EP. 84 - How to Use Event Activation to BUILD and CONVERT Pipeline w/ Mitch Speers | Recorded as a Buyer Foresight Webinar

Scrappy ABM

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://player.fm/legal.

3M ago 49:45

MP3•Episode home

In this episode of Scrappy ABM, host Mason Cosby shares groundbreaking approaches to account-based marketing (ABM) that don't break the bank. He explains how to build robust ABM strategies with limited resources, revealing the actual insights that led to his biggest wins.

=========================================

Best Moments:

(05:56) The current logic around ABM and the challenges of sending inexperienced SDRs to events.

(06:30) Defining ABM as a B2B revenue strategy that aligns the revenue team around a set of shared target accounts.

(07:05) Why events are amazing for ABM programs: they are target-rich environments.

(10:21) The "4D Framework" for building ABM programs: Data, Distribution, Destination, and Direction.

(11:18) Playbook 1: Pre-Event Outreach and Meeting Setup.

(16:50) Playbook 2: Speaking Engagements and Content Distribution.

(21:18) Playbook 3: Engaging with Event Sessions (without a speaking slot).

(30:21) Playbook 4: Leveraging Subject Matter Experts (SMEs) at Events.

(45:10) The importance of giving away expertise and building trust at events.

107 episodes

#Entrepreneur #Business #Marketing #Mason Cosby