Selecting Target Accounts
ICP and tiering.
Account Selection Is the Whole Game
ABM lives or dies on the list. The best creative cannot rescue a program aimed at companies that will never buy. Selection is a disciplined, data-driven process, not a sales wish list.
The goal: a finite, ranked set of accounts where fit, intent, and reach all point to revenue potential.
Start From a Quantified ICP
Selection begins by turning the ICP into measurable filters. Vague descriptions like enterprise SaaS cannot be scored; revenue bands, employee counts, and tech signals can.
Translate every ICP attribute into a field your data tools can query, then apply it as an inclusion or exclusion rule across your addressable universe.
ICP filter -> queryable rule
Industry = NAICS in [5112, 5415]
Employees between 200 and 2000
Revenue >= $50M
Region in [US, UK, DE]
Tech installed includes Salesforce
Exclude agencies, competitorsAll lessons in this course
- ABM Fundamentals
- Selecting Target Accounts
- Orchestrating Plays
- Measuring ABM