Scrappy ABM

In this episode of Scrappy ABM, host Mason Cosby discusses strategies for turning podcast guests into customers, focusing on conversion-based playbooks specifically designed for account-based marketing (ABM). Mason shares actionable insights on leveraging podcast interviews as a way to build relationships and create sales opportunities.================================Best Moments:(01:16) Using podcasts to convert guests into customers through immediate, conversion-based strategies(01:53) Free consulting and peer-to-peer conversation models(02:22) How hosting podcasts can offer guests a preview of what working together would be like(03:43) Using podcast episodes to produce content that benefits both sales and marketing teams(04:38) Conducting subtle discovery conversations to uncover key insights(06:28) Leveraging expert hosts to challenge guests' thinking(08:54) How to use podcast content to inform sales teams about potential opportunities(10:28) How to follow up with guests after the episode using the information gathered during the interview(11:51) Why having an expert host is essential for turning podcast guests into paying customers(12:50) Key tactics for building trust with guests and showcasing expertise during podcast interviews to facilitate conversions

In this episode, host Mason Cosby sits down with Josh Elledge, a podcasting strategist, to discuss how podcasting can be leveraged as a powerful tool for networking and fostering business relationships that lead to growth. They dive into actionable tips on creating successful podcasting strategies, booking high-value guests, and nurturing long-term relationships.==================================Best Moments:(01:56) Josh explains why many podcasts fail after just seven episodes, and what it takes to push past this barrier(04:25) The art of reaching out to guests and getting them to appear on your show, even when you're just starting out(13:19) How to maintain and nurture relationships with podcast guests after the interview ends(18:28) Using a podcast as a means of generating business opportunities through referrals and word-of-mouth(20:58) The long-term benefits of consistently building high-value relationships through podcasting==================================Guest Bio:Josh Eldridge is an expert in podcast strategy who has helped launch between 200-250 podcasts. With over 2,000 media appearances, he specializes in helping people build authority and cultivate strong business relationships. Josh is a strong advocate for the "go-giver" approach, using podcasts as a key relationship-building tool to grow both authority and business networks.

In this episode, host Mason Cosby shares a powerful playbook for converting podcast guests into clients or partners by leveraging story-based interviews. He dives into the strategy of using podcasts as a relationship-building tool, where guests are invited to share their personal stories, fostering trust and long-term connections.==============================Best Moments:(01:16) Using story-driven interviews to connect with potential clients or partners, creating a foundation for future business relationships(02:04) How "The Marketing Ladder" podcast serves as a model for story-based podcasting, helping guests share their career journeys and successes(03:36) By focusing on talent acquisition and career stories, podcasts can build positive associations with target accounts, positioning the host as a connector in the industry(04:24) Strategies for engaging with guests after the interview, including personalized follow-ups and content sharing to maintain the relationship(06:09) Tips for selecting the type of stories that guests should share, ensuring it aligns with their experiences and the podcast's objectives(07:54) The main objective of a story-based podcast — to build trust, which can lead to referrals, partnerships, and long-term business opportunities(09:37) Discussing the enduring value of relationships built through genuine, story-centered conversations(10:42) The importance of showing genuine care for guests and establishing oneself as a trustworthy partner

In this episode, host Mason Cosby sits down with Jay Moolenaar, founder of Sentient Sales Technology, to talk about how to build effective Account-Based Marketing (ABM) programs without breaking the bank, focusing on collaboration between sales and marketing, creating authentic content, and capturing demand efficiently.==============================Best Moments:(02:00) Jay emphasizes the critical role of aligning sales and marketing teams to create a cohesive ABM strategy.(05:44) Insights on identifying and engaging your target audience on LinkedIn and other relevant platforms.(07:45) Discussing strategies to quickly capture and connect with prospects to move them through the sales funnel effectively.(11:37) Techniques for driving targeted traffic to your website and segmenting content for maximum impact(14:58) Overcoming common hurdles in content creation while maintaining authenticity and relevance(19:53) Practical advice for those new to ABM, including tips on building and scaling programs on a budget(21:41) How to stand out in a crowded market with creative branding and marketing approaches==============================Guest Bio:Jay Moolenaar is the founder of Sentient Sales Technology, a platform designed to capture and qualify leads rapidly. With extensive experience in sales, Jay now focuses on creating marketing programs that support sales teams effectively within the ABM framework. His approach prioritizes cost-effective strategies, authentic content, and leveraging technology to connect with prospects at the right time.

In this episode of Scrappy ABM, host Mason Cosby dives into how you can use a podcast to transform guests into customers, referral partners, or future clients. Mason shares three unique podcast formats and practical steps for leveraging each to build meaningful relationships and drive business growth.Best Moments:(01:12) Exploring three podcast formats for guest conversion: expertise, story, and host-as-expert(01:38) The expertise format: showcasing guests’ thought leadership to build credibility(02:00) The story format: focusing on relationship-building with guests(04:11) How to source the right guests for an expertise-based podcast(06:54) Preparing for podcast interviews using intake forms or prep calls(11:30) Strategies for converting expert guests into referral partners or clients

In this insightful episode of Scrappy ABM, host Mason Cosby sits down with Amber Bogie, Sr Director of GTM & ABM Innovation at GoTo, to discuss her unique role and how she integrates account-based marketing (ABM) principles into a large organization.=======================Best Moments:(01:05) Amber shares the story of landing her role at GoTo and the interview process that led her there(04:52) The significance of having "GTM" in her title and how it reflects her advisory role within the company(07:38) Understanding that ABM isn’t a one-size-fits-all solution and may not be viable in every segment of the organization(12:36) Amber talks about integrating account-based principles into existing demand strategies, moving beyond pure-play ABM(20:21) Strategies for communicating the value of ABM to sales teams and securing their buy-in(33:04) Parting wisdom from Amber: Don't overcomplicate ABM—focus on what drives revenue effectively=======================Guest Bio:Amber Bogie is the Sr Director of GTM & ABM Innovation at GoTo. With a reputation as a practical and results-driven leader in the ABM space, Amber brings a wealth of knowledge on how to effectively implement ABM strategies within large organizations.

In this episode, host Mason Cosby shares budget-friendly strategies on how to effectively network and book meetings at events, even if you don’t have a speaking engagement.=========================Best Moments:(02:05) The importance of attending sessions related to your product or service to identify potential customers and facilitate serendipitous conversations(03:19) The role of networking and initiating conversations at events, with tips on crafting effective conversation starters(04:29) Developing scripts for sales teams to guide networking conversations and promote natural relationship-building(08:07) Strategies for obtaining contact information, such as connecting on LinkedIn or offering a valuable asset or offer(10:14) Evaluating the success of event networking efforts by tracking LinkedIn connections or engagement with the offered asset(13:26) Managing expectations for post-event meeting cancellations or no-shows due to the "conference high" effect

In this episode of "Scrappy ABM," host Mason Cosby is joined by Tyler Pleiss, the Growth Marketing Manager at Movable Ink. Together, they dive into Tyler's practical approach to building and scaling an account-based marketing (ABM) program from the ground up, without relying on expensive technology platforms.=================================Best Moments:(02:05) Tyler introduces Movable Ink, an email platform that provides personalization for B2C brands(03:19) Defining account-based go-to-market and the key pillars of the strategy(06:01) Using first and third-party data to prioritize accounts and align messaging(10:48) The process of creating the targeted account list, involving cross-functional stakeholders(16:04) The importance of collaboration in developing messaging and content for ABM campaigns(19:00) Measuring success through KPIs and a framework for reporting on progress(24:21) A specific win-back strategy being implemented, leveraging internal data insights=================================Guest Bio:Tyler Pleiss is the Growth Marketing Manager at Movable Ink, an email personalization platform for B2C brands. He is responsible for building and scaling the company's account-based marketing program from the ground up. Tyler is known for his insightful newsletter on ABM strategies and approaches, which offers practical advice and real-world experiences.

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.============================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

In this episode of Scrappy ABM, host Mason Cosby is joined by ABM consultant Tania Saez to explore a practical playbook for executing a robust account-based marketing program using LinkedIn, email, and direct mail, specifically tailored for SMB and mid-market organizations.========================================Best Moments:(02:05) Finding your target audience through sales team input and data enrichment tools(06:28) Leveraging LinkedIn, email, personalized videos, and direct mail as core ABM channels(10:58) Tools like Vidyard for personalized videos and Snov.io for outbound sequencing(14:33) Crafting content like event key takeaways, free consultancy sessions, checklists, and assessments for personalized outreach(20:19) Measuring success via engagement metrics, meetings, opportunities, and revenue impact(25:04) Starting small, scaling gradually, and operationalizing your ABM strategy========================================Guest Bio:Tania Saez is an ABM consultant who shares daily insights on LinkedIn, focusing on effective and practical ABM strategies. She helps organizations build and scale ABM programs with limited resources, making them accessible and impactful.