The Riches are in the Niches | RevvedUp Weekly

Hi ,

There’s an old saying in sales: “The riches are in the niches.” And in a world flooded with AI-generated outreach, it’s never been more true.

If you’re selling a high-consideration product in a niche market—where expertise, trust, and specificity matter—spray-and-pray outbound isn’t just ineffective. It actively damages your brand.

Yet, the rise of AI SDRs and mass automation has led many companies to believe that outbound is just a numbers game. More emails, more touchpoints, more automation. The problem? AI can’t replace industry nuance, deep buyer insight, or human-led value creation.

This is where ABM (Account-Based Marketing) wins.

• Niche markets demand high-touch engagement. Your buyers aren’t choosing between 50 SaaS tools—they’re evaluating long-term strategic solutions. They also value relationships more highly. If you operate in a small world, reputation is paramount…so marketing that brings people together is really important.

• Generic outbound won’t cut through. If everyone in your space is getting the same AI-generated emails, why should they respond to yours? The recipients are painfully aware of how unique their context is; if you can’t show your empathy for their situation, why should they give you the time of day?

• ABM aligns sales and marketing around real buyer pain. Instead of chasing leads, you orchestrate multi-channel, high-value engagement with key accounts. Quality > quantity has to win out when you have a limited TAM.

AI SDRs may have their place when selling small ticket, commoditised solutions to massive markets (although even then, the jury is still out). 

But when selling into complex, high-value, niche markets - expertise, personalization, and trust matter more than reach and volume.

That’s why the best-performing GTM teams are looking at how to scale ABM and integrate high value, high touch CTAs into the mix instead of mass outbound. 

But for many, the whole concept of ABM is just too opaque and complex.

It doesn’t have to be though - so if you’d be interested in joining a ‘Demystifying ABM’ session - let me know the best day and time here; and I’ll organise a virtual drop-in session for you on the topic.

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Resources too good to miss!

This week on Let’s Talk ABM, host Declan Malkin, CMO of Strategic ABM, dives into the art of scaling Account-Based Marketing with precision. Joined by Anna Symbolist, Head of ABM at Influ2, they discuss how to build high-impact, high-touch engagement strategies that drive real results in B2B marketing.

In this episode, they explore:

✅ The key challenges of scaling ABM and how to overcome them
✅ Why audience selection and buyer maturity are critical for success
✅ How personalization—done right—enhances engagement without being "creepy"

If you’re looking to refine your ABM strategy and drive meaningful connections with key accounts, this episode is a must-listen!

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