Explaining the prediction and arrival of the ABM wave
Sales Pipeline Radio
English - January 25, 2017 19:26 - 26 minutes - 18 MB - ★★★★ - 16 ratingsMarketing Business Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Previous Episode: Discover fundamental metrics to understand pipeline health.
Next Episode: Marketing Trends and Getting Started in ABM in 2017
Our guest is Jon Miller, CEO and Co-Founder of Engagio. Here are some of the questions Matt covers:
When did you see the ABM wave coming? At what point did you start to realize that lead-based wasn’t going to cut it anymore?
One of my biggest concerns with the term ABM is the “marketing” part of it, but “everything” feels to broad. How do you think about that?
Culture is a big part of making ABM work internally. How do you encourage people to make the right internal moves to be successful with ABM?
This isn’t all-or-nothing right? How does ABM integrate with other key marketing priorities moving forward?
About our guest: Jon Miller
Jon is a marketing entrepreneur and thought leader. He is currently the CEO and co-founder of Engagio, an account-centric platform to orchestrate and measure Account Based Marketing and Sales Development efforts at named accounts. Previously, Jon was a co-founder at Marketo (Nasdaq:MKTO), a leader in marketing automation.
Marketing technology innovator, with previous leadership roles at Epiphany and Xchange, plus board/advisory roles at Scripted, Newscred, and Optimizely.