Efficient sales cycles; from ABM to SDRs | Corrina Owens (Gong) and Matt Cross (Knotch)

Pros & Content Brief

Knotch에서 제공하는 콘텐츠입니다. 에피소드, 그래픽, 팟캐스트 설명을 포함한 모든 팟캐스트 콘텐츠는 Knotch 또는 해당 팟캐스트 플랫폼 파트너가 직접 업로드하고 제공합니다. 누군가가 귀하의 허락 없이 귀하의 저작물을 사용하고 있다고 생각되는 경우 여기에 설명된 절차를 따르실 수 있습니다 https://ko.player.fm/legal.

2y ago 32:17

MP3•에피소드 홈

Fetch error

Hmmm there seems to be a problem fetching this series right now. Last successful fetch was on January 11, 2024 19:25 (10M ago)

What now? This series will be checked again in the next day. If you believe it should be working, please verify the publisher's feed link below is valid and includes actual episode links. You can contact support to request the feed be immediately fetched.

As two pros who have spanned the full marketing-to-sales spectrum, Corrina Owens (ABM Manager, Gong) and Matt Cross (Growth Marketing, Knotch) discuss when, where, and how to use content strategically and efficiently to support the sales cycle.

02:03 - What is — and isn't — ABM (account-based marketing)?
05:24 - What makes for a strong marketing and sales relationship?
06:36 - Be aligned on objectives between marketing and sales. Don't create separate goals.
08:24 - How did ABM start at Gong?
12:39 - How do you know if your org is ready for ABM?
15:10 - Act as a steward of data and over-communicate findings, good and bad
16:02 - Do you create marketing programs with ABM, or switch to ABM entirely?
17:13 - Foster a flywheel of content between ABM and marketing teams
18:01 - Communication and feedback structures are keys to success.
19:13 - Understanding how content is working in the middle of the journey
21:09 - How do you identify what content is or isn't working in your ABM program?
24:39 - Content needs to hold the attention of the persona - even a CEO
32:29 - Proving the efficacy of your ABM program
35:29 - What type of content performs best within an ABM program?

Connect with Corrina Owens and Matt Cross (and Harvest Craft Chocolate )

Connect with Ellen Schwartze

Follow Knotch on LinkedIn for Q&A sessions with our guests!

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

97 에피소드

#Society #Business #Marketing #Andrew Bolton #Digital Marketing #Social Media #Content #Ellen Schwartze #Content Strategy #Content Marketing #pKnotch #Demand Generation #Growth Marketing #Performance Marketing #CMO #B2C #pAnda Gansca #B2B #Creativity