Account Selection - Framework

How to build, score, stage, and manage target account lists for ABM campaigns.

The Account Selection Principle

ABM starts with accounts, not leads. You're choosing who to pursue before anything else. Every dollar of ad spend and every BDR hour gets concentrated on accounts that actually fit your ICP.

The math matters: To close $1M in ARR from ABM with a $50K ACV, 25% close rate, and 75% qualification rate, you need ~3,250 target accounts in your campaigns (working backwards through stage conversion benchmarks).

How Many Accounts Do You Need?

Reverse-Engineering from Revenue Target