{"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":"Why Most Startups Shouldn't Run ABM Yet | Ep. 268","slug":"why-most-startups-shouldn-t-run-abm-yet-ep-268","published_at":"2026-05-07T07:00:00+00:00","page_url":"https://stenobird.com/podcast/scrappy-abm-6475637/why-most-startups-shouldn-t-run-abm-yet-ep-268","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/ca875a52-ba73-4abe-8db3-012ccd64d341.mp3","summary":"This episode pulls a question-and-answer block from Scrappy ABM 's ABM in a Day workshop, the recurring session Mason Cosby runs every four to six weeks. Mason takes the questions that have surfaced most often across past workshops and answers them in one sitting, drawing on the patterns he sees show up across operators in the room. ㅤ The questions cover what most ABM teams hit in their first six months. When you should and shouldn't run ABM. What the LTGP-to-CAC ratio means for software companies. How to pick the next vertical without burning the program. What to do when leadership asks for accounts that don't match the data. How to hit LinkedIn's 300 matched-contact floor when your account list is small. ㅤ If you've sat in front of a half-built target account list with a CEO breathing down your neck for logos, this episode is the answers, in order. ㅤ 📌 What We Cover Why ABM doesn't work for most B2B startups without closed deals, and the one TAM exception that proves the rule How Scrappy ABM waited eighteen months to define its own ICP before launching its own ABM program The 10-to-1 LTGP-to-CAC target for software, with the math on a $20K acquisition cost against a $200K first-year contract The Remodel Health story of vertical expansion: churches to Christian schools to volunteer organizations to health networks How to handle CEO logo wishlists that don't match the data, with the \"ask behind the ask\" and shiny object syndrome Why 300 matched contacts on LinkedIn is easier to hit than most teams think once you map the full decision committee Average B2B decision committee size of 8 to 14 people, plus 20 to 30 with extended influencers ㅤ 🔗 Resources Mentioned ABM in a Day Workshop at scrappyabm.com/workshop Sybill , AI sales call analysis (referenced for the company's…","meta_description":"This episode pulls a question-and-answer block from Scrappy ABM 's ABM in a Day workshop, the recurring session Mason Cosby runs every four to six weeks.…","key_points":[],"chapters":[],"topics":[],"duration_seconds":1230,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/scrappy-abm-6475637/episodes/why-most-startups-shouldn-t-run-abm-yet-ep-268/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/why-most-startups-shouldn-t-run-abm-yet-ep-268.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}