TLDR: The B2B SaaS Growth Podcast Recording Close 8 Deals per Quarter using Webinars: Mason Cosby @ Scrappy ABM
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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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Webinar Success Factors
- Focus on targeting, valuable content, and follow-ups for successful webinars.
- Consistency is key for compounding impact and building a loyal audience.
Targeting Strategy
- Mason Cosby targeted mid-market companies with existing ABM platforms using Sales Intel.
- They prioritized accounts already in their CRM with diverse sources for initial outreach.
Webinar as a Live Show
- Cosby aimed for high registrant numbers to boost webinar validity and social proof.
- His "Fix Your Site" webinar offered live website teardowns, focusing on target accounts.