ABM Done Right - A Personal ABM Podcast
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
ABM Done Right - A Personal ABM Podcast
How You Have a GTM Problem & Not a Marketing, Sales or Customer Success Problem!
In a recent LinkedIn post, Cassidy Shield (Chief Growth Officer for Refine Labs) recently talked about how high-quality sales feedback to marketing is lacking in most organizations and how most marketers are happy to rush off and execute on sales requests. Only to have sales come back a week later with a new set of requests. Prioritization is either by the seniority of the sales leader or who makes the most noise. Marketers lack real insights and are beholden to who yells the loudest on the sales team. Marketing is not talking to sales with a clear outcome and set of learnings. He mentioned that if you have no real dialogue with sales, the issue isn't a sales problem; it's a MARKETING problem.
To us at Personal ABM, it’s not a sales or marketing problem – it’s a GTM problem as teams should be working together as 1 team to get tier 1 accounts to revenue faster at a higher deal size. In the podcast, Kristina Jaramillo (President of Personal ABM) shares how teams need to go beyond aligned and become integrated to GTM as one team. You'll also see that it's not a sales problem that accounts are going dark after sales engagement and it's not a sales or closing problem that sales cycles are too long. You'll see that it's not a customer success problem that 82% of accounts are indifferent, disengaged or actively looking for a new vendor.