Why Your Sales Funnel Needs to Be Flipped Upside Down

May 12, 2016 Lauren Patrick

Editor’s note: this post originated from the Content Pros Podcast from Convince & Convert

The traditional B2B sales funnel is broken.

Forrester Research statistics show less than 1% of leads ever become customers. Why then do B2B marketing teams continue to waste 99% of their time, energy, and resources on lead generation? The B2B sales funnel needs to be flipped upside down.

Sangram-Vajre-FlipMyFunnel-account-based-marketing

Sangram Vajre, Terminus CMO and co-founder, joined the Content Pros Podcast to share his revolutionary approach to flipping the sales funnel on its head, embracing the competition, and the importance of converting ex-prospects into advocates.

Challenging the Sales Status Quo.

We all know the sales funnel. We are familiar with its design, function, and purpose. But what if somebody came along and told you that your funnel had been upside down this whole time? And that starting with a narrow field of prospects and expanding as you went was actually better than whittling down from a large pool to a handful of qualified leads and customers? It seems crazy, right?


“We learned that we can turn our prospects who aren’t customers into advocates.” @sangramvajre
Click To Tweet


Vajre has found that turning the sales funnel literally on its head is the best approach to closing deals and building a foundation of advocates. The new revenue model has become all about customer experience. His revolutionary approach has spurred a movement within #MarTech and given rise to a series of festivals, conferences, and virtual summits that are drawing in hundreds of marketing specialists from around the world and challenging the status quo on a daily basis.

In This Episode

  • How the most popular approach to sales is leading to a decrease in customers
  • Why challenging the status quo means embracing the competition
  • How losing prospects leads to gaining advocates
  • Why building a community means proactively adding value to you customer’s day

Click here to listen to the full podcast on how the B2B sales funnel is broken.

Big thanks to the Content Pros Podcast from Convince & Convert, especially Randy Frisch of Uberflip and Chris Moody of Oracle.

 

 

 

The post Why Your Sales Funnel Needs to Be Flipped Upside Down appeared first on Terminus.

Previous Article
How Kenna Security Expanded Reach in Target Accounts with Terminus Account-Based Marketing
How Kenna Security Expanded Reach in Target Accounts with Terminus Account-Based Marketing

Customer Testimonial: Kaitlin Stich, Sr. Manager of Marketing at Kenna Security, on how using Terminus for ...

Next Article
Influitive Shortened Its Sales Cycle by 10 Days Using Terminus for Account-Based Marketing
Influitive Shortened Its Sales Cycle by 10 Days Using Terminus for Account-Based Marketing

Customer Case Study: Jim Williams VP of Marketing at Influitive, an advocate marketing company, on how his ...