Claim OwnershipABM Done Right - A Personal ABM Podcast
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© 2024 ABM Done Right - A Personal ABM Podcast
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As ITSMA and TechTarget report that 66% of ABM programs underperform, Kristina Jaramillo (President of Personal ABM) and Eric Gruber (CEO of Personal ABM) talk to sales and marketing leaders about what's working, what's not working, and how ABM needs to evolve. Along with account-based sales and marketing insights from Kristina and Eric, you will learn from leadership at Challenger, Demandbase, Okta, Uniphore, Alyce, Highspot, Gong, Critical Start, Longbow Advantage, Proof Analytics, Narrative Science, and many others. Come back each week for new content as we try to share new podcasts each Monday or Tuesday. This podcast is hosted by Personal ABM. You can learn more by going to PersonalABM.com
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78% of Challenger sellers feel their toughest customer objections are status quo objections. Only 22% feel customer objections to the proposed solution are harder. Status quo objections = customer resistance to changing their current approach for solving a problem. Solution objections = customer agrees they need to change their current approach but disagrees with the supplier's solution for doing so.In this episode of ABM Done Right, Eric Gruber (CEO of Personal ABM) that is f...
With guests like Jeff Pedowitz (CEO of the Pedowitz Group), we've talked a lot about why 2/3 of ABM Programs fail. In this podcast, Kristina Jaramillo, Eric Gruber and their guest Jess Larkin (one of Okta's top strategic ABM marketers) will talk about the 6 key elements that are missing from most ABM programs:1. A clear understanding of what ABM is.2. An ABM strategy that is not just a list of tactical activities and cadences.3. The right ABM vendors (a partner like Personal ABM) 4. A b...
Cassidy Shield, VP of Marketing and Sales at Narrative Science, says that marketing sourced revenue is a weak metric that sounds trivial and runs hollow in most C-suite conversations. He also talks about how pipeline KPIs can be your north star but it becomes meaningless when your win rate is down, your deal size is down and your sales cycle time is up. Listen to this conversation with Cassidy and Eric Gruber (CEO of Personal ABM) to learn:1. Why you do not want to be part of the ...
In this episode, Joseph Monastiero from Revegy shares how most companies are just buying churn as sales, marketing, and customer success programs, communications and conversations are disjointed.Within this podcast, you'll see:How the Revegy team is using ABM to drive account acquisition, retention, and expansion.Why teams need to stop handing off the baton as we’re in a relay race and how sales, marketing, and account management/customer success teams should be working as 1, especially when ...
Cassidy Shield, SVP of Marketing and Sales at Narrative Science (who will be on our podcast soon) mentioned that we need to focus our energy on sales velocity and its components including # of opps, average deal size, win rate, and sales cycle time. We need to be talking about how to drive the fundamentals of revenue. When marketers start talking about these elements, where/how to move the needle, and the result on revenue - you will get the attention of leadership and boards.But we can...
Because B2B buyers only spend 17% of their time with buyers when they are considering a purchase, every interaction must be impactful. Andy Paul, Host of RingDNA's Sales Enablement Podcast (930+ episodes) joined Eric Gruber on the Stop the Sales Drop Podcast to discuss how sales and marketing teams are limiting revenue growth with their volume plays. How sales and marketing teams are disproportionately investing their time, energy, and resources at the top, middle, and bottom of the fun...
When LinkedIn came out with its report in 2020 that showed that 44% of organizations are facing significant declines in responsiveness, we at Personal ABM mentioned that it was not pandemic related. COVID may have exacerbated the situation but it's because we need a new way to market and sell to prospects. Recent studies from Challenger, support the claims that Kristina Jaramillo and Eric Gruber made last year. Despite many companies rebounding in 2021 and despite sales and marketing teams in...
Carrie Kelly (CMO) led marketing programs at some insanely innovative places. Cisco, Ericsson, Nortel, CA Technologies, and now CriticalStart, a high-growth, Cybersecurity company that challenges the status quo across the managed detection and response market. Throughout her career, Carrie built global marketing campaigns and demand generation programs that have yielded millions in revenue. She kept customer acquisition costs low and steady, and growth objectives high. And yet, despite ...
In a recent PMA article, Julien Sauvage (VP of Product Marketing at Gong) mentioned that the top product marketers this year will create a strong connection with sales and measure their success in a tangible way. In many cases, at Personal ABM, we find that marketing is focused on getting accounts into the pipeline. They aren't thinking about how they can influence each part of the buyer's journey and how they can support sales. In this podcast, Julien talks to Personal ABM ...
Too often, sales and marketing have dehumanized their processes and have dehumanized their social, email, and live conversations with human buyers. Ethan Beute (Chief Evangelist at BombBomb) and Eric Gruber (CEO of Personal ABM) discuss how it's time to be more intentional and conscious about how we are reaching out to partners, customers and prospects. You'll learn: How we have dehumanized sales and marketing by system or circumstance -- and how we are dehumanizing experiences with our ...
At its core, Challenger is not about what you sell and market - it's about how you sell and market and the buying experience that you deliver to key accounts. It's about leading with relevant insights and leading to your solution vs. the other way around which is often the default approach that sales and marketing takes. On this podcast, Michael Randazzo, the host of "Winning the Challenger Way" joins Personal ABM President Kristina Jaramillo on the podcast to discuss:How we need ...
On this podcast, Jarod Greene, Highspot's VP of Product Marketing shared with Eric Gruber (CEO of Personal ABM and host of the Stop the Sales Drop Podcast) the lessons he learned from being a math teacher on how to connect with the disconnected. As a math teacher, he needed to re-engage with students that "checked out" and give students that did not "care" about math a reason to get excited. He needed to create an environment where the students will want to learn. It's about the experie...
Vijai Shankar, VP of Product Marketing for Uniphore, says that the biggest mistake companies can make when it comes to ABM is to have demand gen and other "marketing areas" drive ABM programs. Account-based sales and marketing is a business strategy where leadership, sales, marketing and account management teams work together to get more accounts to revenue and existing accounts to greater revenue. Product marketing is the connector between the teams and ABM should be part of their reve...
According to a recent PwC study, 86% of B2B buyers would rather pay more for a better experience. Inside this recent webcast and podcast, Eric Gruber (CEO of Personal ABM) speaks with Joshua Fedie from Sales Outreach on how sales and marketing teams can increase the buyer experience especially the “in-between stages” and drive greater “digital” engagement with the human buyers:How to bring the human element into your digital-first sales and marketing strategy.How sales and marketing leaders a...
Jeff Sirkin (Sirkin Research) and Eric Gruber (Personal ABM) came together for this Stop the Sales Drop Podcast to show go-to-market teams why they are unable to drive demand and responsiveness with status quo accounts and those stuck in their buying journey. They start off the conversation talking about where content gaps exist and how most content does not support ABM, demand gen, the buyer's journey and buyer enablement. You'll learn why your prospects and customers do not see themse...
Inside this Stop the Sales Drop Podcast episode, Eric Gruber (CEO of Personal ABM), David Crane (VP of Marketing at Intentsify), and Eric Belcher (Head of Sales at Intentsify) discuss the biggest challenge that 2/3 of organizations have after investing in Bombora, 6Sense, and other intent data platforms. This challenge is... how we can activate and leverage the data to connect with tier 1, in-market accounts -- and close them.The conversation starts off with the data that you sho...
Mark Stouse (technology CMO turned software CEO of Proof Analytics) recently joined Eric Gruber (CEO of Personal ABM) to discuss how sales, marketing, and account management teams need to reboot their go-to-market (GTM) programs, including who owns it.Listen to this podcast to learn:1. Who needs to show up in the "battle" for revenue growth and how we need a one-team culture with the CEO at the helm. See how you need top-to-bottom and left-to-right alignment to achieve GTM goals faster.2. The...
Dustin Deno recently joined Kristina Jaramillo and Eric Gruber on the Stop the Sales Drop Podcast to discuss the shifts his team made in sales outreach and sales engagement last year due to C-19. In addition to finding out what worked, what didn't work and where the team remains challenged, you will also learn:The critical strategies that ShowPad is using to make every sales experience matter?How can we drive greater engagement with each social, email, and live interaction and create a better...
Vikas Bhambri (SVP of Sales and CX at Kustomer, which is being acquired by Facebook) recently joined Kristina Jaramillo to discuss how to reboot the customer experience. When you listen to this interview, you will learn why Vikas invested heavily in sales enablement as Kustomer expanded and the role it played when it came to improving the prospect and customer experience. You will also learn:* The sales process shifts that helped his sales team align with target accounts so prospects get...
During this podcast, Cassandra Jowett (Senior Director, Marketing at Path Factory), discussed with Eric Gruber (CEO of Personal ABM and Stop the Sales Drop):1. How content consumption changed in 20202. Where friction in the buying journey exists - and the content shifts we need to make3. How does content need to evolve to support ABM, sales, and the complete buying journey
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