ABM Done Right - A Personal ABM Podcast

Author: Kristina Jaramillo and Eric Gruber

As ITSMA and TechTarget report that 66% of ABM programs underperform, Kristina Jaramillo (President of Personal ABM) and Eric Gruber (CEO of Personal ABM) talk to sales and marketing leaders about what's working, what's not working, and how ABM needs to evolve. Along with account-based sales and marketing insights from Kristina and Eric, you will learn from leadership at Challenger, Demandbase, Okta, Uniphore, Alyce, Highspot, Gong, Critical Start, Longbow Advantage, Proof Analytics, Narrative Science, and many others. Come back each week for new content as we try to share new podcasts each Monday or Tuesday. This podcast is hosted by Personal ABM. You can learn more by going to PersonalABM.com
Be a guest on this podcast

Language: en-us

Genres: Business, Management, Marketing

Contact email: Get it

Feed URL: Get it

iTunes ID: Get it

Get all podcast data

Listen Now...

How ABM Equals "Almost But Meh" for Most ABM Programs
Tuesday, 21 October, 2025

Send us a textThe guest on this ABM Done Right Podcast mentioned on LinkedIn recently that in many cases ABM = Almost But Meh. 𝐆𝐨𝐢𝐧𝐠 ‘𝐚𝐥𝐥 𝐢𝐧’ 𝐨𝐧 𝐀𝐁𝐌 𝐢𝐬𝐧’𝐭 𝐫𝐢𝐬𝐤𝐲. 𝐆𝐨𝐢𝐧𝐠 𝐡𝐚𝐥𝐟𝐰𝐚𝐲 𝐢𝐬.He also said that - Most teams say they “do ABM.” What they really mean is they run a few ads to a named account list, and call it strategy. That’s not Account-Based Marketing. It's “Almost But Meh.”ABM only works if you’re all in and deeply focused. The end state is that each account becomes effectively a market of one.- Sales and marketing are aligned on the same few accounts- Content is built for specific buying committees, not just personas in theory- Every touchpoint is orchestrated Brad Fehler, Head of Growth Marketing for Prolific joined Kristina Jaramillo and Eric Gruber to discuss:1. How and why most ABM programs are almost, but meh.2: How most teams are not ABM-ready before they launch.3 How teams are using legacy frameworks and approaches that were created 22 years ago.4: How teams are trying to scale ABM (even 1:1 ABM) and failing -- and how ABM cannot be automated even though platforms like Mutiny and Tofu are talking about scaling 1:1.5. How we need to think about content when doing ABM