On this episode of Scrappy ABM, you'll hear Mason Cosby on Scale Your Sales with Janice B. Gordon, where he shares a brutally honest take on what causes most ABM programs to fail-and why that failure is the right place to start. From sales comp misalignment to over-engineered target lists, Mason breaks down why focusing on fewer, better-fit customers creates more momentum and less churn.

Mason also offers specific, repeatable plays: how to track champions who leave your client companies, how to earn 15+ referrals per quarter with a single list, and why getting "access" in sales is a marketing problem in disguise. If you're in marketing, sales, or anywhere in a revenue team, this episode's full of real strategies and red flags-straight from the front lines of ABM.