What if you could stop wasting time and resources on leads that go nowhere? In B2B marketing, the days of casting a wide net are over.
Account-Based Marketing (ABM) is changing the game by flipping the traditional funnel on its head, focusing on a few high-value accounts instead of a sea of prospects.
Think of it like The Hunger Games, but instead of randomly drawing names (may the odds be ever in your favor), you’re carefully selecting your champions and equipping them with exactly what they need to succeed. And it’s working. In fact, according to a SiriusDecisions report a staggering 92% of B2B marketers say ABM is a critical part of their B2B marketing strategy. But what’s behind this growing trend, and why are so many businesses shifting to a more personalized approach?
Imagine this: you’re marketing a software solution to large financial institutions. Rather than sending generic emails to thousands of leads, you identify a select few high-potential accounts and tailor your messaging specifically to their needs. You create a personalized experience that speaks directly to their pain points and connect through the right channels. The outcome? Stronger relationships, faster conversions, and a more efficient use of your marketing efforts.
This is the power of account based marketing, a B2B marketing strategy that enables you to treat each target account as its own unique market, creating a highly customized, high-touch approach to sales and marketing. With ABM your focus isn’t on casting a broader net; it’s about targeted marketing and honing in on the accounts that matter most and building deeper, more meaningful relationships with them.
In this article, we’ll explore what ABM really is, why it’s taking the B2B world by storm, and how you can implement it to supercharge your strategy.
The fundamentals of account-based marketing
Account-Based Marketing (ABM) has brought about a fundamental shift in how B2B companies approach growth. Instead of marketing to the masses and hoping the right people respond, ABM flips the script. It starts by identifying high-value accounts first, then tailoring marketing and sales efforts to engage them directly.
While traditional marketing casts a wide net to capture as many leads as possible, ABM takes a targeted marketing approach and zeroes in on a select few accounts with the highest potential to convert. The aim is to create highly personalized, relevant experiences that move these accounts through the buying journey faster and more effectively.
The core principles of ABM
At its heart, ABM is built on three key principles:
Personalization at scale – traditional marketing often relies on broad messaging, but ABM takes a laser-focused approach. Each interaction is crafted to address the specific needs, challenges, and goals of an account. Research shows that 80% of customers are more likely to do business with a company that offers personalized experiences. ABM allows you to turn that statistic into a strategy.
Sales and marketing alignment – in many organizations, marketing generates leads, tosses them over the fence to sales, and hopes for the best. ABM breaks down this silo, enabling (and requiring) sales and marketing teams to work together, developing shared goals, collaborating on strategy, and co-owning the success of key accounts. In fact, companies with strong sales and marketing alignment see 208% higher marketing revenue.
Focus on high-value accounts – not all leads are created equal. Instead of spreading resources thin across thousands of prospects, ABM prioritizes a select group of high-value accounts that have the greatest potential for revenue and long-term partnerships. This focused effort results in higher conversion rates, shorter sales cycles, and stronger relationships.
The three types of ABM
ABM isn’t a one-size-fits-all strategy. Depending on your company’s goals, resources, and target accounts, you can implement different levels of ABM:
One-to-one ABM – This is the most personalized approach, treating each high-value account as its own individual market. It’s ideal for enterprise sales and strategic partnerships, where deep relationships and long sales cycles are common.
One-to-few ABM – Here, companies create targeted campaigns for small clusters of similar accounts, often grouped by industry, pain points, or business needs. This approach balances personalization with scalability.
One-to-many ABM – Using data and automation, companies can personalize outreach at scale to hundreds of accounts, blending elements of traditional marketing with ABM principles. It’s a great option for businesses that want the benefits of ABM without the resource-heavy commitment of one-to-one campaigns.
ABM is a proven strategy that delivers measurable results. More and more companies are embracing ABM as the future of B2B marketing, but the question remains, why now? And what’s driving this shift?
How ABM differs from lead generation and demand generation
To understand why Account-Based Marketing (ABM) is so powerful, it helps to see how it differs from traditional marketing approaches like lead generation and demand generation. While all three strategies aim to drive revenue, they take very different paths to get there.
Imagine you’re hosting a party. Lead generation is like sending out hundreds of invitations to anyone who might be interested, hoping that enough people show up. Demand generation is like creating buzz around the party—posting on social media, putting up flyers, and making sure people know why it’s worth attending. ABM, on the other hand, is like curating a VIP guest list, tailoring the experience for a select few, and ensuring those guests feel valued from the moment they arrive.
Lead generation: filling the funnel
Lead generation is all about casting a wide net. It focuses on attracting as many potential customers as possible using tactics like SEO, content marketing, paid ads, and gated assets. The goal is to generate interest and capture contact details so that marketing and sales teams can nurture those leads over time.
While this approach can drive a large volume of leads, it also comes with inefficiencies; many of those leads may not be the right fit, leading to wasted resources and low conversion rates. In fact, according to Forrester, less than 1% of leads generated actually turn into revenue-generating customers.
Demand generation: building awareness and interest
Demand generation is a broader strategy focused on creating awareness and educating potential buyers about a product or service. Instead of just collecting leads, it nurtures them over time through content, webinars, events, and email campaigns, helping prospects move from awareness to consideration to decision.
Think of demand generation as storytelling at scale. It builds trust and credibility so that when prospects are ready to buy, they already have your company in mind. However, it still follows a traditional funnel approach, which means sales teams often have to sift through a mix of high and low-quality leads.
ABM: flipping the funnel for precision
ABM takes a completely different approach. Instead of marketing to the masses and hoping for the best, it starts with the accounts that matter most and focuses on personalized engagement. It’s about quality over quantity and personalized marketing is the driving factor in this strategy.
With ABM, sales and marketing teams identify a small number of high-value accounts and treat each one as its own individual market. This means tailoring messaging, content, and outreach specifically to those accounts—delivering a highly relevant and customized experience. Research from ITSMA shows that 87% of marketers say ABM delivers higher ROI than any other B2B marketing approach.
Unlike lead and demand generation, which aim to bring prospects into a funnel, ABM ensures marketing and sales efforts are concentrated on the right prospects from the very beginning. It’s not about how many leads you have—it’s about how effectively you convert the ones that truly matter.
As we move forward, we’ll explore why ABM is gaining so much traction in the B2B world and how companies are using it to drive real business impact.
Why ABM is gaining traction in B2B marketing
B2B marketing is undergoing a major shift and the old playbook (capturing as many leads as possible and hoping a small percentage convert) is no longer enough. Today, companies are realizing that a more precise, strategic approach delivers better results. This is why ABM has gained so much traction. And with 87% of B2B marketers saying that ABM delivers higher ROI than any other marketing strategy, it’s clear why more businesses are making the switch.
The end of the lead gen spray-and-pray?
Traditional lead generation focuses on quantity, that is to say, getting as many prospects as possible into the funnel. But the reality is that most of those leads won’t convert. In fact, studies show that 79% of marketing leads never turn into sales - that’s a lot of wasted effort.
ABM flips this approach by starting with a clearly defined set of high-value accounts. Instead of chasing thousands of prospects with generic campaigns, companies use data and insights to engage a select group with hyper-relevant messaging. Marketing to key accounts only means less wasted effort, stronger relationships, and higher conversion rates.
Longer sales cycles and complex decision-making
B2B sales aren’t simple transactions. On average, a B2B purchase involves 6-10 decision-makers and can take months, or even years, to close. With so many stakeholders involved, generic outreach simply doesn’t work.
ABM is built for this complexity. It allows marketing and sales teams to align their efforts, delivering highly personalized content and interactions that speak to each decision-maker’s unique concerns. By focusing on relationship-building rather than quick wins, ABM helps companies navigate long sales cycles more effectively.
The role of technology
ABM used to be a manual, resource-intensive process—one that only large enterprises could afford to execute properly. But today, technology has changed the game.
Marketing automation, intent data, and AI-driven insights now make it possible to scale personalized outreach like never before. Tools like CRM platforms, predictive analytics, and AI-powered account scoring help businesses identify the right accounts, craft targeted campaigns, and measure success in real time.
This ability to scale without losing the personal touch is a big reason why ABM adoption is skyrocketing. In fact, 94% of B2B marketers say that technology is critical to ABM success. As sales cycles grow longer, decision-making becomes more complex, and technology enables greater personalization, ABM has emerged as the best way to drive meaningful engagement with high-value accounts.
The key components of a successful ABM strategy
A great ABM strategy isn’t just about picking a few high-value accounts and hoping for the best. It’s a structured, data-driven approach that requires precision, alignment, and continuous refinement.
Intent data is a game-changer in ABM. By analyzing signals that indicate buyer interest, such as website visits, content engagement, or third-party research, you can prioritize the accounts most likely to convert. In our recent Partner Play with FullFunnel, How to Leverage Intent Data to Generate Pipeline, we explored how businesses can use intent data to drive more meaningful conversations and accelerate deal velocity. When combined with a targeted ABM approach, these insights ensure your sales and marketing teams focus on the right opportunities at the right time.
Targeting & ideal customer profile (ICP)
Imagine you’re fishing. Traditional lead generation is like casting a wide net, hoping to catch something. ABM, on the other hand, is spearfishing, where you know exactly what you’re after, and you go after it with precision.
The foundation of any ABM strategy is defining your Ideal Customer Profile (ICP), the companies that are the best fit for your solution. This isn’t just about company size or industry. A strong ICP considers:
Firmographics: industry, revenue, employee count, and location.
Technographics: what tools and platforms they already use.
Intent signals: are they actively researching solutions like yours?
Past success: what do your best customers have in common?
When done right, your ICP ensures every marketing and sales effort is focused on accounts that are most likely to convert and bring long-term value.
Personalization & messaging
Once you know who you’re targeting, the next step is crafting messaging that actually resonates. One-size-fits-all content won’t cut it with this approach; ABM is all about relevance. For example, let’s say you sell cybersecurity software. A generic email about “enhancing security” won’t get much attention, but a personalized message that addresses a specific pain point such as a recent data breach in their industry, will.
ABM personalization can take many forms:
Company-level: referencing recent news, funding rounds, or leadership changes.
Industry-level: tailoring content to sector-specific challenges.
Persona-level: addressing the concerns of different decision-makers (e.g., a CIO vs. a CISO).
The goal is simple: make every interaction feel like it was made just for them. And with today’s marketing tech, this kind of personalization can be done at scale.
“If you're talking about account based marketing you want to be relevant with your messaging, relevant with your content.” — Andrei Zinkevich, Fullfunnel.io
Sales & marketing alignment
Think of ABM as a team sport; if sales and marketing aren’t aligned, it falls apart. Traditionally, marketing generates leads and hands them off to sales, but in ABM, the two teams work together from start to finish, choosing target accounts, crafting outreach strategies, and nurturing relationships.
Successful ABM teams:
Share data and insights to ensure consistent messaging.
Co-develop account strategies, rather than working in silos.
Hold joint meetings to track progress and adjust tactics.
Research shows that organizations with tightly aligned sales and marketing teams generate 208% more revenue from their marketing efforts. ABM works best when everyone is pulling in the same direction.
“Every single week marketing and sales should sit down together, review the insights, cross-share the conversations or the insights they were able to collect through account research, all the interactions and engagement. And then, based on this, prioritize next call to action.” — Andrei Zinkevich, Fullfunnel.io
Multi-channel engagement
The days of closing a deal with a single cold email are gone. B2B buyers now interact with content across numerous channels before deciding. As a result, ABM requires coordinating a series of touchpoints rather than relying on a single outreach method.
A strong ABM campaign might include:
Email marketing: personalized outreach with relevant insights.
LinkedIn engagement: connecting, commenting, and sharing valuable content.
Direct mail: high-value prospects might even receive a handwritten note or a custom gift.
Targeted ads: reinforcing messaging through display and social ads.
Webinars & events: offering exclusive insights and networking opportunities.
Building familiarity and trust with high-value accounts is essential. This can be achieved by appearing in multiple places with tailored messaging for each account.
Measurement & optimization
Like any marketing strategy, ABM isn’t a one-and-done effort. The most successful programs are constantly optimized based on data.
Key ABM metrics include:
Engagement rates: measure the level of interaction key decision-makers have with your content
Pipeline influence: track the advancement of targeted accounts moving through the funnel
Sales cycle acceleration: determine if deals are closing faster with ABM
Revenue impact: evaluate if the high-value accounts generating revenue and contributing to business growth
ABM focuses on achieving substantial business outcomes and goes beyond superficial marketing metrics. You can improve your strategy and concentrate on successful tactics by monitoring the appropriate data.
A well-executed ABM strategy is a mix of precision targeting, personalization, collaboration, and data-driven refinement. When all these components work together, the results speak for themselves: higher engagement, faster sales cycles, and bigger deals.
Example of a successful ABM campaign
When looking at examples of successful ABM campaigns, it's essential to understand how sales and marketing alignment plays a critical role in execution. Sam O’Brien, VP of Marketing at Dealfront, recalled his time at RingCentral, and shared how his team implemented a targeted marketing approach to win over key retail accounts like IKEA, Lego, and John Lewis. This campaign showcases how a well-structured B2B marketing strategy can drive results through a multi-step ABM funnel.
RingCentral's ABM campaign targeting IKEA demonstrates the effectiveness of Account-Based Marketing. This retail ABM strategy focused on building broad awareness and then narrowing its focus to high-value accounts. The IKEA campaign culminated in personalized one-to-one engagement.
This is how he did it:
Step 1: Start broad and build brand awareness in retail
As part of a B2B marketing strategy, RingCentral first launched a broad retail-focused campaign aimed at approximately 100 priority accounts. The goal was to establish credibility in the sector before shifting toward marketing to key accounts.
Industry credibility was established through webinars featuring experts like retail analyst Natalie Berg and tech advisor Miya Knights.
A high-impact content initiative (listing the "Top 100 Most Influential Retail CTOs") flattered key decision-makers and encouraged engagement.
Direct mail, LinkedIn ads, and event invitations were used for targeted marketing, warming up accounts before direct outreach.
Step 2: Mid-funnel requires narrowing down to high-intent accounts
As the ABM funnel progressed, the campaign moved from broad awareness to focused engagement with around 20 high-intent accounts. IKEA, showing strong website intent signals, was one such account that was prioritized.
SDRs used LinkedIn social selling and personalized follow-ups after event interactions.
Outreach was personalized marketing; not generic sales pitches but custom engagement paths based on observed behavior.
The strategy ensured sales and marketing alignment, so SDRs weren’t cold-calling; they were engaging already-warmed-up leads.
Step 3: One-to-one ABM, IKEA as the hero account
For IKEA, the team implemented a one-to-one account selection approach, recognizing that winning such a major account required a long-term nurture strategy.
Bespoke engagement included exclusive retail dinners featuring existing customers like Flight Centre, offering peer-led insights.
Rather than sales pitches, these were high-trust discussions with industry experts, reinforcing value and credibility.
Every touchpoint was based on intent data, ensuring that IKEA’s decision-makers received a seamless, relevant experience.
Why this worked:
This campaign was successful because it fully aligned sales and marketing efforts, ensuring that every engagement was strategic rather than random. By structuring the approach as an ABM funnel, RingCentral moved from broad brand awareness to highly targeted marketing, warming up accounts before direct outreach. Featuring IKEA in influential content not only flattered key decision-makers but also positioned RingCentral as a trusted industry voice, increasing engagement. Unlike inbound marketing, which relies on leads coming in organically, this strategy proactively nurtured and converted high-value accounts. By leveraging data-driven personalization, social selling, and exclusive industry events, RingCentral created a seamless, intent-driven experience that strengthened relationships and drove real business outcomes.
Full-funnel orchestration: the campaign aligned brand, content, events, and sales into a cohesive ABM strategy.
Flattering + credible approach: featuring IKEA in influential content increased receptivity.
Sales and marketing alignment: SDRs engaged in meaningful conversations rather than cold outreach.
ABM vs inbound marketing: unlike inbound, this campaign didn’t wait for leads, it proactively nurtured and engaged them.
This is a great example of how account-based marketing works; combining targeted marketing with intent-driven engagement to convert high-value accounts. If you’re looking for steps to implement an ABM strategy, take inspiration from campaigns like this that balance broad awareness with deep personalization.
The future of ABM
Account-based marketing, once thought of as a buzzword, has become the foundation of B2B marketing strategies. As technology evolves and buyers expect more personalized experiences, ABM is evolving, too. B2B sales cycles have grown longer, decision-making groups have expanded, and buyers expect personalized, relevant engagement.
Traditional marketing methods (think blasting emails, generic ads, and chasing cold leads) no longer cut it and companies that embrace ABM as a long-term strategy rather than a short-term campaign are the ones that will see sustained growth and stronger customer relationships. ABM works because it aligns with how modern B2B buyers actually make decisions.
One of the biggest challenges with ABM has always been scalability. Personalizing outreach to a select few high-value accounts is manageable, but when businesses need to engage hundreds or even thousands of prospects with the same level of precision, the process becomes far more complex. This is where artificial intelligence (AI) is transforming account-based marketing, enabling hyper-personalization at scale.
AI enhances ABM in several key ways. First, it allows for smarter targeting by analyzing vast amounts of data to identify which accounts are most likely to convert. By recognizing patterns in behavior, industry trends, and intent signals, AI helps businesses focus their efforts on the most promising opportunities. It also enables content personalization on a level that would be impossible manually. AI-driven tools can tailor messaging based on a prospect’s past interactions, industry, and preferences, ensuring that outreach resonates with individual decision-makers. To see AI-driven prospecting in action, read our play on how you can use Leadfeeder & Clay to increase booked meetings.
AI also improves real-time engagement by powering dynamic chatbots, predictive analytics, and adaptive advertising. These tools allow businesses to adjust messaging in real-time based on how an account interacts with content, increasing the likelihood of meaningful engagement.
The impact of AI-driven personalization is significant. A study by McKinsey found that AI-powered strategies can boost revenue by 5–15% while improving marketing efficiency by 10–30%. By removing the manual burden of personalization and making ABM more scalable, AI is helping companies engage the right accounts with the right message at the exact right time. As AI continues to advance, its role in ABM will only become more central, making it an essential tool for businesses looking to drive meaningful, long-term relationships with key accounts.
The rise of account-based experience
ABM has traditionally been focused on winning new customers, but what happens once the deal is closed? That’s where Account-Based Experience (ABX) comes into play. ABX builds on the core principles of ABM (personalization, multi-channel engagement, and strong alignment between sales and marketing) but extends them beyond the initial sale to create a more seamless and value-driven customer journey.
In an ABX approach, the work doesn’t stop at acquisition. Before the sale, companies engage high-priority accounts with tailored outreach that provides real value, ensuring prospects receive relevant content and communication at the right time. Once a deal is closed, the focus shifts toward ongoing engagement to drive product adoption, increase retention, and identify upsell opportunities. This long-term approach turns customers into advocates, strengthening their connection with the brand and helping to generate new business through referrals and positive word-of-mouth.
ABX represents the next stage of ABM’s evolution. It prioritizes long-term relationships over short-term wins and acknowledges that the most valuable accounts aren’t just those that sign the contract, but those that stay, grow, and champion your brand. As B2B buyers continue to expect more personalized and seamless experiences, companies that embrace ABX will gain a strong competitive advantage.
Owning your customer insights
As third-party cookies disappear and data privacy regulations become more stringent, first-party data is emerging as the foundation of successful ABM. Relying on external data sources is becoming increasingly risky, while owning and using customer insights directly from your own interactions provides a significant competitive edge.
First-party data enables more accurate targeting by helping businesses identify their most valuable customers and find similar high-potential accounts. It also enhances personalization, allowing marketing and sales teams to tailor their messaging based on real customer behaviors and interactions rather than relying on third-party assumptions. Beyond that, prioritizing first-party data ensures compliance with evolving privacy regulations such as GDPR and CCPA, reducing the risk of data privacy violations while fostering trust with customers.
B2B marketers can differentiate themselves by owning and activating customer insights, especially as privacy concerns and data-driven decision-making become increasingly important. Companies that prioritize capturing and analyzing first-party data through tools like CRM systems, intent signals, and behavioral tracking will be better equipped to execute high-impact ABM strategies.
ABM is a strategic approach in B2B marketing that emphasizes precision, personalization, and building relationships throughout the customer journey, moving beyond traditional volume-based strategies. Powered by AI-driven personalization, an enhanced focus on customer experience, and reliance on first-party data, ABM has become the benchmark for B2B marketing success.
How to get started with ABM
Adopting an account-based marketing strategy doesn’t mean overhauling your entire approach overnight. In fact, the best ABM programs often start small, proving their value before scaling up. Whether you’re new to ABM or looking to refine your strategy, here are the key steps to implement an ABM strategy:
1. Identify your high-value accounts
Not all accounts are created equal. The first step in ABM is defining your Ideal Customer Profile (ICP) and identifying the accounts that best fit it. These are the companies most likely to convert, grow, and stay with you long-term. Look at firmographics like company size, industry, and revenue, as well as intent data that signals buying interest.
A common mistake here is relying too much on gut instinct rather than data. Sales teams might push for the biggest names in the industry, but without strong intent signals or a clear problem your product solves, those accounts can become black holes of effort with little return. Instead, use data-driven insights to prioritize accounts that genuinely align with your solution.
2. Align sales and marketing from day one
One of the biggest reasons ABM efforts fail is misalignment between sales and marketing teams. Unlike traditional lead generation, where marketing hands off leads and moves on, ABM requires constant collaboration. Marketing needs to create tailored messaging that resonates with decision-makers, while sales must understand and act on engagement signals.
A good way to ensure alignment is to set shared goals from the start. What does success look like? Is it getting key stakeholders from an account into a meeting? Increasing engagement with decision-makers? A closed deal? Defining these metrics early on ensures both teams stay on the same page.
3. Craft hyper-personalized content and outreach
Personalization in ABM means more than just using a first name in an email. Your message should resonate with the specific challenges, goals, and industry trends of the target account in order to truly differentiate your outreach.This could mean:
Creating case studies tailored to a specific sector
Running LinkedIn ad campaigns that address pain points unique to the company
Sending direct mail with a handwritten note referencing a recent company initiative
A major pitfall here is treating personalization as an afterthought. If your outreach feels generic, decision-makers will tune out. The goal is to make every touchpoint feel like it was crafted specifically for them.
4. Engage across multiple channels
It’s important to remember ABM isn’t a single-channel strategy, so even if all your emails are super-personalized, that’s simply not enough. The most effective campaigns use a mix of channels including email, LinkedIn, direct mail, targeted ads, and even in-person events, to surround those key accounts with relevant messaging. Everywhere they are, that’s where you want to be too.
For example, let’s say your marketing team launches an email campaign tailored to a specific account. A few days later, that same account sees a LinkedIn ad featuring a case study relevant to their industry. Meanwhile, your sales rep follows up with a personalized LinkedIn message. By appearing in multiple places with consistent messaging, your brand stays top of mind.
5. Measure, optimize, and scale
Once your campaign is live, tracking performance is crucial. Unlike traditional lead-gen, where success is measured in form fills and MQLs, ABM success is about engagement and movement within the account. Key metrics to monitor include:
Account engagement - Are they opening emails? Clicking ads? Visiting your site?
Pipeline influence - How many target accounts are progressing through the funnel?
Revenue impact - Are ABM-sourced accounts closing at a higher rate?
If results aren’t what you expected, don’t abandon ABM, this is your sign to adjust it. Maybe your messaging isn’t resonating, or you’re targeting accounts that aren’t truly a fit. The beauty of ABM is its ability to be refined as you learn.
Choosing the right ABM tools
The right technology can make all the difference in executing a successful ABM strategy. While you don’t need an enterprise-level setup from day one, investing in the right tools can help streamline targeting, personalization, and measurement.
When evaluating platforms, look for a CRM and sales engagement solution that enables seamless collaboration between marketing and sales, ensuring outreach efforts are well-coordinated. An ABM platform should offer account-level insights, multi-channel engagement capabilities, and automation features to help scale personalized campaigns efficiently. Finally, intent data and analytics tools are crucial for identifying in-market accounts, tracking engagement, and optimizing campaigns based on real-time data.
A well-integrated ABM tech stack helps teams work smarter, not harder, maximizing impact while reducing wasted effort. That’s exactly where Dealfront comes in, providing the data, insights, and tools needed to execute high-impact, account-based strategies with precision.
Remember
The traditional "one-size-fits-all" marketing strategy is no longer effective in the increasingly competitive landscape we see today, which is characterized by longer sales cycles, larger buying committees, and complex decision-making processes. ABM enables businesses to prioritize quality over quantity, focusing their efforts on accounts that are most likely to generate revenue through targeted marketing strategies.
This strategic approach fosters a collaborative environment where sales and marketing teams work in close collaboration to identify, engage, and nurture high-value accounts. By aligning their efforts and using data-driven insights, businesses can deliver personalized experiences that resonate with key decision-makers, leading to increased engagement, accelerated sales cycles, and improved customer lifetime value.
If you're new to ABM, consider starting with a pilot campaign and gradually refining your strategy as you gain experience and insights. By using data-driven insights and personalization, ABM can help you build stronger relationships, close deals faster, and achieve sustainable growth.
