In this episode of Scrappy ABM, host Mason Cosby interviews Justin Schmidt, VP of Marketing at JobSync, about how small teams can run impactful ABM programs without costly martech stacks—by leaning into relationships, resourcefulness, and a deep understanding of their best-fit customers.
Guest Bio:
Justin Schmidt is the VP of Marketing at JobSync, a company focused on hiring operations. With deep experience leading marketing at early-stage, niche-market companies, Justin has built a reputation for designing resource-conscious ABM strategies that prioritize real relationships over expensive tools. He’s a champion of leveraging communities and mutual connections to drive pipeline in a practical, authentic way.
00:10 Why scrappy ABM matters more than ever in today’s economic climate
03:02 “You can't say we spent a dollar to generate 75¢ in pipeline”
03:35 How to identify your ABM audience by analyzing your top customers
05:34 Winning internal buy-in by showing alignment with what already works
08:35 Why traditional digital ABM often falls short for smaller companies
10:12 Using LinkedIn mutuals to spark warm intros to target accounts
12:46 Tools like Bardeen that make connection-scraping fast and scrappy
16:47 Tapping into professional communities to generate ABM opportunities
18:45 Creating “moments of serendipity” as your core ABM strategy
19:43 Boeing’s hockey-team sponsorship: the ultimate ABM play?
Transcript not available.
LINKS MENTIONED
LinkedIn: https://www.linkedin.com/in/masoncosby/
TikTok: https://www.tiktok.com/@marketingmason
Recommended Resource
The Marketing Ladder Podcast:
Hero on a Mission: A Path to a Meaningful Life by Donald Miller