The fastest way to fail in ABM? Misalignment with sales. Laura Guido knows this all too well — and in this episode, she shares how she built high-impact ABM campaigns in complex industries without getting buried in busywork. Host Jim Gilkey digs in as Laura breaks down how to keep communication sharp, tactics realistic, and sales relationships strong — even on lean teams. From mapping priorities to pitching custom plays, her strategy is simple: come prepared, ask what’s hot, and don’t be afraid to push. Whether you're just starting ABM or looking to refresh a stale sales partnership, this conversation will give you a replicable, repeatable system that actually gets results.👤 Guest BioLaura Guido is a B2B marketing leader known for building ABM programs from the ground up and driving campaign results in complex, niche industries. With deep experience partnering closely with sales on lean teams, she delivers strategy and execution that aligns to business impact — not just activity.📌 What We CoverWhy ABM success depends on real transparency with salesHow to come prepared to sales syncs with questions that matterThe must-have ABM tactic when you’re working with limited bandwidthHow to categorize accounts into “hot” vs “not” — and what to do with eachWhy your first conversation should include disqualification criteriaLaura’s simple “menu of plays” framework to pitch ABM internallyThe role of face-to-face meetings (and Slack DMs) in day-to-day sales alignmentHow to use Salesforce notes to start higher-value conversations🔗 Resources MentionedScrappy ABM – ABM support for lean teamsLaura Guido on LinkedInJim Gilkey on LinkedIn

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