This episode of Scrappy ABM features host Mason Cosby interviewing Tomasz Maciejewski, a LinkedIn trainer, B2B consultant, and founder of Content Way. They discuss Tomasz's podcast playbook and ABM strategy for engaging potential clients through thought leadership content.

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Best Moments:

(01:53) How Tomasz identifies his ideal customer profile and target account list

(05:22) The account progression model Tomasz uses from awareness to conversion

(10:00) Distribution channels Tomasz utilizes like LinkedIn, his podcast, email, and guest posts

(11:59) Tracking account engagement through Sales Nav and Notion to know when to follow up

(25:22) Discussion on enabling prospects to self-educate on Tomasz's services through content

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Guest Bio:

Tomasz Maciejewski is a LinkedIn trainer, B2B consultant, and founder of Content Way based in Poland. He creates thought leadership content and hosts LinkedIn meetups and podcasts to educate the Polish market about sales and marketing best practices.