In this episode of Scrappy ABM, host Mason Cosby uncovers strategies for bridging the gap between sales and marketing—without huge budgets. He dives into why sales and marketing often clash, the goals that drive sales teams, and the steps to create effective ABM playbooks using the four D framework.
00:54 The constant battle between building brand vs. building pipeline
12:38 Why sales and marketing are often misaligned
17:22 The goals of sales teams and their time horizons
32:36 The four D framework for structuring ABM playbooks
36:4) The importance of understanding sales compensation plans
42:45 Upcoming webinar on taking the first steps with ABM
7:48 Insights on content creation for ABM programs
Transcript not available.
LINKS MENTIONED
LinkedIn: https://www.linkedin.com/in/masoncosby/
TikTok: https://www.tiktok.com/@marketingmason
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