Zero In On Your Targets Analysis The accounts with the fastest sales cycle were the SMB software companies. This is a good start for where to point your laser, but you probably need to further refine the list. Let’s say you have specific messaging and content for cybersecurity software companies. You could then pick the top 100 SMB cybersecurity software companies to enroll in your pilot program. Getting Buy-In from Sales Marketing-sales alignment is crucial when building and segmenting your account lists. While you may have done the research to build what you think is a foolproof list, your sales team might have a different perspective based on their experience in the trenches working on these accounts. So, once you’ve got your list ready, set up a meeting with your sales team (or at the very least, the sales leadership team) to: • Explain the logic behind the list • How you created the list • Ask for feedback The Complete Guide to Effective ABM Targeting 21 21