{"podcast":{"title":"Scrappy ABM","slug":"scrappy-abm-6475637","podcast_index_feed_id":6475637,"rss_url":"https://feeds.captivate.fm/scrappy-abm-pod/","website_url":"https://listen.casted.us/public/210/Scrappy-ABM-623cc20d","image_url":"https://artwork.captivate.fm/6f32aaf2-09b0-4112-90df-a58c6448fa98/Scrappy-ABM-Podcast-Cover.jpg","author":"Mason Cosby","episode_count":279,"summary":"Welcome to Scrappy ABM – your source for groundbreaking approaches to ABM that don't break the bank. ABM shouldn't cost $200K in technology to even get started. If you want to get started with ABM or make your program better without a massive budget, you're in the right place. Each week, you'll hear from some of the brightest minds in the marketing world who are redefining ABM, achieving incredible results with untraditional methods, limited resources, and a whole lot of creativity. This isn't a show about how much you can spend on fancy tech or overhyped tools. Instead, it's about celebrating creative problem-solving and the scrappiness it takes to get ABM right. We'll dive into how these marketing leaders built robust ABM strategies with limited resources, revealing the actionable insights that led to their biggest wins. So, if you're a marketer ready to challenge the status quo, or an entrepreneur looking to scale your business through efficient and effective marketing strategies, Scrappy ABM is the show for you. Get ready to discover ABM strategies that are lean, impactful, and utterly transformative. Remember, it's not about the budget, it's about the mindset. Let's get scrap…","last_synced_at":"2026-07-30T16:18:39.033748+00:00","page_url":"https://stenobird.com/podcast/scrappy-abm-6475637"},"episode":{"title":"Twenty Email Opens, Zero Replies: What That Signal Actually Means | Ep. 271","slug":"twenty-email-opens-zero-replies-what-that-signal-actually-means-ep-271","published_at":"2026-05-28T07:00:00+00:00","page_url":"https://stenobird.com/podcast/scrappy-abm-6475637/twenty-email-opens-zero-replies-what-that-signal-actually-means-ep-271","show_page_url":"https://stenobird.com/podcast/scrappy-abm-6475637","url":"https://listen.casted.us/public/210/Scrappy-ABM-623cc20d","audio_url":"https://episodes.captivate.fm/episode/bf3d138b-7247-4ab0-95ef-ba7c883e6f32.mp3","summary":"Engaged accounts that won't advance. SDRs burned too early. Twenty email opens with zero replies. This episode of Scrappy ABM pulls real Q&A from the ABM in a Day workshop and works through the questions every ABM operator hits when the playbook starts to crack. ㅤ Mason Cosby walks through why engaged accounts stall (usually because the wrong people are engaged, or nobody has quantified the cost of inaction), what signals to use when website visitor data isn't an option, and where SDRs actually fit in an account progression model. He also breaks down the minimum viable team for an ABM program, the case for content-led outbound, and how to read multiple email opens that never turn into replies. ㅤ If you've ever wondered whether your engaged accounts are actually engaged, or whether your outbound is asking for too much too early, this is the conversation. ㅤ 📌 What We Cover Why engaged accounts don't advance and the role of cost of inaction How to spot when only influencers are engaged but no budget holders are involved List-based versus signal-based triggers for B2B targeting without website visitor data Where SDRs actually belong in an account progression model (and where they don't) Why events and webinars carry weight in mid-market B2B AI software and cybersecurity The content-led outbound approach with no meeting ask The core roles every ABM program needs: strategist, content, creative, ops, execution owner, sales and CS How to read twenty to thirty email opens with no reply, and what to do next with audience expansion ㅤ 🔗 Resources Mentioned ABM in a Day workshop PLG motions for re-engaging enterprise accounts G2 review signals and third-party intent data The 4D framework: data, distribution, destination, direction ㅤ Resources: Scrappy ABM : Visit for more ABM t…","meta_description":"Engaged accounts that won't advance. SDRs burned too early. Twenty email opens with zero replies. This episode of Scrappy ABM pulls real Q&A from the…","key_points":[],"chapters":[],"topics":[],"duration_seconds":1045,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/scrappy-abm-6475637/episodes/twenty-email-opens-zero-replies-what-that-signal-actually-means-ep-271/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/scrappy-abm-6475637/twenty-email-opens-zero-replies-what-that-signal-actually-means-ep-271.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}