Glossary
What is account based marketing (ABM)?
Account based marketing, or ABM, is a B2B approach where marketing and sales choose a list of target companies first and then aim their work at those accounts, instead of trying to attract anyone who fits. It treats each account as a market of one, or a small group, with outreach to several people inside it.
Published by Sellinger AI. Numbers and settings checked on 24 October 2026 against the fact register. Report an error.
How does ABM work?
- Choose the accounts: companies that match your best customers.
- Map the people: the users, the decision makers and the influencers at each one.
- Plan the touches: content, ads, events and direct outreach aimed at those people.
- Coordinate: marketing warms the account, sales writes and calls, and both see the same record.
- Measure by account: engagement and pipeline per target account, not leads in general.
What are the tiers of ABM?
| Tier | Accounts | Effort per account |
|---|---|---|
| One to one | A handful of strategic accounts | Custom research, content and outreach for each |
| One to few | Small groups that share a need | Messages tailored to the group |
| One to many | Hundreds of accounts | Light tailoring, mostly by segment and signal |
How does outbound fit ABM?
Outbound is the direct part. Once the accounts are chosen, the work is reaching two or three people at each with a reason to talk. Signals help decide which accounts to work this week: hiring for the team you sell to, a new leader, or engagement with posts on your topic. Multithreading deals on LinkedIn covers reaching several people per account.
How Sellinger handles it
You can import a target account list or search people at named companies over a database of 700M+ contacts, and the agent writes to each person separately. Sellinger has intent signals on LinkedIn with 26 ready made signal templates in 8 categories, included with every bundle.
Sellinger has a built in CRM with contacts, deals and the full conversation history across channels, and a two way sync with HubSpot, so marketing and sales see the same conversations.
Common questions
Is ABM only for large companies?
What is the difference between ABM and account based selling?
How do you measure ABM?
Sources and method
General B2B marketing practice. Sellinger data and signals from the fact register, checked 24 October 2026.
Related: Ideal customer profile, Firmographics, Buying signals, LinkedIn outreach for account executives.
