Ep. 170 - Lost on Where to Start with ABM?

Scrappy ABM

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3d ago 53:44

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In this episode of Scrappy ABM, Mason Cosby shares a special session pulled from a recent webinar. It’s a hands-on, highly tactical walkthrough of how to launch a closed lost ABM program—with real playbooks, tested frameworks, and a focus on what’s actually changed since the opportunity was marked “closed lost.”

Mason lays out why these lost opportunities are your highest-potential revenue channel: you’ve already spent money to acquire them, you’ve built real relationships, and your sales team wanted to win them. Now it’s time to resurrect that pipeline—fast and scrappy. Using the 4D framework (Data, Distribution, Destination, Direction), this episode gives you everything you need to plan and launch your program next week.

Whether you're dealing with pricing objections, missing personas, or lost champions, this episode gives you structured, no-fluff ways to reignite deals that were nearly closed. Don’t let them stay dead.

📌 What We Cover

Why 60–80% of closed lost opportunities are still re-engageable
The four most effective closed lost ABM playbooks: vertical-based, objection-based, persona-based, and champion-tracking
Why “information without implementation is useless” and how to act within 90 days
What most teams get wrong when they skip closed lost deals
The one question Mason always asks: what’s actually changed?
The exact outreach channels, landing pages, and CTAs to use based on deal history
Real examples of how pricing changes, product updates, or even industry shifts trigger win-back conversations
How to partner with sales to pull CRM data and overcome past objections with trust-building content

🔗 Resources Mentioned

ScrappyABM.com/plan – Free campaign planning template
ScrappyABM.com/newsletter – Weekly ABM playbooks
UserGems – Referenced in the champion tracking playbook

Resources:

Scrappy ABM: Visit for more ABM tips and strategies.

Connect with Mason on LinkedIn for a conversation about ABM.

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!

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#Entrepreneur #Business #Marketing #Mason Cosby