Why High-Spend Customers Hold the Key to Growth (with Katie Yagodnik)

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Scrappy ABM

Mason Cosby

222 episodes

2 days ago

Welcome to Scrappy ABM – your source for groundbreaking approaches to ABM that don't break the bank. ABM shouldn't cost $200K in technology to even get started. If you want to get started with ABM or make your program better without a massive budget, you're in the right place.

Each week, you'll hear from some of the brightest minds in the marketing world who are redefining ABM, achieving incredible results with untraditional methods, limited resources, and a whole lot of creativity.

This isn't a show about how much you can spend on fancy tech or overhyped tools. Instead, it's about celebrating creative problem-solving and the scrappiness it takes to get ABM right. We'll dive into how these marketing leaders built robust ABM strategies with limited resources, revealing the actionable insights that led to their biggest wins.

So, if you're a marketer ready to challenge the status quo, or an entrepreneur looking to scale your business through efficient and effective marketing strategies, Scrappy ABM is the show for you.

Get ready to discover ABM strategies that are lean, impactful, and utterly transformative. Remember, it's not about the budget, it's about the mindset. Let's get scrappy!

All content for Scrappy ABM is the property of Mason Cosby and is served directly from their servers with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.

Marketing

Business,

Entrepreneurship

Why High-Spend Customers Hold the Key to Growth (with Katie Yagodnik) | Ep. 201

Scrappy ABM

21 minutes

2 months ago

Why High-Spend Customers Hold the Key to Growth (with Katie Yagodnik) | Ep. 201

Scrappy ABM brings practical playbooks that don’t break the bank. In this episode, host Mason Cosby sits down with Katie Yagodnik, founder of SFE Advisors, to focus on one of the most underutilized areas of revenue growth: the post-sales experience.

While much of the market obsesses over CAC, Katie and Mason unpack the power of net revenue retention and why customer journeys after the sale are where long-term value is created. From segmentation strategies and digital adoption to habit formation and personalization, Katie shares how data, milestones, and feedback loops transform customer relationships. The conversation shows exactly how mapping behaviors and empowering users at the right moments leads to retention, expansion, and exponential growth.

👤 Guest Bio

Katie Yagodnik is the founder of SFE Advisors, helping companies grow after the sale. With 20+ years in customer success, sales, operations, and growth, Katie is a post-sales strategist recognized as a Totango Hero and Monster.com alum. At SFE Advisors, she specializes in building customer journeys that drive retention, expansion, and long-term revenue impact.

📌 What We Cover

Why focusing on net revenue retention matters more than acquisition costs
Customer segmentation based on spend, size, and adoption for post-sale success
Mapping milestones across implementation, training, adoption, renewal, and expansion
Turning customer communications into a data-driven framework for personalization
Creating personas for executives, admins, end users, managers, and technical stakeholders
Distribution channels that work: email cadences, LMS, office hours, knowledge base, and success squads
Measuring success through open rates, activity tracking, and behavioral benchmarks
Lessons learned: reducing email overload, proving program results, and iterating based on data

🔗 Resources Mentioned

Katie Yagodnik on LinkedIn
SFE Advisors
Scrappy ABM: Visit for more ABM tips and strategies.
Connect with Mason Cosby for a conversation about ABM.

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