{"podcast":{"title":"C-Suite Sales & Marketing Perspectives","slug":"c-suite-sales-marketing-perspectives-6578818","podcast_index_feed_id":6578818,"rss_url":"https://feeds.captivate.fm/c-suite-marketing/","website_url":"https://contentstrategies.io/podcasts/","image_url":"https://artwork.captivate.fm/176c3e9d-eb76-45f6-99ad-b8e7815335a0/Laa_aVf0Qih7h4ORtRFrKcLP.png","author":"Steven MacDonald","episode_count":317,"summary":"Welcome to the C-Suite Sales & Marketing Perspectives podcast, a resource of the latest updates and insights in B2B growth strategies. Join us as we engage with CMOs, CEOs, and CROs at the forefront of innovation. Discover how these experts push boundaries, experiment with new approaches, and successfully implement cutting-edge strategies. Stay informed and ahead in the ever-evolving landscape of B2B sales and marketing with this show.","last_synced_at":"2026-07-18T20:19:43.721853+00:00","page_url":"https://stenobird.com/podcast/c-suite-sales-marketing-perspectives-6578818"},"episode":{"title":"ABM Reality Check: Why Conventional Approaches Fail","slug":"abm-reality-check-why-conventional-approaches-fail","published_at":"2026-05-07T16:00:00+00:00","page_url":"https://stenobird.com/podcast/c-suite-sales-marketing-perspectives-6578818/abm-reality-check-why-conventional-approaches-fail","show_page_url":"https://stenobird.com/podcast/c-suite-sales-marketing-perspectives-6578818","url":"https://contentstrategies.io/podcasts/","audio_url":"https://episodes.captivate.fm/episode/c2604c3b-0104-4265-a685-59d82a30bccb.mp3","summary":"Episode #287: Paul Gottsegen, CMO and President at ISG, explains why conventional ABM approaches often fail to create real buyer trust. He discusses conversational messaging, customer understanding, and the limits of AI-generated communication. Paul also shares why human connection and customer pain points must guide modern go-to-market execution.\\ “ABM is the most ambiguous acronym in marketing. Account-based marketing means different things to different people. It's a maze where you pick apart so many roles within the customer, losing the spark of the mission-critical pain point. If we choose marketing for a living, we need to understand the customer better than anybody else in the room. That's the core of my ABM for a client.” - Paul Gottsegen In this episode, Paul shares why many modern ABM strategies fail to create meaningful customer engagement. He explains why conversational communication, customer understanding, and authentic human connection are becoming increasingly important in a world shaped by AI-generated messaging. Paul also discusses leadership, trust, empowerment, and the evolving role of marketing inside enterprise organizations. Follow Steve MacDonald on LinkedIn Follow Paul Gottsegen on LinkedIn","meta_description":"Episode #287: Paul Gottsegen, CMO and President at ISG, explains why conventional ABM approaches often fail to create real buyer trust. He discusses conve…","key_points":[],"chapters":[],"topics":[],"duration_seconds":2113,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/c-suite-sales-marketing-perspectives-6578818/episodes/abm-reality-check-why-conventional-approaches-fail/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/c-suite-sales-marketing-perspectives-6578818/abm-reality-check-why-conventional-approaches-fail.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}