Account Based Beverages

In a world overflowing with AI hype, Jim Gilkey sits down with Prisni Rath to talk about something rare in B2B marketing: truth. As a data scientist turned product marketer at Docyt, Prisni shares how curiosity fuels her ABM strategy — not just with flashy features, but with real product performance and customer pain points.

She breaks down how skepticism around AI led her team to dig into product architecture, support tickets, and sales transcripts. The result? Messaging that earns trust — like a stat showing manual categorization dropped from 28% to 8% in three weeks. If your ABM messaging is still riding the AI buzzword train, it’s time to get curious, get aligned, and get specific.

👤 Guest Bio

• Prisni Rath is a product marketer at Docyt AI with a background in data science. She’s passionate about storytelling, AI product marketing, and digging into voice-of-customer insights. As an MBA candidate and Perplexity AI Business Fellow, she brings sharp thinking and grounded execution to every GTM motion.

📌 What We Cover

• Why curiosity is the most underrated ABM skill
• How skepticism around AI forced a shift in messaging
• What product marketers should ask their engineering teams
• Real stat: manual categorization dropped from 28% to 8% in 3 weeks
• How to mine support tickets and sales calls for truth
• Replacing buzzwords with trust-focused messaging
• Aligning GTM teams around real customer friction
• Why great messaging should feel like a smooth, energizing matcha

🔗 Resources Mentioned

• Docyt AI (implied)
• Scrappy ABM — episode sponsor

The biggest temptation in ABM? Trying to boil the ocean. Jim Gilkey knows that fast results don’t mean massive programs. That’s why he sat down with Katie Frank, growth marketer at Shortcut, to show you how proof-of-concept starts with targeted, one-to-one campaigns. Katie explains why you need to push back—respectfully—on leaders demanding “big bang” ABM, and how virtual events (think wine tastings or cocktail classes) turn your brand champions into your best salespeople. You’ll walk away knowing exactly how to launch a small ABM pilot, iterate on early wins, and build momentum before scaling to one-to-many.

👤 Guest Bio

• Katie Frank is a growth marketer at Shortcut, where she helps product and engineering teams build better together. She’s all about fresh ideas and bold campaigns—coffee in the morning and champagne whenever.

📌 What We Cover

• Why “don’t boil the ocean” matters more in ABM than anywhere else
• How to push back on leaders and start with one-to-one or one-to-few campaigns
• Turning targeted virtual wine or champagne tastings into networking, not pitches
• Letting your brand champions shine in front of prospects
• Measuring proof-of-concept before scaling to one-to-many

🔗 Resources Mentioned

• Scrappy ABM: Build repeatable account-based plays and bring ABM in-house—book a chat at scrappyabm.com/bev
• Jim Gilkey LinkedIn: https://www.linkedin.com/in/jgilkey/
• Katie Frank LinkedIn: https://www.linkedin.com/in/katiefrank/

Before you drop big dollars on an ABM platform, make sure you can actually make it work. Jim Gilkey (LinkedIn) sits down with Mary Batchelder—revenue marketing lead at CaliberMind—to unpack why “your ABM success starts way before the first campaign goes live.” Mary’s eight years at the intersection of ABM strategy and marketing ops taught her that skimping on ops investment leads to shelfware, lack of adoption, and murky metrics. You’ll learn how to surface action-ready insights for sales, align your teams with a unified account timeline, and enforce account-and-lead rigor so you can report on clean, reliable data. Walk away with a pragmatic roadmap for auditing your systems, tapping free community resources, and deciding whether to lean on an agency or hire in-house—all without buying new tech.

👤 Guest Bio

• Mary Batchelder leads revenue marketing at CaliberMind and has spent eight years at the intersection of ABM strategy and marketing ops, making ABM work in the real world. Previously, she marketed Triblio and now brings deep attribution and ops expertise to every ABM initiative. Connect with Mary on LinkedIn.

📌 What We Cover

• Invest in marketing operations before investing in an ABM platform
• Surface sales insights with an account timeline view for personalized outreach
• Break down data silos to get a complete buyer’s journey—across sales and marketing
• Enforce rigorous lead-and-account structure to avoid duplicate domains and cluttered metrics
• Audit your data scope with a partner to size up cleanup work
• Leverage free HubSpot community resources and LinkedIn experts
• Decide when to hire in-house vs. work with an agency for long-term ops stability

🔗 Resources Mentioned

• ABM in a Day Workshop: Free, one-day ABM fundamentals by Scrappy ABM → scrappyabm.com/workshop
• Mary Batchelder on LinkedIn → linkedin.com/in/marybatchelder/

Too many teams still treat ABM like a campaign—Catie Ivey is here to break that thinking. On this episode of Account-Based Beverages, Jim Gilkey sits down with the former revenue leader at Pardot, Marketo, and Demandbase, now a CRO leading across sales, marketing, and CS. Her message is clear: ABM is not a marketing function—it’s your go-to-market motion. Period. Catie shares a simple, proven structure for aligning go-to-market teams, offers real-world tactics from her time at Demandbase, and breaks down how to build internal momentum—starting with one tiger team. Whether you're in a startup or an enterprise org, this one’s a wake-up call.

👤 Guest Bio

• Catie Ivey is a CRO with deep roots in ABM. She’s led revenue teams at Pardot, Marketo, and Demandbase, and now oversees marketing, sales, and customer experience as a unified go-to-market leader. Catie brings firsthand perspective on what it really takes to run ABM across an entire organization—not just marketing.

📌 What We Cover

• The one mindset shift ABM leaders must make
• How Catie Ivey built cross-functional GTM alignment at Demandbase
• What to do today if your team still sees ABM as a marketing function
• The power of “tiger teams” and bi-weekly working groups
• Why exec-level ownership is crucial—especially in smaller orgs
• How to rally around ICP and target account list clarity

🔗 Resources Mentioned

• ScrappyABM.com/bev — Sponsor: ABM pilot support and drink of your choice

An ABM program with weak content? Dead on arrival. Jim Gilkey brings on Jeff Cypher to deliver a clear warning and a practical solution. Jeff breaks down exactly why content — especially video — is the most important lever in your ABM strategy. He shares how mapping content to awareness stages and buying personas is the key to building trust and creating value across target accounts. Jeff doesn’t stop at theory: he talks through using Google’s 7–11–4 rule, YouTube remarketing, and the most overlooked source of content ideas — your sales team. If you're still writing blogs in isolation and hoping they convert, this episode is your wake-up call.

👤 Guest Bio

• Jeff Cypher is a content-first ABM specialist who’s led marketing at companies like ZenPilot and Scrappy ABM. With a sharp eye for buyer behavior and a belief in video-first strategy, Jeff helps companies build the kind of trust that drives real pipeline.

📌 What We Cover

• The #1 reason most ABM content strategies fall flat
• How to map content by both buying stage and persona
• What Google’s 7–11–4 rule means for your content calendar
• Why video builds trust faster than written content alone
• How to turn sales objections into high-performing content
• The underrated power of YouTube for long-term engagement
• A practical content-mapping workflow to guide your strategy
• What marketers miss by skipping conversations with customers

🔗 Resources Mentioned

• ScrappyABM.com/bev — sponsor link for repeatable ABM plays
• Google’s 7–11–4 Rule (referenced conceptually)

Most ABM teams align with sales — but overlook a crucial partner: product marketing. In this punchy episode, Jim Gilkey sits down with Jordan Cullen, a marketing leader with deep B2B tech experience, to break down where the real alignment opportunities live. Jordan explains how product marketers offer hyper-targeting advantages most ABMers don’t tap — especially across industries or persona-specific offerings. He shares a dead-simple tip: show up on win-loss calls. You’ll learn what content actually helped deals close — or what gaps lost them entirely. And the best part? These insights help you sharpen your ABM plays fast. If your product suite changes by industry or persona, this is the collaboration you can’t afford to skip.

👤 Guest Bio

• Jordan Cullen is a marketing leader with nearly 20 years of experience, including over a decade in B2B tech. He’s launched products with Microsoft, Apple, Meta, and across AI-powered fintech solutions — and knows firsthand how high-performing ABM and product marketing teams win together.

📌 What We Cover

• Why ABM teams should align closely with product marketing
• How to target by persona and match the offering to that persona
• The role of win-loss analysis in improving ABM execution
• What to ask on win calls beyond product feedback
• How loss insights can guide future account engagement
• Why different verticals need different early-stage content
• A practical way to hyper-target ABM based on product suite variation

🔗 Resources Mentioned

• ScrappyABM.com/bev — sponsor link for repeatable ABM plays

The fastest way to fail in ABM? Misalignment with sales. Laura Guido knows this all too well — and in this episode, she shares how she built high-impact ABM campaigns in complex industries without getting buried in busywork. Host Jim Gilkey digs in as Laura breaks down how to keep communication sharp, tactics realistic, and sales relationships strong — even on lean teams. From mapping priorities to pitching custom plays, her strategy is simple: come prepared, ask what’s hot, and don’t be afraid to push. Whether you're just starting ABM or looking to refresh a stale sales partnership, this conversation will give you a replicable, repeatable system that actually gets results.

👤 Guest Bio

• Laura Guido is a B2B marketing leader known for building ABM programs from the ground up and driving campaign results in complex, niche industries. With deep experience partnering closely with sales on lean teams, she delivers strategy and execution that aligns to business impact — not just activity.

📌 What We Cover

• Why ABM success depends on real transparency with sales
• How to come prepared to sales syncs with questions that matter
• The must-have ABM tactic when you’re working with limited bandwidth
• How to categorize accounts into “hot” vs “not” — and what to do with each
• Why your first conversation should include disqualification criteria
• Laura’s simple “menu of plays” framework to pitch ABM internally
• The role of face-to-face meetings (and Slack DMs) in day-to-day sales alignment
• How to use Salesforce notes to start higher-value conversations

🔗 Resources Mentioned

• Scrappy ABM – ABM support for lean teams
• Laura Guido on LinkedIn
• Jim Gilkey on LinkedIn

Your webinar shouldn’t be a product pitch—it should earn trust. Jim Gilkey sits down with revenue-focused marketing strategist Stephanie Hart Harris to break down a refreshingly honest approach to ABM webinars. Stephanie shares how she built a content-driven program that generated over $1M in pipeline in just a few months, all without showcasing the product once. Instead, she made customers the hero, aligned tightly across internal teams, and turned scrappy content into a multi-channel flywheel. If you’re stuck with low-converting webinars or “awareness-only” campaigns, this episode will change your playbook. You’ll learn how to connect activities to revenue, pitch better speakers, and defy convention in the best way possible.

👤 Guest Bio

• Stephanie Hart Harris is a demand gen and content strategist who builds full-funnel marketing programs that move the revenue needle—not just generate MQLs. Her ABM playbook centers around trust, alignment, and actionable buyer insights.
• 🔗 LinkedIn
• 🌐 stephaniehartharris.com

📌 What We Cover

• Why your webinar should never be a product pitch
• How to structure content so your customer is the hero
• Turning internal research into external assets
• Aligning with CS, sales, and product teams to boost credibility
• How honest outreach landed high-profile speakers
• Using webinars as a flywheel across social, email, events, and sales
• Tracking the real impact: from $39 CPL to $1M+ pipeline
• The gut-check question every topic needs: Would I attend this as a buyer?

🔗 Resources Mentioned

• stephaniehartharris.com
• Scrappy ABM

Are your outreach messages landing — or just getting ignored? Jason Rothbart joins host Jim Gilkey to unpack how AI is flipping ABM on its head. With 25 years of experience building sales teams, Jason now leads growth at Aviso AI — where AI isn’t just a buzzword, it’s the engine behind faster deals and smarter forecasts. In this episode, Jason shares how AI can personalize messaging down to individual preferences, from analyzing company 10-Ks to understanding if a contact likes data, stories, or empathy. If your outreach still feels generic, this is your wake-up call. AI is already doing the work that once cost $25K per account — and doing it at scale. But the real power? Turning all that intelligence into action.

👤 Guest Bio

• Jason Rothbart is a seasoned growth leader with 25 years of experience building and scaling sales teams. At Aviso AI, he helps revenue leaders accelerate deals and forecast with precision — using AI to do the heavy lifting. Connect with Jason on LinkedIn.

📌 What We Cover

• Why hyper-personalized outreach is now possible — and expected
• How AI analyzes company data, job roles, and personal traits for better messaging
• What goes wrong when reps “do a little homework” but miss the mark
• Why gathering insights means nothing if you don’t act on them
• The productivity and engagement gains of AI-generated messaging at scale
• A clear call-out: if you’re not using AI in ABM, you’re probably behind
• Jason’s favorite no-sugar, high-caffeine Account-Based Beverage

🔗 Resources Mentioned

• Aviso AI
• Scrappy ABM

It doesn’t matter if you have all the ABM data in the world—if you can’t act on it, it’s useless. Jim Gilkey welcomes Kitty Solbrig, a content and strategy expert who’s been in the game since Facebook required a .edu address. Kitty breaks down how to make ABM data actually mean something—by turning raw numbers into human insights that drive better messaging, better timing, and better results. From behavior flows and scroll depth to emotional triggers and pricing page patterns, Kitty shares how to track the right signals and spot the wrong assumptions. This episode is a must-listen for any marketer stuck between good intent data and a landing page that just won’t convert.

👤 Guest Bio

• Kitty Solbrig has been mentoring and marketing since the days when Facebook required a .edu email to join. She’s a pro at crafting one-to-many messaging that lands like a one-on-one conversation—and helps sales teams move from content confusion to clarity.

📌 What We Cover

• How to spot real human intent in anonymous website data
• What behavior loops reveal about your messaging gaps
• The best way to use Google Analytics and Hotjar for ABM
• Why salespeople already know your most powerful headlines
• How to decide when to trigger human outreach
• Using AB testing to fix high bounce rates and drop-off points
• Why pricing page views often signal next-best action
• How content teams can “delete the warm-up” and start with the insight

🔗 Resources Mentioned

• Hotjar
• Google Analytics
• Scrappy ABM – Sponsor: Build repeatable ABM plays & get your favorite drink on Jim