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Scott Barker Interviews Eric Gruber on How Most ABM Is Not Personal Enough

On this episode of Outreach’s Sales Engagement Podcast, Scott Barker and Eric Gruber discuss how most sales and marketing organizations are simply engaged in account-based awareness or account-based advertising as they lack personal relevance. This only works with the 3-10% of the market that have pre-defined needs and are already open to looking or buying. This does not work with 60% of the market that thinks they don’t need a new solution.

Listen to this podcast to learn about the personal account-based approaches that work with those that are in “pause” mode.


  1. Join our Stop the Sales Drop Community to get access to the sales engagement session Eric had with Scott Barker during our recent 5-day virtual summit.
  2. Register for our upcoming virtual LinkedIn training where we will have a LinkedIn ABM panel with Eric, Darryl Praill at VanillaSoft, Sangram Vajre at Terminus, James Gilbert at CRMNext and Lisa Dennis at ITSMA.



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