Send us a text Carrie Kelly (CMO) led marketing programs at some insanely innovative places. Cisco, Ericsson, Nortel, CA Technologies, and now CriticalStart, a high-growth, Cybersecurity company that challenges the status quo across the managed detection and response market. Throughout her career, Carrie built global marketing campaigns and demand generation programs that have yielded millions in revenue. She kept customer acquisition costs low and steady, and growth objectives high. And yet, de...
Jun 06, 2021•45 min•Season 1Ep. 45
Send us a text When LinkedIn came out with its report in 2020 that showed that 44% of organizations are facing significant declines in responsiveness, we at Personal ABM mentioned that it was not pandemic related. COVID may have exacerbated the situation but it's because we need a new way to market and sell to prospects. Recent studies from Challenger, support the claims that Kristina Jaramillo and Eric Gruber made last year. Despite many companies rebounding in 2021 and despite sales and market...
Jun 06, 2021•54 min•Season 1Ep. 46
Send us a text In a recent PMA article, Julien Sauvage (VP of Product Marketing at Gong) mentioned that the top product marketers this year will create a strong connection with sales and measure their success in a tangible way. In many cases, at Personal ABM, we find that marketing is focused on getting accounts into the pipeline. They aren't thinking about how they can influence each part of the buyer's journey and how they can support sales. In this podcast, Julien talks to Personal ABM CEO Er...
Jun 01, 2021•43 min•Season 1Ep. 44
Send us a text At its core, Challenger is not about what you sell and market - it's about how you sell and market and the buying experience that you deliver to key accounts. It's about leading with relevant insights and leading to your solution vs. the other way around which is often the default approach that sales and marketing takes. On this podcast, Michael Randazzo, the host of "Winning the Challenger Way" joins Personal ABM President Kristina Jaramillo on the podcast to discuss: How we need...
May 24, 2021•28 min•Season 1Ep. 42
Send us a text Too often, sales and marketing have dehumanized their processes and have dehumanized their social, email, and live conversations with human buyers. Ethan Beute (Chief Evangelist at BombBomb) and Eric Gruber (CEO of Personal ABM) discuss how it's time to be more intentional and conscious about how we are reaching out to partners, customers and prospects. You'll learn: How we have dehumanized sales and marketing by system or circumstance -- and how we are dehumanizing experiences wi...
May 24, 2021•46 min•Season 1Ep. 43
Send us a text On this podcast, Jarod Greene, Highspot's VP of Product Marketing shared with Eric Gruber (CEO of Personal ABM and host of the Stop the Sales Drop Podcast ) the lessons he learned from being a math teacher on how to connect with the disconnected. As a math teacher, he needed to re-engage with students that "checked out" and give students that did not "care" about math a reason to get excited. He needed to create an environment where the students will want to learn. It's about the ...
May 17, 2021•1 hr•Season 1Ep. 41
Send us a text Vijai Shankar, VP of Product Marketing for Uniphore, says that the biggest mistake companies can make when it comes to ABM is to have demand gen and other "marketing areas" drive ABM programs. Account-based sales and marketing is a business strategy where leadership, sales, marketing and account management teams work together to get more accounts to revenue and existing accounts to greater revenue. Product marketing is the connector between the teams and ABM should be part of thei...
May 05, 2021•45 min•Season 1Ep. 40
Send us a text According to a recent PwC study, 86% of B2B buyers would rather pay more for a better experience. Inside this recent webcast and podcast, Eric Gruber (CEO of Personal ABM) speaks with Joshua Fedie from Sales Outreach on how sales and marketing teams can increase the buyer experience especially the “in-between stages” and drive greater “digital” engagement with the human buyers: How to bring the human element into your digital-first sales and marketing strategy. How sales and marke...
Apr 20, 2021•49 min•Season 1Ep. 39
Send us a text Jeff Sirkin (Sirkin Research) and Eric Gruber (Personal ABM) came together for this Stop the Sales Drop Podcast to show go-to-market teams why they are unable to drive demand and responsiveness with status quo accounts and those stuck in their buying journey. They start off the conversation talking about where content gaps exist and how most content does not support ABM, demand gen, the buyer's journey and buyer enablement. You'll learn why your prospects and customers do not see ...
Apr 11, 2021•35 min•Season 1Ep. 38
Send us a text Inside this Stop the Sales Drop Podcast episode, Eric Gruber (CEO of Personal ABM), David Crane (VP of Marketing at Intentsify), and Eric Belcher (Head of Sales at Intentsify) discuss the biggest challenge that 2/3 of organizations have after investing in Bombora, 6Sense, and other intent data platforms. This challenge is... how we can activate and leverage the data to connect with tier 1, in-market accounts -- and close them. The conversation starts off with the data that you sho...
Mar 07, 2021•43 min•Season 1Ep. 35
Send us a text Mark Stouse (technology CMO turned software CEO of Proof Analytics) recently joined Eric Gruber (CEO of Personal ABM) to discuss how sales, marketing, and account management teams need to reboot their go-to-market (GTM) programs, including who owns it. Listen to this podcast to learn: 1. Who needs to show up in the "battle" for revenue growth and how we need a one-team culture with the CEO at the helm. See how you need top-to-bottom and left-to-right alignment to achieve GTM goals...
Feb 28, 2021•59 min•Season 1Ep. 34
Send us a text Dustin Deno recently joined Kristina Jaramillo and Eric Gruber on the Stop the Sales Drop Podcast to discuss the shifts his team made in sales outreach and sales engagement last year due to C-19. In addition to finding out what worked, what didn't work and where the team remains challenged, you will also learn: The critical strategies that ShowPad is using to make every sales experience matter? How can we drive greater engagement with each social, email, and live interaction and c...
Feb 08, 2021•26 min•Season 1Ep. 31
Send us a text Vikas Bhambri (SVP of Sales and CX at Kustomer, which is being acquired by Facebook) recently joined Kristina Jaramillo to discuss how to reboot the customer experience. When you listen to this interview, you will learn why Vikas invested heavily in sales enablement as Kustomer expanded and the role it played when it came to improving the prospect and customer experience. You will also learn: * The sales process shifts that helped his sales team align with target accounts so prosp...
Feb 07, 2021•33 min•Season 1Ep. 30
Send us a text During this podcast, Cassandra Jowett (Senior Director, Marketing at Path Factory), discussed with Eric Gruber (CEO of Personal ABM and Stop the Sales Drop): 1. How content consumption changed in 2020 2. Where friction in the buying journey exists - and the content shifts we need to make 3. How does content need to evolve to support ABM, sales, and the complete buying journey...
Dec 16, 2020•40 min
Send us a text Within this recent LinkedIn Live video interview, Matt Heinz spoke with Kristina Jaramillo from Stop the Sales Drop and Personal ABM. Matt provided a sneak preview into the information he’ll be sharing during our Rebooting the Pipeline panel that will also include Scott Vaughan from Integrate and Lisa Shepherd from Mezzanine Growth. Watch this interview to learn: 1. Why many B2B firms were slow to recover from the sales drop that was created by C-19 and what changes can be made to...
Nov 09, 2020•17 min•Season 1Ep. 19
Send us a text Within this podcast episode, Kristina Jaramillo and Eric Gruber have a conversation with Deanna Ransom (Global Head of Marketing & Marketing Services for Televerde) on how marketing organizations need to be held accountable for driving revenue and business objectives. You will learn: 1. The internal "business" conversations and the reframes on how marketing should impact EBITDA that need to happen for marketing to earn its position at the table. 2. How marketing should not be ...
Oct 21, 2020•36 min•Season 1Ep. 16
Send us a text During this Stop the Sales Drop episode, James Gilbert (CMO at CRMNext) calls out how even the big players are not effectively using ABM as they are not using it as a complementary strategy. In fact, he thinks that true ABM shouldn't even be called ABM and that it should be a "company strategy" as ABM means that marketing owns most of the lift. This is why it becomes very tactical and channel-focused which only leads to account-based awareness vs. account revenue growth. Listen to...
Aug 04, 2020•44 min•Season 1Ep. 9
Send us a text During this Stop the Sales Drop podcast episode, Brandon Redlinger from Demandbase and Personal ABM CEO, Eric Gruber discuss: Why ABM programs are simply driving account-based awareness and are having little impact on pipeline performance with those that are stuck in status quo. The content that is needed to support sales in an account-based program. Personal account-based approaches that will help you deliver the relevant value that the C-suite wants. How ABM should be applied to...
Jul 26, 2020•43 min•Season 1Ep. 8
