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I’ve seen too many ABM strategies start in the wrong place.
You see the advice all the time on LinkedIn.
Using 15 different pieces of tech, relying on Bombora intent data (I can’t believe this is still a thing), or in Clay trying to stack signals.
Meanwhile, the accounts that define your ABM strategy are already known.
Leadership knows them, sales knows them, and the board definitely knows them.
They’re the accounts tied to this year’s growth priorities.
Enterprise expansion. Vertical growth. Cross-sells.
The problem is that many marketing teams still treat account selection like a creative exercise instead of a business decision.
That’s exactly why I put together a new guide.
Today I’m releasing The 7-Figure ABM Strategy Playbook, and I’m making it completely free and ungated.
Why I wrote this guide
Over the last few years, I’ve watched a lot of ABM advice become misguided.
❌ Tiering frameworks.
❌ Intent scoring formulas.
❌ Endless enrichment workflows.
But when I look back at the ABM programs that actually produced results, the strategy was much simpler.
At Clari, we focused on accounts that already had historical intent.
✅ Closed lost opportunities.
✅ Former champions.
✅ Identified pain points.
That strategy helped drive seven figures in pipeline and close new lighthouse accounts in verticals we were trying to break into.
The difference wasn’t the tech stack.
It was clarity around which accounts mattered to the business and why.
The 7-Figure ABM Playbook sponsored by BuyerExperience
What’s inside the playbook
This guide walks through the exact process I’ve used to build ABM strategies tied directly to company growth priorities.
Inside you’ll find:
A CRM audit framework
The specific fields you should check before using closed lost data for account selection.
A step-by-step account selection process
How to narrow down to 100–200 accounts that actually support the company’s strategy.
How to align with Sales and SDRs
Including the operating rhythm that keeps everyone focused on the same accounts.
Execution and measurement
From messaging and outreach to the KPIs leadership actually cares about: meetings, opportunities, pipeline, and revenue.
The goal is simple.
Give you a framework you can take back to your team and start implementing immediately.
The most important mindset shift
ABM works best when it’s built around the company’s growth priorities.
This is not a campaign, random channel mix or a tiering model.
When you start with the accounts the business needs to win, that’s when you can draw a dotted line from strategy to pipeline and revenue, predictably.
That’s when ABM becomes a real GTM strategy.
If you’re working on your ABM strategy for the year ahead, I think you’ll find this helpful.
And if you want a second set of eyes on your account selection, CRM data, or overall ABM foundation, that’s exactly the kind of work I help marketing leaders think through.
Just reply back to this email if you’re interested!
Upcoming LinkedIn ABM Workshop! Register Now
In this 30-minute session, we break down the math and judgment behind effective ABM conversion thresholds, account concentration, and modeling required to drive predictable pipeline and revenue, not just engagement.
If ABM is still measured by clicks, it is not being taken seriously.
Learn how to translate ABM into forecastable pipeline and revenue to earn strategic credibility at the executive table.
🚨 NEW! ABM Metrics Forecasting App
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