Sales Pipeline Radio

This week's show is called "He Predicted Marketing Automation and ABM.  What’s Next?!" and our guest is Jon Miller, CMO at Demandbase I ask Jon how do we get beyond ABM? If this is a marketing exercise, you're neutering its impact from the beginning.  The account-based revolution isn't over.  There's a reason why everybody has adopted account-based, but traditional demand generation is fishing with a net, whereas account-based marketing is fishing with a spear.  You throw your net out, you see what you catch, you don't know what you catch versus you go after the big fish. But I've been thinking a lot about the limitations of both ABM and fishing with a spear. And partly, it just comes down to... It doesn't feel very good to get poked by a spear. I think, fundamentally the fact that with traditional ABM, we would identify the accounts we really wanted to go after, and we'd go after them, regardless of whether they were interested in hearing from us or if it was the right time. And so, you end up having th