How Brandon Salisbury Drove 456% Pipeline Growth at Tilt | Ep. 179

Scrappy ABM

Practical, measurable growth—Brandon Salisbury joins Mason Cosby on Scrappy ABM to share the framework behind a 456% pipeline increase and 255% revenue growth at Tilt. This episode is for marketers and revenue leaders who want actionable steps, not just theory.

Hear how Brandon Salisbury broke down historical data to identify segments with true product-market fit, shifted messaging from generic ROI to sharp, outcome-based content, and partnered closely with sales to make every campaign count. Brandon goes deep on targeting, channel mix, content strategy, and the lessons learned from RFIs, Gong transcripts, and buying committee insights. Whether you’re starting your first ABM program or leveling up an existing one, you’ll find candid advice on aligning teams, overcoming old mindsets, and scaling what works—without chasing vanity metrics.

👤 Guest Bio

Brandon Salisbury brings a strong track record of delivering pipeline and revenue growth, including a 456% increase in pipeline and 255% in revenue at Tilt. His approach is shaped by both marketing and sales experience, with a focus on practical data, outcome-driven content, and building teams for long-term success.

📌 What We Cover

• How Brandon Salisbury partnered with sales and leadership at Tilt to align strategy and execution
• Using deep historical data to identify real product-market fit (not just largest deals)
• Segmenting by close rate, sales cycle, and conversion, not just revenue
• Teaching internal champions to sell—content that directly enables the buying committee
• Leveraging RFI feedback and Gong data to shape outcome-driven messaging
• Why content for ABM is built for value and sales enablement, not SEO
• Channel mix: LinkedIn, YouTube, paid media, email, and integrated campaigns
• Measuring consumption metrics over vanity numbers; focusing on pipeline and revenue
• The power of an RFP template as a content and product marketing tool
• Learning from seasonality, buying behavior, and how hiring the right people is everything

🔗 Resources Mentioned

• Brandon Salisbury on LinkedIn
• Tilt (if mentioned in the audio—hyperlink if confirmed)
• Gong (referenced for sales call data)
• Jobs to Be Done framework by "OIC" (referenced for messaging)
• RFI & RFP templates (described in content strategy)
• Scrappy ABM: Visit for more ABM tips and strategies.
• Connect with Mason Cosby on LinkedIn for a conversation about ABM

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