128. Shifting Your Focus to Account-Based Experience (ABX) w/ Jon Miller

<p><span style="color: rgb(0,0,0);background-color: transparent;font-size: 12pt;font-family: Arial;">Just because someone fills out a form doesn’t mean they’re ready to talk to a salesperson. Two problems stem from this fact: the problem of discerning which leads are ready and the problem of how to nurture the ones that aren’t. </span><br></p> <p><span style="color: rgb(0,0,0);background-color: transparent;font-size: 12pt;font-family: Arial;">Welcome to the explosion of martec.</span><br></p> <p><span style="color: rgb(0,0,0);background-color: transparent;font-size: 12pt;font-family: Arial;">In this episode, I interview </span><a href="https://www.linkedin.com/in/jonmiller2/" target="_self"><span style="color: rgb(17,85,204);background-color: transparent;font-size: 12pt;font-family: Arial;"><ins>Jon Miller</ins></span></a><span style="color: rgb(0,0,0);background-color: transparent;font-size: 12pt;font-family: Arial;"> is Chief Marketing and Product Officer at </span><a href="https://www.demandbase.com/" target="_self"><span style="color: rgb(17,85,204);background-color: transparent;font-size: 12pt;font-family: Arial;"><ins>Demandbase</ins></span></a><span style="color: rgb(0,0,0);background-color: transparent;font-size: 12pt;font-family: Arial;"> and previously co-founder at </span><a href="https://www.marketo.com/" target="_self"><span style="color: rgb(17,85,204);background-color: transparent;font-size: 12pt;font-family: Arial;"><ins>Marketo</ins></span></a><span style="color: rgb(0,0,0);background-color: transparent;font-size: 12pt;font-family: Arial;"> and Engagio, about account-based experience (ABX):</span><br></p> <p><span style="color: rgb(0,0,0);background-color: transparent;font-size: 12pt;font-family: Arial;">Among the things we talked about were:</span></p> <p></p> <p><span style="color: rgb(0,0,0);background-color: transparent;font-size: 12pt;font-family: Arial;">- The evangelistic sale</span></p> <p></p> <p><span style="color: rgb(0,0,0);background-color: transparent;font-size: 12pt;font-family: Ar