Why Your Sales Funnel Is Probably Upside Down

Sangram Vajre, Co-Founder and CMO of Terminus, joins 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.

In This Episode:

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Full Episode Details

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?

Sangram Vajre has found that turning the sales cycle 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

Quotes From This Episode

“At the end of the day, these customers are online and talking about stuff. As a marketing team, we have access to all of this information.” —@sangramvajre

“We need to be more of an experience engine because customer experience is customer success.” —@sangramvajre

“We learned that we can turn our prospects who are not our customers into our advocates.” —@sangramvajre

“Turning prospects into advocates is the most important job marketers need to be doing.” —@sangramvajre

“People underestimate the power of personal touch.” —@sangramvajre

Resources

• Sangram Vajre on Twitter: @sangramvajre
• #FlipMyFunnel on Facebook, Twitter, and Slack
• Creating the First Ever MarTech “Customer Experience” Stack
• Terminus
• Vidyard
• Jill Rowley

What did you want to be when you grew up?

Unsurprisingly, the innovative young Sangram wanted to be a pilot, soaring high in the sky and looking down at the world from a completely different perspective than everybody else. With the launch of FlipMyFunnel, he seems to have created this experience on his own through martech!