In this 4:34 video, Emily Ferdinando defines ABM beyond targeted ads. She focuses resources on segments where value is most substantial. She explains how SDRs roll into marketing and work at a later stage of the sales cycle, focusing on intent. She highlights research-led outreach by the buying group, not high-volume dialing.
Episode #230: Emily Ferdinando, Chief Marketing Officer at Bugcrowd, explains why pipeline quality and progression outclass vanity metrics. She details how non-linear journeys demand broader influence tracking. She demonstrates that regional activities account for a quarter of closed opportunities and closes with ABM activation, shared KPIs, and content mapped to stages.
Episode #230: Emily Ferdinando, Chief Marketing Officer at Bugcrowd, explains why pipeline quality and progression outclass vanity metrics. She details how non-linear journeys demand broader influence tracking. She demonstrates that regional activities account for a quarter of closed opportunities and closes with ABM activation, shared KPIs, and content mapped to stages.
Episode #223: Patrick McGuire, Chief Revenue Officer at Kompound, unpacks a trust-first system for scaling sales. He shows how short videos, tailored one-to-one demos, and service-led follow-through turn credibility into revenue, and why involving customer success early keeps wins compounding long after the close.
Episode #223: Patrick McGuire, Chief Revenue Officer at Kompound, unpacks a trust-first system for scaling sales. He shows how short videos, tailored one-to-one demos, and service-led follow-through turn credibility into revenue, and why involving customer success early keeps wins compounding long after the close.
In this 5:41 video, Dawn Werry and Jamie Gier tackle the hidden challenge of balancing short-term demands with long-term brand and trust. They cite Forrester data showing that boardrooms rarely discuss brand, despite trust being their top strategy. They outline metrics, churn, retention, and lifetime value to quantify brand ROI. Their guidance helps leaders make trust tangible and actionable.
Episode #211: Dawn Werry, Chief Marketing and Revenue Officer & Partner at Chief Outsiders, and Jamie Gier, Chief Marketing Officer at DexCare, dissect the top challenges B2B C-suite leaders face. They reveal why internal alignment, customer understanding, and balancing short- and long-term goals matter most. They share hard-won insights on building plans to restore trust in selling. Their practical advice equips executives to drive sustainable growth.
Episode #211: Dawn Werry, Chief Marketing and Revenue Officer & Partner at Chief Outsiders, and Jamie Gier, Chief Marketing Officer at DexCare, dissect the top challenges B2B C-suite leaders face. They reveal why internal alignment, customer understanding, and balancing short- and long-term goals matter most. They share hard-won insights on building plans to restore trust in selling. Their practical advice equips executives to drive sustainable growth.
Episode #208: In this 11:38 video, Lina Tonk and Efrat Ravid explore the startling finding that over 60 percent of buyers feel deliberately misled by sellers. They explain why AI cannot replace genuine human connection and why brands must combine in-person intimacy with AI-powered listening. Their perspective offers a dual approach to rebuilding trust at scale.
Episode #208: Efrat Ravid, Chief Marketing Officer at Quantum Metric, and Lina Tonk, Chief Marketing Officer at Recurly, unpack the top three B2B growth challenges from the marketer’s face in today’s market. They reveal why internal alignment, customer voice programs, and balancing short-term versus long-term priorities fall short without trust programs. Their insights guide executives to prioritize honest conversations over generic campaigns.