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Time To ChallengeB2B Sales and Marketing Status Quo
#FlipMyFunnel Sangram Vajre
Co-Founder and CMO, Terminus
Head of Marketing at Pardot, Salesforce
Sangram Vajre
I live on Twitter - @sangramvajre
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98%
Where do I
start?
Share your current sales and marketing funnel
AwarenessStart broad - Everyone is a target
InterestSpend more money to qualify
ConsiderationCall. Email. Call. Email…
PurchaseThank God, they didn’t know our competitors
What’s wrong?
Email Nurturing
Constant Calling
X Not on Mary’s terms
X Not just Mary
Lead Based
People as numbers
Broad at the top and narrow at the bottom
#FlipMyFunnel
Identify Start with the best-fit
Expand Focus on people in same roles
EngageRight Content, Right Channel
Advocate Turn Customers into fans
Account based
Start with the end in mind
Map tools to strategies
Build your own Sales and Marketing Funnel using #FlipMyFunnel
5 #FlipMyFunnel
Digital StrategiesThat Can Unite Sales & Marketing
Awareness Among Named Accounts
Identified a list of target companies with your sales counter part and get your message in front of your customers in every way possible. Can this drive greater alignment and results?
Put Nurturing “On Steroids”Imagine turning you email campaigns into account-based campaigns on the fly. What will that do to your pipeline numbers?
Wake The Account And Not Just A LeadMarketers spend so much time and money on getting leads but only a few convert into opportunities. What if you can find a new champion in your target company?
Follow-up on the entire account for the next 90 days instead of just contacts and leads that you scan. Will the power of account targeting drive more opportunities?
Going Big On Events
“Always On” Air-Cover Campaign
When a prospect converts into a lead, instantly start putting
your message in front of the entire account and continue to be
top of mind. Can ABM help you close more deals?
5 #FlipMyFunnel Strategies
Going Big On Events
Wake The Account And Not Just A Lead
Put Nurturing “On Steroids”
“Always On” Air-Cover Campaign
Awareness among Named Accounts1
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Thank you and hope you try #FlipMyFunnel
@sangramvajre