Cele mai bune Highspots podcast-uri (2024)

1
Crown Jewel 2024 Prediction 1:00:35

8h ago1:00:35

1:00:35

De către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
Tyler Pleiss on How Movable Ink Is Moving Away From the ABM Pyramid and Toward an Account-Based GTM 38:31

2d ago38:31

38:31

Send us a text Last time on the ABM Done Right Podcast, when he was at Clari, Tyler Pleiss shared why he was taking a 1:1 ABM approach to penetrate 3 markets that were years behind when it came to RevOps. Now, Tyler is at Movable Ink and is shifting the perspective on ABM and the triangle. Listen to the podcast to see how the ABM triangle is no lon…

1
Crown Jewel Takeoff 40:29

7d ago40:29

40:29

The road to Crown Jewel is happening with Gunther vs Cody Rhodes. However, the conversation overshadows the main event with the Bloodline. Find out more with Ovi and hector. hhwshow.com.De către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
ABM Hot Takes with Lindsay Baggett 58:15

15d ago58:15

58:15

Send us a text Most of the ABM content and insights being shared on LinkedIn, on podcasts and in webinars are redundant so we challenged Lindsay Baggett (ABM leader at Tanium) to address some hot takes that others haven't thought about. The ABM hot takes that Lindsay and I talk about are: 1. Most organizations are not ABM-ready when they launch the…

1
Post Bad Blood and Road to Crown Jewels 32:11

20d ago32:11

32:11

HHWShow returns with hot topics.De către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
Jonathan Spier on Getting the Ideal Customer Profile (ICP) Right 53:07

25d ago53:07

53:07

Send us a text When you hit the core with the right content and messaging, that's when you'll see win rates jump, deal sizes go higher and the greatest lifetime value increases from your future and existing customers. But most GTM teams do not have a clear understanding of who their core is and why. Most ICPs suck as GTM teams do not dig deep enoug…

1
From ABM to ABX: A Conversation with Briana Evans at Meltwater 58:44

1M ago58:44

58:44

Send us a text Inside this ABM Done Right Podcast, Eric Gruber (CEO of Personal ABM) talks to Briana Evans (Head of Global Enterprise Marketing and ABM) about their move from ABM to ABX, During the conversation, they discussed: 1. How ABM is not about marketing ownership of accounts -- and it's not about marketing supporting sales. It's a cross fun…

1
Road to Bash in Berlin 47:42

2M ago47:42

47:42

Storylines, factions, and match cards pplus more.De către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
The Role That AI and ABM Tech Should Play in ABM 33:50

2M ago33:50

33:50

Send us a text While teams are increasing efficiency with ABM tech and AI -- sales and marketing effectiveness have not increased at the same rate. Within this podcast, Erin Mills (CMO of Quorum) and Eric Gruber (CEO of Personal ABM) discuss how we should be leveraging these technologies in the right way so GTM teams do not just see efficiency gain…

1
How UiPath Takes a 1:1 ABM Approach to Drive Longer-Term Revenue Growth 47:29

3M ago47:29

47:29

Send us a text At Personal ABM, we believe that while 1: many and 1: few are an important part of an account-based GTM - it's not ABM. In this podcast, Kristina Jaramillo, Eric Gruber and Nancy Harlan (former ABM leader at UIPath) discuss what 1:1 ABM is and how it should be used for account expansion. Nancy also talks about customer-sponsored 1:1 …

1
Aftermath of SummerSlam and to the next PLE 1:06:47

3M ago1:06:47

1:06:47

Storylines continue to build in the WWE. SummerSlam is complete and on to the next PLE, Bash in Berlin.De către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
Conversation with Edgar Baum on the Winnable, Addressable Market (WAM) 52:16

3M ago52:16

52:16

Send us a text Many GTM teams focus on their TAM and ICP but not the winnable addressable market (WAM) that provides you with the greatest revenue growth. At Personal ABM, we believe that your winnable, addressable market is: 1. The percentage of your ICP that matches a problem profile, they have a strategic priority in place and will provide you w…

1
Northeast Wrestling and SummerSlam: The Bloodline, Liv Morgan, CM Punk vs Drew McIntyre and more. 57:57

3M ago57:57

57:57

Northeast Wrestling Predictions and WWE Raw and Smackdown recap plus the takeaway on Liv Morgan.De către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
Raw & Smackdown: Road to SummerSlam 32:58

3M ago32:58

32:58

Results on Raw and Smackdown storylines.De către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
Premium Top Ten Superstars 10:39

4M ago10:39

10:39

Top Ten Superstars ranked after the Money in the Bank Premium live event.De către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
Money in the Bank Predictions 5:07

4M ago5:07

5:07

Money in the Bank Predictions on all match cards.De către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
Alex Pappas on Overhauling ABM for Riskalyze and Venafi 1:10:44

5M ago1:10:44

1:10:44

Send us a text As most ABM programs deliver minimal improvement to revenue KPIs, Eric Gruber (CEO of Personal ABM) and his guest Alex Pappas (Senior ABM Manager for Venafi) discuss how teams need to stop retrofitting ABM on top of current processes. During this podcast episode, you will hear: 1. The ABM challenges Alex faced at both Riskalyze and V…

1
Road to the Clash at the Castle 1:06:31

5M ago1:06:31

1:06:31

AJ Styles to retire? Dominik in a soap opera with two women! Match cards and possibilities on Raw and Smackdown.De către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
King and Queen of the Ring PLE reaction 12:25

5M ago12:25

12:25

De către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
This week on Raw and Smackdown 5.16 1:09:05

6M ago1:09:05

1:09:05

Who will reach the finals in the King and Queen of the ring tournament? Is Judgment day expanding? And what will happen to Dominik Mysterio? The takeaway will be on Chad Gable's leadership. Tune in to the HHWShow.De către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
Road to the King and Queen of the Ring PLE 55:32

6M ago55:32

55:32

De către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
WrestleMania XL Prediction Show 1:08:41

7M ago1:08:41

1:08:41

PredictionsDe către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
Chris Rack on How Most Intent is Nothing More Than Intent to Learn 23:27

7M ago23:27

23:27

Send us a text In this ABM Done Right Podcast, Chris Rack (CEO of MRP) mentioned that most intent is nothing more than intent to learn vs. intent to purchase. By listening to this episode, you will learn how to differentiate between the two different types of intent -- and what you need to do from an ABM standpoint based on where the buyer is in th…

1
Road tot WrestleMania & Fantasy Tournament 58:26

7M ago58:26

58:26

The Rock and Cody Rhodes are raising the bar in their storyline, plus other match cards.De către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
HHWShow with Kurt Adonis 1:08:16

8M ago1:08:16

1:08:16

Kurt Adonis is the special guest to talk about his new sports entertainment show, Wrestling with Characters.De către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
Eric Dates on Why ABM Programs Fail & the ABM Readiness That Needs to Be Completed 55:22

8M ago55:22

55:22

Send us a text Eric Dates (Head of Marketing for V Comply) recently joined Kristina Jaramillo and Eric Gruber on the ABM Done Right Podcast. They discussed: 1. Why previous ABM programs failed for Eric Dates -- and what he did differently with his most successful ABM programs. 2. The questions we should be asking internally before we even focus on …

1
WrestleMania Update, Online Bully and Mental Health 1:12:37

8M ago1:12:37

1:12:37

Update on WrestleMania match cards, fantasy tournaments, and the takeaway on Vicious Vicki.De către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
The Bloodline Counter_ Divas look-a-likes_ and WrestleMania Fantasy 1:14:05

8M ago1:14:05

1:14:05

The Road to WrestleMania - Bloodline storylines, divas picks, and fantasy tournaments.De către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
Scott Gillum on the Role of Challenger and Personality Based Marketing in ABM 46:54

8M ago46:54

46:54

Send us a text Within this podcast, Scott Gillum from Carbon Design joins Eric Gruber (Personal ABM CEO) to discuss: 1. Why Challenger sales and marketing and ABM goes hand-in-hand 2. How GTM teams can deliver messaging that resonates - This includes how we should create our POV so we can come to each interaction with a POV about the customer's bus…

1
Road to WrestleMania part 1; Fantasy Tournaments 1:08:02

8M ago1:08:02

1:08:02

Update on WrestleMania 40 match cards and possible matches to be added. Plus, the men's and women's fantasy tournament.De către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
WWE Elimination Chamber Prediction 58:48

8M ago58:48

58:48

De către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
Road to The Elimination Chamber 55:05

9M ago55:05

55:05

De către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
How Field Marketing is Leading ABM for DigiCert and How the Team is Taking a Crawl, Walk, Run Approach to Drive ABM Success 51:07

9M ago51:07

51:07

Send us a text In other ABM Done Right Podcasts, including the one with the CMO of Hushly, we talked about the state of ABM in cybersecurity and other industries that are in a crowded, undifferentiated space where transactional sales are prevalent. In this podcast with Michelle Radlowski (Senior Director, AMS & EMEA Regional Marketing and ABM at Di…

1
Royal Rumble Aftermath; Elimination Chamber, CM Punk and more 53:15

9M ago53:15

53:15

De către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
2024 Royal Rumble Prediction 42:57

9M ago42:57

42:57

2024 Royal Rumble predictions plus the fatal 4 way for the WWE Undisputed Universal ChampionshipDe către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
Raw, Smackdown, and Fantasy Royal Rumble 58:23

10M ago58:23

58:23

De către Ovi Muniz, Hector Vasquez, Frank Cuesta

1
2024 Fantasy Royal Rumble 15:54

10M ago15:54

15:54

30-man royal rumble based on the last final four from 2009-2023.De către Ovi Muniz

1
ABM Readiness: Eric Gruber and Tracy Wehringer Show How to Assess Your Content for ABM 51:45

11M ago51:45

51:45

Send us a text Most content does not support ABM nor sales and it's because most teams are skipping a very important step that must be done before you even assess your content to see what's missing. On this ABM Done Right Podcast, Tracy Wehringer (CEO and CMO at Moonshot Strategy) and Eric Gruber (CEO of Personal ABM) share the steps that teams sho…

1
Matt Brown on How to Grow Your "Best" Customers with ABM 56:51

11M ago56:51

56:51

Send us a text Matt Brown (CEO of CustomerOS) recently joined Eric Gruber (Personal ABM CEO) on the ABM Done Right Podcast to discuss how to grow your best customers and drive profitability with your next best customers to create a compounding customer growth engine. They discuss how customer success teams are still reactionary and playing defense …

1
Turning Customer Success into a Credible Business Function with ABM 49:26

11M ago49:26

49:26

Send us a text Recent ABM Done Right Podcasts have focused on using ABM to protect and expand key accounts as sales teams are struggling to bring in new business. Companies like Commvault report 8-10% drops in enterprise deals as budgets are limited or frozen. To sustain growth, companies need to protect and expand the existing revenue they do have…

1
Top 25 Customer Success Strategist on How We Should Capture Customer Stories for ABM 33:28

12M ago33:28

33:28

Send us a text Dana Alvarenga (a 2023 Top 25 Customer Success Strategist and VP of Customer Experience at SlapFive: Customer Marketing) joins Kristina Jaramillo (President of Personal ABM to discuss: 1. Why customer success teams struggle with the "why stay," "why evolve," and "why expand conversations." 2. How most customer success teams are takin…

1
How to Win More Account-Based Conversations That Win, Retain and Expand Key Accounts -- A Discussion with Doug Hutton at Corporate Visions 40:34

12M ago40:34

40:34

Send us a text At the center of each new, retention or expansion deals lies a series of struggling moments that need to be listened to, understood, catered to, reframed and solved. These are moments that most sales, marketing and customer success teams are ignoring as they focus on scaling vs. driving account-based revenue growth with the accounts …

1
Why David Sakimoto at GitLab Pushes for ABM for Customer Success 46:19

1y ago46:19

46:19

Send us a text David Sakimoto (VP of Customer Success at Gitlab) joined the ABM Done Right Podcast to discuss: 1. The state of customer success in most organizations -- what are they doing right, where are they getting it wrong, and where do challenges exist. 2. Why many customer success teams struggle to keep VP and C-suite engagement after the de…

1
Liz Ronco From Madison Logic on Why GTM Teams Do Not See Maximum Returns From Their ABM Tech Investment 43:54

1y ago43:54

43:54

Send us a text As ABM has become synonymous with ABM tech, many GTM teams are not seeing maximum returns from their ABM tech investment as they continue to struggle to move high-value accounts to revenue. Many GTM teams are seeing accounts go dark and we've been seeing reports of 10%+ drops in enterprise deals (the ones that ABM should be focused o…

1
Building a Demand Gen and ABM Powerhouse Featuring Deanna Shimota 51:46

1y ago51:46

51:46

Send us a text Despite marketers saying that spray and pray is dead, it is alive and kicking -- just in a different form as it's more targeted. Teams are still spraying messages and content out to their ICP hoping that it sticks instead of aligning with future and existing customers. There is no differentiation between a targeted demand gen motion …

1
Mandy Cole from Stage 2 Capital on How to Remove Sales Execution Risk to Win and Expand Tier 1 Accounts 49:27

1y ago49:27

49:27

Send us a text In this ABM Done Right Podcast, Mandy Cole (Partner at Stage 2 Capital) joins Kristina Jaramillo and Eric Gruber to discuss: 1. How the economy is not the main reason for why companies are seeing 10%+ drops in enterprise deals -- but instead is that GTM teams are not limiting sales execution risk. The economy is only magnifying the i…

1
A Conversation with Matt Dixon - Author of the Challenger Sale, The Challenger Customer and The Jolt Effect 49:56

1y ago49:56

49:56

Send us a text Matt Dixon (Wall Street Journal bestselling co-author of The Challenger Sale, The Effortless Experience, The Challenger Customer and The JOLT Effect, a frequent contributor to Harvard Business Review and Founding Partner at DCM Insights) recently joined Kristina Jaramillo and Eric Gruber on the ABM Done Right Podcast. During this pod…

1
It's Not Just the Customer Success Team's Fault That Key Accounts Are Churning 45:43

1y ago45:43

45:43

Send us a text Gallup studies show that 82% of B2B customers are indifferent, disengaged or actively looking to replace a vendor. Yet, many companies still put a greater emphasis on building a pipeline vs. protecting and expanding key accounts. In this podcast, customer success expert, Kristi Faltorusso, joined Kristina Jaramillo to discuss the sta…

1
Driving Stronger ARR, GRR and NRR Growth with ABM and Revenue Enablement 49:02

1y ago49:02

49:02

Send us a text As many teams struggle with driving stage progression (accounts going dark), increasing win rates and ACV (many companies are reporting 10% drops in enterprise deals), protecting and expanding key accounts (82% of b2b buyers are indifferent, disengaged or actively looking to replace a vendor), we asked Steve Richard (SVP of Revenue E…

1
Account-Based Selling and the Enablement That's Needed to Accelerate Accounts to Revenue 52:41

1y ago52:41

52:41

Send us a text As GTM teams are building pipelines with ABM but are struggling with accounts going dark (especially after sales engagement), Spencer Wixom (former SVP of Sales and Marketing and Chief Customer Officer at Challenger and current CEO at The Brooks Group) joined us on the ABM Done Right Podcast to discuss: 1. The fundamentals that's nee…

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