• 1 min read
Account-Based GTM: Target, Personalize, Close Enterprise
The ABM playbook for B2B startups — how to identify, personalize, and convert high-value enterprise accounts.
The ABM Process
Step 1: Identify — 20 ideal accounts. Criteria: revenue, tech stack, funding, ICP fit.
Step 2: Research — 30 min per account. Org chart, tech stack, recent news, priorities.
Step 3: Personalize — Custom outreach per account. Different message for CEO vs CTO vs VP.
Step 4: Multi-channel — Email + LinkedIn + call + event. 4 touches across 2 weeks.
Step 5: Nurture — 6-8 week cycle. Case studies, lunch & learn, custom demo.
ABM vs Outbound
Tools
- Data: Clay, ZoomInfo
- Intent: G2, Bombora
- Orchestration: HubSpot, Salesloft
- Personalization: Mutiny, Warmly
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