Zero In On Your Targets Choosing Your Accounts If you are conducting a pilot you may not have advanced targeting data and tools - and that’s okay (if you do, you can skip to the advanced segmentation section). For now, you can use the firmographic data already at your disposal to trim your list down based on the accounts that you believe have the highest chance of success and will respond to similar messaging. Lists You Will Need: You have already identified the attributes of your best customers. This list should likely include a large list of firmographic attributes. If you can cross- reference those data points with the attributes of the accounts that progressed the quickest through your sales cycle, you can further narrow your list to a “sweet spot” of accounts that share qualities with your best, highest-velocity customers. You will want to be sure that the list you come up with fits within your ICP. Otherwise, you run the risk of targeting a group of accounts that are likely to close quickly but churn early. As a rule of thumb, you could start by filtering out all the accounts that don’t fit your ICP. The Complete Guide to Effective ABM Targeting 19 19