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Every B2B company has a list of their most important accounts.
They want meetings, pipeline, and revenue from them. That’s it.
But here’s the problem: Most teams overcomplicate it.
They buy big tech stacks.
They chase cold intent signals.
They spend months building scoring models.
And then? The pipeline never materializes.
The truth is, if you want real results, you don’t need complexity. You need a simple, repeatable way to focus on warm paths; where trust and awareness already exist.
When I was at Clari, this approach drove six figures in pipeline again and again.
We didn’t reinvent the wheel. We just did the basics better than everyone else.
Here’s what it looked like:
🎯 Focus One The GTM Goal
Grow in one specific vertical.
Trying to do this with cold accounts? HAHA, good luck!
So we asked a better question: Which accounts already know us?
✅ How We Picked Accounts
Closed lost opportunities from the past 2 years
All from one sub-vertical
Filtered by the reasons we lost
✉️ The Messaging
Sales pick up the old conversation
We highlighted living with the status quo
Gave a glimpse into their future
📆 The Cadence
Ran this every other quarter for 2 years
Six-figures in pipeline every quarter
And catching whales
This worked because it was simple, focused, and built on warm relationships.
Too many teams forget: you don’t need more tech!
You need a clear process that sales actually believes in.
If you’d like to see exactly how to build a targeting system like this in your own company, I’ve documented everything inside The ABM Targeting System.
Just reply “ABM” to this email and I’ll send you all the details.
🎯 The ABM Targeting System Starter Guide
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