Brandon Salisbury, known for his remarkable ability to drive pipeline and revenue growth, achieved a stunning 456% increase in pipeline and 255% in revenue at Tilt. In the discussion, he shares his strategies for aligning sales and marketing through deep data analysis and outcome-driven content. He highlights the importance of understanding product-market fit and adapting messaging to resonate with buyers. Additionally, Brandon delves into the significance of teamwork and proper segmentation, ensuring campaigns are impactful and metrics genuinely reflect success.
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question_answer ANECDOTE
Partnering for Focused Growth
Brandon Salisbury shared how he partnered with sales and leadership to shift from a high-volume outbound approach to a focused inbound marketing strategy.
He identified product-market fit in SMB and lower mid-market segments and shifted messaging from generic ROI to outcome-driven content.
volunteer_activism ADVICE
Identify True Product-Market Fit
Analyze demand sources and match them with conversion metrics like close rates and sales cycles.
Use this data triangulation to identify segments with true product-market fit beyond just revenue size.
volunteer_activism ADVICE
Enable Internal Selling
Create content that teaches the internal champion how to sell the solution within their company.
Address what CFOs and COOs care about, such as ROI and connected systems, to help champions gain internal buy-in.
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Practical, measurable growth—Brandon Salisbury joins Mason Cosby on Scrappy ABM to share the framework behind a 456% pipeline increase and 255% revenue growth at Tilt. This episode is for marketers and revenue leaders who want actionable steps, not just theory.
Hear how Brandon Salisbury broke down historical data to identify segments with true product-market fit, shifted messaging from generic ROI to sharp, outcome-based content, and partnered closely with sales to make every campaign count. Brandon goes deep on targeting, channel mix, content strategy, and the lessons learned from RFIs, Gong transcripts, and buying committee insights. Whether you’re starting your first ABM program or leveling up an existing one, you’ll find candid advice on aligning teams, overcoming old mindsets, and scaling what works—without chasing vanity metrics.
👤 Guest Bio
Brandon Salisbury brings a strong track record of delivering pipeline and revenue growth, including a 456% increase in pipeline and 255% in revenue at Tilt. His approach is shaped by both marketing and sales experience, with a focus on practical data, outcome-driven content, and building teams for long-term success.
📌 What We Cover
How Brandon Salisbury partnered with sales and leadership at Tilt to align strategy and execution
Using deep historical data to identify real product-market fit (not just largest deals)
Segmenting by close rate, sales cycle, and conversion, not just revenue
Teaching internal champions to sell—content that directly enables the buying committee
Leveraging RFI feedback and Gong data to shape outcome-driven messaging
Why content for ABM is built for value and sales enablement, not SEO
Channel mix: LinkedIn, YouTube, paid media, email, and integrated campaigns
Measuring consumption metrics over vanity numbers; focusing on pipeline and revenue
The power of an RFP template as a content and product marketing tool
Learning from seasonality, buying behavior, and how hiring the right people is everything
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