Why Most ABM Programs Fail (And How to Build One That Generates $10.50 Per Dollar Spent)

The Art of Storytelling in B2B ft. Ben Hillman

What does it actually take to build a video culture inside a B2B company — and why does great storytelling still win, no matter how much the tools change? In this episode of GTM Talk, Aashish sits down with Ben Hillman — the person behind the video machine at ProfitWell and Paddle Studios — alongside co-host Adhithya, to unpack the first principles of B2B content. From building a $200M brand through video, to why B2B and B2C aren't that different, to why shipping imperfect work will always beat waiting for perfect — this conversation is as relevant today as the day it was recorded. If you're a founder, marketer, or creative thinking about video — this one's for you.

Why Most ABM Programs Fail (And How to Build One That Generates $10.50 Per Dollar Spent)

Spotify Podcast Description: Emilia Korczynska, VP of Marketing at UserPilot, breaks down how she generated over $2M in pipeline from ABM in just 9 months—without expensive tools or complex setups. In this deep dive episode, you'll learn: • Why most ABM programs fail (hint: they start with tools, not strategy)• Her exact 6-step framework for identifying and targeting the right accounts• How to move beyond MQLs and track accounts through meaningful progression stages• The "surround sound" approach that targets entire buying committees, not just contacts• Why she moved BDRs from sales to marketing (and the results it delivered)• Her account scoring system combining CRM data, ad engagement, and third-party signals• LinkedIn ads + ZenABM setup that generates $10.50 in pipeline per dollar spent• One-to-many vs. one-to-few vs. one-to-one segmentation strategies• Real tactics for 400+ closed deals and sustainable ABM growth This isn't theory—it's a practical playbook from someone who's actually built and scaled ABM programs that work. Perfect for B2B marketers, growth leaders, and anyone looking to move upmarket with account-based strategies that deliver real results.

Outbound Masterclass in 2025 | GTM Talk with Aashish Krishna Kumar

Learn the complete SDR playbook from engineer-turned-sales-expert Debdutta Saha. Discover proven cold calling techniques, LinkedIn outreach strategies, demand generation tactics, and AI-powered prospecting methods. Perfect for aspiring SDRs, sales professionals, and anyone looking to master outbound sales in 2025. From building personal brand to tracking key metrics - get the insider knowledge to accelerate your sales career.

The Startup Hustle with Adam Robinson | GTM Talk

In this episode, I chat with Adam Robinson about his transition from finance to SaaS, and the real challenges of entrepreneurship, like self-doubt and imposter syndrome. We dive into how to identify startup ideas that actually work, why customer discovery is a game-changer, and how to stand out in crowded markets. Adam shares actionable advice on go-to-market strategies and building credibility for those “boring” SaaS products. We also explore the future of sales and marketing, including a shift toward more in-person connections as the digital world gets saturated. The conversation touches on important topics like brand marketing, privacy laws, and the future of RB2B. We talk startup funding, cash flow struggles, and how to navigate unrealistic valuation expectations in today's ecosystem. Plus, Adam offers his thoughts on raising funds at the right time, the power of personal branding, and how to balance business growth with personal goals. If you’re a founder or aspiring entrepreneur, this episode is packed with valuable insights for your journey.

0 to $30M in Revenue - SaaS Labs | The Dark Horse of the Indian Startup Ecosystem

Gaurav Sharma, founder and CEO of SaaS Labs, a multi-product company with $30M ARR, shares his founder-led sales journey on this insightful episode. From starting in 2016 to hitting $2M in revenue without a full-time sales team, Gaurav's story highlights the power of hustle, persistence, and customer-centricity. He dives into validating problems through customer interactions instead of textbook approaches, the importance of distribution channels over outbound sales, building real relationships to delight customers from day one, embracing a multi-product strategy, and the impact of founders cultivating a personal brand. Gaurav's experiences offer valuable lessons, reminding listeners that success often stems from unconventional paths and a relentless focus on solving customer problems. Whether you're a founder, go-to-market professional, or just looking for inspiration, this episode is a must-listen.