Account-Based Marketing

Target Account Selection

Also: Account Selection

The process of choosing which accounts to pursue in an ABM program, the single most consequential decision in account-based marketing.

Why it matters

ABM succeeds or fails mostly on who you target, so disciplined account selection, based on fit, value, and winnability, matters more than any later tactic.

What good looks like

Sound selection uses clear criteria (ICP fit, revenue potential, propensity to buy, winnability) and produces a focused, deliberately bounded list rather than an aspirational one.

Related terms

Account-Based Marketing (ABM)Account Intelligence1:1 ABMIntent-Based ABM
Free audit

Reading about it is the easy part. We run it.

Tell us where you are trying to grow, and we will show you the few moves that matter most, then make them.

Free, no obligation. We will get back to you quickly.