How Brandon Salisbury Drove 456% Pipeline Growth at Tilt | Ep. 179

This is a podcast episode titled, How Brandon Salisbury Drove 456% Pipeline Growth at Tilt | Ep. 179. The summary for this episode is: <p>Practical, measurable growth—<a href="https://www.linkedin.com/in/brandon-p-salisbury/" rel="noopener noreferrer" target="_blank">Brandon Salisbury</a> joins <a href="https://www.linkedin.com/in/masoncosby/" rel="noopener noreferrer" target="_blank">Mason Cosby</a> on Scrappy ABM to share the framework behind a 456% pipeline increase and 255% revenue growth at <a href="https://www.ourtilt.com/" rel="noopener noreferrer" target="_blank">Tilt</a>. This episode is for marketers and revenue leaders who want actionable steps, not just theory.</p><p><br></p><p>Hear how <a href="https://www.linkedin.com/in/brandon-p-salisbury/" rel="noopener noreferrer" target="_blank">Brandon Salisbury</a> broke down historical data to identify segments with true product-market fit, shifted messaging from generic ROI to sharp, outcome-based content, and partnered closely with sales to make every campaign count. Brandon goes deep on targeting, channel mix, content strategy, and the lessons learned from RFIs, Gong transcripts, and buying committee insights. Whether you’re starting your first ABM program or leveling up an existing one, you’ll find candid advice on aligning teams, overcoming old mindsets, and scaling what works—without chasing vanity metrics.</p><p><br></p><h3>👤 Guest Bio</h3><p><a href="https://www.linkedin.com/in/brandon-p-salisbury/" rel="noopener noreferrer" target="_blank">Brandon Salisbury</a> brings a strong track record of delivering pipeline and revenue growth, including a 456% increase in pipeline and 255% in revenue at <a href="https://www.ourtilt.com/" rel="noopener noreferrer" target="_blank">Tilt</a>. His approach is shaped by both marketing and sales experience, with a focus on practical data, outcome-driven content, and building teams for long-term success.</p><p><br></p><h3>📌 What We Cover</h3><ul><li>How <a href="https://www.linkedin.com/in/brandon-p-salisbury/" rel="noopener noreferrer" target="_blank">Brandon Salisbury</a> partnered with sales and leadership at <a href="https://www.ourtilt.com/" rel="noopener noreferrer" target="_blank">Tilt</a> to align strategy and execution</li><li>Using deep historical data to identify real product-market fit (not just largest deals)</li><li>Segmenting by close rate, sales cycle, and conversion, not just revenue</li><li>Teaching internal champions to sell—content that directly enables the buying committee</li><li>Leveraging RFI feedback and Gong data to shape outcome-driven messaging</li><li>Why content for ABM is built for value and sales enablement, not SEO</li><li>Channel mix: LinkedIn, YouTube, paid media, email, and integrated campaigns</li><li>Measuring consumption metrics over vanity numbers; focusing on pipeline and revenue</li><li>The power of an RFP template as a content and product marketing tool</li><li>Learning from seasonality, buying behavior, and how hiring the right people is everything</li></ul><p><br></p><h3>🔗 Resources Mentioned</h3><ul><li><a href="https://www.linkedin.com/in/brandon-p-salisbury/" rel="noopener noreferrer" target="_blank">Brandon Salisbury on LinkedIn</a></li><li><a href="https://www.ourtilt.com/" rel="noopener noreferrer" target="_blank">Tilt</a> (if mentioned in the audio—hyperlink if confirmed)</li><li>Gong (referenced for sales call data)</li><li>Jobs to Be Done framework by "OIC" (referenced for messaging)</li><li>RFI &amp; RFP templates (described in content strategy)</li><li><a href="https://scrappyabm.com" rel="noopener noreferrer" target="_blank">Scrappy ABM: Visit for more ABM tips and strategies.</a></li><li><a href="https://www.linkedin.com/in/masoncosby/" rel="noopener noreferrer" target="_blank">Connect with Mason Cosby on LinkedIn for a conversation about ABM</a></li></ul><p><br></p><p>If you enjoyed today's episode and found valuable insights for your business, be sure to subscribe to the Scrappy ABM podcast for more expert discussions. Don't forget to leave a review and share this episode with your team or fellow marketers!</p>