Sangram Vajre, Co-Founder & Chief Evangelist at Terminus
is also an author and host of the podcast FlipmyFunnel
. He is one of the leading minds in B2B marketing.
MEDIA 7: What are you passionate about?
Three things: Lead professionally. Grow personally. Love family.
M7: Terminus has been recognized as one of Georgia’s 40 fastest-growing companies by ACG Atlanta. What factors contribute to this pace?
One of our core values is #OneTeam – which means we think and act as one team and know that if we treat our team right, they will treat our customers amazing. There are no great companies, only great people that make those companies.
"Marketers who say they are going to transform their organization without support from Sales and buy-in from management fail to see success."
M7: Terminus is the leader of the account-based movement. What according to you are the common mistakes marketers make with ABM?
SV: Marketers who say they are going to transform their organization without support from Sales and buy-in from management fail to see success. The marketers who make a few sales people wildly successful, join campaigns to help them win deals, win their hearts and minds.
M7: Could you tell us a little bit about your podcast Flipmyfunnel? How did that idea come about?
SV: I was already talking to customers and amazing people in the industry and every time I would walk away with the thought that wish I recorded that conversation. Well, I just started doing that which turned into a podcast series that has now over 500 episodes and continue to rate in the top 50 business podcast.
"Terminus can quickly get a sales rep alerted when their target account is on the website which helps them prioritize which target accounts they need to spend more time with."
M7: What are some of the best indicators that a prospect is really engaged with your brand?
SV: Visit to your website and the frequency of it. There are technologies like Terminus that can quickly get a sales rep alerted when their target account is on the website which helps them prioritize which target accounts they need to spend more time with. This could become one of the most important indicators of early success for companies in 2020.
M7: What marketing channels do you use and which ones do you see as the most promising given your target customers?
SV: It’s always the combination that works since everyone is different but the goal is to surround them with your message on their channels so when they are ready, they think of you.
"Mature and forward thinking CMOs are starting to help their sales team win more and faster by focusing on pipeline velocity and expansion deals."
M7: What aspects of ABM do you think might change in the future?
SV: I believe ABM is B2B. Most companies are still focused on top of the funnel. Mature and forward thinking CMOs are starting to help their sales team win more and faster by focusing on pipeline velocity and expansion deals.
M7: What is your favorite quote?
SV: Selling is essentially transfer of feelings – Zig Ziglar.
Terminus is the leader of the account-based movement and the crucial link that connects B2B marketing and sales teams with their ideal customers. The Terminus solution arms marketing teams with an account-centric platform that delivers the intelligence and automation needed to scale ABM and revolutionize the way B2B marketing is done. Hundreds of organizations worldwide, including Salesforce, GE, Verizon, 3M and CA Technologies, turn to Terminus to more effectively target, engage and grow their best-fit accounts. Terminus offers savvy marketers the technology and proven expertise to radically improve ABM strategies and campaigns, increasing ROI and producing exceptional results. For more information, visit Terminus.