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account-selection-framework

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Use this skill when building, scoring, or managing a target account list for ABM — reverse-engineering how many accounts you need from revenue targets, ICP fit scoring, tiering, list staging, and ongoing list hygiene.

skills/ivan-falco/account-selection-framework/SKILL.md

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# Account Selection - Framework

How to build, score, stage, and manage target account lists for ABM campaigns.

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## The Account Selection Principle

ABM starts with accounts, not leads. You're choosing *who* to pursue before anything else. Every dollar of ad spend and every BDR hour gets concentrated on accounts that actually fit your ICP.

**The math matters:** To close $1M in ARR from ABM with a $50K ACV, 25% close rate, and 75% qualification rate, you need ~3,250 target accounts in your campaigns (working backwards through stage conversion benchmarks).

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