"We Don't Sell to Robots" presented by Daniel Gaugler and Cat Martinez at #FlipMyFunnel 2018

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"We Don't Sell to Robots" presented by Daniel Gaugler and Cat Martinez at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.

Marketing

We Don’t Sell to Robots
Daniel Gaugler & Cat Martinez

#FlipMyFunnel 2018 B2B Sales and Marketing Conference @dgaugler #FlipMyFunnel#FlipMyFunnel 2018 B2B Sales and Marketing Conference

#FlipMyFunnel 2018 B2B Sales and Marketing Conference @TwitterHandle #FlipMyFunnel#FlipMyFunnel 2018 B2B Sales and Marketing Conference
Message Multi-Channel Method
@dgaugler #FlipMyFunnel

#FlipMyFunnel 2018 B2B Sales and Marketing Conference
INTRODUCTION
Catina Martinez
Sr. Manager, ABM
@CatinaMartinez #FlipMyFunnel

#FlipMyFunnel 2018 B2B Sales and Marketing Conference @TwitterHandle #FlipMyFunnel
Key Learning Points
Let the data drive your journey
Prospects are human
Sales and marketing teams are human
#FlipMyFunnel 2018 B2B Sales and Marketing Conference @CatinaMartinez #FlipMyFunnel

#FlipMyFunnel 2018 B2B Sales and Marketing Conference @TwitterHandle #FlipMyFunnel
Making Sense of the Data
• Identify data that indicate a propensity to buy
• Create a scoring rubric
• Tier your accounts
#FlipMyFunnel 2018 B2B Sales and Marketing Conference @CatinaMartinez #FlipMyFunnel

#FlipMyFunnel 2018 B2B Sales and Marketing Conference
• Be careful of biased knowledge
• Look at the past
• Know who is who
• Messaging pillars
Target Account Needs
#FlipMyFunnel 2018 B2B Sales and Marketing Conference @CatinaMartinez #FlipMyFunnel

#FlipMyFunnel 2018 B2B Sales and Marketing Conference @TwitterHandle #FlipMyFunnel
Your Audience is Human
#FlipMyFunnel 2018 B2B Sales and Marketing Conference @CatinaMartinez #FlipMyFunnel

#FlipMyFunnel 2018 B2B Sales and Marketing Conference
Our Teams are Human Too
#FlipMyFunnel 2018 B2B Sales and Marketing Conference @CatinaMartinez #FlipMyFunnel

#FlipMyFunnel 2018 B2B Sales and Marketing Conference @CatinaMartinez #FlipMyFunnel
Multi-Channel Execution
• Cut through the noise
• Transparency
• Integrated

Analytics
• Sales
• Marketing
• Executive
#FlipMyFunnel 2018 B2B Sales and Marketing Conference @CatinaMartinez #FlipMyFunnel

#FlipMyFunnel 2018 B2B Sales and Marketing Conference @TwitterHandle #FlipMyFunnel
Wrap Up
Find the right accounts and
identify the needs.
Treat prospects as the humans
by using the identified needs of
our prospects.
Communication and
transparency are critical.
#FlipMyFunnel 2018 B2B Sales and Marketing Conference @dgaugler #FlipMyFunnel

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