Building an effective account-based program brings up a lot of specific questions. On this episode of Scrappy ABM, host Mason Cosby answers the most frequent questions pulled directly from previous ABM in a Day workshops. Mason addresses exactly what re-engagement means and when accounts should cycle out of your program.

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Mason details the minimum viable tools required to run a successful strategy. He warns against buying new software before establishing a clear plan. Instead, he explains how your strategy should inform the tools you use. You only really need a CRM, a marketing automation platform, and a sales outreach tool.

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The conversation also addresses the common conflict between outbound sales outreach and marketing automation sequences. Mason explains how to turn sales into a distribution channel. This ensures target accounts get the same message across multiple channels, making your overall outreach more intentional.

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📌 What We Cover

• How the re-engagement stage targets accounts that received an offer but decided not to purchase right now.
• Why accounts that refuse to engage should cycle off your program to make room for higher propensity accounts.
• The importance of naming marketing plays clearly so salespeople understand them without needing to do research.
• The three minimum viable tools needed for success: a CRM, a marketing automation platform, and a sales outreach system.
• How to use exclusion lists to ensure target accounts receive specific, curated experiences instead of generalized marketing.
• Why identifying the exact problem your customers experience before they need your solution generates meaningful engagement.
• How small total addressable markets make account-based marketing the most logical solution for vertical SaaS companies.
• Why sending the same messaging through marketing automation and BDR outreach is highly effective for engagement.

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🔗 Resources Mentioned

• ABM in a Day Workshop: scrappyabm.com/workshop
• Tools mentioned: Factors, RB2B, Marketo
• People mentioned: Dr. Brené Brown
• Scrappy ABM: Visit for more ABM tips and strategies
• Connect with Mason on LinkedIn for a conversation about ABM

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If you enjoyed today's episode and found valuable insights for your business, be sure to subscribe to the Scrappy ABM podcast for more expert discussions. Don't forget to leave a review and share this episode with your team or fellow marketers!