s e s s e c o An account selection r M p B III 7 A t e r a h maturity model P T At Engagio, we think about Account Selection But the more data you bring in and the more using a four-stage maturity model. sophisticated your modeling, the better your Don’t overthink it. chances of optimizing your resources by laser- Regardless of selection process, You can start with the most basic approach focusing them on the accounts with the highest starting with a ‘good’ account list is — letting sales reps draw up their target list — propensity to buy. almost always better than waiting and still get real value from ABM. months to make it ‘perfect.’ Level 1: Reps Self-Select Based on intuition and experience Level 2: Basic Data Adding in manually collected data and simple scoring Level 3: Manual Scoring Adding purchased data and more advanced scoring or modeling Level 4: Predictive Scoring Sophisticated predictive scoring and modeling The ABM Account Selection Maturity Model starts with simple sales rep selection and progresses through to full predictive analytics. 46