Scrappy ABM
Mason Cosby
Welcome to Scrappy ABM – your source for groundbreaking approaches to ABM that don't break the bank. ABM shouldn't cost $200K in technology to even get started. If you want to get started with ABM or make your program better without a massive budget, you're in the right place.Each week, you'll hear from some of the brightest minds in the marketing world who are redefining ABM, achieving incredible results with untraditional methods, limited resources, and a whole lot of creativity.This isn't a show about how much you can spend on fancy tech or overhyped tools. Instead, it's about celebrating creative problem-solving and the scrappiness it takes to get ABM right. We'll dive into how these marketing leaders built robust ABM strategies with limited resources, revealing the actionable insights that led to their biggest wins.So, if you're a marketer ready to challenge the status quo, or an entrepreneur looking to scale your business through efficient and effective marketing strategies, Scrappy ABM is the show for you.Get ready to discover ABM strategies that are lean, impactful, and utterly transformative. Remember, it's not about the budget, it's about the mindset. Let's get scrappy!
Episodes
Mentioned books
Jul 17, 2023 • 30min
EP. 5 - 30-60-90 of a Scrappy Marketing Program l Recorded During The Demand Gen Summit
Topics discussed: 30/60/90 day demand gen strategy without paid ads, importance of a referral program and champion program, role of podcasting in market identification and communication, focusing on skill development instead of deal coaching, leveraging niche podcasts for original thought leadership, building a strong foundation for demand in the first 90 days, leveraging customer champions for referrals and renewals, effective strategies for podcast outreach and content creation, tactics for creating a scrappy marketing program
Jul 17, 2023 • 33min
EP. 4 - How to Use Your Personal LinkedIn Account to Build Pipeline and New Revenue l Recorded on The Digital Influence Show
Mason Cosby, Director of growth, shares how he used his personal LinkedIn account to generate over $1.44M in new pipeline and $267k in revenue. Topics include connecting with target accounts, creating valuable content, building relationships, giving answers to potential customers, and the power of trust in generating revenue and referrals on LinkedIn.
Jul 17, 2023 • 19min
EP. 3 - ABM Maximum Results on a Minimal Budget l Recorded On Sales Pipeline Radio
This episode was from a conversation between Matt Heinz and Mason Cosby on "ABM Maximum Results on a Minimal Budget".Tune in to hear more about:Marketing and sales role in serving the revenue teamCommon reasons why marketing and sales don't operationally get alongHow companies can start aligning their marketing and sales teamsThings to prioritize to drive short-term impact and the building blocks for long-term revenue impact
Jul 17, 2023 • 40min
EP. 2 - The Art of the Scrappy ABM - How to Achieve Big Results Without Big Ad Spend l Recorded On Revenue Rehab
Topics in the podcast include the definition of Scrappy ABM and its accessibility, tools for reaching targeted accounts like LinkedIn and podcasts, encountering roadblocks to Scrappy ABM and finding alternative solutions, and the importance of building a list as a critical first step.
Jul 17, 2023 • 1h 17min
EP. 1 - Building a Scrappy ABM Mindset l Recorded on The Start Up Executive
What's the benefit of being the least knowledgeable person in a room? It exposes you to the greatest opportunities for learning in your career.In this episode, Mason Cosby discusses the advantages of surrounding yourself with a diverse range of networks, which can eventually lead to finding your tribe. He also recommends intentionally building a network on LinkedIn by sending out connection requests to targeted accounts and writing one's own obituary to live life in a way that aligns with career goals.Mason started as an account executive at a parenting magazine in Mississippi before transforming into a marketing director for a FinTech company in the B2B tech SaaS space. He emphasizes the importance of accountability and the lifetime value of a customer.His journey wasn't as smooth as it sounds; he was laid off due to the pandemic. But he sees every setback as a chance to stand taller and grow stronger, and he shares how he spent his time self-educating to make himself more employable.Show Highlights:1:44 A background on Mason's business
4:21 The first job that led to Mason's growth as a marketer7:55 You're held accountable for the lifetime of the customer
14:48 When Mason realized the importance of dedicating himself to self-education20:15 Benefits of learning account-based marketing in the agency world21:41 Difference between account-based and scrappy account-based marketing23:08 ABM is not a strategy, it is a mindset24:13 Why it's good to start your account-based program without any technology34:31 The reason why sales and marketing are not aligned together40:58 The 30, 60, and 90-day review with sales assembly47:16 What should be the goal of every marketer in the first 90 days48:13 Ways how to effectively track your success52:10 Getting into the minds of people despite lack of experience as a CRO56:14 How the LinkedIn community can help you find your tribe58:55 The blessing of being the dumbest person in a group1:08:10 Alternatives to starting a podcast and a script for how to reach out to cool people1:14:14 Why it helps to start writing your obituary nowLINKS MENTIONEDConnect with Mason Cosby on:LinkedIn: https://www.linkedin.com/in/masoncosby/
TikTok: https://www.tiktok.com/@marketingmasonThe Marketing Ladder Podcast: https://podcasts.apple.com/us/podcast/the-marketing-ladder/id1596462333Hero on a Mission: A Path to a Meaningful Life by Donald Miller
:https://www.amazon.com/Hero-Mission-Path-Meaningful-Life/dp/1400226945
Jul 17, 2023 • 11min
