In this episode of Scrappy ABM, host Mason Cosby responds to a newsletter audience question from Liana about developing an ABM (Account-Based Marketing) strategy for targeting large retail brands in the US with 100+ locations for retail store signage and graphics services.
00:32 Introduction to the newsletter audience program breakdown format
00:50 Overview of Liana’s ICP, service, and goals
01:02 Need for greater specificity in defining the target ICP
01:35 Recommendation to narrow down “retail brands” to specific retail sectors
02:20 Importance of identifying where the target audience “lives”
03:03 Suggestion for showcasing before/after store walkthrough content
03:51 Strategy for narrowing target list to a manageable number (around 50 companies)
04:14 Leveraging existing customer relationships for referrals
05:24 Value of geographical segmentation for in-person demonstrations
06:30 Final recommendations on list size and targeting approach
06:53 Invitation to subscribe to the Scrappy ABM newsletter
Transcript not available.
LINKS MENTIONED
LinkedIn: https://www.linkedin.com/in/masoncosby/
TikTok: https://www.tiktok.com/@marketingmason
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