Scrappy ABM

By: Mason Cosby
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  • Summary

  • 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!
    Scrappy ABM, LLC
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Episodes
  • EP. 105 - The Power of Podcasting in B2B: Types, Strategies, and Measurement Tips

    EP. 105 - The Power of Podcasting in B2B: Types, Strategies, and Measurement Tips
    Oct 3 2024

    In this episode of B2B Revenue Leaders, host Dustin Tysick welcomes back Mason Cosby, founder of Scrappy ABM and head of partnerships at Guru Media Hub, for a deep dive into the world of podcasting.


    Best Moments:


    (01:20) Three types of podcasts: content engine, account-based, and public figure


    (02:56) Measuring podcast success based on strategy and type


    (05:13) Content engine podcasts and thought leadership curation


    (08:07) Account-based podcasting and relationship building


    (11:45) Common mistakes in podcast creation and measurement


    (15:06) Measuring podcast success and its nebulous nature


    (18:54) The importance of having subject matter experts as hosts


    (23:34) Benefits and strategies for creating solo podcast episodes


    (26:07) Repurposing existing content for podcasting
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    31 mins
  • EP. 104 - How Sales Intel Academy TRANSFORMED Customer Education and ABM w/ Arianna Shannon

    EP. 104 - How Sales Intel Academy TRANSFORMED Customer Education and ABM w/ Arianna Shannon
    Sep 30 2024

    In this episode of Scrappy ABM, host Mason Cosby interviews Arianna Shannon, Director of Marketing and Brand at Sales Intel, about their customer enablement and education program. They discuss the creation of Sales Intel Academy, challenges in implementing the program, and strategies for building effective ABM programs.


    Best Moments:


    (00:02:02) Overview of Sales Intel's customer enablement program


    (00:04:43) The creation of Sales Intel Academy


    (00:08:05) Prioritizing audiences within customer accounts


    (00:12:21) Distribution channels for customer communication


    (00:14:41) Challenges in building the program


    (00:16:55) Advice for building a first ABM program


    Guest Bio:

    Arianna Shannon is the Director of Marketing and Brand at Sales Intel. With a career focused on startups, she brings extensive experience in developing and implementing marketing strategies. At Sales Intel, Arianna plays a key role in creating customer enablement programs and leading initiatives like the Sales Intel Academy to enhance customer experience and success.
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    20 mins
  • EP. 103 - Crawl, Walk, Run: A Practical Guide to ABM Success

    EP. 103 - Crawl, Walk, Run: A Practical Guide to ABM Success
    Sep 26 2024

    In this episode of Scrappy ABM, host Mason Cosby introduces the first ABM AMA (Ask Me Anything) session, discussing the fundamentals of Account-Based Marketing (ABM) and addressing common challenges faced by marketers implementing ABM strategies.


    Best Moments:


    (02:31) The "crawl, walk, run" approach to ABM


    (06:49) Definition of ABM and who it's suitable for


    (10:40) Three main reasons why ABM fails


    (16:27) Addressing unrealistic expectations in ABM


    (20:05) Examples of successful ABM campaigns
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    25 mins
Leadership Marketing Economics
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