Best Highspots Podcasts (2025)

Championship Weekend is here, and the stakes couldn’t be higher. On this episode of All 4 Downs, we break down the current College Football Playoff picture heading into the conference title games. Who controls their destiny? Which teams are on upset alert? And if chaos erupts, will the most deserving teams still make the field? We dive into all the…

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College Football Week 14 Rankings, News, and Predictions 41:00

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1M ago41:00

41:00

Regular season is coming to a close with Rivalry weekend for our Thanksgiving feast. #CFB #NCAA Recap of the updated CFB Top 25 Rankings, news, and predictions.By Ovi Muniz, Hector Vasquez, Frank Cuesta

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College Football Week 13 Rankings - Updates and Reactions 16:06

1M ago16:06

16:06

Latest news and reactionBy Ovi Muniz, Hector Vasquez, Frank Cuesta

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College Football Rankings Week 13 - Ovi's Prediction 16:49

1M ago16:49

16:49

By Ovi Muniz, Hector Vasquez, Frank Cuesta

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All 4 Downs Podcast: Ovi’s Rankings, Playoff Bracket, and Week Breakdown 20:42

2M ago20:42

20:42

This week on the All 4 Downs Podcast, Ovi breaks down the biggest games, the surprises, and the playoff-shifting moments from across college football. Ovi reveals his updated Top 25 along with his projected 12-team College Football Playoff bracket. We take a deep look at conference standings, who still controls their destiny, and which teams face t…

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“All 4 Downs Podcast: Predicting the CFB Playoff Top 25 & 12-Team Bracket” 12:29

2M ago12:29

12:29

In this week’s episode of All 4 Downs, host Ovi Muniz breaks down the upcoming College Football Playoff Committee rankings — from the bubble teams at 20–25 to the powerhouses eyeing a first-round bye. Ovi explains the new 12-team playoff format, analyzes the top contenders like Ohio State, Indiana, Texas A&M, and Alabama, and gives insight into whi…

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NFL Week 9 Showdown — Upsets, Breakouts, and Bold Picks! 32:11

2M ago32:11

32:11

Ovi Muniz and Hector V break down NFL Week 9 matchups, spotlight top players, and drop bold upset predictions you don’t want to miss. #All4Downs #NFLWeek9 #NFLPicks #FootballPodcast #GameDayPredictionsBy Ovi Muniz, Hector Vasquez, Frank Cuesta

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Rhodes vs. McIntyre – Punk vs. Uso – The Night of New Champions 20:09

2M ago20:09

20:09

Ovi Muniz and Hector breaks down WWE’s Saturday Night’s Main Event featuring championship chaos, personal rivalries, and shocking twists. Who walks out as champion when the dust settles? #HHWShow #SNME #WWEPodcast #CodyRhodes #CMPunk #JeyUso #TiffanyStratton #JadeCargill #DominikMysterio #WWEBy Ovi Muniz, Hector Vasquez, Frank Cuesta

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All 4 Downs: Brian Kelly’s Hot Seat, Rankings Shake-Up & Bold Road Team Picks 17:10

2M ago17:10

17:10

Ovi breaks down the biggest games, dives into Brian Kelly’s uncertain future at LSU, and debates whether Ohio State is truly the #1 team compared to Alabama, Indiana, and Texas A&M. Plus, bold predictions: all road teams walking away with wins this weekend! #All4Downs #CollegeFootball #CFBPlayoff #SEC #Big10 #TexasAM #AlabamaFootball #OhioState #Co…

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How ABM Equals "Almost But Meh" for Most ABM Programs 1:12:41

2M ago1:12:41

1:12:41

Send us a text 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, and call it strategy. That’s not Account-Based Mar…

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Jayashree Rajan and Eric Gruber on How CMOs Need to Rethink Their Approach to ABM 1:03:34

2M ago1:03:34

1:03:34

Send us a text Brandon Redlinger posted on LinkedIn that marketing doesn’t deserve a seat at the table by default. Marketing doesn’t have the respect of the CRO by default. Marketing should have a seat at the table and earn the respect of the CRO and sales, but other members of the C-suite lose confidence in Marketing’s ability to contribute more b…

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The Role of ABM in Snyk's Customer Marketing Program - A Conversation with Rachel Donner 47:40

3M ago47:40

47:40

Send us a text In this episode of the ABM Done Right Podcast, Eric Gruber (CEO of Personal ABM) talks to Rachel Donner at Snyk about their ABM programs in relation to their customer success programs. You will hear: 1. How true ABM belongs closer to sales and CS than marketing, and why the CRO and CCO should own it. 2. What true 1:1 ABM is - and how…

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Challenging Demandbase's CEO on His Thoughts on Buyer Group Marketing 45:10

4M ago45:10

45:10

Send us a text 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 thing. And yes, it's still foundational for businesses t…

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Andy Monahan and Personal ABM Talks About Buyer-Led ABM, ICP, Fit and Readiness 50:22

4M ago50:22

50:22

Send us a text 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 them. In this episode, Andy Monahan at Yield Group j…

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Conversation with Icron's ABM Leader - Aura Lupascu 1:04:34

4M ago1:04:34

1:04:34

Send us a text 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 cannot be done in pockets and reactive, like ABM was done a…

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David Anderson on Using ABM to Overcome Indecision & Win More Enterprises Deals 55:36

7M ago55:36

55:36

Send us a text David Anderson (Co-Founder and COO at SellingInnovations) joined Eric Gruber and Kristina Jaramillo to discuss how GTM teams can drive greater stage progression and avoid accounts going dark - an issue that many companies like Uniphore struggle with today. Listen to this podcast to see how you can enable buyers to overcome their fear…

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Why ABM Should Be Led by the Revenue Marketing Organization & How GE Healthcare Can See a Bigger Revenue Impact with ABM 53:19

8M ago53:19

53:19

Send us a text On this ABM Done Right Podcast episode, Eric Gruber sits down with Jodie Lail (Revenue Marketing Leader at GE Healthcare) to discuss why teams need a revenue marketing organization if they are engaging in ABM. Eric also digs into the GE Healthcare ABM program and discusses what's working for them - and where there are opportunities t…

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Angie Assennato on Why ABM Programs Are Delivering Limited Returns 51:28

11M ago51:28

51:28

Send us a text Twice in a row, Angie Assennato, Senior Director of Growth Marketing at Signifyd, came into a marketing team that was already doing ABM but was getting limited returns. In this podcast, she discusses with Kristina Jaramillo and Eric Gruber the challenges they had, the reasons behind the failing programs and how intent data/ABM tech w…

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Winning with Your Big Bets with ABM - A Conversation with Marta George 58:20

11M ago58:20

58:20

Send us a text Marta George, Head of EMEA ABM at Ping Identity, joined Eric Gruber and Kristina Jaramillo on the ABM Done Right Podcast to discuss the change management that needed to happen for them to win with their big bets, what their 1:few and 1:1 ABM program look like for their big bets and how they select their big bets. She also talked abou…

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How ABM Should Transform the Business and Your GTM - A Discussion with Joel Harrison 55:38

12M ago55:38

55:38

Send us a text Megan Bowen (CEO of Refine Labs) mentioned on LinkedIn "The most important discipline that mid-market and enterprise B2B SaaS companies need to be cultivating is...Change management This is especially true for successful companies that have been around for 1-2 decades, that have been able to more easily manage the recent turbulence i…

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Going Beyond Intent Signals - A Discussion with Peter Mollins 30:30

12M ago30:30

30:30

Send us a text In this ABM Done Right Podcast episode, Peter Mollins (a 2X guest on the podcast and CMO of Nooks) joined Eric Gruber to discuss the "signals" that GTM teams should pay attention to that go beyond intent data.By Kristina Jaramillo and Eric Gruber

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Assessing Your GTM - A Conversation Between Mark Osborne and Eric Gruber 48:55

12M ago48:55

48:55

Send us a text On LinkedIn, Kristina Jaramillo and Eric Gruber have been talking a lot about teams not being ABM-ready. They are simply retrofitting ABM on top of existing processes, content, messaging etc -- and they are not making the changes they need to land and expand high-value accounts. As a result, they struggle with accounts going dark. Th…

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How Sal Vilardo and Maverick Solutions Are Humanizing ABM 49:46

1y ago49:46

49:46

Send us a text At Personal ABM, we believe that ABM is not really about accounts. Everyone focuses on tiering, segmentation and prioritization of accounts but ABM is really about improving the interactions that teams have with the human buyers in the accounts we want to win, protect and expand. It's about improving the account experience for these …

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ABM Hot Takes with David Keene - European CMO of Wipro 48:48

1y ago48:48

48:48

Send us a text David Keene, the European CMO for Wipro, recently joined Eric Gruber (CEO of Personal ABM) on the ABM Done Right Podcast to discuss his ABM hot takes including: 1. How ABM shouldn't replace demand gen and brand marketing pillars. 2. How we shouldn't think so much about MQLs or even MQAs and how we need a narrow view of the funnel whe…

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1:1 ABM Conversation with Honni Marks at Red Hat 53:04

1y ago53:04

53:04

Send us a text Honni Marks (1:1 Strategic ABM Lead at Red Hat) joined Eric Gruber on the ABM Done Right Podcast to discuss: 1. What it means to take a strategic 1:1 ABM approach. 2. The role 1:1 ABM should play in an account-based GTM program and how it should be used to expand key accounts. 3. The executive engagement that's needed for a 1:1 ABM p…

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Why We Should Focus on ICP Opportunities vs. Intent Leads 41:32

1y ago41:32

41:32

Send us a text Intent should not be your biggest factor when it comes to account selection for ABM. In fact, intent-qualified leads tend to result in lower deal sizes as everyone is reacting to the same signals and predefined needs to the point that it becomes a cost-based decision for buyers. By focusing on the ICP, you can identify those accounts…

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Tyler Pleiss on How Movable Ink Is Moving Away From the ABM Pyramid and Toward an Account-Based GTM 38:31

1y ago38:31

38:31

Send us a text Last time on the ABM Done Right Podcast, when he was at Clari, Tyler Pleiss shared why he was taking a 1:1 ABM approach to penetrate 3 markets that were years behind when it came to RevOps. Now, Tyler is at Movable Ink and is shifting the perspective on ABM and the triangle. Listen to the podcast to see how the ABM triangle is no lon…

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ABM Hot Takes with Lindsay Baggett 58:15

1y ago58:15

58:15

Send us a text Most of the ABM content and insights being shared on LinkedIn, on podcasts and in webinars are redundant so we challenged Lindsay Baggett (ABM leader at Tanium) to address some hot takes that others haven't thought about. The ABM hot takes that Lindsay and I talk about are: 1. Most organizations are not ABM-ready when they launch the…

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Jonathan Spier on Getting the Ideal Customer Profile (ICP) Right 53:07

1y ago53:07

53:07

Send us a text When you hit the core with the right content and messaging, that's when you'll see win rates jump, deal sizes go higher and the greatest lifetime value increases from your future and existing customers. But most GTM teams do not have a clear understanding of who their core is and why. Most ICPs suck as GTM teams do not dig deep enoug…

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From ABM to ABX: A Conversation with Briana Evans at Meltwater 58:44

1y ago58:44

58:44

Send us a text Inside this ABM Done Right Podcast, Eric Gruber (CEO of Personal ABM) talks to Briana Evans (Head of Global Enterprise Marketing and ABM) about their move from ABM to ABX, During the conversation, they discussed: 1. How ABM is not about marketing ownership of accounts -- and it's not about marketing supporting sales. It's a cross fun…

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The Role That AI and ABM Tech Should Play in ABM 33:50

1+ y ago33:50

33:50

Send us a text While teams are increasing efficiency with ABM tech and AI -- sales and marketing effectiveness have not increased at the same rate. Within this podcast, Erin Mills (CMO of Quorum) and Eric Gruber (CEO of Personal ABM) discuss how we should be leveraging these technologies in the right way so GTM teams do not just see efficiency gain…

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How UiPath Takes a 1:1 ABM Approach to Drive Longer-Term Revenue Growth 47:29

1+ y ago47:29

47:29

Send us a text At Personal ABM, we believe that while 1: many and 1: few are an important part of an account-based GTM - it's not ABM. In this podcast, Kristina Jaramillo, Eric Gruber and Nancy Harlan (former ABM leader at UIPath) discuss what 1:1 ABM is and how it should be used for account expansion. Nancy also talks about customer-sponsored 1:1 …

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Conversation with Edgar Baum on the Winnable, Addressable Market (WAM) 52:16

1+ y ago52:16

52:16

Send us a text Many GTM teams focus on their TAM and ICP but not the winnable addressable market (WAM) that provides you with the greatest revenue growth. At Personal ABM, we believe that your winnable, addressable market is: 1. The percentage of your ICP that matches a problem profile, they have a strategic priority in place and will provide you w…

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Alex Pappas on Overhauling ABM for Riskalyze and Venafi 1:10:44

1+ y ago1:10:44

1:10:44

Send us a text As most ABM programs deliver minimal improvement to revenue KPIs, Eric Gruber (CEO of Personal ABM) and his guest Alex Pappas (Senior ABM Manager for Venafi) discuss how teams need to stop retrofitting ABM on top of current processes. During this podcast episode, you will hear: 1. The ABM challenges Alex faced at both Riskalyze and V…

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Chris Rack on How Most Intent is Nothing More Than Intent to Learn 23:27

2y ago23:27

23:27

Send us a text In this ABM Done Right Podcast, Chris Rack (CEO of MRP) mentioned that most intent is nothing more than intent to learn vs. intent to purchase. By listening to this episode, you will learn how to differentiate between the two different types of intent -- and what you need to do from an ABM standpoint based on where the buyer is in th…

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Eric Dates on Why ABM Programs Fail & the ABM Readiness That Needs to Be Completed 55:22

2y ago55:22

55:22

Send us a text Eric Dates (Head of Marketing for V Comply) recently joined Kristina Jaramillo and Eric Gruber on the ABM Done Right Podcast. They discussed: 1. Why previous ABM programs failed for Eric Dates -- and what he did differently with his most successful ABM programs. 2. The questions we should be asking internally before we even focus on …

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Scott Gillum on the Role of Challenger and Personality Based Marketing in ABM 46:54

2y ago46:54

46:54

Send us a text Within this podcast, Scott Gillum from Carbon Design joins Eric Gruber (Personal ABM CEO) to discuss: 1. Why Challenger sales and marketing and ABM goes hand-in-hand 2. How GTM teams can deliver messaging that resonates - This includes how we should create our POV so we can come to each interaction with a POV about the customer's bus…

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How Field Marketing is Leading ABM for DigiCert and How the Team is Taking a Crawl, Walk, Run Approach to Drive ABM Success 51:07

2y ago51:07

51:07

Send us a text In other ABM Done Right Podcasts, including the one with the CMO of Hushly, we talked about the state of ABM in cybersecurity and other industries that are in a crowded, undifferentiated space where transactional sales are prevalent. In this podcast with Michelle Radlowski (Senior Director, AMS & EMEA Regional Marketing and ABM at Di…

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ABM Readiness: Eric Gruber and Tracy Wehringer Show How to Assess Your Content for ABM 51:45

2y ago51:45

51:45

Send us a text Most content does not support ABM nor sales and it's because most teams are skipping a very important step that must be done before you even assess your content to see what's missing. On this ABM Done Right Podcast, Tracy Wehringer (CEO and CMO at Moonshot Strategy) and Eric Gruber (CEO of Personal ABM) share the steps that teams sho…

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Matt Brown on How to Grow Your "Best" Customers with ABM 56:51

2y ago56:51

56:51

Send us a text Matt Brown (CEO of CustomerOS) recently joined Eric Gruber (Personal ABM CEO) on the ABM Done Right Podcast to discuss how to grow your best customers and drive profitability with your next best customers to create a compounding customer growth engine. They discuss how customer success teams are still reactionary and playing defense …

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Turning Customer Success into a Credible Business Function with ABM 49:26

2y ago49:26

49:26

Send us a text Recent ABM Done Right Podcasts have focused on using ABM to protect and expand key accounts as sales teams are struggling to bring in new business. Companies like Commvault report 8-10% drops in enterprise deals as budgets are limited or frozen. To sustain growth, companies need to protect and expand the existing revenue they do have…

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How to Win More Account-Based Conversations That Win, Retain and Expand Key Accounts -- A Discussion with Doug Hutton at Corporate Visions 40:34

2y ago40:34

40:34

Send us a text At the center of each new, retention or expansion deals lies a series of struggling moments that need to be listened to, understood, catered to, reframed and solved. These are moments that most sales, marketing and customer success teams are ignoring as they focus on scaling vs. driving account-based revenue growth with the accounts …

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Top 25 Customer Success Strategist on How We Should Capture Customer Stories for ABM 33:28

2y ago33:28

33:28

Send us a text Dana Alvarenga (a 2023 Top 25 Customer Success Strategist and VP of Customer Experience at SlapFive: Customer Marketing) joins Kristina Jaramillo (President of Personal ABM to discuss: 1. Why customer success teams struggle with the "why stay," "why evolve," and "why expand conversations." 2. How most customer success teams are takin…

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Why David Sakimoto at GitLab Pushes for ABM for Customer Success 46:19

2y ago46:19

46:19

Send us a text David Sakimoto (VP of Customer Success at Gitlab) joined the ABM Done Right Podcast to discuss: 1. The state of customer success in most organizations -- what are they doing right, where are they getting it wrong, and where do challenges exist. 2. Why many customer success teams struggle to keep VP and C-suite engagement after the de…

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Liz Ronco From Madison Logic on Why GTM Teams Do Not See Maximum Returns From Their ABM Tech Investment 43:54

2+ y ago43:54

43:54

Send us a text As ABM has become synonymous with ABM tech, many GTM teams are not seeing maximum returns from their ABM tech investment as they continue to struggle to move high-value accounts to revenue. Many GTM teams are seeing accounts go dark and we've been seeing reports of 10%+ drops in enterprise deals (the ones that ABM should be focused o…

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Building a Demand Gen and ABM Powerhouse Featuring Deanna Shimota 51:46

2+ y ago51:46

51:46

Send us a text Despite marketers saying that spray and pray is dead, it is alive and kicking -- just in a different form as it's more targeted. Teams are still spraying messages and content out to their ICP hoping that it sticks instead of aligning with future and existing customers. There is no differentiation between a targeted demand gen motion …

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Mandy Cole from Stage 2 Capital on How to Remove Sales Execution Risk to Win and Expand Tier 1 Accounts 49:27

2+ y ago49:27

49:27

Send us a text In this ABM Done Right Podcast, Mandy Cole (Partner at Stage 2 Capital) joins Kristina Jaramillo and Eric Gruber to discuss: 1. How the economy is not the main reason for why companies are seeing 10%+ drops in enterprise deals -- but instead is that GTM teams are not limiting sales execution risk. The economy is only magnifying the i…

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A Conversation with Matt Dixon - Author of the Challenger Sale, The Challenger Customer and The Jolt Effect 49:56

2+ y ago49:56

49:56

Send us a text Matt Dixon (Wall Street Journal bestselling co-author of The Challenger Sale, The Effortless Experience, The Challenger Customer and The JOLT Effect, a frequent contributor to Harvard Business Review and Founding Partner at DCM Insights) recently joined Kristina Jaramillo and Eric Gruber on the ABM Done Right Podcast. During this pod…

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It's Not Just the Customer Success Team's Fault That Key Accounts Are Churning 45:43

2+ y ago45:43

45:43

Send us a text Gallup studies show that 82% of B2B customers are indifferent, disengaged or actively looking to replace a vendor. Yet, many companies still put a greater emphasis on building a pipeline vs. protecting and expanding key accounts. In this podcast, customer success expert, Kristi Faltorusso, joined Kristina Jaramillo to discuss the sta…