The true essence of Account-Based Marketing isn't just adopting new tactics—it requires a fundamental shift in how B2B organisations structure their revenue operations. In this illuminating conversation, Andrew Seidman, co-founder of Digital Reach Agency, cuts through the buzzwords to reveal why many ABM initiatives fail despite good intentions.

Most companies struggle with ABM because they change their inputs without adjusting their goals and incentives. When sales teams are still measured by meeting volume rather than account quality, they'll naturally prioritise easy wins over strategic accounts. Successful ABM demands restructuring KPIs at every level of the organization—from marketing to sales to customer success—to properly value high-value accounts. As Seidman explains, "Instead of a quota of 10 meetings, we'll give you one point for Joe's Crab Shack and a hundred points for IBM."

Beyond metrics, we explore why word-of-mouth remains the most powerful growth engine for B2B companies. The path to sustainable growth isn't just acquiring customers but converting them into advocates. "The biggest and most effective medium for new business, especially new logos, is word of mouth," Seidman emphasises. This requires exceptional customer experiences, thoughtful relationship building, and truly understanding what makes your customers love your product.

Perhaps most compelling is Seidman's insight on trust-building in B2B relationships. In technical sales, customers face "the auto mechanic problem"—they often lack the expertise to evaluate claims objectively, making trust the primary basis for decisions. While digital channels play important roles, "nothing in the entire world builds trust like being in the same room as someone." This profound truth explains why the most sophisticated ABM programs still prioritise human connection alongside digital sophistication.

Whether you're just starting with ABM or looking to optimise your existing strategy, this episode provides actionable frameworks for aligning resources with opportunity value, measuring what truly matters, and building the trust that drives revenue growth.

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What does it take to build and sustain high-performing teams in today's rapidly evolving business landscape? Gearl Loden, a leader with 27 years of experience spanning education, tech, SaaS, and real estate, brings surprising insights drawn from both classroom leadership and corporate environments.

Loden shares a powerful perspective on imposter syndrome that plagues even accomplished leaders: "It's better to be yourself than try to be John Maxwell." This philosophy forms the foundation of his approach to building robust organisational cultures that survive scaling, acquisition, and market challenges.

Leadership, according to Loden, resembles software development rather than a straight-line progression. "It's like a big spaghetti noodle going in all directions," he explains, with different teams at varying stages of functionality, requiring constant adaptation and course correction. His practical frameworks for delegation illuminate why even leaders who trust their teams struggle to let go - and how to overcome this common barrier to growth.

Perhaps most valuable is Loden's introduction of "stay interviews" - a proactive alternative to exit interviews that help retain top talent before they reach the point of resentment. His techniques for managing remote teams without endless Zoom meetings offer practical solutions for today's distributed workforce challenges. The conversation concludes with a counterintuitive yet powerful mindset shift around "selfish leadership" - why investing in yourself first creates the foundation for elevating everyone around you.

Whether you're scaling a SaaS startup, leading an established enterprise, or managing a small team, Loden's practical wisdom bridges the gap between leadership theory and everyday application.

Learn more at www.lodenleadership.com

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In this episode of SaaS Stories, Leah Rankin, Chief Product Officer at SightMinder, shares how deep customer insight—not just feature requests—drives meaningful product innovation in hospitality tech.

Leah shares how a chance meeting at Telstra sparked her career in tech, the early disruptor days of cloud-based hospitality solutions, and what it really means to drive product-led growth in a fast-evolving industry. We explore how SightMinder matches the right guests with the right hotels, the power of data and AI in shaping guest experiences, and how to build high-performing, diverse, and collaborative teams.

From leadership philosophies to the future of hospitality tech, this episode is packed with insight, candour, and inspiration for anyone navigating the ever-changing world of SaaS.

If you're navigating product strategy, team leadership, or the future of SaaS in a data-driven world—this one’s for you.

Key Takeaways:

💡 Product-Led Growth: Why the best SaaS platforms are intuitive, self-serve, and built with adoption, upsell, and retention baked in.

🏨 Smart Hospitality: How SightMinder helps hoteliers match with the right guests (not just more guests)—and why it’s like “dating” for hotels.

📊 Data Strategy: Why data is the new oil in hospitality tech—and how SightMinder is investing in AI and a Chief Data Officer to lead the charge.

🚀 Innovation Culture: Hackathons, discovery squads, and giving everyone space to contribute big ideas—how innovation is embedded across teams.

🧠 Servant Leadership: Leah’s leadership philosophy on trust, active listening, and creating an environment where people can be their true selves.

🕰️ Pacing Change: Why patience matters—even in fast-moving SaaS—and how bringing others on the journey can lead to more sustainable transformation.

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