In this episode of Tech Qualified, host Baylee Gunnell sits down with Tristan Pelligrino, Co-Founder at Marketers in Demand. They explore how B2B tech companies can craft offers that cut through the noise and drive real engagement in account-based marketing (ABM).
Tristan explains why strong offers start with a deep understanding of customer pain points. He shares the importance of moving beyond generic content and building no-brainer offers that deliver meaningful value-sometimes even quantified as a percentage of the annual contract value. Tristan also stresses the difference between resources and true offers, urging teams to segment and qualify prospects before extending high-value opportunities.
The conversation turns to messaging and testing. Tristan outlines practical ways to reach buyers through tailored emails, ads, and sales outreach. He encourages teams to test different angles, use real customer language, and rely on frequent iteration instead of waiting for perfection. The key is to launch, learn, and keep refining with real feedback.