ABM Pilot Strategy

To meet the client’s objectives of generating 400 MQLs and influencing $300K+ in pipeline revenue, I created an ABM framework focused on:

Cluster-Based Targeting: Selected 10–15 high-fit accounts within the consulting, legal, and accounting verticals that shared common business challenges—specifically around leadership development and talent strategy.

ICP & Buyer Persona Development: Defined key firmographics (5,000–25,000 employees, $500M+ revenue) and built personas including CHROs, CLOs, and VPs of Talent, mapping their pain points, KPIs, and buying journeys.

Multi-Touch Engagement Strategy: Orchestrated a layered campaign involving thought leadership content, LinkedIn ads, SDR sequences, direct mail kits, webinars, and invite-only executive events.

Sales Enablement: Equipped the client’s sales team with tailored messaging, battle cards, custom demos, and 1:1 executive briefing materials to support pipeline conversion.

Real-Time Optimization: Monitored engagement and intent signals using tools like Clearbit and 6sense, adjusting tactics on the fly based on performance and feedback.

With a $100K budget, the pilot served as both a test bed for scalable ABM programs and a blueprint for future expansion into new verticals and regions.