Evaluate Your Account-Based Landscape Step 1: Evaluate Your CRM Questions to Ask: 1. Do you have a complete list of accounts that fit your ICP? 2. Do you have data on the firmographic, environmental, and behavioral attributes of accounts that fit your ICP? 3. Are the accounts and data accurate? Step 2: Identify Data Gaps 1. Do you need to find more accounts in a given industry or geography? 2. Do you need data on a given account attribute? Step 3: Enhance Account Data Once you have identified the gaps in your CRM, you can leverage outside data sources to start filling those gaps. Companies such as Datfox, DiscoverOrg, and Datanyze are good places to start. The Complete Guide to Effective ABM Targeting 13 13