This is a podcast episode titled, Why the Biggest Logos Don’t Mean the Best Accounts (with Leslie Venetz) | Ep. 197. The summary for this episode is: <p>Scrappy ABM, hosted by <a href="https://www.linkedin.com/in/masoncosby/" rel="noopener noreferrer" target="_blank">Mason Cosby</a>, welcomes bestselling author <a href="https://www.linkedin.com/in/leslievenetz/" rel="noopener noreferrer" target="_blank">Leslie Venetz</a>, who wrote <em>Profit Generating Pipeline</em>. Together they break down what it really means to find and grow your most profitable customers.</p><p><br></p><p>Leslie challenges the mindset of chasing “cheapest” or “biggest” customers, showing why renewal, upsell, and long-term partnerships define true profitability. Drawing on her background in service-based and SaaS sales, she explains why sales and marketing teams must shift from quick wins to sustainable relationships.</p><p><br></p><p>This conversation covers how to fix the marketing-to-sales handoff, why MQLs often miss the mark, and what it takes to operationalize personalization at scale. With practical strategies on ICP clarity, segmentation, and industry-specific campaigns, Leslie and Mason reveal how to move from spray-and-pray tactics to revenue strategies that actually work.</p><p><br></p><h1>👤 Guest Bio</h1><p><a href="https://www.linkedin.com/in/leslievenetz/" rel="noopener noreferrer" target="_blank">Leslie Venetz</a> is the author of <em>Profit Generating Pipeline</em> and a USA Today bestselling author recognized as the 2024 Sales Innovator of the Year. With a career spanning service-based and SaaS sales, Leslie built her philosophy around full-cycle accountability, customer retention, and the belief that sellers must “earn the right” to their buyer’s attention. She shares daily insights on LinkedIn and can be found at salesledgtm.com/book.</p><p><br></p><h1>📌 What We Cover</h1><ul><li>Why “cheapest customers” are rarely the most profitable</li><li>The difference between chasing big logos and finding the right accounts</li><li>How renewal, upsell, and cross-sell drive long-term revenue</li><li>Lessons from service-based sales and full-cycle account management</li><li>Why MQL processes often break down and how to fix them</li><li>The dangers of disingenuous contact-level personalization</li><li>Leslie’s three-step approach to segmentation and value prop development</li><li>How industry-specific campaigns create credibility and trust</li><li>Why the biggest logos aren’t always the best accounts for ABM programs</li><li>The type of content sales actually needs from marketing</li></ul><p><br></p><h1>🔗 Resources Mentioned</h1><ul><li>Profit Generating Pipeline by Leslie Venetz</li><li><a href="https://www.linkedin.com/in/leslievenetz/" rel="noopener noreferrer" target="_blank">Leslie Venetz on LinkedIn</a></li><li><a href="https://scrappyabm.com" rel="noopener noreferrer" target="_blank">Scrappy ABM</a>: Visit for more ABM tips and strategies.</li><li>Connect with <a href="https://www.linkedin.com/in/masoncosby/" rel="noopener noreferrer" target="_blank">Mason on LinkedIn</a> for a conversation about ABM.</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 <em>Scrappy ABM</em> podcast for more expert discussions. Don’t forget to leave a review and share this episode with your team or fellow marketers!</p>