Be patient ABM efforts take time. Once you’ve chosen your list of target accounts, stick with it for longer than you may feel is right. Sales reps may overreact to bad news and want to take an account off the list. But persistence can pay off. Just because an account is not ready to buy right now doesn’t mean they should be removed from your ABM program. Tip: don’t turn over more than 25% of your list each quarter. If your turnover is greater than that, you may be abandoning the ship too quickly. We find it best to review the account list once every six months, and definitely at least every 18 months. 47