EP 17: ABM in Action: How Supply Chain Leaders Win and Retain Big Accounts

🎯 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

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Disclaimer: Views and opinions expressed in this video are those of the speakers and do not necessarily reflect those of their respective organizations.