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

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.

Om Podcasten

Welcome to Scrappy ABM – your source for groundbreaking approaches to ABM that don't break the bank. ABM shouldn't cost $200K in technology to even get started. If you want to get started with ABM or make your program better without a massive budget, you're in the right place.Each week, you'll hear from some of the brightest minds in the marketing world who are redefining ABM, achieving incredible results with untraditional methods, limited resources, and a whole lot of creativity.This isn't a show about how much you can spend on fancy tech or overhyped tools. Instead, it's about celebrating creative problem-solving and the scrappiness it takes to get ABM right. We'll dive into how these marketing leaders built robust ABM strategies with limited resources, revealing the actionable insights that led to their biggest wins.So, if you're a marketer ready to challenge the status quo, or an entrepreneur looking to scale your business through efficient and effective marketing strategies, Scrappy ABM is the show for you.Get ready to discover ABM strategies that are lean, impactful, and utterly transformative. Remember, it's not about the budget, it's about the mindset. Let's get scrappy!