ABM (Account-Based Marketing)
An approach that targets a short list of strategic accounts and tailors messaging and effort to each one.
ABM flips the mass-prospecting logic: instead of casting wide, you pick a small number of high-value accounts and orchestrate marketing and sales around them, with tailored messaging.
It requires deep knowledge of each account: org chart, decision-makers, contact details for several stakeholders. Account-level enrichment (all the key contacts at a company) is its fuel.
Related terms
To go further, read our B2B data enrichment guide or try the free email verifier.
From theory to practice
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