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Content provided by Mason Cosby. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Mason Cosby or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
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Ep. 159 - ABM Audit: Helping First, Selling Second: ABM for Manufacturing Safety Solutions
Manage episode 476182230 series 3597488
Content provided by Mason Cosby. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Mason Cosby or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
In this episode of Scrappy ABM, host Mason Cosby analyzes an ABM program request from Brianna, who is targeting manufacturing companies with an industrial sports medicine solution. The episode provides practical guidance on refining ICP targeting and using trigger events to create empathetic outreach that converts to sales meetings.
Best Moments:
(00:10) Introduction to the Scrappy ABM podcast format and purpose
(00:49) Brianna's ABM challenge overview - targeting manufacturing companies with injury prevention solutions
(01:16) Why niche vertical-specific products excel with ABM programs
(01:43) Suggestions for narrowing and refining the ICP beyond "$100M+ companies"
(02:23) Using news about workplace incidents as potential triggers for outreach
(02:33) Tool recommendation: Boost Ideal for monitoring news/signals specific to target accounts
(03:31) How to approach trigger-based outreach with empathy rather than opportunism
(04:23) Building trust through providing helpful resources before pitching solutions
(05:16) Strategy for navigating empathy vs. authority in sales outreach
(05:52) Conversion math: targeting 200 accounts to achieve 15 sales meetings (7.5% conversion)
(06:58) Information about the Scrappy ABM newsletter for more weekly playbooks
166 episodes
Share
Manage episode 476182230 series 3597488
Content provided by Mason Cosby. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Mason Cosby or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
In this episode of Scrappy ABM, host Mason Cosby analyzes an ABM program request from Brianna, who is targeting manufacturing companies with an industrial sports medicine solution. The episode provides practical guidance on refining ICP targeting and using trigger events to create empathetic outreach that converts to sales meetings.
Best Moments:
(00:10) Introduction to the Scrappy ABM podcast format and purpose
(00:49) Brianna's ABM challenge overview - targeting manufacturing companies with injury prevention solutions
(01:16) Why niche vertical-specific products excel with ABM programs
(01:43) Suggestions for narrowing and refining the ICP beyond "$100M+ companies"
(02:23) Using news about workplace incidents as potential triggers for outreach
(02:33) Tool recommendation: Boost Ideal for monitoring news/signals specific to target accounts
(03:31) How to approach trigger-based outreach with empathy rather than opportunism
(04:23) Building trust through providing helpful resources before pitching solutions
(05:16) Strategy for navigating empathy vs. authority in sales outreach
(05:52) Conversion math: targeting 200 accounts to achieve 15 sales meetings (7.5% conversion)
(06:58) Information about the Scrappy ABM newsletter for more weekly playbooks
166 episodes
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Similar to Scrappy ABM
The Partnership Economy explores the power of partnerships through candid conversations and stories with industry leaders. Our hosts, David A. Yovanno, CEO and Todd Crawford, Co-founder, of impact.com, unpack the future of partnerships as a lever for scale and an opportunity to put the consumer first.
…
continue reading
Alessandro Bogliari, CEO and Co-Founder of The Influencer Marketing Factory, a global influencer marketing agency, talks with great guests about influencer marketing, social media, the creator economy, social commerce and much more.
…
continue reading
Kipp Bodnar (HubSpot’s CMO) and Kieran Flanagan (Zapier’s CMO), lead you down the rabbit hole of marketing trends, growth tactics and innovation. On the way you’ll pick up undiscovered strategies to give you that slight edge for success. These are not your typical twitter thread regurgitated marketing tactics that everyone is doing. These are new methods, with unfiltered examination of successful fresh ideas.
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continue reading
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continue reading
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continue reading
Custom Manufacturing Industry podcast is an entrepreneurship and motivational podcast on all platforms, hosted by Aaron Clippinger. Being CEO of multiple companies including the signage industry and the software industry, Aaron has over 20 years of consulting and business management. His software has grown internationally and with over a billion dollars annually going through the software. Using his Accounting degree, Aaron will be talking about his organizational ways to get things done. Hi ...
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continue reading
Welcome to the What’s Next! Podcast. I’ve met so many brilliant people as I traveled the globe and have had some fascinating conversations that I’ve wished had been recorded so I could share them with you - this podcast was a way for me to recreate those moments and let you in on some fantastic insights. My current conversations center around one objective: what's next for companies and individuals as they look to innovate and grow. I hope these conversations inspire you as much as they have ...
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