Build an ABM Strategy that Delivers Predictable Pipeline

Within 90 days, targeting accounts who already know you.

Closed lost opportunities are where SDRs and marketing can truly operate as a single motion. You’re building on existing awareness and known pain points, which allows marketing to run highly targeted campaigns while SDRs follow up with context and precision instead of cold guesses. When those efforts are coordinated, re-engagement feels intentional and timely, and conversion rates are meaningfully higher than traditional outbound.

Derek Antti

Director of Sales Development, MuleSoft, a Salesforce company

Most ABM programs struggle with 3 things:

Account selection that feels subjective
Sales alignment that never really sticks
Communicating ABM success

This isn’t a tech issue.

It’s an ABM foundation issue.

ABM works when it starts with business priorities

The strongest ABM programs are built by answering these three questions:

What is the company trying to achieve right now?
Which accounts directly support that goal?
How will success be measured in pipeline and revenue?

The ABM Targeting System is designed to help you answer these questions and act on them.

So what is the ABM Targeting System?

A structured, do it with you process where we:

Align ABM to one clear business priority
Focus on closed lost and churned accounts
Forecast success metrics tied to pipeline and revenue

You’ll leave clarity, not slides.

This approach has been used to:

Drive repeatable, predictable seven-figures in pipeline
Close multiple lighthouse accounts
Create real alignment with SDR teams
Presented at 6sense’s Breakthrough Conference
Nominated at 6sense’s Breakthrough Conference

What you’ll walk away with when we’re done:

A focused target account list
Alignment you don’t need to re-explain
Clear metrics that leadership cares about

My Guarantee: Within 90 days of launching your ABM program you’ll convert at least 15% of your high intent accounts into new meetings or your money back.

ABM Coaching Plans

The Layup

$5k/month

Align ABM with one business priority
Identify and fix missing fields and/or inconsistent data in your CRM
Segment your accounts by churned customers or closed lost opportunities
Finalize a list 100-200 churned customers or closed lost opportunities approved by sales
Ad hoc Zoom or Google Meet syncs
Async Slack communication

The Free Throw

$7.5k/month

Align ABM with one business priority
Identify and fix missing fields and/or inconsistent data in your CRM
Segment your accounts by churned customers or closed lost opportunities
Finalize a list 100-200 churned customers or closed lost opportunities approved by sales
Map out messaging based on churned reasons or closed lost opportunity reasons
Bi-weekly syncs via Zoom or Google Meet
Async Slack communication

The 3-Pointer

$10k/month

Align ABM with one business priority
Identify and fix missing fields and/or inconsistent data in your CRM
Segment your accounts by churned customers or closed lost opportunities
Finalize a list 100-200 churned customers or closed lost opportunities approved by sales
Map out messaging based on churned reasons or closed lost opportunity reasons
Lifetime access to the ABM Tactics forecasting tool
Weekly syncs via Zoom or Google Meet and async via Slack