The Kula Ring

A podcast for manufacturing marketers

Account-Based Marketing Episodes

Episode 100

ABM Lessons from The Kula Ring’s First 100 Episodes

Featuring Jeff White and Carman Pirie, co-hosts of The Kula Ring.

To celebrate The Kula Ring’s 100th episode, co-hosts Jeff White and Carman Pirie reflect on account-based marketing insights from exceptional guests. They share lessons from Sangram Vajre, Co-Founder of Terminus, on the strategic nature of ABM; Daniel Englebretson’s 100% win rate using ABM with Phononic; and Fabio Luz’s pilot ABM campaign success at Schneider Electric.

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Episode 87

Optimizing an ABM Campaign Using Engagement Metrics

Featuring Sergio Lemus, Senior Manager, Demand Generation at Cooper Lighting Solutions

Account-Based Marketing (ABM) is designed to reach your best-fit accounts with highly focused and relevant messages. But what happens when your target accounts don’t convert on the products or actions you serve them? Sergio Lemus, Senior Manager, Demand Generation at Cooper Lighting Solutions, shares conversion challenges from the company’s first ABM campaign, and how they turned things around to benefit from 100% engagement on target accounts.

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Episode 83

How a B2B Manufacturer Pilots Success with ABM

Featuring Fabio Luz, Latin America Media Team Leader and North America Digital Media Strategist at Schneider Electric

When it comes to creating account-based marketing (ABM) campaigns, more companies are stuck in strategy mode versus putting a program into practice. Fabio Luz, Latin America Media Team Leader and North America Digital Media Strategist at Schneider Electric, shares his account-based marketing pilot process, which helped the company identify target accounts and move them down the sales pipeline.

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Episode 77

Why the Funnel is Flawed for B2B Manufacturers

Kula Ring hosts Jeff and Carman on why the inbound marketing sales funnel fails B2B manufacturers and how to humanize marketing for target accounts.

The inbound marketing sales funnel suggests there’s an unlimited amount of traffic and leads, but how does that strategy scale when you’re a manufacturer with a limited number of prospects? On The Kula Ring, Carman Pirie and Jeff W. White discuss why the funnel doesn’t work in a B2B context and how manufacturers can shift to a more human-centered approach that focuses on a small number of target accounts using a blend of campaign tactics including inbound and account-based marketing strategies.

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Episode 63

Transform Your Business With Account-Based Marketing

Featuring Sangram Vajre, Co-Founder & Chief Evangelist at Terminus

Sangram Vajre—co-founder of Terminus, the SaaS platform for account-based marketing—discusses how ABM can transform your business on The Kula Ring. Sangram is a leading mind in B2B marketing as host of the FlipMyFunnel Podcast and author of ‘Account-Based Marketing for Dummies’ and ‘B2B is ABM’. He talks with Jeff and Carman about ABM’s strategic nature and how it aligns the goals and metrics of sales and marketing.

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