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 Spreedly Is Changing Their GTM to Engage, Land and Expand Enterprise Accounts
Use Left/Right to seek, Home/End to jump to start or end. Hold shift to jump forward or backward.
In this podcast episode. Eric Gruber (CEO of Personal ABM) and Pamela Velentzas (VP of Marketing at Spreedly) discuss:
1. Why does a strategic account-based enterprise sales and marketing approach require a completely different GTM than the GTM for SMB?
2. The sales/marketing foundation that needs to be built from a brand, demand, land, and expand perspective before you can effectively do ABM for the enterprise.
3. How you need to go beyond account-level intent when selling and marketing to the enterprise, and why Spreedly switched to Influ2
4. The enablement that's needed to help sales teams have the right interactions and deliver the right account experiences. Pamela shares the sales enablement processes she put into place, and then Eric talks about the deal-level content and support that will be needed as well. Because of the information Eric shared on the deal level, Pamela asked for a follow-up conversation to see how Personal ABM can potentially support the post-pipeline account experience that Spreedly wants to deliver.