Account Selection: ABM 1
Start with the right accounts.
Account Selection is the first step in the seven-step ABM Online process because every decision that follows depends on it.
Before you research an account, identify buyers, create content, conduct outreach, manage the customer journey, or measure results, you first need confidence that you are working with the right prospect accounts.
ABM 1 gives you a disciplined way to make that decision.
Goal: Identify and rank the prospect accounts most likely to become valuable customers.
+1 Strong Match
The account clearly demonstrates the desired characteristic.
0 Neutral, Partial, or Unknown
The evidence is mixed, incomplete, or neither clearly positive nor negative.
−1 Weak Match
The account does not demonstrate the characteristic or falls outside your preferred profile.
| Overall | Tier |
|---|---|
| +4 | Tier 1 |
| +2 | Tier 2 |
| 0 | Tier 3 |
| -1 | Nurture |
Scoring: +1 Strong match · 0 Neutral / unknown · −1 Weak match. ABM 1 is $35.