In this interview, we sit down with B2B entrepreneur and “serial connector” Andrei Zinkevich (CEO, Fullfunnel.io) who talks to us about the full-funnel approach that he teaches to B2B tech and service-based companies. During this discussion, Andrei talks about the right way to use automation to generate qualified leads online, why building trust and adding value is key to building relationships with prospects, and why it’s important to use personalization as well as account segmentation to win business on platforms like LinkedIn.