You no longer have to have a giant budget at a huge firm to integrate ABM into your marketing strategy.
However, it does require laser focus on your ideal accounts and getting your team on the same page.
To get started with ABM, you should identify not only the target accounts, but also the influencers and decisions makers within those companies, so that you can target each individual based on their needs.
ABM only works effectively when these groups are aligned, but in the end it spells success across the organization.
Sales teams often determine top accounts with a high level of subjectivity, based if the company is Fortune 500 firm or what kind of relationships they have at the company.
However advances in technology should be applied to help maximize your company s understanding of which accounts to go after.