EP. 91 - Pioneering Pipeline Growth Through Scrappy ABM Strategies | Recorded for the B2B Pipeline Pioneers Podcast

This is a podcast episode titled, EP. 91 - Pioneering Pipeline Growth Through Scrappy ABM Strategies | Recorded for the B2B Pipeline Pioneers Podcast. The summary for this episode is: <p>In this episode of <em>Scrappy ABM</em>, host <a href="https://www.linkedin.com/in/masoncosby/" rel="noopener noreferrer" target="_blank">Mason Cosby</a> dives into his effective strategies for driving pipeline through a scrappy, account-based marketing (ABM) approach. Mason breaks down how he leverages multiple channels and allocates resources to maximize impact, even in challenging market conditions.</p><p><br></p><p>============================</p><p><br></p><p><strong>Best Moments:</strong></p><p><br></p><p>(01:07) Mason reveals his three core channels for driving pipeline: LinkedIn organic posting, the Scrappy ABM podcast, and speaking at events</p><p><br></p><p>(03:55) Discussion on the impact of challenging market conditions in 2023 and the timeless value of education</p><p><br></p><p>(06:08) Mason explains how giving away valuable information for free positions his business as a trusted resource</p><p><br></p><p>(07:51) The "100 pennies" exercise: Mason allocates hypothetical resources across different go-to-market strategies</p><p><br></p><p>(15:56) Key takeaway: Prioritizing education, marketing, and customer-led approaches for scalable growth over the traditional, inefficient sales-led channels</p>