S02E02: In Conversation with Jim Gilkey, host of the Account Based Beverages podcast

SHOW PROFILE

Welcome to the ABM Voice podcast where we interview leading B2B sales & marketing experts about their ideas, best practices, & the latest trends that can help you in your ABM journey.

GUEST PROFILE

Jolie Shapiro's insightful career journey & innovative marketing strategies provide valuable insights into the dynamic realm of B2B marketing, showcasing the intersection of creativity, technology, & community building. 

With an eye on the future, Caspian Studios, under Jolie's leadership, positions itself for deeper data analytics & optimization, recognizing the evolving role of ABM tech in streamlining processes while maintaining a human touch in personalized engagement.

• Linkedin Profile
• Company Website

HOST PROFILE

Arun Gopalaswami, an ABM Evangelist, is the CEO of Recotap - a personalization-focused ABM product. Recotap, being an AI-powered Account-based Marketing platform, helps marketers to programmatically reach high-value Accounts, at scale, using the power of data &personalization. It has been purpose-built for B2B companies to boost their marketing effectiveness by 2X.

Previously, He had co-founded a for-profit social enterprise brand - MarketStreat - to facilitate direct market access to micro & small business owners using technology & digital interventions.

In his previous stints at corporate enterprises, he has worked extensively in identifying &delivering business values to his clients, including several Fortune 100 companies, in the Telecom, Banking, &Service industry verticals.

He is very happy to connect with like-minded folks who are interested in ABM & B2B marketing.

You can connect or follow his LinkedIn profile or even get in touch with him through Recotap.

• LinkedIn
• Company Website

KEY TAKEAWAYS

• Evolution of demand gen, shifts from blogging & SEO to a focus on dark social, community-building & co-marketing initiatives.
• Demand creation involves engaging the 95% of prospects not currently in the market by creating brand awareness & interest.
• Demand gen is more MQL-focused, emphasizing lead capture through various channels.
• Intersection of demand creation, demand gen, & ABM, with Caspian using podcasts & webinars for demand creation &d ABM.
• Retargeting, newsletters, & webinars used for nurturing prospects in the middle to bottom of the funnel.
• Gift campaigns, CEO engagement on LinkedIn, & personalized interventions are employed to accelerate pipeline movement.
• Their podcast features discussions on B2B content marketing using pop culture references, appealing to specific personas in their ideal customer profile (ICP).
• Sales handoff occurs primarily for inbound leads & those engaged through podcasts, focusing on gold, silver, & bronze ICP segments.
• Actively building infrastructure in Salesforce to improve data analytics, measure impact, & optimize performance.
• Jolie's dashboard reflects the diverse lead sources, & the team is working on connecting data points to measure account engagement, meetings booked, revenue, &other key metrics.
• Role of ABM tech, noting the importance of automation & tools in enhancing the efficiency of ABM strategies.

Have any feedback? Write to us at podcast@recotap.com

Post-Production: Kelkoo Productions. (kelkoo.productions@gmail.com)

SHOW PROFILE

Welcome to the ABM Voice podcast where we interview leading B2B sales and marketing experts about their ideas, best practices, and the latest trends that can help you in your ABM journey.

GUEST PROFILE

Davis is a key figure at ForgeX, a company specializing in demystifying ABM and aiding the implementation and scaling of companies across different scales. Leveraging his background and insights, Davis contributes significantly to the development of ABM practices and frameworks.

Davis Potter has dedicated his entire career to the field of Account-Based Marketing (ABM). His extensive experience includes launching, scaling, and optimizing ABM programs across organizations of various sizes, from hyper-growth VC-backed startups to midsize enterprises with thousands of employees and the world's most renowned large corporations.

• Linkedin Profile: https://www.linkedin.com/in/davispotter62/
• Company Website: https://www.forgex.ai/

HOST PROFILE

Arun Gopalaswami, an ABM Evangelist, is the CEO of Recotap - a personalization-focused ABM product. Recotap, being an AI-powered Account-based Marketing platform, helps marketers to programmatically reach high-value Accounts, at scale, using the power of data and personalization. It has been purpose-built for B2B companies to boost their marketing effectiveness by 2X.

Previously, He had co-founded a for-profit social enterprise brand - MarketStreat - to facilitate direct market access to micro & small business owners using technology & digital interventions.

In his previous stints at corporate enterprises, he has worked extensively in identifying and delivering business values to his clients, including several Fortune 100 companies, in the Telecom, Banking, and Service industry verticals.

He is very happy to connect with like-minded folks who are interested in ABM and B2B marketing.

You can connect or follow his LinkedIn profile or even get in touch with him through Recotap.

• LinkedIn: https://linkedin.com/in/arung
• Company Website: https://www.recotap.com

KEY TAKEAWAYS

• Frameworks Discussed: Growth ABM and Enterprise ABM
• ForgeX offers ABM Certifications & ABM Advisory Services
• Holistic Approach and Market Trends
• Resource Considerations for Growth ABM
• Discussed Tactical Examples Across Tiers
• Importance of Personalization
• Tiered Approach in ABM:
• Transition from Acquisition to Acceleration
• Building Target Account List
• Strategic Fit and Risk Mitigation
• Data-Driven Exercise and Partnership

Join us as we dive deep into Account-Based Marketing (ABM) Frameworks, Certifications, and Collaborative Success with Davis Potter of ForgeX.

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Have any feedback? Write to us at podcast@recotap.com

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Post-Production:

Kelkoo Productions. (kelkoo.productions@gmail.com)

Audio Credits:

Space by Music Unlimited
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SHOW PROFILE

Welcome to the ABM Voice podcast where we interview leading B2B sales and marketing experts about their ideas, best practices, and the latest trends that can help you in your ABM journey.

GUEST PROFILE

Tania Saez is a marketing consultant specializing in demand generation, GDM strategy, content strategy, and ABM. She is based in Spain, working with clients in Europe (mostly France) and the US. She has worked in different sectors that include SAAS, FinTech, Blockchain, AI, FoogTech and E-Commerce.

Her achievements include launching 50 new products in 30 new countries, managing growth hack for 2 high growth startups in European and American markets, and she has launched her own e-commerce startup, 80Days that received international media and magazines coverage and reached scalability.

She has a penchant for learning new tools, frameworks and strategies, and networking with other professionals from whom she believes she can learn a lot.

• Linkedin Profile: https://www.linkedin.com/in/taniasaezf/
• Email Address: tsaezgrowth@gmail.com

HOST PROFILE

Arun Gopalaswami, an ABM Evangelist, is the CEO of Recotap - a personalization-focused ABM product. Recotap, being an AI-powered Account-based Marketing platform, helps marketers to programmatically reach high-value Accounts, at scale, using the power of data and personalization. It has been purpose-built for B2B companies to boost their marketing effectiveness by 2X.

Previously, He had co-founded a for-profit social enterprise brand - MarketStreat - to facilitate direct market access to micro & small business owners using technology & digital interventions.

In his previous stints at corporate enterprises, he has worked extensively in identifying and delivering business values to his clients, including several Fortune 100 companies, in the Telecom, Banking, and Service industry verticals.

He is very happy to connect with like-minded folks who are interested in ABM and B2B marketing.

You can connect or follow his LinkedIn profile or even get in touch with him through Recotap.

• LinkedIn: https://linkedin.com/in/arung
• Company Website: https://www.recotap.com

KEY TAKEAWAYS

• Shifting from Leads to Revenue: The Evolution of ABM
• ABM Mindset: Patience, Holistic Views, and Strategic Laser-Cutting
• Execution Challenges: Tania's Global Perspective from Spain to the US
• Winning Executive Buy-In: Overcoming the Time-Intensive Nature of ABM
• Startup Success: Direct Mail and Personalized Gifts in ABM Campaigns
• ABM on a Budget: Human Elements Over Technology
• Is ABM Right for You? Assessing Readiness and Strategy Diagnosis
• External Influence: The Consultant Advantage in Driving Change
• Team Buy-In and Resistance: Gradual Changes and External Perspectives
• Overcoming ABM Execution Challenges: Market Knowledge, Content Creation, and Strategic Assets
• Validating ICP and Targeting: Avoiding Assumptions for Effective ABM Campaigns

Join us as we dive deep into Account-Based Marketing (ABM) strategies with Tania Saiz, exploring the mindset shifts, execution challenges, and successful strategies that lead to revenue-driven success.

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Have any feedback? Write to us at podcast@recotap.com

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Post-Production: Kelkoo Productions. (kelkoo.productions@gmail.com)

Audio Credits: Space by Music Unlimited

SHOW PROFILE

Welcome to the ABM Voice podcast where we interview leading B2B sales and marketing experts about their ideas, best practices, and the latest trends that can help you in your ABM journey.

GUEST PROFILE

Amber Bogie, Senior Director of Global Demand Generation at ReachDesk where she is responsible for strategizing, building, and leading Reachdesk’s global Demand Engine. She focuses on improving the demand generation engine and building an ABM strategy.

Amber became an accidental marketer by providing feedback on a website as a customer success representative. Despite lacking experience, her insights impressed the director of marketing, leading to a shift into marketing.

Amber's career includes roles in event planning and program management before entering the software industry.   The pivotal shift occurred in her first software company, where she delved into ABM and witnessed its strategic impact.

• Linkedin Profile: https://www.linkedin.com/in/amber-bogie
• Company Website: https://reachdesk.com/

HOST PROFILE

Arun Gopalaswami, an ABM Evangelist, is the CEO of Recotap - a personalization-focused ABM product. Recotap, being an AI-powered Account-based Marketing platform, helps marketers to programmatically reach high-value Accounts, at scale, using the power of data and personalization. It has been purpose-built for B2B companies to boost their marketing effectiveness by 2X.

Previously, He had co-founded a for-profit social enterprise brand - MarketStreat - to facilitate direct market access to micro & small business owners using technology & digital interventions.

In his previous stints at corporate enterprises, he has worked extensively in identifying and delivering business values to his clients, including several Fortune 100 companies, in the Telecom, Banking, and Service industry verticals.

He is very happy to connect with like-minded folks who are interested in ABM and B2B marketing.

You can connect or follow his LinkedIn profile or even get in touch with him through Recotap.

• LinkedIn: https://linkedin.com/in/arung
• Company Website: https://www.recotap.com

KEY TAKEAWAYS

• Introduction to "All Bound" and "All Bound Engagement”
• Strategic Thinking in Marketing
• Full Funnel ABM
• Challenges in Approaching ABM
• Coexistence of Demand Gen and ABM
• Gradual Transition to ABM
• Planning and Prioritization
• Effective Communication and Collaboration
• Learning from Others
• Global ABM Community
• Continuous Progress
• Avoid Overthinking Content for ABM
• Encourage Cross-Functional Alignment
• Say No When Necessary
• ABM is a Team Effort
• Connect on LinkedIn

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Have any feedback? Write to us at podcast@recotap.com

………………………………………………….………………

Post-Production:

Kelkoo Productions. (kelkoo.productions@gmail.com)

Audio Credits:

Space by Music Unlimited
____________________________________________

SHOW PROFILE

Welcome to the ABM Voice podcast where we interview leading B2B sales and marketing experts about their ideas, best practices, and the latest trends that can help you in your ABM journey.

GUEST PROFILE

Amber Bogie, Senior Director of Global Demand Generation at ReachDesk where she is responsible for strategizing, building, and leading Reachdesk’s global Demand Engine. She focuses on improving the demand generation engine and building an ABM strategy.

Amber became an accidental marketer by providing feedback on a website as a customer success representative. Despite lacking experience, her insights impressed the director of marketing, leading to a shift into marketing.

Amber's career includes roles in event planning and program management before entering the software industry.   The pivotal shift occurred in her first software company, where she delved into ABM and witnessed its strategic impact.

• Linkedin Profile: https://www.linkedin.com/in/amber-bogie
• Company Website: https://reachdesk.com/

HOST PROFILE

Arun Gopalaswami, an ABM Evangelist, is the CEO of Recotap - a personalization-focused ABM product. Recotap, being an AI-powered Account-based Marketing platform, helps marketers to programmatically reach high-value Accounts, at scale, using the power of data and personalization. It has been purpose-built for B2B companies to boost their marketing effectiveness by 2X.

Previously, He had co-founded a for-profit social enterprise brand - MarketStreat - to facilitate direct market access to micro & small business owners using technology & digital interventions.

In his previous stints at corporate enterprises, he has worked extensively in identifying and delivering business values to his clients, including several Fortune 100 companies, in the Telecom, Banking, and Service industry verticals.

He is very happy to connect with like-minded folks who are interested in ABM and B2B marketing.

You can connect or follow his LinkedIn profile or even get in touch with him through Recotap.

• LinkedIn: https://linkedin.com/in/arung
• Company Website: https://www.recotap.com

KEY TAKEAWAYS

• Introduction to "All Bound" and "All Bound Engagement”
• Strategic Thinking in Marketing
• Full Funnel ABM
• Challenges in Approaching ABM
• Coexistence of Demand Gen and ABM
• Gradual Transition to ABM
• Planning and Prioritization
• Effective Communication and Collaboration
• Learning from Others
• Global ABM Community
• Continuous Progress
• Avoid Overthinking Content for ABM
• Encourage Cross-Functional Alignment
• Say No When Necessary
• ABM is a Team Effort
• Connect on LinkedIn

Show Profile

Welcome to the ABM Voice podcast where we interview leading B2B sales and marketing experts about their ideas, best practices, and the latest trends that can help you in your ABM journey.  

Guest Profile

Mark Ogne is a B2B marketing expert and a growth catalyst for emerging and established businesses. He is also the founder of ABM Consortium, an advisory and consulting organization that helps B2B marketers achieve success with account-based marketing (ABM) best practices. He also served as the CMO of MRP, a leading provider of B2B martech and ad tech solutions.  He has also been recognized for his thought leadership as a contributor to the bestselling book "The Social Employee," a winner of the 2015 "Top 50 Twitter EmployeeSEAL" award.  

Linkedin:  https://www.linkedin.com/in/markogne/ 

Company Website:  https://www.accountbased.marketing/  

Host Profile

Arun Gopalaswami, an ABM Evangelist, is the CEO of Recotap - a personalization-focused ABM product. Recotap, being an AI-powered Account-based Marketing platform, helps marketers to programmatically reach high-value Accounts, at scale, using the power of data and personalization. It has been purpose-built for B2B companies to boost their marketing effectiveness by 2X.  

Previously, He had co-founded a for-profit social enterprise brand - MarketStreat - to facilitate direct market access to micro & small business owners using technology & digital interventions.  

In his previous stints at corporate enterprises, he has worked extensively in identifying and delivering business values to his clients, including several Fortune 100 companies, in the Telecom, Banking, and Service industry verticals.  

He is very happy to connect with like-minded folks who are interested in ABM and B2B marketing. 

You can connect or follow his LinkedIn profile or even get in touch with him through Recotap.  

LinkedIn: https://linkedin.com/in/arung 

Company Website: https://www.recotap.com

Key Takeaways:

1. ABM Strategies and Research

2. Continuous Improvement and Challenges

3. Customer Portfolio Analysis and Targeting

4. Understanding Bad Revenue Deals

5. Customer Acquisition Process and Targeting

6. Determining the Right Accounts and ABM Playbook

7. Challenges and Success in ABM

8. Advice for Aspiring Marketers

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Have any feedback? 

Write to us at podcast@recotap.com   ………………………………………………….……………… 

Post-Production:  Kelkoo Productions. (kelkoo.productions@gmail.com)    Audio Credits:  Space by Music Unlimited

Show Profile 

Welcome to the ABM Voice podcast where we interview leading B2B sales and marketing experts about their ideas, best practices, and the latest trends that can help you in your ABM journey.  

Guest Profile: 

Adam Turinas is the CEO and founder of Health Launchpad, a marketing consulting firm based in Austin, Texas, specializing in helping health tech firms implement Account-Based Marketing (ABM) strategies to improve results. Adam's background is primarily in marketing, particularly in B2B technology and he ventured into healthcare due to the need for better communication between doctors and hospitals.  He and his team developed a healthcare communication application, successfully selling it to numerous hospitals and healthcare systems, eventually leading to the creation of Unify Health. Later, founded Health Launchpad, focusing on ABM for healthcare technology companies targeting hospitals.   He is the author of the book ‘Total Customer Growth’ where he talks about ABM and answers the questions related to it.   

Linkedin:  https://www.linkedin.com/in/adamturinas/ 

Company Website:  https://healthlaunchpad.com/ 

Email Address: adam@healthlaunchpad.com 

His book “Total Customer Growth”

Host Profile: 

Arun Gopalaswami, an ABM Evangelist, is the CEO of Recotap - a personalization-focused ABM product. Recotap, being an AI-powered Account-based Marketing platform, helps marketers to programmatically reach high-value Accounts, at scale, using the power of data and personalization. It has been purpose-built for B2B companies to boost their marketing effectiveness by 2X.  

Previously, He had co-founded a for-profit social enterprise brand - MarketStreat - to facilitate direct market access to micro & small business owners using technology & digital interventions.  

In his previous stints at corporate enterprises, he has worked extensively in identifying and delivering business values to his clients, including several Fortune 100 companies, in the Telecom, Banking, and Service industry verticals.  

He is very happy to connect with like-minded folks who are interested in ABM and B2B marketing. You can connect or follow his LinkedIn profile or even get in touch with him through Recotap.  

LinkedIn: https://linkedin.com/in/arung 

Company Website: https://www.recotap.com

Key Takeaways 

1. Challenges in Healthcare Marketing

2. Physician-Hospital Relationship

3. Implementing ABM in Healthcare

4. Vertical Focus and Total Customer Growth

5. Identifying In-Market Accounts

6. Introduction to FinTech and Target Audience 

7. Audience Engagement in Healthcare

8. Client Acquisition Process

9. Buyer Journey Development

10. Sales Cycle and Engaging Prospects

 11. ABM Tools and Effectiveness

12. Incorporating SDRs in ABM

13. Social Selling and Best Practices

14. Making the Ask

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Have any feedback? 

Write to us at podcast@recotap.com   ………………………………………………….……………… 

Post-Production:  Kelkoo Productions. (kelkoo.productions@gmail.com)    Audio Credits:  Space by Music Unlimited

Welcome to another exciting episode of the ABM Voice podcast. Join your host, Arun Gopalaswami (CEO of Recotap), as he interviews leading B2B sales and marketing experts to bring their ideas, best practices, and the latest trends to help you excel in your role.  

In this episode, Arun interviews Vladimir Blagojević, co-founder of Full Funnel.io and a well-known figure in the ABM community. Vladimir (Vlad) discusses the current state of ABM in the market and shares successful strategies and best practices he has implemented with his clients.  

You can learn more about Vlad by checking out his LinkedIn profile or his company website. You can subscribe to their newsletter here.  

Tune in and listen to this episode and do give us your feedback at the podcast service of your choice or mail us at podcast@recotap.com.  

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Credits  

Host: ⁠Arun Gopalaswami⁠, CEO & Co-Founder of Recotap and an ABM Evangelist.  

Post-Production: Kelkoo Productions. (kelkoo.productions@gmail.com)  

You can email us at podcast@recotap.com  

Audio Credits: 

Intro Music:  Space by Music Unlimited 

Welcome to another exciting episode of the ABM Voice podcast where we interview the leading B2B sales and marketing experts to bring their ideas, best practices, and the latest trends to help you excel in your role.  

In this episode, Abhishek Ekbote, Marketing Head of Recotap, speaks with Sanjay Shah of Visionary Digital Studios.  Sanjay and his team digitize B2B sales processes with strategic videos & digital sales content.  

You can learn more about Sanjay by checking out his LinkedIn profile or company website.  

Tune in and listen to this episode and do give us your feedback at the podcast service of your choice or mail us at podcast@recotap.com.  

You can share the link provided with your peers and share the knowledge of how ABM is one of the most effective B2B marketing strategies.  

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Credits  

Host: Abhishek Ekbote, Head of Marketing at Recotap.  

Post-Production: Kelkoo Productions. (kelkoo.productions@gmail.com)  

You can email us at podcast@recotap.com  

Audio Credits: 

Intro Music:  Space by Music Unlimited 

Welcome to another exciting episode of the ABM Voice podcast. Join your host, Arun Gopalaswami (CEO of Recotap), as he interviews leading B2B sales and marketing experts to bring their ideas, best practices, and the latest trends to help you excel in your role.  

In this episode, Arun speaks with Daniel Zsolt Renyi, Founder of  Klear B2B -  a growth partner who understands your business and market, and performs all three functions: consulting, execution, and training – a.k.a. knowledge transfer, in turn, helping you build a core internal growth team.  

You can learn more about Ryan by checking out his LinkedIn profile or company website.  

Tune in and listen to this episode and do give us your feedback at the podcast service of your choice or mail us at podcast@recotap.com.  You can share the link with your peers and share the knowledge of how ABM is one of the most effective B2B marketing strategies. 

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Credits  

Host: ⁠Arun Gopalaswami⁠, CEO & Co-Founder of Recotap, and an ABM Evangelist.  

Post-Production: Kelkoo Productions. (kelkoo.productions@gmail.com)  

You can email us at podcast@recotap.com  

Audio Credits: 

Intro Music:  Space by Music Unlimited