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#ABM

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Priya RamanAugust 11, 202610 min

How to Build an Account Scoring Model for B2B Sales (And Why It Isn't Lead Scoring)

Account scoring ranks whole companies against your ideal customer profile; lead scoring ranks individual contacts. As B2B buying groups grow to 6–10 people, that distinction determines whether your pipeline reflects real buying readiness or just who filled out a form.

Priya RamanAugust 11, 202610 min

Account-Based Marketing for Small Teams: A Realistic Playbook Without Enterprise Software

ABM doesn't require a six-figure platform or a dedicated ops team — it requires a short account list, tight coordination between whoever sells and whoever markets, and discipline about what "personalized" actually means at your scale. Here's what a 1-3 person team can realistically run, and what the research says actually works.