ABM Done Right - A Personal ABM Podcast

Send us Fan Mail 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...

Send us Fan Mail 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 r...

Send us Fan Mail 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 t...

Send us Fan Mail $1 trillion+ dollars was generated by clients of the Pedowitz Group through a customer-centric revenue marketing transformation. In this podcast episode, Kristina Jaramillo (President of Personal ABM ) discusses with Jeff Pedowitz why 2/3 of organizations engaging in ABM are not seeing the results his clients experience. When you listen to this ABM podcast, you will learn: How you...

Send us Fan Mail 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...

Send us Fan Mail 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 Jaram...

Send us Fan Mail 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...

Send us Fan Mail 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 par...

Send us Fan Mail 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:  Ho...

Send us Fan Mail 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 &...

Send us Fan Mail 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&quo...

Send us Fan Mail 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...

Send us Fan Mail 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: Ho...

Send us Fan Mail 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 ge...

Send us Fan Mail 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...

Send us Fan Mail 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 c...

Send us Fan Mail 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...

Send us Fan Mail 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 wil...

Send us Fan Mail 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 2020 2. Where friction in the buying journey exists - and the content shifts we need to make 3. How does content need to evolve to support ABM, sales, and the complete buying journey

Send us Fan Mail Within this recent LinkedIn Live video interview, Matt Heinz spoke with Kristina Jaramillo from Stop the Sales Drop and Personal ABM. Matt provided a sneak preview into the information he’ll be sharing during our Rebooting the Pipeline panel that will also include Scott Vaughan from Integrate and Lisa Shepherd from Mezzanine Growth. Watch this interview to learn: 1. Why many B2B f...

Send us Fan Mail Within this podcast episode, Kristina Jaramillo and Eric Gruber have a conversation with Deanna Ransom (Global Head of Marketing & Marketing Services for Televerde) on how marketing organizations need to be held accountable for driving revenue and business objectives.  You will learn: 1.  The internal "business" conversations and the reframes on how marketing should...

Send us Fan Mail During this Stop the Sales Drop episode, James Gilbert (CMO at CRMNext) calls out how even the big players are not effectively using ABM as they are not using it as a complementary strategy. In fact, he thinks that true ABM shouldn't even be called ABM and that it should be a "company strategy" as ABM means that marketing owns most of the lift. This is why it become...

Send us Fan Mail During this Stop the Sales Drop podcast episode, Brandon Redlinger from Demandbase and Personal ABM CEO, Eric Gruber discuss: Why ABM programs are simply driving account-based awareness and are having little impact on pipeline performance with those that are stuck in status quo. The content that is needed to support sales in an account-based program. Personal account-based approac...