#FlipMyFunnel Boston 2016 - Keenan - Flood Your Funnel by Being the Smartest Guy in the Room

HII’m Keenan

@keenan

CEO Author

Being the smartest person in the room!

Winning in ABM means .

. .

The ACCAnterior Cingulate

CortexConflict Monitoring

YOU NEED INFORMATIONthat

DisruptsProvokesConflicts

Challenges

Product

Company

5 Layers of Teaching

InformationProcess

es

What’s

How’s

How’sProblem

sWhy’s

Why’s Impact

PLAY IN THE OUTER RINGS

RESEARCH THE RESEARCHScholarly Articles

CREATE/COLLECTTHE DATA

Survey’sDocument Best PracticesDo The Business Analysis

EDUCATION CZAR

BUILD A TEACHING ORGANIZATION

Not a Selling Organization

BEFORE

X Knowledge

Product Knowledge

CREATE A COMPANY KNOWLEDGE LIBRARY

Impact Process

Problem

BUILD THE SALES TEAM’S• Process Knowledge

• Problem Knowledge

• Impact Knowledge

Arm Them With The DATA

THE ICP IS IN THE CENTER!

Then

DisruptProvoke

ChallengeConflict

5 Key Metrics to Account

Based Marketing

Why The ABM Metrics Your

Using Are Wrong

2016 Guide to ABM

2016 ABM Implementati

on GuideWhy Companies Fail and How to

Do It Right

Process Problem and Process

7 Reasons Why Sales And

Marketing Need to Get a Grip on

Account Based Marketing

Impact

Tell

Teach

[RESEARCH]The Nero-Science

Behind Engagement

Marketing and Why Your

Company is Missing The Mark

The ACCAnterior Cingulate

CortexConflict Monitoring

Trigger the ACC

BE THE SMARTEST CAT IN THE ROOM

THANK YOU!