#FlipMyFunnel Austin - Sangram Vajre - What the Heck is #FlipMyFunnel?

WELCOME

TO

Wasn’t that the most cheesy

video you have ever seen?

#FlipMyFunnel @sangramvajre

#FlipMyFunnel with Sangram Vajre

• Head of Marketing, Pardot (now Salesforce)

• Co-founder and CMO of Terminus

• Founder of the#FlipMyFunnel community

• I am now an author (by accident)

@sangramvajre#FlipMyFunnel @sangramvajre

Katharine MobleyCMO at

WeCareCard

#FlipMyFunnel Superhero Team

Katie Rogers VP of Client Success at SalesLoft

Nikki NixonDirector of

#FlipMyFunnel

Eren Matsota#FlipMyFunnel

Coordinator

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#FlipMyFunnel @sangramvajre

WI-FINetwork and

Password

HO

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PIN

GSNACKSServed during breaks in the sponsor expo

10 MINUTESBreaks to move between

sessions

BREAKOUT ROOMS

FOOD TRUCKS

Awesome Lunch

#FlipMyFunnel @sangramvajre

SEE a Funnel

TWEET the Funnel

WEARa Funnel

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#FlipMyFunnel @sangramvajre

Why are you here?Less than 1%

of the leads turn

into customers —Forrester Research

Less than 2% of the cold calls result in appointment — LeadJob

In B2B, on average 7 people are involved in most buying decision — Gartner

Close to 50% of B2B Marketers want to measure pipeline velocity and revenue as the key metrics

— #FlipMyFunnel#FlipMyFunnel @sangramvajre

Today we take a pledge…

LEADSB.

GONE

RIP

#FlipMyFunnel @sangramvajre

Let me tell you how the #FlipMyFunnel idea got started

#FlipMyFunnel @sangramvajre

1,876

98%

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Where Do I Start?

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Rise of the Buyer

M a r ke t i n g S a l e sBuyer

expects marketing to be targeted and personalized on their terms

expects sales to help instead

of selling

#Account-Based Marketing

#SocialSelling

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Solve the problem of the marketing stack…

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Author, “Flip the Funnel”Joseph Jaffe S

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#FlipMyFunnel @sangramvajre

Atlanta • Chicago • Boston • San Fran

1,700+ B2B Marketers and Sales professionals

have attended #FlipMyFunnel conference ST

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The Nine Month Journey

92KOV E R

VIEWS

Since August we have over

92,000 views on FlipMyFunnel.com

Twitter #FlipMyFunnel has

over 4 million impressions

4Million

200+ B2B Marketers

responded to #FlipMyFunnel

Survey

200+R E S P O N D E D

900+900+ Marketing and Sales professionals in

the #FlipMyFunnel Slack community

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#FlipMyFunnel @sangramvajre

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269 Accounts360training.com3MAbilaAcademicWorksAcctTwoACFEAct-OnAdobeAdvologix.com LLCAgileAssets Inc.AlienvaultAllClear IDAnomaly SquaredApogee ResultsApptusArcher MalmoARMS ReliabilityArtisan InfrastructureAspen HeightsAssociation of Certified Fraud ExaminersAttendee Management, Inc.AuthorityForceAvention, Inc.AyniB2B inDemandBazaarvoiceBCGBetts RecruitingBig Solutions GroupBigcommerceBoomtrain

BinaryTagBlackbaudBlazer Tag Adventure CenterBloomfireBlueLine RentalBranding MastersBuildGroupBulldog SolutionsCA TechnologiesCalendar HoldingsCandence MarketingCapgeminiCarl Zeiss Microscopy, LLCChaiOneChatsworth ProductsChiron HealthCliQrCloud ElementsCMIT Solutions, Inc.Colliers International Compass LearningContentMarketer.ioContinionConveyCreative CafeCRG: Contract Resource GroupCybernance CorporationD&BDatafinitiDatamark Inc.Dataspan Holdings Inc.

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Hostwayraabguide.com HyporiilandInnographyInside Sales TeamInsideSales.comInsideViewIntegrate InteleafIntelliPhiInvenio SolutionsInvertaInvodoJaxzen Marketing StrategiesJobs2CareersJournyxKickFire by VisiStatKimbiaKonyLattice EnginesLevel 3 CommunicationsLifesizeMagnificent MarketingMangone & CoMarathon KidsMarin SoftwareMarketing Gunsligners at EQ Consultants Group, LLCMarketingProfsMarketites Tech MarketingMarketoMattersightMedecisionMedia ExcelMicrosoft

Mighty & TrueMintigoMitratechMomentum ABMMyITProsNANarrativeDxNATIONAL INSTRUMENTSNetLine CorporationNetSuitenFusionNirvana Systems, Inc. NodeSourceNorwest Venture PartnersNXP SemiconductorsOneSpitOneSpotOnRampOracleOracle Marketing CloudOSSCubeOutSystemsPacket DesignPentonPFLPG ConsultingPhunwarePivot3PlanviewPractical FitnessPrintGlobe, Inc.Process Solutions Corp.ProcoreQ DMCR2Sonic, LLC

RackspaceRadius Specialty SolutionsRBARD&F AdvertisingReachForceReachForce RealMassiveRebillyRelationship OneRepublic Promos, Inc.RevanaRevionicsRising FallRoyaltyZoneSaba SoftwareSachemSACHEM, INC.SafesiteSailPoint TechnologiesSalesLoftSalesStaffSanDiskSandoval SaviScrypt, Inc.SecurimateSensisSFCGSheerIDSigstrSilicon LabsSiriusDecisionsSnaptrendsSOAR NowSocial123Solarwinds

SpanningSpiceworksSpiceworks, Inc.SplunkSpredfastSpredfsatSpringboxSprinklrStarmountSTIRISTASumoMeSunny Sky Products SweetLabsTalentCubeTechwaveTerminusTexas Service Life Insurance CompanyThe Dialog LabThe New OfficeThirteen23ThunderTixTopo, Inc.TRC Professional SolutionsTrend MicroTrendKiteTrendline InteractiveTrepoint DigitalTREW marketingTrustRadiusUberflipUltimate SoftwareUmbelUnboundID

Union MetricsUpland SoftwareUSAA InvestmentuShipuStudioUXtraordinaryVemVenkel LtdVidyardVisionEdge MarketingVMwareVolacciVyoptaVyzeWebPTWeCare CardWell Planned Web, LLCWhichBox MediaWinning By DesignWP EngineWrittenXactlyYellowFolderZenIQZenossZiftenZilliant, Inc.Zix

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SP

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Lincoln Murphy

Julia Stead

Julia Stead

Jon Miller

Craig Rosenberg

Maria Pergolin

oJoe

ChernovSujan Patel

Hana Abaza

Tonni Bennett

Matt Senato

reJulia Stead

Christopher Long

Jesse Ariss

Kevin Bobowsk

iDavid Raab

Mike Sanche

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Matt Heinz Keenan

Tony Yang Jason Jue Vinay

BhagatBrian

MaschlerRuss

SomersJoe

QuinnShanel

Vandergriff

Jim Walker

Veronica Servante

z

John Dalton

Simon Spencer

Katharine

MobleyEric

WalschmidtKatie

RogersTim

HandorfSangra

mVajre

#FlipMyFunnel @sangramvajre

BADASS

ROCKSTAR HUSLTER

C ITY AND MEDIA SPONSORS

SP

ON

SO

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HOSTED BY

#FlipMyFunnel @sangramvajre

Let’s draw your funnel, shall we?

#FlipMyFunnel @sangramvajre

Traditional Funnel

AWARENESSStart broad — Everyone is a target

INTERESTSpend more money to qualify

CONSIDERATIONCall. Email. Call. Email…

PURCHASEYou got me!

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#FlipMyFunnel @sangramvajre

#FlipMyFunnel is born

IDENTIFY Start with the best-fit

EXPAND Focus on people in same roles

ENGAGERight Content, Right Channel

ADVOCATETurn Customers into fans

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#FlipMyFunnel @sangramvajre

IdentifyFind your best-fit customers

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#FlipMyFunnel @sangramvajre

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ExpandFocus on the right people

#FlipMyFunnel @sangramvajre

EngageRight content, right channel

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#FlipMyFunnel @sangramvajre

AdvocateTurn customers (and non-customers) into fans F

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© FlipMyFunnel

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#FlipMyFunnel @sangramvajre

But WAIT, there’s more…Stay till the end of the Festival for a BIG announcement!

#FlipMyFunnel @sangramvajre

Thank You and Enjoy the

Experience

@sangramvajre#FlipMyFunnel @sangramvajre