Account selection and tiering
Named accounts chosen on fit and reachability, tiered by the investment each justifies. Rejections documented and defended.
GTM · ACCOUNT-BASED MARKETING
A coordinated plan for each target account.
We map the buying committee, develop relevant offers and coordinate paid media, content and outreach around the accounts your team wants to win.
Engagements from $3,000/month
ACCOUNT-BASED MARKETING
A plan for the whole buying group.
Cedar Systems · Tier 1 account
RP
Business sponsorRevenue priorities
AM
Technical evaluatorIntegration requirements
NS
Finance approverCommercial case
Subject: Your next account review
Hi Riya, I noticed your team is expanding into a new segment. Would a short account-planning example be useful?
Three buying roles · One shared account plan
ClayLinkedInHeyReachHubSpotSalesforceSlackOpenAI
THE STARTING POINT
What this work addresses
An account may involve several roles with different concerns. The plan connects those people, the evidence they need and the team responsible for each conversation.
- Growth Legendary builds account-based programmes for enterprise and mid-market B2B companies.
- Each is built around the buying group, typically seven or more named roles.
- The work covers account selection and tiering, buying-group mapping, account intelligence, play design, coordination with sales, and account-level measurement.
- ABM works one-to-few; segment-level demand sits under Demand Generation.
SCOPE
The work we take on
Buying-group mapping
Every role that must say yes and every role that can say no, mapped by name, with gaps made visible.
Account intelligence
Hiring, filings, product moves and leadership change, monitored as triggers rather than collected as trivia.
Play design
The specific sequence for a tier-one account, a tier-two account, and an account that has gone quiet.
Coordination
One shared view across marketing and sales, so nobody arrives twice or contradicts the last message.
Account-level measurement
Buying-group coverage, meeting depth and pipeline, per account. Lead volume does not count.
DELIVERY
The first ninety days
1–2
Accounts selected and tiered, with every rejection written down. Trigger sources chosen.
3–5
Buying groups mapped for tier one, with each gap named by the role that is missing.
6–9
Plays live across ads, email sequences and direct outreach. Rules for who contacts whom agreed with sales.
10–12
Coverage and meeting depth reported by account. Tier two opened on evidence from tier one.
MEASUREMENT
What we review with you
- Buying-group coverage, tier one
- Meetings per tier-one account
- Tier-one pipeline
How the teams work together
Your teamGrowth LegendaryWhat you keep
Your teamOwns the account relationships and the sales conversation
Growth LegendaryBuilds the list, the maps, the plays and the rules for who contacts whom
What you keepThe account plans, the intelligence, the play library
Your teamRuns direct outreach into mapped roles
Growth LegendaryReports coverage by role and pipeline by account
What you keepEverything inside your CRM
QUESTIONS
Before we get started
What list size does this need?
Tier one is usually twenty to fifty accounts. Beyond a few hundred it stops being ABM and becomes segment marketing.
Do we need an ABM platform?
No. Most programmes fail on which accounts were chosen and how marketing and sales coordinate, and no platform makes those decisions for you. We choose tools after the programme is designed.
How does this work with sales?
It does not work without them. Coordinating the two teams is scoped and staffed as part of the work.
How long before meetings?
Coverage improves in the first quarter. Pipeline follows the account's own buying cycle, which in enterprise is rarely shorter than two quarters.
Can this run on our existing LinkedIn budget?
Often, yes. We move it from broad targeting to your named accounts, which usually costs less and converts better.
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Tell us what you want to grow.
Share your goal, current setup and the work you need help with.