In this episode of Scrappy ABM, host Mason Cosby dives into his effective strategies for driving pipeline through a scrappy, account-based marketing (ABM) approach. Mason breaks down how he leverages multiple channels and allocates resources to maximize impact, even in challenging market conditions.

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Best Moments:

(01:07) Mason reveals his three core channels for driving pipeline: LinkedIn organic posting, the Scrappy ABM podcast, and speaking at events

(03:55) Discussion on the impact of challenging market conditions in 2023 and the timeless value of education

(06:08) Mason explains how giving away valuable information for free positions his business as a trusted resource

(07:51) The "100 pennies" exercise: Mason allocates hypothetical resources across different go-to-market strategies

(15:56) Key takeaway: Prioritizing education, marketing, and customer-led approaches for scalable growth over the traditional, inefficient sales-led channels