Episode Details

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Most marketing advice still starts with “get more leads.” We want to start somewhere more honest: the accounts you already know can change your year if you build the right relationships. That’s why we brought on Sloan Newman, author of The Relationship Revolution and an account-based marketing leader working in global B2B tech, to unpack what one-to-one ABM actually looks like when it’s done well.

We talk through the shift from shouting into the void to building trust deep in the funnel, where marketing partners with sales and account teams week after week. Sloan breaks down the ABM tiers (programmatic, one-to-few, and one-to-one), why definitions get messy in modern marketing, and how a simple framework like the three Rs (reputation, relationship, revenue) helps you build credibility, expand what clients know you can do, and shorten sales cycles with real personalization. We also touch on AI in B2B marketing, not as hype, but as a practical tool for focus and smarter execution.

Then we go behind the scenes on the author journey: pitching publishers, negotiating rights, cutting drafts, surviving edits, and the hustle of getting a business book into the world. Along the way, Sloan shares stories from Charleston to Seattle to the fencing strip, including a mindset shift that applies to both sport and strategy: stop reacting to the weapon and start reading the person.

Listen, share this with someone who owns pipeline, and if it resonates, subscribe and leave a review. What part of ABM do you want to get better at next?

The Relationship Revolution by Sloan Newman - Buy your copy today.

South Carolina Research Authority (SCRA) is a public, nonprofit organization that fuels South Carolina’s innovation economy by supporting technology-based startups, academic research, and industry partnerships. Through funding, coaching, and its investment arm SC Launch, SCRA helps early-stage companies grow, commercialize ideas, and scale within the state’s key innovation sectors.

King & Columbus is a full-service marketing and advertising agency based in South Carolina that helps brands grow through a mix of creative storytelling and data-driven strategy. They offer everything from branding and content creation to media planning, digital advertising, and PR—focused on delivering measurable results across digital, social, and traditional channels. https://kingandcolumbus.com

Support the show

Title Sponsor: Charleston American Marketing Association

Presenting Sponsor: Charleston Media Solutions

Annual Sponsor: ‪SCRA; South Carolina Research Authority

Quarterly Sponsor: King and Columbus

CAMACast Cohosts: Stephanie Barrow, Mike Compton, Rachel Backal, Tom Keppeler, Amanda Bunting Comen, 

Silicon Harbor Hot Take Host: Stanfield Gray, https://digsouth.com

Produced and edited: RMBO Advertising

Photographer | Co-host: Kelli Morse