Scrappy ABM

Davis Potter, CEO of ForgeX, discusses key metrics and benchmarks for ABM success, challenges in measuring engagement, and tips for tracking engagement in a scrappy way. They emphasize tracking buying group engagement, including all team touches, and starting with manual tracking before advanced tech.

Is ABM a good fit for your biz?Sam talks to Mason Cosby, Founder @ Scrappy ABMThey cover:👉 What kind of b2b companies should be running ABM (Account Based Marketing)?👉 Min budget or resources needed to run ABM effectively👉 Some practical plays you can start from today📌 Mason Cosby📢 LinkedIn

Guest Mike Rizzo, founder of MarketingOps.com, shares insights on streamlining marketing operations without breaking the bank. Topics include auditing data, creating intentional processes, and aligning metrics across sales and marketing. Practical tips for optimizing campaigns and defining success metrics are discussed.

In this episode, recorded on the How To Succeed Podcast, Mason Cosby sheds light on the potent strategy of account-based marketing (ABM) in the B2B realm. You'll learn about the intricacies of ABM, focusing on its tailored approach towards specific accounts rather than individual leads. Mason digs into successful ABM implementation, stressing the necessity of a dedicated sales team, a thorough grasp of product-market fit, and an acknowledgment of longer sales cycles.You'll hear practical examples and invaluable tips for initiating ABM endeavors, advocating for the activation of existing customer bases, and leveraging triggers to engage potential clients. Additionally, Mason addresses prevalent misconceptions and pitfalls encountered in ABM execution, enriching listeners with insights garnered from his extensive experience in the field.Best Moments:(04:35) Common mistakes in implementing Account Based Marketing(08:46) ABM strategy and its implementation(15:14) Using data to target B2B leads with ABM(20:03) Unique triggers and data to personalize sales outreach(24:45) Using existing data to target potential clients(29:09) ABM strategies and growth with Mason Cosby

In this episode of Scrappy ABM, host Mason Cosby is joined by Trevor Grimes, Lead Content Strategist at Scrappy ABM, to discuss strategies for repurposing existing content assets to support account-based marketing programs. You'll get a practical playbook for taking inventory of current content and identifying opportunities to reuse and reframe it to fill gaps in the buyer's journey.Best Moments:(01:38) Exploring content repurposing for ABM programs(03:18) Mapping out content distribution strategy with Trevor Grimes(07:36) Maximizing content repurposing opportunities through podcasts(11:08) Repurposing content for ABM programs(21:08) Tips for creating marketing content on a budget(25:42) Overcoming roadblocks in content repurposingGuest Bio:Trevor Grimes is the lead content strategist at Scrappy ABM, where he builds robust ABM strategies on limited budgets. He brings creative problem-solving skills and an entrepreneurial mindset to content development.

In this episode, recorded on Demand Wars and hosted by Bolaji Oyejide, Mason Cosby talks about the importance of finding a work environment that is positive and emphasizes getting marketing right. He also came up with the idea of treating your career as a product, and ways to improve your career.In the later part of the video, Mason Cosby discusses a scenario where a marketer has $1,000 a month to market a B2B product or service. Here are the steps Mason Cosby recommends:Use LinkedIn Sales Navigator to target and connect with potential customers.Build an audience and nurture relationships with them.Once you have a pipeline built, use a daylong virtual conference to establish yourself as a thought leader and to educate potential customers.Mason Cosby also talks about the importance of qualitative data and active job search during the time you are building these long-term demand creation programs.

In this episode of Scrappy ABM, host Mason Cosby talks with Peter Mollins, CMO at SetSail, about how to develop effective feedback loops between sales and marketing teams. They discuss the importance of alignment on key definitions, goals, and processes to make collaboration easier.Best Moments:(00:05) Groundbreaking ABM approaches without breaking the bank(01:09) Effective Feedback Loops with Sales Teams(02:00) Tips for Sales and Marketing Alignment(03:50) Defining Account Progression Models for Effective Sales Feedback(05:24) Balancing Feedback Between Marketing and Sales(07:43) Importance of Feedback in Sales and Marketing Alignment(10:34) Feedback Loop Between Marketing and Sales(13:52) Building Trust Between Marketing and Sales Teams(16:11) Importance of Shared Definitions and Culture in Marketing and Sales Alignment(17:50) Building Effective Feedback Loops in Marketing Organizations(19:24) Effective Feedback Strategies for Product Improvement(21:56) Starting an ABM Program: Customer-Centric Approach(23:43) Discussion on the Importance of Asking Dumb Questions in MarketingGuest Bio:Peter Mollins is the CMO at SetSail, a data and AI solution for sales teams to capture insights from customer interactions and inform better sales conversations.

Marketing expert Mason Cosby discusses the 4-step ABM framework on building relationships with customers. He emphasizes data, distribution, destination, and direction in ABM. Understanding the buyer's journey and aligning content is key. The podcast explores harmonizing sales and marketing, tailored engagement strategies, personalization, intent data, and the stages of engagement in the account progression process.

Sam Dunning, Founder of Breaking B2B, talks about aligning SEO with ABM, creating niche content, high-intent keywords, and backlinking strategies. Learn to avoid common SEO mistakes, engage target audiences, and build effective organic traffic.

In this episode of Scrappy ABM, host Mason Cosby interviews Trinity Nguyen, VP of Marketing at UserGems, about how to implement champion tracking to generate predictable pipeline from existing customers and prospects. Listeners will learn best practices for setting up champion tracking, including who to track, what sequences to use, how to distribute content, and key results from UserGems' program.Key discussion points:- What is champion tracking?- Track customers, users, champions as they move through careers- Re-engage when they join target/ICP accounts- Who UserGems tracks- Closed-won opportunity contacts- Admins and power users- Sequences used- 6 sequences segmented by past customer vs. prospect and role level- Key pipeline and revenue results- 16% of sales accepted pipeline- 23% of total closed-won revenue