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

The Customer Experience Podcast

Mar 23 2021 • 35 mins

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.

Welcome to the explosion of martec.

In this episode, I interview Jon Miller is Chief Marketing and Product Officer at Demandbase and previously co-founder at Marketo and Engagio, about account-based experience (ABX):

Among the things we talked about were:

- The evangelistic sale

- The analogous relationship between CX and ABX, and B2C and B2B

- Who’s responsible for company culture (not just the CEO)

- MBAs are important for career switchers

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