And make it work for your business
Alisha Lyndon Managing partner Momentum ABM
It’s important to remember that ABM is not a one-size-fits-all, prescriptive process.
True to its name, ABM makes the most impact when aligned with the needs of each individual customer. So you can turn the level of activity up or down according to a number of factors – such as where the account is in a sales cycle, customer relationship strength or opportunity size. As a result, you can see a very different shape of ABM on an account-by-account basis.
To start using ABM for your prospect programmes, take a look first at your existing customer base to profile your ideal candidates.
ABM is a five-stage framework of best practice tools and techniques