#FlipMyFunnel: Terminus Team Talk About the Secret Formula for Sales

August 8, 2018 by Simran Sakshi

“ABM is hard.” This is what Sangram Vajre, Co-Founder of Terminus said to set the tone for FlipMyFunnel. ABM requires hard work, alignment with sales, and insights on your buyers and accounts.

With a room packed with ABMers, the stage was set for Todd McCormick, CRO, and Lucas Ulloque, VP of Sales Development to present the first session of the sales track.

They started off by telling everyone about the secret formula for sales, that each of your SDRs should know: Fit+ Intent + Engagement.

The idea is to stop running the business on form fills, and shifting your focus to trigger campaigns and sales activity from intent and engagement.

In short, go only for the accounts that best fit your Ideal Customer Profile (ICP).

The backbone of an ABM strategy is deep focus on specific, named accounts that best match your company’s revenue and objectives. The ICP is the basis for creating these accounts.

That was indeed a great start to Sales at #FlipMyFunnel!

Explore other sessions from the event, all social media buzz, on our continuing coverage of #FlipMyFunnel 2018.