ABM Done Right - A Personal ABM Podcast

Send us Fan Mail

In this episode, Eric Gruber (Personal ABM CEO) speaks to Brian Shea (Principal at Lucrum Partners) on buyer-informed messaging, signal intelligence across the revenue lifecycle, and GTM system design and execution. Specifically, they discuss:

1. How intent (even at the person level) can be a revenue restraint and that deal discounting can be attributed to the fact that teams are using intent data and reacting to predefined needs. 

2. The lack of control that GTM teams have when intent is in the picture - as intent is too late -- and how getting in earlier with the right business shift/change and strategic priority signals can provide the control that GTM teams need.

3. What are the signals that should inform buyer messaging, content, stories and  the interactions that all teams have.

4. How the marketing and sales conversation needs to change to to engage buyers earlier based on the account situation - and the needed content, messaging and story shifts that will win meetings. 

5. How GTM teams can have greater control acoss the buyer's journey to advance the meeting and the account - and to close to the deal. You'll hear how to continue delivering the right content, messaging and account experiences to drive account progression.  

Send us Fan Mail

Gal Aga (CEO at Aligned) joined  Eric Gruber (CEO of Personal ABM - the leading account-based GTM firm that specializes in the post-pipeline to land and expand key accounts) on the ABM Done Right Podcast to discuss:

1. How and why most teams that are going upmarket now are not ready to sell and market to the enterprise

2. The sales and marketing foundation that teams need before they can go upmarket and the GTM changes that need to happen. 

3. How the enterprise buying experience is broken

4. The support sales needs from marketing in the post-pipeline to unstick enterprise revenue -- and the role ABM should play in driving stage progression with enterprise accounts. 

Send us Fan Mail

Rob Young, CMO of LockThreat GRC and Founder of MarketingHQ, recently joined Eric Gruber on the ABM Done Right Podcast to discuss how the teams are approaching brand and demand with ABM in mind, what ABM is from the perspective of a product marketer, how most ABM programs are nothing more than targeted demand gen, and the content that's needed in the post-pipeline to move accounts to revenue.

Send us Fan Mail

On this episode of the ABM Done Right Podcast, Sloan Newman (North American ABM Leader at NTT Data and author of "The Relationship Revolution) joins Eric Gruber (CEO of Personal ABM) to discuss:

1. The strategic ICP - Why it's important, how it's different from the traditional ICP,  how Sloan built the strategic ICP for NTT Data, what he looked at to build it,  and how the strategic ICP should inform the ICP? 

 2. How compensation needs to change 

 3. Why senior-level marketers need to drive the ABM program? 

 4. The role that Challenger should play in ABM.

Send us Fan Mail

Due to the nature of the business, sales cycle time, and how teams buy, when you are in IT services, or you're an integrator, you need to approach ABM differently than if you were a SaaS company. In this podcast episode, Eric Gruber (CEO of Personal ABM) and David Myer of Clarify (a 1:1 ABM firm that focuses on getting strategic enterprise accounts to the pipeline while Personal ABM specializes in moving pipeline accounts to revenue) speaks to Marc Fuentes (Head of Commercial for Eclipse Automation about his vision for his upcoming ABM program and how it differs from the past where he ran ABM for SaaS firms. 

You'll see how Marc plans on engage and win multi-million dollar deals with life sciences/pharma, industrial, and nuclear enterprise accounts within the Fortune 1000 and Nasdaq.  

Send us Fan Mail

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. 

Send us Fan Mail

In this podcast episode, Mike Randall (Head of Enterprise Marketing at Skillsoft and former demand gen leader at JLL and Red Hat) mentioned that leadership, sales, and other parts of the organization thought that they were being taxed by marketing. The budget was being taken by marketing programs that would only drive account awareness and build a pipeline that, in most cases, went nowhere. Revenue was stuck in the pipeline due to acquisition waste, leakage and sales cycle delay as marketing did not proactively work with -- and support sales. 

In addition to hearing how marketing was a tax, you'll also learn about the changes that Skillsoft is making and the foundation they are building to drive greater enterprise growth. 

'

Send us Fan Mail

Eve Chen, CEO of Growth Engine and Fractional CMO for Tech Companies, joined Eric Gruber on the ABM Done Right Podcast to discuss:

1.  How GTM teams and organizations lack the strategic clarity that's needed for ABM.

2. How most GTM teams do not understand their customers enough - even the ones that think they nailed their ICP. You'll learn about the 5 levels of customer maturity knowledge. 

3. The interpretation gap that can be found in AI and all ABM platforms. 

4. The 6 eras of revenue growth. 

Send us Fan Mail

In this episode of the ABM Done Right Podcast, Eric Gruber (CEO of Personal ABM) and Carlos Araujo (VP of Marketing at Swapcard) discuss the difference between what ABM should be -- and what's being done today by most companies. 

Now Carlos built and executed ABM programs at his previous companies. You'll hear what he's doing today at Swapcard and why he says Swapcard is not doing ABM, even though it sounds like a lot of what most ABMers are doing today. 

Send us Fan Mail

While CMOs, VPs of marketing, and others are concerned that deals are stalling in the mid-funnel and last-mile nurture, they continue not to invest in it. 

In fact, when Eric Gruber, CEO of Personal ABM, talked to Matt Hummel from Pipeline360 (the guest for this episode),  Matt mentioned that he had just spoken with a CMO customer of his on this exact topic.

 Now, the Pipeline360 platform helps with lead generation, automated campaigns. and appointment scheduling. It's an integrated CRM, it does reputation management, and it enables customizable funnels and websites. The CMO customer told our guest that they're building a strong pipeline using their platform, but it's not converting to revenue. Our guest asked the CMO... How much are you investing in the mid-funnel? And she said... We're not.

She continued to invest in building a pipeline, even though the pipeline didn't go anywhere.

In this episode, you'll hear:

1. Why teams are not investing in the mid-funnel nurture and why they should focus more on post-pipeline than actually building the pipeline. 

2. How CMOs and marketing teams think they are investing in the mid-funnel but they're not. 

3.  How we need to be reading the "defense" and paying attention to what's going on in the accounts we want to win -- and how failure to do this will result in low win rates despite investing in the post-pipeline.

4. How we need to go beyond orchestrating technologies and orchestrate the account experience. 

5. How we should be enabling champions

6. How teams are approaching the mid-funnel wrong -- and how to change the account experiences that are delivered post-pipeline.-

7. Why companies like Uniphore struggle with accounts going dark after initial engagement with ABM campaigns.