#FlipMyFunnel Lunch and Learn for General Assembly
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The document discusses challenges with traditional sales and marketing funnels and proposes an alternative approach called #FlipMyFunnel. It describes how #FlipMyFunnel focuses on specific accounts from the beginning rather than broad awareness campaigns. It also emphasizes engaging with individuals in the context of their roles within accounts and providing the right content through the right channels. The document provides five specific #FlipMyFunnel digital strategies that can unite sales and marketing, such as generating awareness among targeted accounts and turning email nurturing campaigns into account-based efforts.
#FlipMyFunnel Lunch and Learn for General Assembly
- 1. t Time To Challenge B2B Sales and Marketing Status Quo #FlipMyFunnel Sangram Vajre
- 3. Co-Founder and CMO, Terminus Head of Marketing at Pardot, Salesforce Sangram Vajre I live on Twitter - @sangramvajre
- 4. 1,876 98%
- 6. Share your current sales and marketing funnel
- 7. Awareness Start broad - Everyone is a target Interest Spend more money to qualify Consideration Call. Email. Call. Email… Purchase Thank God, they didn’t know our competitors
- 9. Email Nurturing Constant Calling
- 10. X Not on Mary’s terms X Not just Mary
- 12. Lead Based People as numbers Broad at the top and narrow at the bottom
- 13. #FlipMyFunnel
- 14. Identify Start with the best-fit Expand Focus on people in same roles Engage Right Content, Right Channel Advocate Turn Customers into fans
- 15. Account based Start with the end in mind Map tools to strategies
- 16. Build your own Sales and Marketing Funnel using #FlipMyFunnel
- 17. 5 #FlipMyFunnel Digital Strategies That Can Unite Sales & Marketing
- 18. 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?
- 19. Put Nurturing “On Steroids” Imagine turning you email campaigns into account-based campaigns on the fly. What will that do to your pipeline numbers?
- 20. Wake The Account And Not Just A Lead Marketers 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?
- 21. 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
- 22. “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?
- 23. 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 2 3 4 5
- 24. Thank you and hope you try #FlipMyFunnel @sangramvajre
Editor's Notes
- #5: Lead-based People as numbers Broad at the top and small at the bottom
- #6: Lead-based People as numbers Broad at the top and small at the bottom
- #8: Lead-based People as numbers Broad at the top and small at the bottom
- #9: Lead-based People as numbers Broad at the top and small at the bottom
- #13: Lead-based People as numbers Broad at the top and small at the bottom
- #14: Lead-based People as numbers Broad at the top and small at the bottom
- #16: Lead-based People as numbers Broad at the top and small at the bottom