Don’t Get Blacklisted by the C-Suite: Start Small and Come with Value (with Yadin Porter de León from Heroku) | Ep. 230

Episode notes

Scrappy ABM brings together host Mason Cosby and Yadin Porter de León , Director of Customer Stories and thought leadership over at Heroku , which is a part of Salesforce, to talk about going straight to the top of your target accounts without getting blacklisted. ㅤ Instead of getting stuck in email blasts and third-party events that promise “rubbing elbows” with executives, Yadin shares a high-level framework that starts small with relationships your own C-suite already has, then builds proof points through web stories, webinars, podcasts, and thought leadership videos. The conversation walks through going top down from your CEO and bottoms up from directors and senior managers, doing the hard “eat your vegetables” work of segmentation, and mapping LinkedIn so you make it easy for leaders to say yes. ㅤ Through stories from Angel Med Flight, JetBlue, GE Healthcare, NASA Jet Propulsion Labs, Wells Fargo, Michael Dell, and a seven-figure deal, Mason and Yadin show how time and trust, podcasts, and truly helping individuals with their own goals can turn a focused ABM program into a powerful path to the C-suite.