The Latest from the ABM Experts
May 12, 2016
Podcast: Why Your Sales Funnel Needs to Be Flipped Upside Down
Written by 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 that 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.
[Tweet “Less than 1% of B2B leads turn into customers. – @forrester”]
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 traditional B2B sales funnel. We’re 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 a large pool down to a handful of qualified leads and customers? It seems crazy, right?
[Tweet ““We learned to turn our prospects who aren’t customers into advocates.” – @sangramvajre”]
Vajre has found that turning the sales funnel literally on its head is the best approach to closing deals and building a foundation of brand advocates. As a result, the new revenue model presented by this inverted funnel style of marketing has become all about customer experience. His revolutionary approach has spurred a movement within the marketing world 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 your customer’s day
Click here to listen to the full podcast about how the B2B sales funnel is broken.