ABM 1: ACCOUNT SELECTION: How Revenue Teams Choose the Right Prospects Before They Waste Time, Budget, and Credibility 2026 Edition

About this book

Account Selection: ABM 1 is a practical account-based marketing book for B2B leaders, sales teams, marketing teams, revenue teams, consultants, and business owners who want to build better revenue pipelines by choosing the right accounts before outreach begins. Most B2B companies do not start with a sales problem. They start with an account selection problem. They chase too many prospects, fill the CRM with weak-fit accounts, confuse sales activity with revenue progress, and then wonder why pipeline growth remains unpredictable. This book shows how ABM Step 1: Account Selection creates the foundation for a stronger account-based marketing strategy. Murray Vince explains how to identify the customers that matter, define an Ideal Customer Profile, build an account universe, score accounts using a simple +1 / 0 / -1 account scoring model, prioritize prospects by fit, value, timing, and access, and align the revenue team around the accounts most likely to buy. This is not a book about buying lead lists, chasing famous logos, or generating more generic B2B leads. It is a practical playbook for building a disciplined, repeatable account selection process that improves prospecting, sales focus, marketing relevance, pipeline quality, and revenue growth. Inside, readers will learn how to: Identify high-value prospect accounts Define and apply an Ideal Customer Profile Build and clean an account universe Score and evaluate account fit Prioritize accounts with confidence Align sales, marketing, business development, and leadership Improve B2B pipeline quality before outreach begins Account Selection: ABM 1 is for anyone who wants a smarter, more focused approach to account-based marketing, B2B prospecting, revenue growth, sales pipeline development, and target account selection. The first discipline of ABM is not persuasion. It is selection. Choose better accounts. Focus better effort. Build better revenue pipelines.