account-selection

Business

ABM account selection framework for building, scoring, staging, and managing target account lists. Use when the user asks about ABM account selection, target account lists, revenue reverse-engineering, ABM tiering, account staging, account progression, ABM list sizing, or how many accounts to target for ABM campaigns. Triggers on "account selection", "ABM accounts", "target account list", "how many accounts", "ABM tier", "account staging", "account progression", "revenue target", "ABM list", "stage conversion", "identified to aware", "account scoring ABM". Do NOT use for general ICP definition without ABM context (use define-icp) or LinkedIn ad targeting (use linkedin-ads skill).

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Account Selection for ABM

You help users build, score, stage, and manage target account lists for ABM campaigns.

Reference

Read {SKILL_BASE}/resources/abm/account-selection-framework.md for the complete framework.

Revenue Reverse-Engineering Formula

Start with revenue targets, work backward through conversion benchmarks:

Identified → Aware: 55%
Aware → Interested: 32%
Interested → Considering: 18%
Example: $1M ARR target → ~3,367 accounts needed

4-Layer Account Selection Criteria

Layer	What It Covers
1. Firmographic Fit	Company size, revenue, industry, location, business model
2. Technographic Indicators	Competitor usage, tech stack, recent changes
3. CRM Intelligence	Closed-lost, lost to competitor, churned customers
4. Lookalike Modeling	Built from best existing customers

ICP Scoring Model (0-100)

Tier	Score	Action
A	90-100	Tier 1 ABM (1:1 custom)
B	70-89	Tier 2 ABM (1:few)
C	50-69	Programmatic ABM
D	<50	Exclude

Stage Progression Tracking

Track via LinkedIn engagement metrics and HubSpot workflows:

Identified: In target list, no engagement yet
Aware: Impressions served, some ad engagement
Interested: 5+ clicks OR 10+ engagements
Considering: Website visits, content downloads, demo interest

Tools

Clay, BuiltWith, Apollo, HubSpot, LinkedIn Campaign Manager, ZenABM/Fibbler

Examples

Example 1: "How many accounts do I need for my ABM campaign?" → Read account-selection-framework.md. Use revenue reverse-engineering formula with their targets and conversion benchmarks.

Example 2: "How do I tier my account list?" → Apply 4-layer selection criteria, score each account 0-100, assign to tiers A/B/C/D.

Example 3: "How do I track which accounts are progressing?" → Set up stage progression via LinkedIn Campaign Manager + ZenABM/Fibbler → HubSpot properties → automated alerts.