Thank you to everyone who participated in our yesterday’s weekly #FlipMyFunnel Tweet Chat!
We had an incredible discussion around the sales enablement and engaging accounts with our special guest, Morgan Ingram of Terminus. There were some great insights on engaging with target accounts at events, social selling, and using direct mail to engage prospects.
Check out our favorite moments and insights below!
Q1: How do you social listen to prospects when trying to engage them? #FlipMyFunnel pic.twitter.com/B35YQ63ZFU
— FlipMyFunnel (@FlipMyFunnel) June 1, 2017
A1 – By going to where your prospects are and listening to what content they are publishing across the internet. #FlipMyFunnel
— Morgan J Ingram (@morganjingram) June 1, 2017
A1: Twitter lists are great for this. You can can customize them for target accounts. #ABM #FlipMyFunnel
— Nikki Nixon (@techmarketeratl) June 1, 2017
Set up Twitter lists. Use apps like @owlerinc to track companies. Put on your social media ears and listen for the triggers. #FlipMyFunnel https://t.co/p62en6BZF5
— Koka Sexton 👨💻 (@kokasexton) June 1, 2017
Q2: Is direct mail a lost art? How personalized should they be, if at all? #FlipMyFunnel pic.twitter.com/VDnh20zCcS
— FlipMyFunnel (@FlipMyFunnel) June 1, 2017
A2 – Direct Mail is an art that has to be fine tuned. Your message should be personalized and has to relate to your prospect. #FlipMyFunnel
— Morgan J Ingram (@morganjingram) June 1, 2017
A2 – I've had a lot of luck with sending handwritten notes to prospects that have been hard to reach. I personalize, point them to email.
— Blanche Reese (@blancheherlong) June 1, 2017
A2: Not at all! We credit a direct mail program with tripling our appointment rates. #FlipMyFunnel https://t.co/CURNgEc2GR
— Jessica (@JFayeSF) June 1, 2017
Q3: What's the best way to engage with target accounts at events? How do you capitalize on that face-to-face interaction? #FlipMyFunnel pic.twitter.com/lnkvPC8BY8
— FlipMyFunnel (@FlipMyFunnel) June 1, 2017
A3: Build an exclusive and FUN event. Think whiskey tasting, race car driving at sonoma speedway, suite at the warriors game #FlipMyFunnel https://t.co/8fTUgLaZr0
— Jessica (@JFayeSF) June 1, 2017
A3: The @Terminus team gives away branded chocolates. @BrightFunnel brings a dog. @salesforce uses cupcakes. #FlipMyFunnel
— Nikki Nixon (@techmarketeratl) June 1, 2017
A3 – The best way to engage with target accounts at events is to create an unique message that will captivate them. #FlipMyFunnel
— Morgan J Ingram (@morganjingram) June 1, 2017
A3: Offer value! Sometimes that even means stepping back to bring target accounts + customers together to talk candidly. #FlipMyFunnel
— Terminus (@Terminus) June 1, 2017
Set a meeting quota, identify target accounts going, book meetings beforehand, don't rely on foot traffic. Target presenters and sponsors.
— Matt Amundson (@mattya56) June 1, 2017
Q4: What have you found to be most challenging when engaging with prospects? #FlipMyFunnel pic.twitter.com/siEgAe4WVB
— FlipMyFunnel (@FlipMyFunnel) June 1, 2017
A4: Analysing/managing the multiple ways different prospects prefer to respond! That's where the right marchitecture comes in! #FlipMyFunnel https://t.co/3lQZJYVBNA
— Cloud10Marketing☁️ (@Cloud10Mktg) June 2, 2017
A4 – The most challenging thing is finding out the best methods to reach out to your prospects. #FlipMyFunnel https://t.co/B3mVxb3Fz4
— Morgan J Ingram (@morganjingram) June 1, 2017
A4: Getting emails answered. People are super busy and its an often overlooked channel. #FlipMyFunnel
— Nikki Nixon (@techmarketeratl) June 1, 2017
Last question!
Q5: What's one thing you've personally done to go the extra mile when engaging with prospects or accounts? #FlipMyFunnel pic.twitter.com/LeBPkuKK8M— FlipMyFunnel (@FlipMyFunnel) June 1, 2017
A5: Got this from @mattya56 but sending cupcakes a time or two has always had a positive outcome 🙂 @FlipMyFunnel
— Blanche Reese (@blancheherlong) June 1, 2017
A5: Role-based outreach beyond our sales team! We've had our execs talk to opps' execs, our marketers to their marketers, etc. #FlipMyFunnel https://t.co/Ed8mrliHgY
— Terminus (@Terminus) June 1, 2017
A5 – I make videos from @vidyard with a message that relates to something they personally like which creates humanity. #FlipMyFunnel
— Morgan J Ingram (@morganjingram) June 1, 2017
If you want to learn more about how to solve engagement challenges, how to get capitalize on interactions with prospects, and more, check out our Ultimate Guide to ABM.
Make sure to join us next Thursday (and every Thursday after that) at 2 PM EST for another round of engaging conversation on Twitter!
