{"id":2121,"date":"2025-09-28T01:56:12","date_gmt":"2025-09-28T05:56:12","guid":{"rendered":"https:\/\/staging.abxstack.com\/?page_id=2121"},"modified":"2026-02-07T12:53:32","modified_gmt":"2026-02-07T17:53:32","slug":"segmentation","status":"publish","type":"page","link":"https:\/\/staging.abxstack.com\/fr\/abm-strategy\/segmentation\/","title":{"rendered":"Strat\u00e9gie et segmentation ABM"},"content":{"rendered":"\n<div class=\"wp-block-cover is-light\" style=\"min-height:296px;aspect-ratio:unset;\"><span aria-hidden=\"true\" class=\"wp-block-cover__background has-nv-site-bg-background-color has-background-dim\"><\/span><div class=\"wp-block-cover__inner-container is-layout-constrained wp-block-cover-is-layout-constrained\">\n<div class=\"wp-block-group\"><div class=\"wp-block-group__inner-container is-layout-constrained wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-9d6595d7 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<h3 class=\"wp-block-heading ticss-0d4aad52 has-large-font-size\">For teams with ABM in place, but not working as expected.<\/h3>\n\n\n\n<p class=\"has-neve-text-color-color has-text-color has-link-color wp-elements-a91b5f2ccb0067b7c13fb63192a55d05\">The ABM strategy stalls for the same reasons over and over: the wrong accounts on the list, weak \u201cwhy now\u201d and segmentation, handoffs that drift, and measurement that doesn\u2019t help decisions. We need to reset, get Sales back on board and get the program moving.<\/p>\n\n\n\n<div class=\"wp-block-buttons is-content-justification-center is-layout-flex wp-container-core-buttons-is-layout-16018d1d wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button is-style-secondary\"><a class=\"wp-block-button__link wp-element-button\" href=\"https:\/\/staging.abxstack.com\/abm-maturity-assessment\/\">Take our ABM Maturity assessment<\/a><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div><\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-cover\"><span aria-hidden=\"true\" class=\"wp-block-cover__background has-nv-light-bg-background-color has-background-dim-100 has-background-dim\"><\/span><div class=\"wp-block-cover__inner-container is-layout-constrained wp-block-cover-is-layout-constrained\">\n<p class=\"has-text-align-center has-neve-text-color-color has-text-color has-link-color has-large-font-size wp-elements-3dc87747bdcbe361f10cbb04293130c0\">Approach<\/p>\n\n\n\n<div class=\"wp-block-group\"><div class=\"wp-block-group__inner-container is-layout-constrained wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-9d6595d7 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column has-neve-text-color-color has-text-color has-link-color wp-elements-ffe67cafa5288dd22109662ee6d7122b is-layout-flow wp-block-column-is-layout-flow\">\n<ul class=\"wp-block-list\">\n<li><strong><a href=\"https:\/\/staging.abxstack.com\/abm-insights-discovery\/\">Comparing your current<\/a> account lists<\/strong> and segmentation to recent wins and losses.<\/li>\n\n\n\n<li>Asking Sales <strong>why<\/strong> each account is on the list.<\/li>\n\n\n\n<li>Testing if the \u201creasons\u201d are <strong>real and usable<\/strong>.<\/li>\n\n\n\n<li><strong>Follow<\/strong> accounts as they move from Marketing to Sales and note where they stall.<\/li>\n\n\n\n<li>Making clear <strong>who owns what<\/strong> at the few key moments.<\/li>\n\n\n\n<li><strong>Agreeing on a few rule changes<\/strong> you can apply now\u2014and a few things to stop doing.<\/li>\n<\/ul>\n<\/div>\n<\/div>\n<\/div><\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-cover\"><img decoding=\"async\" class=\"wp-block-cover__image-background wp-image-1711 size-full\" alt=\"ABX Stack background triangles\" src=\"https:\/\/staging.abxstack.com\/wp-content\/uploads\/2025\/08\/hero-bg6_final-72597e.svg\" data-object-fit=\"cover\"\/><span aria-hidden=\"true\" class=\"wp-block-cover__background has-nv-site-bg-background-color has-background-dim\"><\/span><div class=\"wp-block-cover__inner-container is-layout-constrained wp-block-cover-is-layout-constrained\">\n<p class=\"has-text-align-center has-neve-text-color-color has-text-color has-link-color has-large-font-size wp-elements-519ab0b44f0e1322d59837d6c08809bf\">Coverage<\/p>\n\n\n\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-9d6595d7 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<ul class=\"wp-block-list\">\n<li class=\"has-neve-text-color-color has-text-color has-link-color wp-elements-f07c3b44d80a80470b8ab99b0e1f748a\"><strong>Targeting:<\/strong> tighten fit so the list reflects customers you can actually win.<\/li>\n\n\n\n<li class=\"has-neve-text-color-color has-text-color has-link-color wp-elements-ddd41bd0887d8eeed44118f2e0eeedda\"><strong>Timing cues:<\/strong> agree on the handful of signals that justify attention now.<\/li>\n\n\n\n<li class=\"has-neve-text-color-color has-text-color has-link-color wp-elements-aa349f301144078a248cf9902cab281b\"><strong>Movement:<\/strong> make account progression predictable across Marketing, SDR\/BDR, and Sales.<\/li>\n\n\n\n<li class=\"has-neve-text-color-color has-text-color has-link-color wp-elements-b0da862fcfdacd94f80770377cd4585f\"><strong>Ownership:<\/strong> clarify who does what, when, and what \u201cgood\u201d looks like.<\/li>\n\n\n\n<li class=\"has-neve-text-color-color has-text-color has-link-color wp-elements-f7f5fc59161810081916633144e3e030\"><strong>Scorecard:<\/strong> settle on a small set of numbers that guide weekly and monthly decisions.<\/li>\n<\/ul>\n<\/div>\n<\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-cover\"><span aria-hidden=\"true\" class=\"wp-block-cover__background has-nv-light-bg-background-color has-background-dim-100 has-background-dim\"><\/span><div class=\"wp-block-cover__inner-container is-layout-constrained wp-block-cover-is-layout-constrained\">\n<p class=\"has-text-align-center has-neve-text-color-color has-text-color has-link-color has-large-font-size wp-elements-93c955e91371c176698406919137df91\">Outcome<\/p>\n\n\n\n<div class=\"wp-block-group\"><div class=\"wp-block-group__inner-container is-layout-constrained wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-9d6595d7 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column has-neve-text-color-color has-text-color has-link-color wp-elements-8725691ee42321353e9602d4b9a622ff is-layout-flow wp-block-column-is-layout-flow\">\n<ul class=\"wp-block-list\">\n<li><strong>Lists get shorter <\/strong>and make sense. <\/li>\n\n\n\n<li><strong>Sales understands why <\/strong>an account is there and what to do next. <\/li>\n\n\n\n<li><strong>Volume matches<\/strong> the team you have. <\/li>\n\n\n\n<li>Reviews <strong>focus on decisions and progress<\/strong>.<\/li>\n<\/ul>\n<\/div>\n<\/div>\n<\/div><\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-cover\"><span aria-hidden=\"true\" class=\"wp-block-cover__background has-nv-site-bg-background-color has-background-dim-100 has-background-dim\"><\/span><div class=\"wp-block-cover__inner-container is-layout-constrained wp-block-cover-is-layout-constrained\">\n<p class=\"has-text-align-center has-neve-text-color-color has-text-color has-link-color has-large-font-size wp-elements-c57a7cd597e983163fe0eea38a926313\">Want to know more?<\/p>\n\n\n\n<div class=\"wp-block-group\"><div class=\"wp-block-group__inner-container is-layout-constrained wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-9d6595d7 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\"><\/div>\n<\/div>\n<\/div><\/div>\n\n\n\n<!-- Start of Meetings Embed Script -->\n    <div class=\"meetings-iframe-container\" data-src=\"https:\/\/meetings-na3.hubspot.com\/amanda-heredia?embed=true\"><\/div>\n    <script type=\"text\/javascript\" src=\"https:\/\/static.hsappstatic.net\/MeetingsEmbed\/ex\/MeetingsEmbedCode.js\"><\/script>\n  <!-- End of Meetings Embed Script -->\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-cover\" style=\"min-height:77px;aspect-ratio:unset;\"><span aria-hidden=\"true\" class=\"wp-block-cover__background has-nv-site-bg-background-color has-background-dim-100 has-background-dim\"><\/span><div class=\"wp-block-cover__inner-container is-layout-constrained wp-block-cover-is-layout-constrained\">\n<h2 class=\"wp-block-heading has-text-align-left has-neve-text-color-color has-text-color has-link-color has-medium-font-size wp-elements-4b81f537530ef4283ec505ae794004fd\">FAQs on segmentation for ABM Strategy<\/h2>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-wpseopress-faq-block-v2 is-layout-flow wp-block-wpseopress-faq-block-v2-is-layout-flow\">\n<details id=\"what-problems-does-an-abm-audit-solve\" class=\"wp-block-details is-layout-flow wp-block-details-is-layout-flow\"><summary><strong><strong>What problems does an ABM audit solve?<\/strong><\/strong><\/summary>\n<p>Bloated or random account lists, vague \u201chot\u201d labels, stalls between Marketing \u2192 SDR\/BDR \u2192 AE, and reports that don\u2019t help decisions.<\/p>\n<\/details>\n\n\n\n<details id=\"what-gets-reviewed-in-this-audit\" class=\"wp-block-details is-layout-flow wp-block-details-is-layout-flow\"><summary><strong><strong>What gets reviewed in this audit?<\/strong><\/strong><\/summary>\n<p>Where accounts came from, how they map to recent wins\/losses, the usefulness of the stated reasons to act, ownership at key handoff points, and whether weekly numbers support decisions.<\/p>\n<\/details>\n\n\n\n<details id=\"what-adjustments-come-out-of-it\" class=\"wp-block-details is-layout-flow wp-block-details-is-layout-flow\"><summary><strong><strong>What adjustments come out of it?<\/strong><\/strong><\/summary>\n<p>A shorter, defensible list; clearer reasons an account is worth attention; a few rule changes on movement\/ownership; and a small set of numbers leaders actually use.<\/p>\n<\/details>\n<script 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