⏰ You have 6 months left

We’re halfway through March.

Which means something most marketing leaders quietly realize around this time every year: there’s about six months left to drive pipeline that has any chance to turn into revenue this year…maybe.

Not twelve. Not nine. SIX.

Realistically, when you look at your fiscal year, you’ll have about 2.5 to 3 quarters at most to create pipeline that can move through the funnel, close, and show up on the bottom line before the year ends.

After that, anything you create is likely influencing next year.

This is where a lot of ABM (and demand gen) strategies struggle.

Because most teams spend the first half of the year trying to figure out which accounts they should even focus on.

Meanwhile, the clock keeps moving…

When time matters, starting with cold net new accounts is the slowest path.

Think about it. You’re asking prospects to:

Those efforts are best left to your broader brand and demand efforts.

Focusing on accounts with closed lost opportunities are the opposite.

These accounts already:

• Raised their hand
• Evaluated your solution
• Shared real pain with your team

The average B2B SaaS company wins maybe 20% of their qualified opportunities, which means about 80% are lost every quarter.

When you do the math, 80% every quarter is a freaking lot.

And that’s not a list of cold accounts, it’s a list of unfinished convos.

When you revisit those accounts with the right timing and context, conversion rates are naturally higher because the awareness and relationships already exist.

This is one of the reasons SDR teams often go back to closed lost accounts on their own.

Trust me, just ask them and they’ll tell you.

The problem is they’re focusing on these accounts ad hoc, without marketing support or a coordinated strategy, which becomes a huge missed opportunity.

I sound like a broken record, but this is how we won at Clari.

When we were building the vertical expansion strategy, we started by identifying the sub-verticals and accounts that gave the business the best chance to win.

Then we filtered for accounts in those sub-verticals with multiple closed lost opportunities.

Those accounts became the foundation of the ABM program.

The result was seven figures in pipeline and new lighthouse customers (Thermo Fisher, Intuitive) in the verticals we were trying to enter.

We weren’t tiering accounts or stacking signals.

It was simply starting with accounts that had already shown real intent.

I just released the 7-Figure ABM Strategy Playbook, which walks through the exact process behind this strategy.

Inside the guide you'll find:

• The CRM fields that make closed lost ABM possible
• How to prioritize accounts using historical intent
• How to align marketing and SDR teams around the same accounts
• How to structure KPIs that leadership actually cares about

The goal is to give you a clear framework you can implement immediately if you’re trying to generate meaningful pipeline this year.

👉 Access the 7-Figure ABM Strategy Playbook

If you’re planning the next phase of your ABM strategy right now, closed lost opportunities are one of the fastest ways to re-engage high-intent accounts and create pipeline that still has time to convert this year.

Because at the end of the day, the goal isn’t to target more accounts.

It’s to win the accounts that matter most.

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.

👉 Click here to register

Are you building or refreshing your ABM strategy, but not sure where to start? I’m now offering limited spots for ABM consulting services to help you get your ABM strategy in the right place to be successful.

This is a low-cost, high-reward offer for your team to build a strategy that works and makes an impact, this year.

Simply fill out this form with your details and we’ll schedule time to talk soon!

For more details on ABM Tactics consulting services, click here.

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