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Account Based Marketing

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Account Based Marketing

  1. ACCOUNT-BASEDM A R K E T I N G Sangram Vajre CMO & Co-Founder Terminus @SangramVajre { {
  2. T R A D I T I O N A L B2B Marketing Marketing had to generate a bunch of new leads into the top of the funnel to find qualified prospects for sales. @SangramVajre
  3. M O S T B 2 B M A R K E T E R S O N LY L I K E “One Night Stands” @SangramVajre
  4. YOU COMING, OR WHAT? Honking the car horn instead of greeting the prospect at the door. @SangramVajre
  5. B 2 B M A R K E T E R S A R E historically bad dates: N O R E L AT I O N S H I P B U I L D I N G N O F L O W E R S O R C A N D Y N O M E A N I N G F U L C O N V E R S AT I O N S @SangramVajre
  6. This is what all salespeople are supposed to do. [ It was their job. ]
  7. 5 One Night Stand Marketer S I G N S Y O U M I G H T B E A @SangramVajre
  8. T H E R E ’ S A F O C U S O N L E A D S and not accounts 1 LEAD ACCOUNTS LEAD LEAD LEAD LEAD LEAD LEAD LEAD @SangramVajre
  9. You can get leads anywhere. But are they the best-fit for your business? LEAD BUSINESS @SangramVajre
  10. W E F O C U S O N C O N V E R S I O N R A T E S and not conversations 2 @SangramVajre
  11. Then what happens? No sale. You cheer when a form is completed. Yeah! Score! A conversion! sigh... @SangramVajre
  12. W E A I M F O R B I G R E G I S T R A T I O N N U M B E R S instead of paying attention to who is registering 3 @SangramVajre
  13. Big registration numbers are exciting, but what does this actually do for revenue? 340 Registrations =$$$$ @SangramVajre
  14. Y O U L O V E C U S T O M E R S , B U T H A T E P R O S P E C T S who don’t download your content 4 @SangramVajre
  15. You call them, email them, and try to have a conversation, but no response. ANYONE THERE? HELLO? @SangramVajre
  16. Y O U S E N D E M A I L S T O E V E R Y O N E . . . all the time! 5 @SangramVajre
  17. But sales people don’t close leads, they close accounts. account 1 account 2 account 3 @SangramVajre
  18. There’s no such thing as a Lead Executive. We call salespeople Account Executives. @SangramVajre
  19. A C C O U N T- B A S E D M A R K E T I N G [ [ Learn more about terminus.com @SangramVajre

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