In the sea of constant noise, it's hard to break through. In this presentation, I recommend focusing on the matters of the heart in the business. You read it right! In business and life, heart matters and when you focus on the heart, outcome soars.

1. A One-of-a-Kind Customer Engagement Summit
Marketing from the Heart
How to Create a Magical Customer Experience
Sangram Vajre
Co-Founder & CMO, Terminus
sangram@terminus.com
@SangramVajre
Your
Picture
Goes
Here

2. Sangram Here!
 Head of Marketing, Pardot (now Salesforce)
 Co-founder and CMO of Terminus
 Founder of the #FlipMyFunnel community
 I am now an author (by accident)
@SangramVajre #bigskybigideas

3. AGENDA
Creating
“magic”
Having a
10X impact
1 2
@SangramVajre #bigskybigideas
Make your
own “magic”
3

4. CREATING
“MAGIC”
1
@SangramVajre #bigskybigideas

5. LET’S DEFINE
Marketing from
the Heart
@SangramVajre #bigskybigideas

6. You Want Your
Customers to
Think About You
While in the Shower
@SangramVajre #bigskybigideas

7. YOUR CUSTOMER WANTS
TO KNOW THAT YOU CARE...
MORE
@SangramVajre #bigskybigideas

8. WHEN YOU
FALL IN LOVE…
There’s a spark!
It feels magical!
@SangramVajre #bigskybigideas

9. It’s why Harry Potter
is so popular!
@SangramVajre #bigskybigideas

10. The Magic of Harry Potter
20 Years
of the
“wizarding
world”
400
million
copies
sold in 68
languages
8 films
grossed
nearly
$8 billion
@SangramVajre #bigskybigideas

11. REAL LIFE MARKETING
FROM THE HEART
J.K. Rowling was a billionaire
until she gave away
$160 million to charity

12. We all want magic in our lives
@SangramVajre #bigskybigideas

13. A cold call to
be answered
An email pitch
gets a response
A deal to
get done
In business, the magic can be
@SangramVajre #bigskybigideas

14. Every single day, through surprise and delight
@SangramVajre #bigskybigideas

15. How do we create this magic?
@SangramVajre #bigskybigideas

16. 1) Company?
2) Community?
3) Customers?
How can you
create magical
moments for your
@SangramVajre #bigskybigideas

17. People Culture
Mission
MISSION
PEOPLE CULTUREPeople Culture
Mission
People Culture
Mission
@SangramVajre #bigskybigideas
The Magic Triangle

18. Terminus is on a mission to build a best-in-class
ABM platform and community that empowers
B2B marketers to be heroes in their organizations.
@SangramVajre #bigskybigideas
Our Mission

19. Our People
@SangramVajre #bigskybigideas

20. Our Culture
@SangramVajre #bigskybigideas
We have relentless commitment to the personal and
professional growth of our team and believe in each
individual having the “Keys to the Ferrari”

21. We knew we wanted to talk
about the problem
Less than 1%
of leads turn into customers
MAGIC IN
OUR COMPANY
@SangramVajre #bigskybigideas

22. Everyone cared about the problem
B2B marketers are in business to make money!
MAGIC IN
OUR COMPANY
@SangramVajre #bigskybigideas

23. Hosted #FlipMyFunnel Events
Brought in influencers, practitioners, vendors that were our competition
MAGIC IN
OUR COMMUNITY
@SangramVajre #bigskybigideas
8 18 2K 6K
Conferences
Hosted
Months People
Attended
Online
Community

24. RESULT  Created a community of believers
 Category for account-based marketing
MAGIC IN
OUR COMMUNITY
@SangramVajre #bigskybigideas

25. You know the saying:
MAGIC IN
OUR COMMUNITY
@SangramVajre #bigskybigideas
“A rising tide lifts all boats”

26. So yes, the goal was to:
@SangramVajre #bigskybigideas
Talk about
the problem
Build a
category
Have product-
market fit

27. But in order to be successful, you have
to think beyond your company’s
bottom line
@SangramVajre #bigskybigideas

28. We all know the phrase:
“Do what you love and
the money will follow.”
@SangramVajre #bigskybigideas

29. How about this?
Make sure your customers love you,
and the money will follow!
@SangramVajre #bigskybigideas

30. THAT’S
Marketing from
the Heart
@SangramVajre #bigskybigideas

31. HAVING A
10X IMPACT
2
@SangramVajre #bigskybigideas

32. How do we create magical moments that
make our customers fall in love?
MAGIC FOR
OUR CUSTOMERS
@SangramVajre #bigskybigideas
MARKETING
CUSTOMER
SALES

33. Surprises at #FlipMyFunnel MAGIC FOR
OUR CUSTOMERS
@SangramVajre #bigskybigideas

34. Surprises at #FlipMyFunnel MAGIC FOR
OUR CUSTOMERS
@SangramVajre #bigskybigideas

35. Surprises at #FlipMyFunnel MAGIC FOR
OUR CUSTOMERS
@SangramVajre #bigskybigideas

36. Surprising Our Customers at Terminus MAGIC FOR
OUR CUSTOMERS
@SangramVajre #bigskybigideas

37. Surprising Our Customers at Terminus MAGIC FOR
OUR CUSTOMERS
@SangramVajre #bigskybigideas

38. By showing love, you
show that you care more
And your customers will…
MAGIC FOR
OUR CUSTOMERS
@SangramVajre #bigskybigideas

39. @SangramVajre #bigskybigideas
SHOW YOU THE MONEY!

40. Go beyond expectations
Every. Single. Day.
@SangramVajre #bigskybigideas

41. We want to make
our customers
superheroes!
@SangramVajre #bigskybigideas

42. What is Customer Heroism?
@SangramVajre #bigskybigideas

43. @SangramVajre #bigskybigideas
 Customer believes you can solve their problems
 Customer feels empowered
 Customer trusts you

44. How Do You Achieve
Customer Heroism?
@SangramVajre #bigskybigideas

45. Make Your Customers HEROES
in their organization
@SangramVajre #bigskybigideas

46. IMPACT GRAPH
CUSTOMER HEROISM
Low
Impact
(1X)
Need to Do
High
Impact
(10X)
Must Do
@SangramVajre #bigskybigideas

47. My wife, Manmeet
WIFE HEROISM
My life long
customer!

@SangramVajre #bigskybigideas
MY IMPACT GRAPH

48. Low
Impact
(1X)
Need to Do
High
Impact
(10X)
Must Do
Clean cars, pay the bills on time,
take kids to soccer
Try to become both Mom and Dad on
the weekends and let her have some
personal time Do dishes when she is away
Flowers on a Wed
Asking her, “What do you want for
Christmas?”
WIFE HEROISM
@SangramVajre #bigskybigideas
MY IMPACT GRAPH

49. CUSTOMER HEROISM
Low
Impact
(1X)
Need to Do
High
Impact
(10X)
Must Do
Email newsletter
Blog and website updates
Analyst recommendations
In-person events
Industry or persona-based webinar
Account-based
advertising/messaging
or FB Ads
@SangramVajre #bigskybigideas
YOUR IMPACT GRAPH

50. Low
Impact
(1X)
Need to Do
High
Impact
(10X)
Must Do
What would happen if
you got rid of
everything here?
What will happen
if you put all your
focus here?
CUSTOMER HEROISM
@SangramVajre #bigskybigideas
YOUR IMPACT GRAPH

51. Make Your
Own Magic
3
@SangramVajre #bigskybigideas

52. How can you market from the heart?
@SangramVajre #bigskybigideas

53. KEY TAKEAWAYS
Mission
Statement
Figure out
your “shower”
moments
Look at EVERYTHING
you’re doing today
and find out what fits
into the 10X box

54. Anything is Possible…
Sky is the Limit!
@SangramVajre #bigskybigideas

55. A One-of-a-Kind Customer Engagement Summit
Thank You!@SangramVajre #bigskybigideas