Run simple ABM

Who this is for

Founder led lower-middle market companies with 5 to 50 million in annual revenue selling to a finite list of target accounts.

The quick answer

Create a list of fifty target accounts with sales. Build a one page plan per account with a problem you can solve and a reason to act now. Track touches and meetings and review progress weekly.

The method in six steps

Build the target list with sales
Use your ICP and current territory rules. Name three contacts per account.
Write a one page plan per account
Customer problem in their words. Your promise. Relevant proof. The first offer. The reason to act now.
Create three touches
A helpful email, a value rich asset, and a short call. Tie each to the account problem.
Use warm paths
Ask for introductions from customers, partners, and advisors.
Hold a weekly review
Check touches, meetings, and next steps. Adjust the offer if there is no traction.
Capture results
Meetings, opportunities, and wins per account. Shift effort to the accounts that move.

Example

With fifty accounts and one page plans, a services firm booked meetings at thirty percent of the targets within six weeks without new software.

Pitfalls and fixes

Lists that are too large. Keep it to fifty to start.
Generic outreach. Use account language and proof.
No weekly review. Inspect activity and outcomes.

Checklist

Fifty accounts with three contacts each
One page plan per account
Three touch sequence
Weekly review rhythm
Results tracked by account