Account-based marketing is a marketing discipline that, at first glance, sounds like the perfect strategy for any company with a long sales cycle and complex business proposition. As with so many marketing strategies, much of the disciplined work involved with rolling ABM out successfully is foundational and un-sexy. Gary Morris, CEO of Successful Channels knows that pain and has codified a great way to approach implementing account-based marketing within an organization.

Gary is a career senior marketing/business executive, entrepreneur, and thought-leader with deep expertise in automated marketing technology, channel strategy, and business innovation strategy. He has recently built three startups from the ground up on his path to leading Successful Channels Inc. and previously held several executive corporate marketing roles in global corporations. (In this episode, he also helps Steven to step up his vocabulary game!)