EP. 111 - Overcoming Sales and Marketing Alignment Challenges in ABM

This is a podcast episode titled, EP. 111 - Overcoming Sales and Marketing Alignment Challenges in ABM. 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> discusses the challenges of sales and marketing alignment in Account-Based Marketing (ABM) programs and provides strategies to overcome these obstacles.</p><p><br></p><p><strong>Best Moments:</strong></p><p><br></p><p>(01:42) Three main reasons for marketing and sales misalignment</p><p><br></p><p>(01:49) Historical lack of tangible pipeline delivery from marketing</p><p><br></p><p>(03:59) Compensation structures not incentivizing alignment</p><p><br></p><p>(06:47) Sales team's protective nature over pipeline and accounts</p><p><br></p><p>(09:40) Strategies for marketers to overcome alignment challenges</p><p><br></p><p>(12:38) Importance of starting small and building trust with sales teams</p><p><br></p><p>(13:26) Addressing compensation structures to drive engagement</p><p><br></p><p>(14:14) Targeting the right salespeople for ABM program involvement</p>