ABM Done Right · 2026-03-24 · 44 min
Send us Fan Mail In this podcast episode. Eric Gruber (CEO of Personal ABM) and Pamela Velentzas (VP of Marketing at Spreedly) discuss: 1. Why does a strategic account-based enterprise sales and marketing approach require a completely different GTM than the GTM for SMB? 2. The sales/marketing foundation that needs to be built from a brand, demand, land, and expand perspective before you can effectively do ABM for the enterprise. 3. How you need to go beyond account-level intent when selling and marketing to the enterprise, and why Spreedly switched to Influ2 4. The enablement that's needed to help sales teams have the right interactions and deliver the right account experiences. Pamela shares the sales enablement processes she put into place, and then Eric talks about the deal-level content and support that will be needed as well. Because of the information Eric shared on the deal level, Pamela asked for a follow-up conversation to see how Personal ABM can potentially support the post-pipeline account experience that Spreedly wants to deliver.
ABM From a Product Marketer's Perspective - A Conversation with Rob Young72 / 100Sloan Newman on the Strategic ICP and Other ABM Hot TopicsHow to Apoproach ABM When You're in IT Services or an IntegratorHow Marketing Was a Tax at Skillsoft - and the Changes The Organization is Making to Drive Enterprise GrowthHow GTM Teams Lack Strategic Clarity, Customer Understanding and Human Interpretation That's Needed for ABM