Optimizing ABM Account Selection

How to choose the right number of accounts

Author

Tyler Pleiss
April 14, 2024

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How many accounts should you select?

It’s a common question and honestly, my answer to this is, it depends.

What is your strategy? Is it 1:1? 1:few? 1:many? And how many sales reps are you planning to work with?

For example, I’m partial to running 1:few strategies to a small set of accounts, which can be anywhere from 25-50 accounts.

Determining if it’s 25 or 50 accounts is based on the number of reps I’m working with. If we have five reps, then I’m trying to make sure that each rep has at least five accounts, but never more than 10.

I want to ensure each rep has a number of accounts that will allow them to provide quality, personalized touch points for every account and key persona.

Think about it, if you have five reps creating very personalized experiences for at least five different accounts and multiple personas versus one rep trying to do the same for 15+ accounts and personas.

The likelihood of success dramatically changes.

So when you’re going through the account selection process, always keep in mind how many accounts each rep will be potentially working. That’s the underlying key to eventual success.

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LinkedIn Post of the Week!

ABM Needs a Seat at the Table

I love this article from Becks, who breaks down why ABM should have a seat at the table.

http://www.linkedin.com/embed/feed/update/urn:li:share:7110367567763898368

How can I help your ABM strategy?

  1. Account selection consultation: need help figuring out which accounts to choose for your ABM strategy? How many to select?

  2. Channel selection and setup consultation: Need help selecting which channels to use for your strategy? Or how to set them up for personalization and targeting?

  3. ABM Platform Management: With experience using platforms such as Terminus (user and employee), 6sense and RollWorks, I can provide your team tips, and best practices to help unlock the platform’s full potential.

Consultation sessions are 30 minutes long on Friday’s. Please fill out the form below and I will be in touch shortly!