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3 min read

Smashing the marathon: Tactics for 18-month pipeline nurturing with Carlota Feliu


Ever feel like you're just throwing stuff out there and praying when it comes to your marketing efforts? Are you launching campaigns into the ether, hoping they somehow speak to your target accounts?

If you're selling big-ticket, complex B2B solutions with long sales cycles, that old-school approach just won't cut it.

In this episode of Let's Talk Revenue Marketing, host Paul Sweeney sits down with Carlota Feliu, Head of Marketing for HP's 3D Printing Division, to get the lowdown on what it takes to keep prospects engaged and deals moving over those stretched-out 12-18-month evaluation periods.

Carlota's got deep experience navigating these intense, multi-threaded buying journeys for emerging technologies. And she doesn't hold back on sharing her hard-earned wisdom. 

If you're tired of shooting blindly into the dark with your marketing efforts, tune in for a masterclass on taking a more purposeful, data-driven, revenue-oriented approach.

With long cycles, there's simply no room for hoping your messaging sticks. You need to be surgically targeted and laser-focused on what moves the needle.

‎Let’s Talk Revenue Marketing: Smashing the marathon: Tactics for 18-month pipeline nurturing with Carlota Feliu on Apple Podcasts
‎Show Let’s Talk Revenue Marketing, Ep Smashing the marathon: Tactics for 18-month pipeline nurturing with Carlota Feliu - 28 Mar 2024

About Carlota

Carlota is a results-oriented marketing expert with 15 years of experience in tech-related industries.

She’s adept at driving global growth and demand generation initiatives and has a proven ability to lead and develop high-performing marketing teams, implement data-driven strategies, and align marketing efforts with sales objectives. 

Carlota specializes in Account-Based Marketing (ABM) with an ITSMA certification. She’s known for enhancing marketing programs to achieve remarkable YoY growth in marketing impact and contribution to revenue. 

Key takeaways

  • Why marketing must integrate across the full funnel, not just generate leads, and how this impacts revenue
  • How having a data-driven view of your pipeline focuses efforts on acceleration vs. pure demand gen
  • Why you need to create immersive experiences for complex products
  • How continuously validating the buyer journey through data and insights guides personalized nurturing
  • Why you should scale with a mix of one-to-few hyper-personalization and one-to-many automation
  • Why tight alignment between marketing and sales teams, with shared metrics and pipeline reviews, is critical

And more.

Marketing and Sales Alignment Playbook

Be on the podcast

Did you enjoy this episode of Let’s Talk Revenue Marketing? If so, make sure you subscribe so you can always catch the latest episodes!

If there’s a topic you’d like us to cover in a future episode, let us know on the Revenue Marketing Alliance community Slack channel.

Want to appear as a guest or know someone else who does? Get in touch with Stevie at stevie.rose@pmmalliance.com.

The Customer Acquisition and Marketing Attribution Survey

Written by:

Stevie Langford

Stevie Langford

As a Senior Copywriter here at Revenue Marketing Alliance, Stevie loves to create content that's captivating, compelling, and informative. She's always open to new ideas, so feel free to get in touch!

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Smashing the marathon: Tactics for 18-month pipeline nurturing with Carlota Feliu