“ABM is hard.” This is what Sangram Vajre, Co-Founder of Terminus said to set the tone for FlipMyFunnel. ABM requires hard work, alignment with sales, and insights on your buyers and accounts.
With a room packed with ABMers, the stage was set for Todd McCormick, CRO, and Lucas Ulloque, VP of Sales Development to present the first session of the sales track.
First sales session of the day: Learning what it means to transition sales organizations to account based marketing with @tmccormick2011 and @UlloqueLucas #Flipmyfunnel #oneteam pic.twitter.com/k9ds8v5tFF
— Terminus (@Terminus) August 8, 2018
They started off by telling everyone about the secret formula for sales, that each of your SDRs should know: Fit+ Intent + Engagement.
Fit+Intent+Engagement is the way to focus on your target account list that the SDRs should be going after! #FlipMyFunnel
— Abhinav Sahai (@AbhinavSahai) August 8, 2018
The idea is to stop running the business on form fills, and shifting your focus to trigger campaigns and sales activity from intent and engagement.
Stop running your business on form fills! #ABM #FlipMyFunnel pic.twitter.com/qZ0BFSYZf2
— Abhinav Sahai (@AbhinavSahai) August 8, 2018
In short, go only for the accounts that best fit your Ideal Customer Profile (ICP).
The backbone of an ABM strategy is deep focus on specific, named accounts that best match your company’s revenue and objectives. The ICP is the basis for creating these accounts.
What’s the secret formula for sales? Work only the accounts that fit your ICP. @tmccormick2011 and @UloqueLucas are on 🔥 this morning! #FlipMyFunnel #OneTeam pic.twitter.com/G0VBOnrvrd
— Terminus (@Terminus) August 8, 2018
That was indeed a great start to Sales at #FlipMyFunnel!
Explore other sessions from the event, all social media buzz, on our continuing coverage of #FlipMyFunnel 2018.