#238 S2 Episode 107 - How To Get Started With An ABM Strategy with Kristina Jaramillo

Sales Transformation

Leadium

Sales Tips, Sales Training, Founder Led Sales, Marketing, Selling With Video, Founder-led Sales, Sales Prospecting, Management, Sales Management, Business, Sales Advice, Daily Sales Tip, Sales Leadership, Social Selling, Collin Mitchell, Enterprise Selling, Sales Mindset, Outbound Sales, Sales Podcast, Sales

5.0 • 2.1K Ratings

🗓️ 2 February 2022

⏱️ 31 minutes

🔗️ Recording | iTunes | RSS

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Summary

In this episode of the Sales Transformation Collin podcast, Collin Mitchell talks to Kristina Jaramillo, the President and Founder of PersonalABM. Kristina talks about the primacy of Account-based Marketing (ABM), and why more sales and marketing teams should use the approach instead of the traditional methods that focus on mass messaging. One of the things that Kristina advocates is synergy between sales and marketing teams to focus on unique attributes of a set of accounts. For this to work, marketing needs to create specific and relevant content that the sales team can use to create a story, instead of just focusing on filling the pipeline. This way, sales teams can win what she refers to as “internal conversations” that the customers are having between themselves. Kristina also talks about being extra mindful when qualifying prospects to ensure that you’re giving enough attention to deals that are most likely to close and provide the best revenue sizes for the company.

Transcript

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0:00.0	Sellers are told to sell to the persona, but what if there was a better way to be
0:06.2	more authentic by personalizing the entire sales process all the way from
0:11.5	prospecting to closing.
0:13.7	Humantic AI makes this possible. You can gain personality insights that enable
0:20.1	you to sell the way your buyers want to buy. Head over to Humantic.ai to claim
0:26.4	your free trial so you can book more meetings and close more deals.
0:37.6	Buying behavior has changed. Prospects don't click on links and emails anymore
0:42.7	and they don't watch the videos you spend hours creating every week. Instead,
0:47.4	send personalized gifts and memes using video. You can quickly create engaging
0:52.2	personalized content that immediately grabs your prospect's attention, helps
0:56.8	you stand out in the inbox and does it all without forcing them to click
1:00.6	anything or go anywhere. Head over to vidu.io slash salescast to sign up for
1:07.9	free and spend less time getting your messages across and more time selling.
1:21.7	In the world of sales, you either sink, swim or break through to the next level.
1:27.2	My name is Colin Mitchell and this is sales transformation. A new kind of
1:32.2	sales show designed to bring you through the epic life-changing moments of
1:36.4	elite sellers so you can experience your own sales transformation.
1:44.6	All right, welcome to another episode of sales transformation. Today I've got
1:50.1	Christina Haramillo to that. How do I do on that?
1:55.7	It's hot me, yo, but you did. I love it. I love it. All right, I say I get like a
2:01.2	C-minus on that. We're going to. We're going to. All right. Wow, that's not bad.
2:07.0	Better than I thought I was going to do. She's the president and founder
	...

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