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.

Nick Zeckets, an expert in account-based marketing strategies, joins to shed light on the essentials of effective ABM programs. He emphasizes the crucial roles of relevance and context in outreach. The discussion dives into creating impactful content and the art of extracting insights from subject matter experts. Zeckets also highlights the significance of diverse mediums for content creation, while reassuring that businesses of all sizes can implement successful ABM strategies without excessive costs.

In this episode, host Mason Cosby interviews Dina Otero, VP of Demand Generation at MissionCloud, about building a scalable ABM program with limited resources.=========================================Best Moments:(01:13) Dina Otero's role at MissionCloud and inheriting a tech stack to build a scrappy ABM program(05:17) Identifying target accounts using intent data, website activity, and partner insights from AWS(08:06) Leveraging existing channels and content assets for ABM outreach and engagement(14:21) Creating generative AI use case content to make the concept more tangible and actionable(19:06) Measuring success through engagement metrics, pipeline, revenue, and account coverage(22:46) Using different dashboards to report relevant KPIs to different internal audiences(25:49) Roadblocks faced —including data management and alignment challenges(28:10) Advice for building an ABM program — collaborate with sales, start small, and over-communicate=========================================Guest Bio:Dina Otero is the VP of Demand Generation at MissionCloud, a premier AWS consulting partner. With over a decade of experience in B2B marketing, she is responsible for driving demand generation strategies, including account-based marketing, to fuel MissionCloud's growth.

In this episode of "Scrappy ABM," host Mason Cosby and guest Anna Tsymbalist, Head of ABM at Influ2, discuss strategies for creating a coordinated sales and marketing program within account-based marketing (ABM).=============================================Best Moments:(02:05) The importance of crawling before running in ABM(07:51) Three core reasons why ABM programs fail(11:02) Defining activation plays and their role in ABM(13:18) The structure of activation play frameworks(15:40) A closed-lost opportunity activation play example(19:12) Practical examples of closed-lost reason segmentation and messaging(28:09) A missed meeting activation play example(29:20) Messaging strategies for missed meetings(36:03) An event activation play example(39:28) Messaging strategies for event activation plays(42:33) Using sales context and ad engagement data to align sales and marketing=============================================Guest Bio:Anna Tsymbalist is the Head of ABM at Influ2, where she has fueled a 123% growth in ABM-influenced revenue in her first year. In her previous role, she contributed to a $52.5 million Series B fundraising round through a 4x ARR growth.

In this episode, host Mason Cosby is joined by Tara Pawlak, SVP of Marketing at Revenue Grid, to discuss a practical playbook for pipeline acceleration and enabling your sales team to create highly personalized experiences for best-fit potential customers.=============================================Best Moments:(01:16) Tara explains her focus on pipeline acceleration and enabling the sales team to create highly personalized experiences for best-fit potential customers(02:04) Emphasizing the importance of starting with highly engaged customers/prospects(03:09) Figuring out the data: roles, personas, pains, challenges, and targeting the full buying committee(04:03) Highlighting the importance of collaborating with sales from the beginning(06:07) Core metric of success: engaged and highly qualified accounts leading to demos or meetings with the right stakeholders(08:08) Building a map with sales and marketing ownership of different tactics, starting with marketing warming up the accounts(10:23) Sales team taking over and nurturing the account towards an opportunity, sometimes with joint calls alongside marketing(13:01) Using industry data, use cases, and customer stories to showcase their solution as a "need to have" for target accounts(15:54) Curating third-party research and data to add credibility and validation to their messaging(19:25) Challenge of personalization and multithreading taking longer than anticipated(22:25) Building around 20 new opportunities within the first 90 days, an incredible result for not being a net new, cold outbound program(25:49) Tara's advice: find a passionate, growth-minded partner on the sales side to collaborate with, even if it's not the sales leader=============================================Guest Bio:Tara Pawlak is the SVP of Marketing at Revenue Grid, a revenue intelligence platform that enables sales teams to create highly personalized experiences for their best-fit potential customers.