For teams with ABM in place, but not working as expected.
The ABM strategy stalls for the same reasons over and over: the wrong accounts on the list, weak “why now” and segmentation, handoffs that drift, and measurement that doesn’t help decisions. We need to reset, get Sales back on board and get the program moving.
Approach
- Comparing your current account lists and segmentation to recent wins and losses.
- Asking Sales why each account is on the list.
- Testing if the “reasons” are real and usable.
- Follow accounts as they move from Marketing to Sales and note where they stall.
- Making clear who owns what at the few key moments.
- Agreeing on a few rule changes you can apply now—and a few things to stop doing.
Coverage
- Targeting: tighten fit so the list reflects customers you can actually win.
- Timing cues: agree on the handful of signals that justify attention now.
- Movement: make account progression predictable across Marketing, SDR/BDR, and Sales.
- Ownership: clarify who does what, when, and what “good” looks like.
- Scorecard: settle on a small set of numbers that guide weekly and monthly decisions.
Outcome
- Lists get shorter and make sense.
- Sales understands why an account is there and what to do next.
- Volume matches the team you have.
- Reviews focus on decisions and progress.
FAQs on ABM Strategy
Bloated or random account lists, vague “hot” labels, stalls between Marketing → SDR/BDR → AE, and reports that don’t help decisions.
Where accounts came from, how they map to recent wins/losses, the usefulness of the stated reasons to act, ownership at key handoff points, and whether weekly numbers support decisions.
A shorter, defensible list; clearer reasons an account is worth attention; a few rule changes on movement/ownership; and a small set of numbers leaders actually use.
Want to know more?
Book a 30‑minute working session. We’ll review your current pipeline, pick one segment, and outline a pilot you can start immediately.