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Ep. 158 - ABM Audit: Draw the Line- How Great ABM Starts With Strong Differentiation

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Manage episode 475606995 series 3597488
Content provided by Mason Cosby. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Mason Cosby or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

In this episode of "Scrappy ABM," host Mason Cosby responds to a newsletter request from Shaughn, who is targeting security and compliance organizations requiring FedRAMP authorized signatures. Mason breaks down a strategic approach for standing out in a competitive market by leveraging a company's unique differentiators.

Best Moments:

(00:32) Introduction to Sean's specific ABM challenge in the electronic signature space

(01:19) The importance of leveraging FedRAMP authorization as a market differentiator

(02:11) Developing an "onlyness statement" based on unique value propositions

(02:39) How to identify your true differentiators by asking customers why they buy

(03:30) Using the account progression model to highlight specific problems you solve

(04:58) Creating buyer enablement content to help champions sell internally

(05:40) Warning against claiming "onlyness" publicly without true differentiation

(07:29) Recommendation to focus on one department (HR, procurement, or legal) initially

  continue reading

166 episodes

Artwork
iconShare
 
Manage episode 475606995 series 3597488
Content provided by Mason Cosby. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Mason Cosby or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

In this episode of "Scrappy ABM," host Mason Cosby responds to a newsletter request from Shaughn, who is targeting security and compliance organizations requiring FedRAMP authorized signatures. Mason breaks down a strategic approach for standing out in a competitive market by leveraging a company's unique differentiators.

Best Moments:

(00:32) Introduction to Sean's specific ABM challenge in the electronic signature space

(01:19) The importance of leveraging FedRAMP authorization as a market differentiator

(02:11) Developing an "onlyness statement" based on unique value propositions

(02:39) How to identify your true differentiators by asking customers why they buy

(03:30) Using the account progression model to highlight specific problems you solve

(04:58) Creating buyer enablement content to help champions sell internally

(05:40) Warning against claiming "onlyness" publicly without true differentiation

(07:29) Recommendation to focus on one department (HR, procurement, or legal) initially

  continue reading

166 episodes

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