“Marketers are sociologists. We see the entire market. Sales are psychologists. They focus on one thing in front of them,” shares Nadia Davis, VP of Marketing at CaliberMind

In this episode of The Content Cocktail Hour, Nadia Davis, VP of Marketing at CaliberMind, unpacks the realities of ABM, revenue marketing, and why marketing leaders need to align with the language of the boardroom. Nadia shares how ABM has always existed—long before platforms tried to "productize" it—why MQLs aren’t actually dead, and the biggest mistake companies make when implementing account-based strategies.

She also explores the operational side of marketing, offering insights on why instrumentation and process matter just as much as creativity, and how marketers can set themselves up for success when stepping into new leadership roles.

In this episode, you’ll learn:

1. Why ABM isn’t as new as people think—and how to actually make it work
2. How to prove marketing’s value in the boardroom and tie impact to revenue
3. The biggest tech trap ABM marketers fall into—and how to avoid it

Resources:

Connect with Jonathan on LinkedIn: https://www.linkedin.com/in/jonathan-gandolf/

Explore AudiencePlus: https://audienceplus.com

Connect with Nadia on LinkedIn: https://www.linkedin.com/in/nadiadavis/

Explore CaliberMind: https://www.calibermind.com

Timestamps:

(00:00) Intro

(01:33) Nadia's marketing journey and insights

(03:56) The evolution and misconceptions of ABM

(05:16) Defining ABM and its practical applications

(08:21) Challenges and strategies in ABM implementation

(15:28) Tracking success in ABM and marketing

(20:35) Nadia's first 90 Days at CaliberMind

(23:41) Why MQLs aren’t dead