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ABM Best Practices: Selecting and Profiling High-Value Accounts

June 25, 2018

If we peel back the many layers of an account-based marketing (ABM) strategy, we find that ABM simply means identifying a handful of potential companies that will likely have a huge impact on revenues, and then applying marketing programs uniquely suited to each individual account. But how exactly do you decide which accounts to target? The success of ABM programs greatly depends on proper account selection and customer profiling. In fact, most ABM experts consider account selection as the single most important step in the ABM process.

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ABM Best Practices: Selecting and Profiling High-Value Accounts