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EP 17: ABM in Action: How Supply Chain Leaders Win and Retain Big Accounts
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🎯 Account-Based Marketing Demystified: Beyond List-Based Marketing | Freight Marketing Gurus
Join host Jennie Malafarina as she sits down with Eric Gruber, CEO of Personal ABM, to unpack the true meaning of Account-Based Marketing (ABM) and why it's more than just list-based targeting. Learn how to transform your go-to-market strategy and drive significant revenue growth with your highest-value accounts.
🔍 IN THIS EPISODE: 00:00 Intro & Eric's ideal superpower 04:11 What ABM really is (and isn't) 16:35 Digital sales rooms & content strategy 28:39 Key Performance Indicators for ABM 36:00 Enterprise vs. mid-market approach 45:08 Real-world success stories 55:42 The evolution of ABM 59:36 Secret sauce reveal
💡 KEY INSIGHTS:
- Why traditional list-based marketing isn't true ABM
- How to align marketing, sales, customer success, and product teams
- Creating personalized content experiences for decision-makers
- The sequential approach: from one-to-many to one-to-one
- Measuring success beyond pipeline metrics
🎯 PERFECT FOR:
- Marketing leaders
- Sales executives
- Customer success teams
- Supply chain technology providers
- Anyone looking to grow enterprise accounts
🔗 CONNECT WITH ERIC: Website: personalabm.com LinkedIn: Find Eric and Christina Jaramillo for regular ABM insights
#AccountBasedMarketing #ABM #B2BMarketing #MarketingStrategy #FreightIndustry #SupplyChain #RevenueDevelopment
👉 Subscribe to Freight Marketing Gurus for more insights on logistics marketing strategies!
Disclaimer: Views and opinions expressed in this video are those of the speakers and do not necessarily reflect those of their respective organizations.
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