In this episode of Scrappy ABM, host Mason Cosby discusses five key points that C-suite executives should understand about Account-Based Marketing (ABM). He provides insights on timelines, expectations, sales team challenges, leveraging existing resources, and the importance of leadership alignment in implementing successful ABM programs.
Best Moments:
(02:00) Realistic timelines and expectations for ABM results
(03:19) Challenges of transitioning inbound AEs to outbound ABM roles
(05:23) Overcoming the "lone wolf" sales mentality in ABM programs
(07:04) Leveraging existing resources to start an ABM program
(09:05) The crucial role of C-suite alignment in successful ABM implementation
Scrappy ABM