How Sales Leaders Cracked the ABM Code

In this episode, instead of talking to marketers about account-based marketing, I sat down with two sales leaders who have built and executed ABM programs from the ground up. They bring sharp, practical views on what it actually takes to make ABM work. My first guest is Clint Mooneyham , VP of Sales at Sagility , a healthcare operations company serving payers and providers. Clint brings 15 years in sales, nine of them in healthcare, and his perspective will slow you down before you start, which is exactly the point. He makes the case that most companies launch ABM before they have earned the right to, and that skipping the validation steps at the front end is the single biggest reason these programs fail. My second guest is Tony Mancuso , an enterprise sales leader on the growth team at Onymos , a Series A AI startup focused on diagnostic labs and precision medicine. Tony started with tens of thousands of potential accounts and built, essentially from scratch and with limited startup resources, one of the most disciplined account selection and execution systems I have come across. What struck me about both conversations is how well they complement each other. Clint is asking the question you need to answer before you begin. Tony is showing you how to execute once you have answered it. If you are wrestling with your ABM program, or wondering why a previous attempt did not produce results, this episode is worth your time. Key Topics: "(00:00:00)" Introduction to ABM from a Sales Perspective "(00:03:25)" Theme 1: Is ABM Even Right for You? "(00:05:50)" Validating Strategy with Buyer Intent Data "(00:08:45)" Theme 2: Building a Disciplined Account Selection System "(00:12:10)" Scoring Criteria and Trigger Events "(00:14:50)" Theme 3: Deep Account Research and Intelligence "(00:19:55)" Theme 4: Messaging Outcomes Over Features "(00:23:45)" The Water Cooler Test and Win Themes "(00:25:40)" Theme 5: Alignment, Measurement, and Knowing When to Pivot "(00:31:40)" Closing Summary and Top Five Takeaways If you are interested in discussing this or any other topic, let's have a chat. Reach out to me directly to schedule a no-obligation discussion. This isn't a sales call, but rather an opportunity to talk through your questions and challenges. Follow me on LinkedIn .

You can listen to How Sales Leaders Cracked the ABM Code online on Radio and Podcast. Open the player on this page to stream the available audio.

How Sales Leaders Cracked the ABM Code is an episode from The Healthtech Marketing Podcast presented by HIMSS and healthlaunchpad by Adam Turinas.

This episode is 00:34:57 long.

This episode was published on May 4, 2026.

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