A conversation with Vladimir Blagojević

I asked NotebookLM what’s the most value packed episode from the entire The ABM Voice Podcast channel.

It isn’t at all surprising considering Vladimir’s expertise with ABM isn’t it.

Here’s what my CEO and Vladimir talked about.

Why Focus on Relationships in ABM?

At its core, ABM is about building meaningful relationships with key decision-makers within your target accounts.

While marketing automation and targeted advertising have their place, they should complement, not replace, genuine human connection.

Action Plan: Go Beyond Automation

Vladimir recommends a blend of personalized outreach and strategic engagement tactics, including:

Peer-to-peer engagement

Encourage your sales and executive teams to connect directly with their counterparts in target accounts.

This fosters a sense of trust and camaraderie, paving the way for deeper conversations.

Content co-creation

Collaborate with your customers on valuable content, such as industry reports, webinars, or even podcasts.

This positions you as a thought leader while providing tangible value to your target accounts.

Social engagement

Actively engage with key decision-makers on social media platforms like LinkedIn. Comment on their posts, share their content, and participate in relevant discussions.

Personalization is Key, but Don't Fake It

Generic, templated outreach simply won't cut it in ABM.

True personalization requires research and a deep understanding of your target accounts' needs and pain points.

Action Plan: Deepen Your Research

Instead of relying on superficial personalization tactics, invest time in understanding your target accounts.

Dig into sales call recordings

Unearth valuable insights into the language, challenges, and priorities of your target accounts.

Leverage intent data

Identify accounts actively researching topics related to your solutions, signaling a potential opportunity for engagement.

Explore social media profiles

Uncover personal interests and professional connections that can help you tailor your outreach.

Making the Most of Limited Resources

You don't need a massive budget or sophisticated ABM platform to get started.

Focus on building a solid foundation and experimenting with different tactics to see what works best for your business.

Action Plan: Start Small and Iterate

Identify a small group of high-value target accounts

Don’t spread yourself too thin. Focus your efforts on a select group of accounts with the highest potential for revenue generation.

Leverage existing resources

HubSpot or similar CRM tools can be powerful for early-stage ABM execution.

Track your results and iterate

Continuously monitor the performance of your ABM campaigns and adjust your approach based on data and insights.

To follow more of Vladimir’s nuanced & expert takes about full funnel marketing, he’s very active on LinkedIn.

Here’s the entire episode:

If you’re short on strategy ideas, here’s a comic which you absolutely should not get inspired by: