Are We Really Aligned? Why Visualizing Strategy Beats Talking About It (with Christina Bottis and Chris Geraci from Mural) | Ep. 178

This is a podcast episode titled, Are We Really Aligned? Why Visualizing Strategy Beats Talking About It (with Christina Bottis and Chris Geraci from Mural) | Ep. 178. The summary for this episode is: <p>Visualizing alignment is more than a buzzword—it’s a necessity in the new world of ABM. On this special Scrappy ABM panel, <a href="https://www.linkedin.com/in/masoncosby/" rel="noopener noreferrer" target="_blank">Mason Cosby</a> is joined by <a href="https://www.linkedin.com/in/christinabottis/" rel="noopener noreferrer" target="_blank">Christina Bottis</a> and <a href="https://www.linkedin.com/in/chris-geraci-21511438/" rel="noopener noreferrer" target="_blank">Chris Geraci</a> from <a href="https://mural.co" rel="noopener noreferrer" target="_blank">Mural</a> to tackle why so many marketing and sales conversations feel aligned in the room, but fall apart in execution. When remote work removes the whiteboard and hallway chats, teams risk leaving with different images in their heads—even when everyone thinks they’re “100% on the same page.”</p><p><br></p><p>Hear candid stories from the trenches: launching ABM strategies in the chaos of COVID, why PowerPoint slides aren’t enough, and how <a href="https://mural.co" rel="noopener noreferrer" target="_blank">Mural</a>’s teams now center everything on visual artifacts. <a href="https://www.linkedin.com/in/masoncosby/" rel="noopener noreferrer" target="_blank">Mason Cosby</a>, <a href="https://www.linkedin.com/in/christinabottis/" rel="noopener noreferrer" target="_blank">Christina Bottis</a>, and <a href="https://www.linkedin.com/in/chris-geraci-21511438/" rel="noopener noreferrer" target="_blank">Chris Geraci</a> dig into the hard questions—what does “alignment” look like, who actually owns which metrics, and how do you build trust when marketing’s metrics feel like “Instagram versus reality” to sales? This episode is packed with raw moments, practical rituals, and surprising truths about empathy, human connection, and why the best digital experiences are also the most human.</p><p><br></p><h3>👤 Guest Bio</h3><p><a href="https://www.linkedin.com/in/christinabottis/" rel="noopener noreferrer" target="_blank"><strong>Christina Bottis</strong></a><strong>, Chief Marketing Officer at </strong><a href="https://mural.co" rel="noopener noreferrer" target="_blank"><strong>Mural</strong></a></p><p><br></p><p>With two decades of B2B tech experience, <a href="https://www.linkedin.com/in/christinabottis/" rel="noopener noreferrer" target="_blank">Christina Bottis</a> brings a belief that ABM is just good strategy. Her hands-on marketing and sales experience shape a focus on mutual empathy and bridging the gap between digital plans and real human resonance.</p><p><a href="https://www.linkedin.com/in/chris-geraci-21511438/" rel="noopener noreferrer" target="_blank"><strong>Chris Geraci</strong></a><strong>, VP of Sales at </strong><a href="https://mural.co" rel="noopener noreferrer" target="_blank"><strong>Mural</strong></a></p><p><br></p><p><a href="https://www.linkedin.com/in/chris-geraci-21511438/" rel="noopener noreferrer" target="_blank">Chris Geraci</a> has spent 15 years in SaaS sales and leads the new land team at <a href="https://mural.co" rel="noopener noreferrer" target="_blank">Mural</a>. He brings a passion for building high-performing teams, fostering trust, and turning ABM strategies into repeatable, team-driven successes—especially when remote work challenges traditional alignment.</p><p><br></p><h3>📌 What We Cover</h3><ul><li>The danger of “alignment” as just a conversation, not a shared visual</li><li>How remote work exposed the flaws in assuming everyone is on the same page</li><li>Using visual artifacts to turn ABM strategy into a single source of truth</li><li>Translating customer journeys into actionable, co-owned plans</li><li>Weekly pipeline meetings, trust-building, and measuring what really matters</li><li>The power of empathy: seeing the world through sales and marketing eyes</li><li>Building rituals—icebreakers, honest feedback, and shared Slack channels—for stronger team culture</li><li>Co-creation: making it impossible to blame or credit just one team when you win or lose</li><li>Why B2B needs to “get creepy” about users and go beyond firmographics</li><li>Small experiments, learning from failure, and the value of repeatable motions</li></ul><p><br></p><h3>🔗 Resources Mentioned</h3><ul><li><a href="https://mural.co" rel="noopener noreferrer" target="_blank">Mural</a></li><li>"Five Dysfunctions of a Team" by Patrick Lencioni (referenced in discussion)</li><li>LUMA methods (referenced for brainstorming and refining team processes)</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>