Episode 59 - How To Succeed at Scrappy ABM

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Podcast cover with green background, white text: How To Succeed at Scrappy ABM. Episode 59 in an orange box. Bottom left has Scrappy ABM with Mason Cosby and a drawing of a vintage microphone.

In this episode, recorded on the How To Succeed Podcast, Mason Cosby sheds light on the potent strategy of account-based marketing (ABM) in the B2B realm. You'll learn about the intricacies of ABM, focusing on its tailored approach towards specific accounts rather than individual leads. Mason digs into successful ABM implementation, stressing the necessity of a dedicated sales team, a thorough grasp of product-market fit, and an acknowledgment of longer sales cycles.

You'll hear practical examples and invaluable tips for initiating ABM endeavors, advocating for the activation of existing customer bases, and leveraging triggers to engage potential clients. Additionally, Mason addresses prevalent misconceptions and pitfalls encountered in ABM execution, enriching listeners with insights garnered from his extensive experience in the field.

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04:35 Common mistakes in implementing Account Based Marketing

08:46 ABM strategy and its implementation

15:14 Using data to target B2B leads with ABM

20:03 Unique triggers and data to personalize sales outreach

24:45 Using existing data to target potential clients

29:09 ABM strategies and growth with Mason Cosby

Transcript not available.