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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

1,876

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