The Evolution of ABM with Jon Miller, CMO & CPO of Demandbase

Pipeline Visionaries

“The thread that runs through these best practices is this concept of account based experience. And it's a concept of really understanding where the account is in its journey and applying all that account intelligence that you have to not treat every account the same, but to really interact with them in a way that's going to be relevant and appropriate for where they are in their journey. So that's absolutely a key theme to how the best companies are doing this.” — Jon Miller

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Episode Timestamps:

*(2:05) - How Jon got started in demand gen

*(2:40) - Jon’s current role at Demandbase

*(4:10) - How COVID-19 changed demand gen

*(5:35) - The Trust Tree

*(7:20) - The different personas Demandbase is selling to

*(11:45) - Where the industry is at with ABM

*(14:05) - What the future of ABM looks like

*(18:50) - The biggest trends in demand gen

*(25:25) - The Playbook

*(28:43) - The Dust-Up

*(30:54) - Jon’s favorite past campaign he’s ever run

*(31:48) - Biggest learning experience over the years

*(33:30) - Quick hits

Sponsor

Demand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.

Links

Connect with Jon on LinkedIn

Follow Jon on Twitter

Check out Demandbase’s guides

Follow Ian on Twitter

Connect with Ian on LinkedIn

www.caspianstudios.com

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