For teams new to ABM or restarting
An ABM strategy isn’t a deck; is a set of choices the company stands behind that aligns leadership, Marketing, and Sales on how to focus, when to move, and how an account progresses.
Approach
- Focus beats volume. Go after more of your best customers, not wishlists.
- Timing matters. Use a handful of real cues to explain why now.
- Deals are group decisions. Plan for the people involved.
- People and process first. Tools follow strategy, not the other way around.
- Clarity scales. Shared criteria and predictable movement beat ad-hoc pushes.
Coverage
- Fit: the traits that define accounts worth pursuing.
- Timing cues: the few signals that justify attention now.
- People: who is involved in the deal and what they need from us.
- Movement: how an account advances between teams and roles.
Outcome
- Teams use the same criteria to choose accounts.
- Sales see the reasons behind prioritization.
- Volume matches the team you have.
- Handoffs are predictable.
- Reviews focus on decisions and progress.
FAQs on ABM Strategy
What decisions come first when you build an ABM strategy?
Focus (fit), timing cues, who’s in the deal, and how work moves between Marketing, SDR/BDR, and Sales.
Who should be in the room to build it?
Sales leadership, Marketing, SDR/BDR lead, and RevOps. Add CS or Finance if renewals/expansion matter right away.
What inputs do we need before we start?
Recent customer list, basic win/loss notes, current capacity by role, and a snapshot of active opportunities.
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.