Most advice on building a target account list assumes you have the time to build one properly. Amanda Oles has a second answer for everyone else, and it starts with the accounts that already know who you are.

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Mason Cosby and Amanda work through both paths on Scrappy ABM: the fully structured ICP approach for when ABM is your whole role, and the two programs to run when it isn't. Pipeline acceleration and closed lost. Her case is that those two lists define themselves, so you skip signals and orchestration and get straight to doing.

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From there they get into channels for long enterprise sales cycles, why Stensul's most influential combination is trade show plus email plus paid social, the two-minute pitch rule that makes customer dinners convert, and how Amanda knows she has momentum before pipeline shows up. Her closing lesson: simple is better.

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👤 Guest Bio

Amanda Oles is Director of Revenue Marketing at Stensul, the governed creation platform for enterprise marketing teams. She stepped into the role in 2025 after two and a half years leading demand generation there, and came up through demand gen at Datto and WordStream. Her programs sell into large, highly regulated enterprises where sales cycles run long and compliance limits what marketing can say. She's active in the ForgeX ABM community.

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📌 What We Cover

Why sales and marketing "need to be like best friends" before a target account list exists
The two programs Amanda recommends when the company treats ABM as a tactic: pipeline acceleration and closed lost
Using AI to analyze the past 100 Gong calls instead of relying on philosophical intent at the account level
Getting target contacts into Salesforce and tagged so the motion can scale
Stensul's most influential channel combination: trade show plus email plus paid social
Mason's split of digital for existence and in-person for acceleration
The two-minute pitch rule at customer dinners, and using an anchor customer to fill the room
Owning your own account score instead of being married to a platform's version
Why the procurement one-pager came out of finding where deals stall the longest

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🔗 Resources Mentioned

Stensul
ForgeX
Marketo, Salesforce, Gong
Influ2 study presented at Gartner on ABM success metrics
Amanda Oles on LinkedIn

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Resources:

Scrappy ABM: Visit for more ABM tips and strategies.

Connect with Mason on LinkedIn for a conversation about ABM.

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If you enjoyed today's episode and found valuable insights for your business, be sure to subscribe to the Scrappy ABM podcast for more expert discussions. Don't forget to leave a review and share this episode with your team or fellow marketers!