Show notes
Morgan sits down with Kristina Jaramillo of Personal ABM to dive into the ABM landscape and where teams do it right and do it not-so-right. They touch on where ABM fits into the go-to-market landscape, how companies mess it up, and what to start doing when rolling out ABM.Connect with Kristina JaramilloLinkedInWebsiteIn this episode, we cover:The top mistakes companies make when considering ABM (0:50)ABM is not a tech stack (3:29)Why scaling quickly is an obstacle (7:30)Benchmarks of ABM performance (9:45)Different deal sizes and its impact (12:30)Building persona knowledge (14:20)Why ABM only works with marketing & sales on the same team (17:06)How value drives ABM performance (20:00)How templates let you down (22:04)Cutting through the noise (24:45)Marketing-sourced revenue (28:30)Metrics of performance (31:00)Things to stop asking an ABM firm (33:15)Things to start asking an ABM firm (34:13)Morgan’s favorite marketing projects (35:51)Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithJoin the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.