In this episode of Scrappy ABM, host Mason Cosby interviews Justin Schmidt, VP of Marketing at JobSync, about how small teams can run impactful ABM programs without costly martech stacks—by leaning into relationships, resourcefulness, and a deep understanding of their best-fit customers.

Best Moments:

(00:10) Why scrappy ABM matters more than ever in today’s economic climate

(03:02) “You can't say we spent a dollar to generate 75¢ in pipeline”

(03:35) How to identify your ABM audience by analyzing your top customers

(05:34) Winning internal buy-in by showing alignment with what already works

(08:35) Why traditional digital ABM often falls short for smaller companies

(10:12) Using LinkedIn mutuals to spark warm intros to target accounts

(12:46) Tools like Bardeen that make connection-scraping fast and scrappy

(16:47) Tapping into professional communities to generate ABM opportunities

(18:45) Creating “moments of serendipity” as your core ABM strategy

(19:43) Boeing’s hockey-team sponsorship: the ultimate ABM play?

Guest Bio

Justin Schmidt is the VP of Marketing at JobSync, a company focused on hiring operations. With deep experience leading marketing at early-stage, niche-market companies, Justin has built a reputation for designing resource-conscious ABM strategies that prioritize real relationships over expensive tools. He’s a champion of leveraging communities and mutual connections to drive pipeline in a practical, authentic way.