment. Do a pilot. Mitigate risks. As a freelancer, your role is to educate them about marketing, or they will never understand marketing. Who should be the first marketing hire? Freelancer Full-time marketer or CMO Fractional Chief of Marketing Agency

December 4, 2021

I have a marketing degree📝 and here are Things that were never mentioned in my marketing classes at the university: UTM parameters Demand Generation What da hell is organic traffic or SEO WTF a webinar is What's an SDR, MRR, ARR, or churn How to generate website traffic Things I was taught in marketing classes in the uni: 🌋The 4 P's 🧱Making a presentation in PowerPoint with 100 slides *funny thing, I was the only one making presentations with Prezi, and my teachers hated me coz' of that. How about you? What did not they teach you in school? #marketing #university #digitalmarketing

October 15, 2020

🕴️How Salesflare grew to 2000+ users in the ultra-competitive CRM market🍗 I could summarize the post in a few words: The secret to growth is ….. in building a great product! BUT I don’t want to leave you hanging in there, here are some nuggets: 🍗Nugget 1# Building a great product for your customers makes marketing the product a lot more genuine and allows you to play the “longer game” as Salesflare co-founder & CEO, Jeroen Corthout, puts it. 🍗🍗Nugget 2# Find products for your customers and not vice versa In fact, every month, Salesflare adds 2 new “loveable features” to grow their product and Salesflare has managed to add depth without adding unnecessary complexity. 🍗🍗🍗Nugget 3# Build habits and create processes out of them by delivering value: 2 loveable features per month 1 onboarding improvement 1 high-value article that brings search traffic 2 valuable contributions outside of their own audience (to podcasts, events, webinars, articles, …) Kudos to Stefanos F. Bournias for writing the article. Did you like it? For more nuggets, read the full article, link in comments. #sales #crm #product

Most of us in the B2B industry are used to thinking of content in the form of blog posts, ebooks, and case studies rather than videos 🤔 Yet, there is a huge untapped potential, especially for SaaS products. Why? You can make a complex product easier to understand. 🎥 😩 The challenge: People have short attention spans, and we feel overwhelmed in creating content that's engaging, short, entertaining, and professional all at once. 💡 The answer? Be clear on your objectives! Make video a part of your marketing funnel, employing strategies like product demos, tutorials, or explainer videos. Reuse this content to educate your potential customers at every step of your marketing funnel. And ultimately, remember it's all about storytelling! ☝ Now there is a fine line between being salesy and authentic. Don't think of YouTube as a platform to sell but rather as a platform to connect and build a community. So, show the people who make the magic happen - introduce your team and humanize your brand 💫 The cherry on top? YouTube's immense data potential. Leveraging YouTube's AI and analytics tools, you can understand your audience better and refine your position, messaging, content, and targeting. 📊🔍 If your brand already has a YouTube channel, drop it the comments, and let's support each other. 🤝🔗 #b2bmarketing #youtubemarketing #youtube #content #marketing #b2b #storytelling #video #branding

Expensive software vs. skill and creativity in #b2bmarketing - who will win? A few months ago, I talked to the CEO of one company looking to go beyond the "lead gen approach." They are selling machine learning solutions, and their market is the world itself. It felt like something I had heard many many times, before. The point of this discussion was to find out what the executive thinks about a demand generation program. I was astonished to hear: "We never did Account-Based Marketing or Demand Generation because it is costly!" How much you think it is, I asked: " First, you need to buy software like Terminus (4500 USD/month, more than what I charge), then you need to add Zoominfo to the info (another 2000 USD/month), and then you have to spend money on creating content." He could not be more wrong. I don't need software that costs more than my monthly salary, nor do we need Zoominfo data. The data is helpful, but imagine how many people they already sell that data to?! You will be competing with your ads to capture the attention of x number of companies. Meanwhile, there is plenty of other fish in the sea they know nothing about! He took some time to think about it, and we are discussing a pilot with him but How many people think the same? 100, 1000, a million?

October 7, 2021