This is the slide deck from the #FlipMyFunnel General Assembly Lunch & Learn on 7/9/15.

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%

5. Where
do I
start?

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 

8. What’s
wrong?

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