The Hard Corps Marketing Show | The Pipeline Problem - Sangram Vajre

September 9, 2020 • 78 Minutes

The Pipeline Problem - Sangram Vajre - Hard Corps Marketing Show #200

Many companies are starting to implement account based marketing into their strategies. How do we transition to an all around customer based thought process? A Marketing Leader, Entrepreneur, Author of Account Based Marketing for Dummies and ABM Is B2B, Speaker, Host of Flip My Funnel Podcast, Chief Evangelist and Co-Founder of Terminus, Sangram Vajre, delves into account based marketing and how to create a unified customer experience. Takeaways: Take a moment to recognize what is the most important aspect for your business to move forward. Be a business that is not best in the world, but best for the world. Sales closes accounts, not leads. Think about your marketing to sales hand-off process and consider sending over groups of contacts as an account, rather than one lead at a time. Marketers have the most hands on relationship with their customers. In order to have a united purpose it is your responsibility to make sure coworkers are informed on who you are serving. If you stop worrying about credit then you will earn inbound as a byproduct rather than forcing it with multiple emails and nurture. “I believe that the next generation of companies are going to be companies that create a really unified experience.” ~Sangram Vajre Consistency creates massive outcomes. Having a set time or place to find your content allows viewers themselves to become consistent to build a community. Links: LinkedIn: linkedin.com/in/sangramvajre Twitter: https://twitter.com/sangramvajre #FlipMyFunnel Podcast: https://terminus.com/flip-my-funnel/ Terminus: https://terminus.com Peak Community: www.peak.community Past episode: https://www.hardcorpsmarketing.com/e/mastering-account-based-marketing-sangram-vajre-hard-corps-marketing-show-031/ Busted Myths: Most companies do not have a demand problem, they have a pipeline problem. The more accounts you have to drive to your pipeline then the more you have to search through to find the right accounts. If you are doing account based then do not focus on Marketing Qualified Leads. If the account is important then go after it! Ways to Tune In: iTunes - https://podcasts.apple.com/us/podcast/the-hard-corps-marketing-show/id1338838763 Spotify - https://open.spotify.com/show/1vVLpNI1LssMTiL6Kdsamn Stitcher - https://www.stitcher.com/podcast/the-hard-corps-marketing-show Google Play - https://play.google.com/music/m/Im7mytmu2wa2mekhoeixlja5hpe?t=The_Hard_Corps_Marketing_Show YouTube - Full video - https://youtu.be/gJ1RRpSIudE

Many companies are starting to implement account based marketing into their strategies. How do we transition to an all around customer based thought process?

A Marketing Leader, Entrepreneur, Author of Account Based Marketing for Dummies and ABM Is B2B, Speaker, Host of Flip My Funnel Podcast, Chief Evangelist and Co-Founder of Terminus, Sangram Vajre, delves into account based marketing and how to create a unified customer experience.

Takeaways:

Take a moment to recognize what is the most important aspect for your business to move forward. Be a business that is not best in the world, but best for the world.
Sales closes accounts, not leads. Think about your marketing to sales hand-off process and consider sending over groups of contacts as an account, rather than one lead at a time.
Marketers have the most hands on relationship with their customers. In order to have a united purpose it is your responsibility to make sure coworkers are informed on who you are serving.
If you stop worrying about credit then you will earn inbound as a byproduct rather than forcing it with multiple emails and nurture.
“I believe that the next generation of companies are going to be companies that create a really unified experience.” ~Sangram Vajre
Consistency creates massive outcomes. Having a set time or place to find your content allows viewers themselves to become consistent to build a community.

Links:

LinkedIn: linkedin.com/in/sangramvajre
Twitter: https://twitter.com/sangramvajre
#FlipMyFunnel Podcast: https://terminus.com/flip-my-funnel/
Terminus: https://terminus.com
Peak Community: www.peak.community
Past episode: https://www.hardcorpsmarketing.com/e/mastering-account-based-marketing-sangram-vajre-hard-corps-marketing-show-031/

Busted Myths:

Most companies do not have a demand problem, they have a pipeline problem. The more accounts you have to drive to your pipeline then the more you have to search through to find the right accounts.
If you are doing account based then do not focus on Marketing Qualified Leads. If the account is important then go after it!

Ways to Tune In:

iTunes - https://podcasts.apple.com/us/podcast/the-hard-corps-marketing-show/id1338838763
Spotify - https://open.spotify.com/show/1vVLpNI1LssMTiL6Kdsamn
Stitcher - https://www.stitcher.com/podcast/the-hard-corps-marketing-show
Google Play - https://play.google.com/music/m/Im7mytmu2wa2mekhoeixlja5hpe?t=The_Hard_Corps_Marketing_Show
YouTube - Full video - https://youtu.be/gJ1RRpSIudE

Creators and Guests

Host

Casey Cheshire

CEO & Founder of Ringmaster Conversational Marketing. Casey Cheshire is a marketer, serial entrepreneur, and adventurer. He has been in EO for close to 10 years and counts his relationships as a key reason for his continued success. Casey’s passion for podcasting led to him founding Ringmaster Conversational Marketing. Ringmaster helps B2B businesses launch podcasts that drive growth and revenue. Previously, Casey founded and ran Cheshire Impact for 10 years. It became the top Salesforce Pardot marketing automation solutions partner in the world before a successful exit in 2021. He is also a US Marine Corps Veteran where he served in the Infantry and deployed to some very hot climates. In his free time, Casey likes to skydive, climb mountains, and pretend to be a hungry bear for his two kids.