TLDR: The B2B SaaS Growth Podcast Recording
Close 8 Deals per Quarter using Webinars: Mason Cosby @ Scrappy ABM
Mar 22, 2024
Mason Cosby, Founder of Scrappy ABM, specializes in helping B2B SaaS companies launch their first ABM programs. In this discussion, he reveals how his structured approach to webinars consistently nets him eight deals each quarter, averaging $30,000 each. He shares his pre- and post-webinar strategies, including targeted LinkedIn outreach and personalized landing pages. Mason emphasizes the importance of understanding pain points, quality content, and effective follow-ups, all crucial for sustaining meaningful client relationships.
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Quick takeaways
- Mason Cosby's approach to webinars emphasizes targeted outreach to right-fit customers, leading to eight deals averaging $30,000 each per quarter.
- The effectiveness of the webinar hinges on delivering content that directly addresses audience pain points while ensuring meaningful post-event follow-up.
Deep dives
Generating Revenue Through Targeted Webinars
Webinars can effectively generate revenue by focusing on specific pain points of target accounts. With a typical pipeline yield of eight deals per quarter, each averaging around $30,000, the strategy relies heavily on personalized and actionable content. For example, by utilizing channels such as email, organic social media, and LinkedIn events, the approach ensures that the audience comprises right-fit customers. The key is to create valuable content centered around challenges that these businesses face, which encourages participation and engagement.
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