Ep. 81 – Fixing Flawed ABM Programs and Moving Upmarket with Kristina Jaramillo - Part 1
In this episode of Selling the Cloud, Kristina Jaramillo, President of Personal ABM, joins KK Anderson to unpack why most ABM programs fall short; and what it really takes to win and expand six- to seven-figure enterprise accounts.
Kristina shares how B2B teams can go beyond persona-based playbooks…
Ep. 82 – Fixing Flawed ABM Programs and Moving Upmarket with Kristina Jaramillo - Part 2
In Part 2 of Selling the Cloud, conversation with Kristina Jaramillo, President of Personal ABM, dives deeper into how ABM becomes a true revenue engine when it’s embedded across the entire go-to-market team.
Kristina focuses on post-sale motion; how ABM supports retention and expansion, closes the…
Conversation with Icron's ABM Leader - Aura Lupascu
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On this episode, Kristina Jaramillo and Eric Gruber talk ABM with Aura Lupascu - ABM leader at the supply chain tech company, Icron.
When you listen to this episode, you'll learn:
1. The collaboration with sales that is needed to drive revenue growth with ABM --- and how ABM can…
Challenging Demandbase's CEO on His Thoughts on Buyer Group Marketing
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A couple of months ago, Gabe Rogl, the CEO of Demandbase, posted:
BGM, or Buying Group Marketing, is the new ABM. Yes, ABM was named wrong in the first place. It should have been account-based go-to market, or account-based experience. But it's because it's just not a marketing th…
Andy Monahan and Personal ABM Talks About Buyer-Led ABM, ICP, Fit and Readiness
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Everyone makes ABM about accounts - and better account targeting. But ABM is not really about accounts. It's about the buyers inside the accounts you want to land and expand. It's about improving the interactions you have with these buyers and the account experiences you deliver to…
Target Fewer, Win Bigger: The Strategic Account Method | TFOS E22
If your “ABM” is just targeted demand gen, you’re leaving revenue on the table. Kristina Jaramillo breaks down a true account-based approach—a cross-functional, revenue-owned motion that prioritizes stage progression, win rates, deal size, expansion, and churn reduction. We cover building predictiv…
How ABM Equals "Almost But Meh" for Most ABM Programs
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The guest on this ABM Done Right Podcast mentioned on LinkedIn recently that in many cases ABM = Almost But Meh. 𝐆𝐨𝐢𝐧𝐠 ‘𝐚𝐥𝐥 𝐢𝐧’ 𝐨𝐧 𝐀𝐁𝐌 𝐢𝐬𝐧’𝐭 𝐫𝐢𝐬𝐤𝐲. 𝐆𝐨𝐢𝐧𝐠 𝐡𝐚𝐥𝐟𝐰𝐚𝐲 𝐢𝐬.He also said that - Most teams say they “do ABM.” What they really mean is they run a few ads to a named account list…
Episode 94: BD DOJO...Debating ABM versus CBM with Kristina Jaramillo, CEO of Personal ABM
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Episode 148: Getting ABM Right: From Intent Signals to True Account-Based Revenue
Most “ABM programs” are just dressed-up demand gen with expensive tech on top. Lots of activity, lots of pipeline… and not nearly enough revenue.
In this episode, Jorge Soto sits down with Kristina Jaramillo (President of Personal ABM) to break down what real account-based go-to-market looks like …
#StartupUnedited Episode 84: Why ABM Breaks Down - and How to Rebuild It Around Revenue
Most teams don’t fail at ABM because they lack tools - they fail because they skip the strategy.In this episode of #StartupsUnedited, Jorge Soto sits down with Kristina Jaramillo, President of Personal ABM, for a deep, practical conversation on what real account-based go-to-market looks like when i…
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